Senior Account Manager - Distribution

About the role

The Commercial Lead will own the end‑to‑end commercial performance of the flagship distribution business in Qatar, covering both Organized Retail and Independent Retail channels. This senior position is responsible for executing the go‑to‑market strategy, activating retail and dealer networks, and driving sustainable growth of the portfolio.

Key responsibilities

• Own the commercial P&L, tracking revenue, margin and cost against plan.
• Serve as primary contact for commercial terms, stock allocation, target‑setting and business reviews.
• Lead account management and activation across Organized Retail and Independent Retail & Export channels, including Joint Business Plans.
• Manage distribution‑partner and market‑coverage arrangements to protect account allocation and avoid channel conflict.
• Oversee pricing governance, enforce recommended retail price discipline, approve promotional exceptions and conduct periodic price reviews.
• Drive launch execution for new products, coordinating channel readiness, in‑store activation, staff training and stock deployment.
• Supervise forecasting, stock rotation and replenishment planning to maintain healthy availability.
• Direct marketing and demand‑generation activities, including launch campaigns, in‑store branding and dealer incentive programs.
• Build and lead the commercial team, reporting on channel performance, risks and KPIs.

Required profile

• Bachelor’s degree required; MBA or postgraduate qualification in Marketing/Business preferred.
• Fluency in English required; Arabic a strong advantage.
• 8+ years of progressive experience in commercial, sales or distribution roles, preferably in consumer electronics, telecom or FMCG channel management.
• Proven experience managing retail and/or dealer/distributor relationships, pricing governance and channel P&L.
• Prior team leadership or key‑account management experience preferred.

Required skills