A leading global food ingredients business is seeking a commercially strong, relationship-led Key Account Manager to manage and grow a strategic portfolio of customer accounts across the Greater Middle East, based in Dubai, UAE. This is an outstanding opportunity for an experienced B2B commercial professional with a background in food ingredients, FMCG, or B2B food solutions to take ownership of key regional accounts, drive revenue growth, identify new business opportunities, and lead high-value commercial negotiations — all within one of the most exciting and rapidly growing food ingredients markets in the world.
About the Company — Global Food Ingredients Leader
Market Position: Leading global ingredients business with a strong presence and strategic growth focus across the Greater Middle East region
Sector: Food ingredients, FMCG, and B2B food solutions — serving major food manufacturers, processors, and consumer goods companies
Portfolio: Strategic key account portfolio across the Middle East — offering significant commercial growth potential and new business whitespace
Commercial Culture: Proactive, strategic, and collaborative commercial environment focused on long-term customer relationships and revenue growth
Recruitment Partner: This role is being managed confidentially via Novaris Search — contact megan.mason@novarissearch.com to apply or discuss
Why This Key Account Manager Role in Dubai Stands Out
Strategic Territory: Greater Middle East — one of the world’s most active and high-growth markets for food ingredients and FMCG innovation
Account Portfolio: Manage and develop a portfolio of high-value strategic customer accounts with significant revenue growth potential
Commercial Autonomy: Lead negotiations, close commercial agreements, and identify new business whitespace with genuine strategic ownership
Career Growth: Join a globally recognised food ingredients organisation with a strong regional growth agenda and senior commercial development pathway
Position Overview
This Key Account Manager role — focused on Food Ingredients across the Greater Middle East — is a senior commercial position for a proactive, relationship-driven professional who combines deep food industry knowledge with strong B2B sales and account management capability. Based in Dubai, you will manage and develop a portfolio of strategic regional customer accounts, drive consistent revenue growth, and create new business opportunities by identifying and pursuing whitespace across the ingredient categories your global employer represents. You will engage directly with senior customer decision-makers, lead complex commercial negotiations, and work cross-functionally with internal teams to ensure excellent customer outcomes — building partnerships that are both commercially valuable and strategically differentiated in a highly competitive Middle Eastern food ingredients marketplace.
Why This Role Matters: As Key Account Manager for Food Ingredients in the Greater Middle East, you are the face and voice of a leading global business to its most important regional customers. Your relationship management, commercial acumen, and strategic thinking directly determine whether key accounts grow, whether new business opportunities are captured, and whether the company strengthens its competitive position across one of the world’s most dynamic food and beverage markets. The accounts you manage, the deals you close, and the relationships you build will shape the company’s Middle East revenue performance for years to come.
Key Responsibilities
Key Account Management & Relationship Development
- Manage and develop a defined portfolio of strategic key customer accounts across the Greater Middle East — building deep, trust-based relationships at senior decision-maker level.
- Serve as the primary commercial point of contact for all assigned key accounts — owning the customer relationship end-to-end and ensuring consistent, high-quality engagement.
- Develop tailored account development plans for each key account — setting clear growth targets, relationship objectives, and commercial action plans aligned with the company’s regional strategy.
- Engage proactively with senior customer stakeholders to understand their strategic needs, business priorities, and ingredient requirements — positioning the company as a valued long-term partner.
Revenue Growth & Commercial Performance
- Drive consistent revenue growth and commercial performance across the key account portfolio — achieving and exceeding assigned sales targets within the Greater Middle East territory.
- Identify and pursue upselling and cross-selling opportunities within existing key accounts — maximising the value and breadth of the company’s ingredient solutions for each customer.
- Monitor account revenue performance against targets on a regular basis — analysing trends, identifying risks, and taking proactive commercial action to protect and grow revenue.
- Apply strong financial acumen to commercial decision-making — managing pricing, margins, and commercial terms with a clear focus on profitable, sustainable revenue growth.
New Business Development & Whitespace Identification
- Proactively identify and pursue new business opportunities and commercial whitespace across the Greater Middle East food ingredients and FMCG market.
- Research and qualify new potential customer accounts — developing targeted acquisition strategies and engaging new prospects with a structured, consultative commercial approach.
- Leverage market intelligence, industry contacts, and ingredient category expertise to identify emerging demand, category trends, and growth pockets across the regional market.
- Build and maintain a healthy pipeline of new business opportunities — reporting progress and conversion metrics clearly to commercial leadership on a regular basis.
Commercial Negotiations & Agreement Leadership
- Lead all commercial negotiations with key account customers — from initial pricing discussions and commercial proposals through to final agreement execution and contract completion.
- Structure commercially attractive, mutually beneficial agreements that balance the company’s margin and strategic objectives with the customer’s procurement requirements and value expectations.
- Manage the commercial agreement lifecycle for all assigned accounts — including contract renewals, annual price reviews, and renegotiations with confidence and professionalism.
- Apply excellent negotiation skills and a strategic, collaborative mindset to consistently achieve commercial outcomes that support the company’s Middle East revenue and profitability targets.
Cross-Functional Collaboration & Customer Outcomes
- Work closely and effectively with internal teams across marketing, technical, supply chain, and customer service functions to deliver consistently strong, seamless outcomes for key account customers.
- Coordinate internal resources and cross-functional expertise to respond rapidly and effectively to customer needs, technical enquiries, and commercial requests.
- Communicate key account insights, market intelligence, and commercial feedback to internal stakeholders — informing product development, pricing, and regional commercial strategy decisions.
- Champion a customer-first culture within the organisation — advocating for key account needs internally while maintaining the commercial discipline needed to deliver profitable growth.
Qualifications & Requirements
Educational Requirements
- Degree in Business Administration, Commerce, Food Science, Marketing, or a related commercial or scientific discipline — providing a solid foundation for B2B food ingredients commercial roles.
- Additional qualification or training in sales management, key account management, or FMCG commercial strategy is a valued advantage for this senior regional role.
Experience Requirements
- Minimum 3 years of proven Business-to-Business (B2B) commercial experience — demonstrating consistent ability to manage customer relationships and drive revenue growth in a competitive market.
- Minimum 3 years of dedicated Key Account Management experience — with a clear track record of developing strategic accounts, leading negotiations, and delivering commercial targets.
- Minimum 3 years of Food and Beverage manufacturing or ingredients industry experience — providing the technical commercial understanding needed to credibly engage food industry customers at senior level.
Essential Skills
- Strong commercial and financial acumen — able to structure profitable deals, manage pricing with discipline, and make commercially sound decisions across complex customer situations.
- Excellent stakeholder management and negotiation skills — experienced in engaging senior customer contacts and leading high-value commercial negotiations to successful outcomes.
- Proactive, strategic, and collaborative approach to account management — always thinking ahead about growth opportunities, customer needs, and competitive positioning within the territory.
- English fluency is required — Arabic language skills are a significant advantage for building relationships across the broader Greater Middle East customer base.
About the Opportunity
This position is being managed by Novaris Search on behalf of a leading global food ingredients business with a strong and growing presence across the Greater Middle East region. The role represents a genuinely exciting commercial career opportunity for an experienced Key Account Manager who wants to manage a strategic portfolio, influence regional commercial strategy, and build long-term customer partnerships that drive meaningful, sustainable revenue growth in one of the world’s most dynamic food ingredients markets. All applications are handled with complete confidentiality.
How to Apply: Reach out directly and confidentially to megan.mason@novarissearch.com or apply directly through the job listing to be considered for this Key Account Manager opportunity in Dubai.
Who Should Apply?
- Key Account Managers in Food Ingredients: With 3+ years of B2B account management experience in food ingredients, food science, or FMCG — ready to take ownership of a strategic Middle East portfolio from Dubai.
- FMCG Commercial Managers: With proven track records of driving revenue growth, managing senior customer relationships, and leading negotiations across the Greater Middle East food market.
- B2B Food Sales Professionals: With 3+ years of F&B manufacturing or ingredients industry experience who want a high-autonomy, high-impact commercial role with a leading global food business.
- Business Development Managers in Food: Experienced in identifying whitespace, building new customer pipelines, and converting commercial opportunities within the UAE, Saudi Arabia, and wider Middle East region.
- Bilingual English/Arabic Sales Leaders: With food ingredients or FMCG commercial backgrounds who can build credible, senior-level relationships across the diverse and multicultural Greater Middle East customer base.
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