Key Account Manager - HORECA/QSR Segment - Food

Hiring for Key Account Manager with one of client in the Food industry.

Job location: Dubai

Experience: Experience in FMCG/Food Sector

Location: Dubai

Catering to Oman & UAE focus markets

Qualification: HM Grad/PGDM/MBA

Indian National is a must

Experience in Middle East market is a must.

Position reports to the Business Head

We are looking for an experience in managing Key accounts from HORECA / QSR segment.

Key Responsibilities :

a) Financial Responsibility :

- Responsible for accomplishment of sales and revenue targets in the Geography

- Maintain strong pipeline to ensure future wins and keep the sales momentum going

- Ensure payments are collected from all customers directly managed by the sales team within contracted time frames

- Provide market insights and inputs to the BU Head /Category head for the AOP (Annual Operating Plan) and the budgets for the category

- Prepare overall sales strategy /plans for the geography along with the BU and category head to meet revenue targets

- Conduct market segment analysis, identify thrust areas /customers basis easy wins with less effort and larger volume size of the market, and Create a yearly business plan that focuses on key customers/segment

b) Customer Responsibility (Internal and External) :

- Proactively engage with both current and potential customers through regular face to face contacts and expand the footprint and relationships with multiple stakeholders in each customer organization

- Ensure that the customer commitments are serviced to their satisfaction ( Both in terms of Quality, quantity and timeliness)

- Resolve issues proactively and promptly through the TSOs/chefs or directly

- Provide market intelligence data on trends, competitors and other activities to the category head, business and NPRD teams.

- Drive the distributor appointment, management and performance improvement process in the geography

- Provide inputs to Business and category team on brand/product insights and positioning

- Drive the replication of the sales and account management process in the region

c) People Responsibility :

- Ensure retention of key /identified talent in the team

- Identify skill gaps establishing professional development requirements for the sales team/direct reports, and ensuring they undergo the relevant training.

d) Process Improvement :

- Focus on improving the efficiency and effectiveness of the sales personnel (team members) and the selling process

- Improve the processes for customer management including identification, acquisition, engagement, mining and retention.