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IQVIA

Regional Key Account Manager (SPOT Manager) – MENA

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Job Purpose

The Regional Key Account Manager (SPOT Manager) plays a critical role in driving sustainable business growth, strategic customer development, and commercial excellence across the animal health market within the MENA region.

Acting as the primary commercial leader for assigned markets, this role translates the client’s regional strategy into actionable business plans, accelerates sales performance, and ensures consistent brand execution while maximizing customer value and profitability.

Operating within the International Division, the Regional KAM (SPOT Manager) serves as the key interface between the client, distributors/importers, and local market stakeholders across Egypt, KSA, Iraq, Jordan, Kuwait, Lebanon, Libya, and Yemen—ensuring alignment with business objectives, governance standards, and growth ambitions.

Key Responsibilities

1. Strategic Planning

  • Develop and execute strategic plans for targeted markets to achieve and exceed sales targets
  • Own and drive Business and Marketing plans across the assigned region
  • Lead project creation across all phases (preparation, negotiation, and implementation)
  • Drive market growth, deployment, and strategy for Royal Canin across MENA markets
  • Provide insights into market context, risks, and opportunities
  • Recommend and develop locally relevant strategies

2. Sales Performance & Market Expansion

  • Ensure accountability and delivery of annual sales targets
  • Manage existing country scope effectively
  • Identify and drive opportunities to expand the client’s brand footprint

3. Sales Acceleration

  • Develop and implement sales acceleration strategies
  • Leverage appropriate tools and solutions to enhance commercial performance
  • Train and upskill importers’ sales teams
  • Monitor, measure, and optimize results
  • Manage P&L performance across markets
  • Coordinate business activities, priorities, and execution with importers

4. Team Leadership

  • Build, lead, and develop a high-performing team
  • Oversee recruitment, onboarding, and team structure
  • Define team purpose, priorities, and ways of working
  • Drive performance, engagement, and development discussions

5. Commercial Excellence

  • Execute structured selling processes and drive sell-through performance
  • Support importers in maintaining strong brand presence (scientific communication, merchandising, digital/online media guidelines)
  • Conduct market analysis and report insights to Hub Leadership
  • Coach, motivate, and manage key customers
  • Ensure accurate and timely reporting and administration

6. Cross-Functional Collaboration

  • Work closely with internal functions (Regulatory, Demand, Logistics, Corporate) to deliver annual plans
  • Partner with Customer Service, Demand Planning, and Operations for smooth product flow and order execution
  • Co-create ways of working (WoW) with importers and generate actionable insights
  • Collaborate with local sales teams to share best practices and market intelligence

7. Governance & Compliance

  • Ensure compliant contracts between client and importers are signed on time
  • Maintain regular follow-ups in line with audit guidelines
  • Safeguard brand governance and alignment with global brand strategy

Qualifications & Experience

Education & Professional Background

  • Bachelor’s degree in Business Administration or related field
  • Fluent in English; Arabic is mandatory

Skills & Competencies

  • Strong leadership and interpersonal skills with ability to influence across all levels
  • High energy, proactive, and results-oriented mindset
  • Excellent written and verbal communication skills
  • Strong organizational and stakeholder management capabilities
  • Ability to make sound decisions with minimal supervision
  • Strong analytical skills with ability to identify issues and implement solutions
  • Self-driven, innovative, and able to operate efficiently in a fast-paced environment

Experience

  • Proven experience in Customer Management, Distributor Management, or Key Account Management
  • Experience building and leading teams is a plus
  • Strong proficiency in Microsoft Office (PowerPoint, Word, Excel)
  • FMCG or animal health industry background is preferred
  • Experience working in complex, fast-changing environments
  • Strong project management and business development mindset

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.