Location:Sharjah, AE
At Arla, we do so much more than make some of the world’s favourite dairy products. We make healthy taste delicious, mornings worth getting up for and family dinners unforgettable. Puck®, Lurpak®, The Three Cows®, Starbucks® and Castello® – names like these make us a vital, natural part of modern life in over 100 countries around the world. There are 1,200 employees in the Middle East and Africa and 19,000 global employees at the heart of our business. Every single one of us plays an important role and together we build on our 10bn Euros turnover and establish our position as one of the largest dairy companies in the world.
Are you ready to take on a vital role in leading the growth of Food Service within targeted channels directly and through distributors? If so, then you could be our new Key Account Manager, responsible for account planning, execution and delivering on performance targets for the accounts assigned to you. In this challenging job you will work out of our Dubai office in Jebel Ali and you will report to the Head of Foodservice - UAE.
Read more about our part of the business here: Inside Arla | Arla.

HOW YOU WILL MAKE AN IMPACT

In this role, you will drive key account growth by developing and executing strategic business plans, leading negotiations, managing promotional budgets, and building strong partnerships with foodservice distributors and cross-functional teams. You’ll analyse market trends, coordinate with sales and marketing, and ensure Arla’s brands are positioned as industry leaders while continually seeking out opportunities for profitable expansion.

About the Role:

• Develop and manage account activity plans to meet budgeted volumes and margin objectives, aligned with the overall BU Strategy.
• Achieve annual sales and P&L targets by developing and executing customer business plans.
• Lead and manage the implementation of commercial strategies with key account customers.
• Prepare, evaluate, and track sales budgets to ensure agreement counter performance is executed.
• Effectively manage allocated promotional budgets.
• Own the annual agreement negotiation process with key retailers.
• Develop customer strategies and annual business plans in line with the national sales strategy.
• Prepare negotiation scenarios and strategies, leading the negotiation process.
• Continuously analyze customer development, defining and maximizing business opportunities.
• Analyze available data to manage portfolios profitably and drive growth for Arla brands with each customer.
• Build effective annual promotion plans based on sound sales development and profitability analysis.
• Produce excellent conceptual selling decks and establish the brand as the category leader with key customers.
• Build strong inter-company networks and establish close cross-functional relationships.
• Manage indirect relationships with Area Sales Managers/Account Sales Managers and their teams, ensuring alignment with outlet objectives.
• Collaborate with the marketing department responsible for developing brand activities in outlets.
• Jointly develop winning customer category strategies and conceptual sales.
• Foster partnerships that position the company as a key supplier and engine for profitable growth.
• Ensure the company leads in customer relationship management.
• Continuously seek to understand customer needs better and respond with customized programs aligned with brand equity that are mutually beneficial.

SOLID SALES EXPERIENCE IN THE FOOD SERVICE CHANNEL

You have Bachelor’s degree in Hospitality Management, Food Technology, Sales or Marketing, an MBA is a plus. You have at least 5-7 years relevant experience in Sales within Food Service. You have strong business development skills, presentation skills, proven track record of achieving sales targets and background in handling big Food service contracts and deals. Experience within dairy is an advantage. Chef experience is an advantage but not a must. You must have excellent interpersonal, negotiation and influencing skills and the ability to work under pressure. You are results oriented and must have significant knowledge of FSR channel, field sales, product and distributor management.

• Develop and manage account activity plans to meet budgeted volumes and margin objectives, aligned with the overall BU Strategy.
• Achieve annual sales and P&L targets by developing and executing customer business plans.
• Lead and manage the implementation of commercial strategies with key account customers.
• Prepare, evaluate, and track sales budgets to ensure agreement counter performance is executed.
• Effectively manage allocated promotional budgets.
• Own the annual agreement negotiation process with key retailers.
• Develop customer strategies and annual business plans in line with the national sales strategy.
• Prepare negotiation scenarios and strategies, leading the negotiation process.
• Continuously analyze customer development, defining and maximizing business opportunities.
• Analyze available data to manage portfolios profitably and drive growth for Arla brands with each customer.
• Build effective annual promotion plans based on sound sales development and profitability analysis.
• Produce excellent conceptual selling decks and establish the brand as the category leader with key customers.
• Build strong inter-company networks and establish close cross-functional relationships.
• Manage indirect relationships with Area Sales Managers/Account Sales Managers and their teams, ensuring alignment with outlet objectives.
• Collaborate with the marketing department responsible for developing brand activities in outlets.
• Jointly develop winning customer category strategies and conceptual sales.
• Foster partnerships that position the company as a key supplier and engine for profitable growth.
• Ensure the company leads in customer relationship management.
• Continuously seek to understand customer needs better and respond with customized programs aligned with brand equity that are mutually beneficial