Key Account Manager - Retail

Role overview

McCain is looking for a Key Account Manager - Retail to support retail business growth across Saudi Arabia, with additional responsibility for Kuwait and Qatar. The role is centered on building strong customer and distributor relationships, increasing revenue, widening distribution, and strengthening brand visibility across retail channels. You will work across commercial, marketing, supply chain, finance, and demand planning functions to make sure execution is strong and business targets are met.

This position reports to the Senior Sales Manager Retail.

Key responsibilities

• Build and maintain productive relationships with major retail customers and distributor partners in Saudi Arabia, Kuwait, and Qatar.
• Prepare and implement annual sales and account plans that support overall business goals and priorities.
• Grow revenue, market share, profitability, and category results in the assigned markets.
• Find new distribution opportunities to improve product reach and in-store presence.
• Oversee distributor performance through joint planning, forecasting, stock control, and sales monitoring.
• Lead route-to-market execution so products are available and visible in stores as intended.
• Review sales data, market movements, competitor actions, and shopper patterns, then turn findings into practical actions.
• Conduct regular business reviews with customers and distributors, tracking key measures such as volume, product mix, margins, and stock.
• Run customer and channel initiatives such as promotions, activations, and trade programs to support sell-out.
• Work closely with internal teams to align commercial activity and business outcomes.
• Maintain accurate forecasting and demand planning to support service levels and inventory efficiency.
• Negotiate commercial agreements, trade terms, and promotional arrangements with key accounts.
• Track account profitability, pricing, investment levels, and trade spend.
• Share clear reports on performance, risks, and opportunities.
• Represent McCain in customer meetings, market visits, and industry-related interactions.
• Look for ways to improve processes, efficiency, and growth.

Requirements

• A university degree in Business, Marketing, or a related discipline.
• 5 to 10 years of experience in sales, preferably in FMCG or the food sector.
• Previous hands-on experience managing key accounts and distributors.
• Good knowledge of the KSA retail market; experience in the GCC is an advantage.
• Ability to deliver commercial results across volume, revenue, margins, and market share.
• Strong analytical ability and confidence in turning data into actions.
• Excellent negotiation, communication, and stakeholder management skills.
• Comfort working across functions and in a multicultural environment.
• Strong planning, organization, and execution skills.
• A proactive, ownership-driven mindset with a focus on improvement and results.
• Good command of Microsoft Office; Power BI knowledge is a plus.
• Fluency in Arabic and English, both spoken and written.
• Willingness to travel regularly.

Additional information

McCain describes its team culture as ambitious, curious, and passionate, with a strong customer-first approach. The company emphasizes collaboration, in-person connection, and flexible working where applicable. Most office-based roles follow a hybrid setup, with the option to work remotely two days per week, although this can vary depending on the role and location.

Benefits

• Competitive pay package based on experience and market standards.
• Opportunity to work with a globally recognized brand and a high-performing team.
• A varied and accountable role in an international environment with flat structures.
• Local benefits package.
• The chance to help shape and expand the retail business.

Equal opportunity and accessibility

McCain is an equal opportunity employer and considers all qualified applicants without discrimination on protected grounds. The company also supports accessibility needs during the hiring process and can provide reasonable accommodations if required. Personal data is handled in line with McCain’s privacy policies, and AI may be used in the hiring process, although final decisions are made by people.