Senior Account Manager - Distribution

Role Overview

The Senior Account Manager is responsible for overseeing the entire commercial performance of the flagship distribution segment in Qatar, including both Organized Retail (OR) and Independent Retail (IR) channels. This pivotal position executes the Qatar market entry strategy, initiates retail and dealer channel activations preceding significant product launches, manages principal brand relationships, and establishes the operational frameworks necessary for sustained growth of the flagship portfolio. The role holds full P&L responsibility.

Key Responsibilities

• Manage the commercial P&L of the flagship distribution business by monitoring revenue, margins, and expenses against planned targets.
• Serve as the main commercial contact regarding contract terms, inventory distribution, target setting, and business evaluations.
• Lead account management and activations across both Organized Retail and Independent Retail & Export channels, including the creation and execution of Joint Business Plans with major clients.
• Oversee partnerships with distribution agents and coverage plans to safeguard account allocations and prevent channel conflicts.
• Govern pricing policies, enforce recommended retail pricing discipline, authorize promotional exceptions, and conduct regular price evaluations.
• Drive new product launches by aligning channel preparedness, on-site activations, employee training, and inventory allocation.
• Manage forecasting, stock rotation, and replenishment to ensure consistent product availability across all channels.
• Direct marketing and demand-generation initiatives such as launch promotions, in-store branding, and dealer incentive schemes.
• Build and lead the commercial team while delivering regular performance, risk, and KPI reports on channel outcomes.

Qualifications and Experience

• A bachelor's degree is mandatory; an MBA or postgraduate diploma in Marketing or Business is highly preferred.
• Fluency in English is essential; proficiency in Arabic is a considerable asset.
• A minimum of 8 years of advanced experience in commercial, sales, or distribution roles within consumer electronics, telecommunications, or fast-moving consumer goods, with focus on channel management.
• Proven track record managing retail or distributor relationships, including pricing strategy control and channel-level P&L accountability.
• Prior experience in team leadership or managing key accounts is favorable.