Location: Dubai, UAE
Salary: 200,000 - 217,000 AED
Job Type: Fulltime, Permanent
Company overview
En Route International operates globally as part of dnata, one of the world's largest combined air services providers. With offices in the UK, MEA and UAE, En Route supplies premium baked goods, meals and snacks to the travel industry. We focus on partnering with world-class manufacturers customising products and packaging to suit individual customer needs while managing a complex supply chain with the highest levels of precision.
Job purpose
This role is responsible for meeting and exceeding sales & profit targets for the region. This is achieved by developing and delivering business strategies for maintaining and delivering New Net Sales, with existing customers. The Key Account Manager will work within company guidelines, plans and investment parameters. Liaising with the Operational and other team members to ensure effective service delivery for customers and meet with customers on a planned basis to ensure their needs are being met.
Key responsibilities
- Take accountability for sales budget performance and involvement in contract negotiations with the key contacts points in the UAE. Act as a specialist point of contact between key customers and En Route global teams
- Grow market share, achieve, and exceed sales & gross margin targets.
- Drive the negotiation and strategy with Key Prospective Accounts taking responsibility for key decisions.
- Acquire deep knowledge and insights into the customer businesses and develop strategic alliances with key decision-takers and decision-influencers up to and including main board level.
- Understand their business development plans and how En Route can support and enable them.
- Conduct product/range reviews at relevant intervals to ensure customers offering meets the needs of the account,
- Deliver accurate, regular performance, financial and volume forecasting and reporting for the accounts, taking into account changing market fluctuations and business variations.
- Develop and execute strategic sales plan in conjunction with the Commercial, NPD and Creative teams to achieve sales and margin targets.
- Ensure business case and pricing models are approved and adhered to, as per Company requirements.
- Project manage implementations, involving the operational team and others as required to ensure an effective transition from concept to operation. Follow the En Route project process from approval through to execution keeping all project team members are kept up to date and informed with any feedback or change in scope
- Motivate and inspire global teams to continuously improve and deliver the customer requirements.
- Be a role model for the team and coach and support the operational team where required.
- Provide monthly reports for the senior management team.
- Ensure all customer and prospective records and information is kept current in appropriate En Route systems maintaining up to date CRM data to manage opportunities and the pipeline in a structured way.
- Establish appropriate goals and measures for short- and long-term sales and overall growth in line with En Route vision and targets, and regularly evaluate results against these performance standards to ensure profitable growth.
- Develop and maintain partner account plans collaboratively with Key Account Director
- Conduct product presentation /range reviews at relevant intervals to ensure customers offering meets the needs of the account, to develop growth and profitability
- Work closely with the Assistant Account Manager to ensure that all contracts and respective trackers are kept up to date.
- Compile sales presentations with information provided by NPD, Creative and Marketing prior to any product proposal
- Complete caterer presentations for any live business with accurate En Route and customer product specific information.
- Present monthly caterer report with sales, forecast and performance.
- Holistic view of account with touch points from all departments that provide awareness for all account related matters.
To undertake any other duties, which may from time to time be assigned. This job description is not intended to be either prescriptive or exhaustive, but it is issued as a general framework at the time of writing.
Person Specification
Qualifications and training
- Educated to University Degree level or equivalent business experience.
- Experience partnering with a Key Account customer.
- 4+ years experience in a Strategic Sales/Business Development or Commercial Account Management
- Airline Catering experience is not essential but desired
Knowledge and skills
- Excellent verbal and written communication skills.
- Organisational skills and able to work within very tight time constraints.
- Demonstrable ability to work on own initiative.
- Flexible to take on extra and varied tasks when required.
- Ability to prioritise workload, multitask and work to deadlines
- High attention to detail and accuracy skills, ability to gather and analyse information
- An effective relationship builder who has worked in an environment or sector undergoing substantial and rapid change and growth
- Adaptable to working in a dynamic environment with ability to multi-task with multiple external shareholders and customers.
Job Dimensions
- Type of Employment: Full time
- Global travel will be required
