About the Role

Americana Foods is seeking a National Key Account Manager to join its team in Riyadh, Saudi Arabia. This is a full-time, individual-contributor role responsible for the commercial and category agenda across 3–4 of the Kingdom's most strategic modern trade accounts. Reporting directly to the Head of Modern Trade, the incumbent will translate channel strategy into detailed, account-specific plans and drive day-to-day execution, from trading term closure to in-store standards, for their assigned portfolio.

Strategic Account Planning and Target Management

• Develop and own annual account plans for assigned key accounts in KSA, translating channel strategy into account-level volume targets, promotional calendars, and distribution objectives by region and DC.
• Manage account-level P&Ls in SAR, tracking net revenue, trade spend, gross profit, and target attainment monthly against budget.
• Track sales targets for assigned accounts across all relevant SKU portfolios and covered cities/regions, escalating risks as needed.
• Conduct structured monthly/quarterly business reviews with buying and commercial teams at assigned KSA retailers, presenting performance data, issue resolution, and forward plans.
• Manage seasonal account planning with particular discipline around Ramadan, Eid, National Day, and school season, including advance ranging confirmations, promotional booking, and display commitments.

Contract Negotiation and Commercial Agreements

• Lead and close annual trading term negotiations with assigned key accounts within approved commercial and financial frameworks.
• Negotiate promotional programmes, listing agreements, new product introductions, gondola end and display bookings, and shelf/space terms to deliver optimal commercial outcomes.
• Manage new product listing negotiations across KSA retail accounts, securing distribution commitments, shelf placement, and launch support in line with NPD launch plans.
• Navigate structured, multi-stakeholder buying processes at major KSA retail groups, such as Panda's centralised category buying model, BinDawood's regional dynamics, and Al Othaim's franchise and company-owned store mix.
• Ensure all negotiated agreements are documented, internally approved, and tracked against committed deliverables; maintain accurate contract and terms records.

In-Store Execution and Compliance

• Own in-store execution standards across assigned key accounts, including on-shelf availability, planogram compliance, promotional display, pricing accuracy, and share of shelf.
• Manage execution of promotional activations in-store, coordinating with field sales, merchandising teams, and supply chain to ensure on-time and in-full delivery, especially during high-volume periods like Ramadan.
• Conduct regular store visits and audits across covered cities for assigned accounts; hold retail partners accountable to agreed execution standards through structured reporting and escalation.
• Track and resolve out-of-stocks, voids, and compliance gaps promptly; manage relationships with retailer operations and replenishment teams.
• Ensure all in-store materials comply with SFDA regulations on labelling, claims, and promotional materials.

Modern Trade Operations Management

• Manage all operational aspects of assigned key account relationships in KSA: forecasting, purchase order management, DC-level delivery coordination, returns handling, and claims resolution.
• Coordinate with supply chain and demand planning to provide accurate volume forecasts by account, DC, and SKU, accounting for seasonal uplift during Ramadan, Eid, and National Day.
• Oversee the deductions and commercial claims management process for assigned key accounts, ensuring timely resolution and minimising unapproved deductions; manage the reconciliation process.
• Manage operational compliance with each assigned retailer's specific EDI, portal, and administrative requirements (*, Panda's supplier portal, Carrefour/MAF systems, BinDawood operational processes).
• Maintain current account profiles for each retailer covering agreed terms, ranging by DC/region, promotional mechanics, execution standards, and key contacts.

Required Qualifications and Experience

• 8–10 years of FMCG commercial experience, with proven, hands-on experience directly managing large-format modern trade accounts within KSA or GCC markets.
• Strong negotiation skills with direct experience closing annual trading terms with large KSA retail buyers.
• Hands-on understanding of in-store execution, merchandising standards, and the operational requirements of KSA retail supply chains (multi-DC, regional distribution, retailer portal compliance).
• Proficiency in account P&L management in SAR, trade spend optimization, and demand forecasting with KSA seasonal uplift profiles.
• Experience managing Ramadan commercial planning and execution; understanding of the compressed timelines and execution intensity of the Kingdom's peak trading period.
• High proficiency in Excel and commercial reporting tools; familiarity with Nielsen KSA, IRI, or retailer data portals preferred.