Key Account Manager

Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

You lead a team of field sales representatives/managers to ensure execution of the sales strategy and achievement of annual KPIs and targets.

How you will contribute

You will:

• Manage, develop and motivate the team and work closely with the sales capability team to ensure delivery of training to the team.
• Create and manage an annual business unit plan to deliver agreed channel revenue KPI’s and targets and provide reporting as required.
• Manage winning customer business relationships that facilitate “best in industry” execution of our categories.
• Work closely with key stakeholders including the account team, category, activation team, sales capability and customer finance to provide the optimum return across your region.
• Fully understand category and insights knowledge, coaching the team in the use of category tools to engage and influence customers to make informed decisions that will grow our categories and deliver our annual plan.

What you will bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Considerable knowledge of market and routes-to-market in which Mondelēz International performs
• Experience in sales and managing a team of salespeople
• Strong organizational and analytical skills
• Excellent communication and interacting skills
• Solid knowledge of sales and negotiation processes
• Perseverance and attention to details

More about this role

What you need to know about this position:

Lead the strategic management of key accounts to deliver sustainable growth, profitability, and market share for Mondelez. The role involves building strong partnerships with customers, driving joint business planning, optimizing trade investments, and ensuring flawless in-store execution to maximize category leadership. 

What extra ingredients you will bring:

Strategic Account Management 

• Lead the development and execution of customer Joint Business Plans (JBPs) in line with Mondelez’s commercial strategy. 

• Negotiate annual agreements, trade terms, and promotional frameworks with key customers. 

• Manage P&L responsibility for assigned accounts, ensuring profitability and ROI of trade spend. 

• Identify and drive category growth initiatives, aligning Mondelez and customer priorities. 

Business Growth & Performance 

• Deliver Net Revenue, Gross Margin, and Market Share targets across the account portfolio. 

• Optimize promotional strategy and investments through ROI evaluation and post-promotion analysis. 

• Anticipate risks and opportunities, proposing proactive solutions to achieve business objectives. 

• Leverage shopper and category insights to influence customer decisions and unlock growth. 

 

Cross-Functional Collaboration 

• Act as the key interface between Mondelez and customer senior stakeholders. 

• Partner with Supply Chain, Finance, Marketing, and Trade Marketing to ensure excellent service levels and execution. 

• Champion customer needs internally while protecting Mondelez commercial interests. 

• Lead and coach junior account managers or executives, building team capability. 

Execution Excellence 

• Ensure compliance with distribution, shelving, visibility, and pricing strategies (the “Perfect Store” standards). 

• Monitor and improve forecast accuracy and service levels with customers. 

• Conduct regular store visits and business reviews to track performance and execution gaps

Education / Certifications:

Bachelor’s or Master’s degree in Business, Marketing, or related field. 

Job specific requirements:

• 5–7 years’ experience in Key Account Management / Customer Management (preferably FMCG). 

• Proven success in managing large retailers or modern trade accounts with P&L responsibility. 

• Strong negotiation, influencing, and stakeholder management skills. 

• Excellent analytical ability with solid financial acumen. 

• Track record of delivering growth and leading cross-functional initiatives. 

• Leadership capabilities to mentor and develop junior team members. 

Work schedule:

Full-Time

No Relocation support available

Business Unit Summary

Mondelēz International in the Middle East, North Africa and Pakistan serves the Middle East and Africa markets as well as Australia, New Zealand, the UK and Canada. Headquartered in Dubai, UAE, we have more than 2600 employees working across seven plants and six commercial offices; we make, bake, sell and deliver our products to customers. We are market leaders in key snacking categories with iconic global and local brands including Cadbury Dairy Milk chocolate, Milka, Oreo and belVita biscuits, Barni Cakes,Tang powdered beverage, Chiclets and Trident gum and Halls candy. 

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Type

Regular

Field Sales

Sales