Key Account Manager
Dubai, AE
منذ 60 يوم

Job Description

Ferrero is anything but ordinary. A family company with a truly progressive and global outlook. Home to iconic brands Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Joy® and Kinder Bueno®.

As the love for our brands continues to grow, so too does our global reach. Today, the Ferrero Group is present in 53 countries, and its products are sold in more than 170 countries.

Our continued growth in new markets presents exciting challenges for our people, alongside significant opportunities for career development and mobility.

We are looking for a Key Account Manager of our main customers. The position, which reports to the Account Manager Modern Trade, has the scope to develop the commercial relationship with the Customers for all contract negotiated and sales development activities through the CBP activities (promo plan, category projects...).

The role integrates for the main Customers the vertical management of the Sales Force working in the stores belonging to the contract negotiated.

He supports the Account Manager MT in defining sales strategies and is responsible for their implementation (objectives, programs, commercial actions and promotional policies, P&L) for the Customers in charge


Prepare and submit contracts for assigned customers.

Develop sales argumentation in collaboration with Trade Marketing / Account Manager MT, in accordance with the characteristics of the assigned customer

Agree with the customers the implementation of the promotional plan

Propose additional promotional opportunities and oversee implementation consistent with the Marketing and Trade Marketing guidelines


Share the key points of the strategy and the defined activity plan with the customers

Contribute to the solution of problems related to the assigned customer (e.g., promotions, deliveries)


Ensure alignment between budget management and business objectives

Propose forecast sales volumes

Follow the expense and performance monitoring guidelines

He defines the Merchandising budget for the area of competence, highlighting any opportunities / limits to consider in the estimate.

Performs the analysis of deviations between forecast costs and final costs, reporting any anomalies to the Account Manager MT


Provide information to the Account Manager MT about the activities and sales plans

Maintain a high level of contact with the trade to gain greater knowledge of the marketplace

Integrates with other Key Account managing other Customers to transfer the best negotiation and implementation practices implemented in the stores


Identify future growth drivers for assigned customers, suggesting :

Business priorities by category / store format / Specific actions to achieve sales targets / Highlight existing gaps in customer performance, causes and possible solutions

Design and implement solutions for specific performance issues (e.g., new initiatives, additional events, pricing)

Manage the credits of the assigned customers, working as an interface between the Ferrero Finance function and the customer

Creation of a Joint / Integrated Customer Plan

Responsibility on the Customer P&L, promotional levers and margins


Increase customer engagement in planning for special business promotions

Building partnerships with the client for the continuous planning of promotional activities and customized events

Align and integrate marketing plans with those of the customer

Involving the customer in the realization of the POS layout / display

Collaborate with the client in optimizing the category

Optimize presence and assortment on check-out

Monitor and verify through direct sales force, the correct application of promotions and commercial conditions defined during the negotiations

Track and monitor our own pricing and that of competitors through direct sales force

Make sales forecasts for assigned customers

Monitor sales performance for assigned customers (e.g., sell-in, sell-out, returns, stock dynamics) and monitor costs vs. budget


Ensure effective management of assigned personnel to promote their engagement and focus on results

Accountable for evaluating people and development initiatives

Job Requirements

Desired Background, Skills and Experience

  • 3 years of experience
  • Arabic Speaker, already resident in UAE, Good English

    Evidence of passion, leadership and achievements in the role

    Problem solving via innovation & creativity

  • Strong organizing and analytical thinking;
  • Proven sales experience with a track record of meeting targets

    Experience in category, customer or channel marketing

    A demonstrable customer focused attitude

    Good clear, concise thinker who is able to prioritize.

    A strong communicator : written and verbal

    Ability to work independently, proactively and as a team member

    Specialties :

    knowledge of the market and trade

    Category Techniques

    Customer management / Customer development plan

    Knowledge of sales channel

    Promotional policies and techniques

    Ability to interact effectively and directly with senior management

    Ability to handle multiple assignments concurrently and meet tight deadlines

    Excellent communication skills

    قدِّم طلب ترشيحك
    قدِّم طلب ترشيحك
    بريدي الالكتروني
    بالنقر فوق "متابعة"، عطي نيوفو الموافقة على معالجة بياناتي وإرسال تنبيهات البريد الإلكتروني لي، وفقًا لسياسة الخصوصية الخاصة بنيوفو. يمكنني إلغاء اشتراكي أو سحب موافقتي في أي وقت.
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