Key Account Manager

Overview Job title : Key Account Manager

Your role :

We are seeking a highly strategic and commercially minded Key Account Manager to manage and grow our key retail partnerships. The ideal candidate will have a proven track record in the FMCG sector, with strong negotiation skills, excellent business acumen, and the ability to build and maintain long-term relationships with senior stakeholders.

Responsibilities

Leads the development and execution of strategic account plans for high-value clients, ensuring alignment with overall business objectives and driving long-term growth for the company.

Serve as the main point of contact for key accounts, ensuring long-term partnership and fostering relationship and satisfaction.

Develop and implement annual business plans aligned with Philips sales and marketing strategies.

Ability to negotiate and sign off annual JBPs aligning with organization sales and marketing objectives.

Drive revenue growth, market share, and profitability within assigned accounts.

Lead annual negotiations on commercial terms, pricing, and promotional mechanics to ensure profitability and sustained growth.

Lead contract negotiations, pricing strategies, and promotional agreements.

Manage sales forecasts, budgeting, and reporting to ensure accurate and strategic planning.

Work closely with cross-functional teams such as Marketing, Supply Chain & Finance to deliver customer-centric solutions.

Ensure customer data and historical data is complete in terms of plan, feature, flyer, in-store, budget, offers, discounts, off-take, spend, inventory, etc.

Translate the marketing plans into commercial proposals for the assigned customers and activities for each of the customer channels into sales forecasts.

Closely monitor the field execution of the agreed channel plans with regards to visibility, price and promotions.

Conduct regular marketing visits to monitor market trends, in-store competitor activity, and consumer insights through regular market visits to identify opportunities.

Assess in-store merchandising and promoter capabilities and provide operational direction to ensure in-store execution fundamentals are implemented.

Ensure in-store availability and visibility as per channelized product range.

Manage trade marketing budgets and promotional spending with a strong return-on-investment (ROI) mindset.

Prepare regular sales forecasts, budget plans, and performance reports for internal and external stakeholders.

Coordinate with internal and external stakeholders and finance teams to process all customer claims to ensure a smooth financial process.

Ensure that rebate, compensation and incentive budgets are controlled and tracked as per the agreed plans.

Develop the functional elements of the contracts, coordinate quarterly monitoring and ensure prompt processing of rebate payments.

Analytical skills : strong financial acumen and the ability to analyze sales data, market insights, and promotional effectiveness.

Communication : excellent verbal and written communication skills for building relationships and presenting information.

Interpersonal skills : natural relationship-builder with a customer-centric approach.

Technical skills : proficiency with CRM software (e.g., Salesforce), Microsoft Office Suite (especially Excel), and sales forecasting.

Qualifications

Bachelor's / Master's degree in Business Administration, Marketing, Sales or equivalent.

Minimum 5+ years of experience with a Bachelor's in areas such as Account Management, Client Relationship Management, Partner Sales Operations, Sales Operations, Business Development or equivalent.

Preferred industry : FMCG / Beauty & Personal Care / Consumer Electronics & Appliances.

Languages : Proficient in English & Arabic.

Negotiation : Exceptional negotiation, persuasion, and influencing skills, with a track record of achieving mutually beneficial outcomes.

How we work together We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week. Onsite roles require full-time presence in the company’s facilities. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

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If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our culture of impact with care here.

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