Head of Key Accounts MEA (f/m/d)

Summary

The Head of Key Accounts, Regional Cluster (RC) MEA is responsible for leading and expanding sales performance across the RC MEA region by driving strategic key account activities, fostering strong customer partnerships, and providing leadership, coaching and direction to the Key Account Management team.

The primary objective of the role is the sustainable development of the Key Accounts business across the region, positioning RATIONAL as the Partner of Choice through the delivery of measurable customer value. The role will proactively engage with planners, consultants and key industry influencers to secure specification opportunities, strengthen market presence and create sustainable demand for RATIONAL solutions.

The successful candidate will identify, target and develop strategic national and regional key accounts across the Middle East and Africa, building a strong pipeline of business opportunities where RATIONAL can deliver significant value and operational benefits. The role is responsible for developing long-term customer relationships, accelerating growth and increasing market penetration across the region.

Working closely with local Sales teams, Regional Key Account teams and business partners, the Head of Key Accounts, RC MEA will ensure a coordinated market approach, maximise customer engagement and drive the successful development of strategic accounts throughout the region.

Key Responsibilities

• Develop and execute the RC MEA Key Account strategy to drive sustainable growth, profitability and market share
• Lead, coach and develop the Key Account Management team to achieve business objectives and high performance
• Engage directly with the Global Industry Management teams
• Identify, target and develop strategic national and regional key accounts across MEA
• Build and maintain senior relationships with key customers and decision-makers
• Engage planners, consultants and industry influencers to secure specification opportunities and drive demand
• Build and maintain a strong pipeline of strategic business opportunities
• Lead customer presentations, demonstrations, cooking events and executive business reviews
• Oversee field and laboratory trials to convert opportunities into successful sales outcomes
• Lead commercial negotiations and contract discussions in line with sales and profitability objectives
• Develop strategic partnerships with distributors, dealers, consultants and other business partners
• Work closely with Sales, Marketing and Regional Key Account teams to ensure a coordinated market approach
• Maintain accurate CRM data, pipeline visibility and account development plans
• Monitor market trends, customer needs and competitor activity, providing actionable business insights
• Deliver accurate sales forecasts, business updates and performance reports
• Support local sales teams in developing and winning strategic key account opportunities
• Represent RATIONAL at industry events, trade exhibitions and key customer engagements
• Strong interpersonal, influencing and relationship-building skills
• Ability to work effectively in a cross-functional, team-oriented and results-driven organisation
• Strong understanding of structured sales processes and strategic selling methodologies
• Technical understanding in what is required to build and create professional kitchens and kitchen workflow processes
• Self-motivated, organised and able to work independently
• Proven ability to identify business opportunities and understand customer needs
• 5-10 years of sales, key account management or business development experience
• 3-5 years of people leadership or sales management experience
• Proven experience in Key Account Management and strategic account development
• Previous culinary experience or a strong interest in cooking
• Proficiency in Microsoft Office applications and CRM systems such as Salesforce
• Willingness to travel extensively across the region (approximately 60%), including frequent overnight stays and occasional international travel
• Fluent English required; Arabic would be advantageous
• What counts for us are your qualifications – regardless of age, gender, disability, sexual orientation/identity or social, ethnic, or religious backgrounds. We welcome applications from all people with diverse backgrounds.
• If you have any questions, please contact Celine Bell.

Celine Bell

+41 71 727 90 26

[email protected]

Req Id

16358

Gold & Diamond Park, Unit No. 2218 Bldg.

2 PH 2, Jebel Ali

Dubai, United Arab Emirates