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Key Accuont Manager, Saudi Arabia - Riyadh


Posted on May 17, 2018

3 - 5 years Riyadh - Saudi Arabia

Any Graduation. Any Nationality

Opening 01

Job Description

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Main Purpose of Job:
The primary responsibility of the Senior Key Account Manager is to align Nestl strategy with customers needs by developing mutual business opportunities. At this position, he has to maximize short and long term sales and profitability and build long term successful business relationships with customers to become the preferred supplier. Lead the Customer team to deliver agreed objectives/Customer (s) Plans
Key Outputs:
Accountable for the achievement of his customers sales volumes, and targets by category
Develop customer specific business plans in alignment with key customers and ensure that these plans are properly executed
Monitor customer business performance and jointly develop action plans to accelerate growth or to address any shortfalls.
Define with Channel Manager strategic direction for the biggest Retail Key Account customer in KSA (100 stores)
Maximize the visibility of the Nestl products within the channel/ customer, balancing customer priorities with category objectives
Prepare and conduct regular customer business planning reviews and propose action to accelerate growth.
In co-ordination with Channel Category Sales Development to develop customer specific tailor-made promotions in line with the category objectives and Business development needs
Forecast Sales by Key Customers, identify gaps and propose action to overcome them.
Constantly work to improve the return on investment through the management of financial performance of Key Account Customers utilizing business management tools.
Gather & report customer trends, needs and competitor information.
Effectively manage , lead and control direct reports to maximize performance and enhance teamwork
Effectively develop and manage long term customer relationships.
Develop and keep up to date Customer Profiles/Fact Books
- Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the World Health Organization International Code of Marketing of Breast-Milk substitutes and Nestle Instructions and local country codes.
- Comply with Nestl s strictest requirements that Nestl marketing and sales personnel will not seek contact with, or give advice to pregnant women, or mothers of infants and young children regarding Infant Formula in their business capacity.
Accountable and responsible to coach his teams and identifying their training and development needs.
Define and execute strategies and plans for the Customer (s) in line with business requirements
Ensure achievement of agreed Customer (s) targets/KPIs.
Implement, follow up and update Customer (s) Plans
Ensure complete support in development of Category Channel and Field Sales Plans
Ensure adherence to all Company principles and policies
Collaborate with peer Customer Managers to share Customer best practices, liaise with Marketing, Channel Category Sales Development, Field Sales and Supply Chain to drive Customer related initiatives
Ensure development of careers, succession plans, development and coaching of direct reports
Key Experiences:
3-5 years experience in sales (at least 2 years experience in field sales, account management, business development)
Knowledge: Nestl Corporate / Functional / Market / Business / Organizational:
Core knowledge of the 10 Principles and expert knowledge in our areas of responsibility. (mandatory - do not remove or change)
Nestl Management and Leadership principles.
Knowledge of key business processes
Good understanding of shopper, market intelligence sources, category/channel/shopper trends.
Good knowledge of key commercial functions and priorities.

FMCG / Foods / Beverages

Sales / Business Development


Account Managementiness Planning Market Intelligence Supply Chain Training And Development Commercial Functionsiness Management Sales Development Sales Account Field Sales


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Nestle is one of the leading nutrition, health and wellness companies in the world. It was founded in the year 1866 in Cham, Switzerland when the group established its first European condensed milk factory. Although the headquarters of the company is based in the Swiss town of Vevey, the group has i ts presence in almost every country of the world. In the Middle East, Nestle has its presence in Dubai. In 2015, the company recorded sales worth CHF 88.8 billion.

The company’s mission is to enhance people’s lives, everywhere, every day. Towards this goal, Nestle strives to make its brands tastier and healthier choices that help consumers care for themselves and their families, to earn customers' trust and recommendations. Due to this commitment, the company has been able to create a long-term sustainable value for its consumers and customers, communities, shareholders and employees alike.

The company employs around 335,000 people across the world and is on a constant lookout to add more talented professionals to its existing workforce. It believes that fulfilled employees create satisfied consumers. This has inspired Nestle to create a work environment that offers scope for individual responsibility, tremendous opportunities and autonomy.
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