Key Account Manager

About Us 
Tate and Lyle is a successful organisation with a clear purpose, ambition, strategy, and strong expert talent, solely focused on achieving its’ ambition as a world class ingredients solutions provider. We have expanded our plant-based footprint beyond corn into tapioca, stevia leaf, chickpea protein and soluble fibre to explore wider platforms for achieving our ambition. Achieving this ambition will require; development of new capabilities, reallocation of resources and investment to become a leaner, more agile company, leveraging latest technology, process insight and ways of working.

About the role

The Key Account Manager – GCC is responsible for managing and expanding a portfolio of key regional customer accounts across the Middle East. The role is pivotal in delivering strategic growth, driving profitability, and ensuring Tate & Lyle is the partner of choice for food and beverage customers.

This position requires not only strong commercial acumen but also the ability to connect market and category insights to customer strategies, identify long-term growth opportunities, and lead senior-level customer engagements. The Key Account Manager will also champion customer-centric solutions, balancing commercial, technical, and operational priorities to deliver sustained value.

Accountabilities:

• Act as the primary point of contact for senior stakeholders at key regional accounts, nurturing partnerships that unlock sustainable, long-term growth.

• Lead the development of tailored customer strategies aligned with Tate & Lyle’s category and business priorities.

• Deliver agreed revenue and profit targets by owning and executing a strategic sales plan across assigned accounts.

• Drive execution of initiatives in partnership with Sales Operations, Category Development, and Technical Service teams to deliver solutions that maximize customer value.

• Identify whitespace opportunities and champion innovation-driven solutions that elevate customer competitiveness.

• Proactively negotiate and close commercial agreements, managing complex contracts and ensuring alignment with business objectives.

• Generate insights through advanced use of market/category analytics to anticipate customer needs, identify trends, and shape customer-specific value propositions.

• Ensure best-in-class customer service and seamless delivery, working in close collaboration with internal functions across Marketing, Customer Service, and Supply Chain.

• Represent Tate & Lyle as a trusted advisor to customers, strengthening reputation and driving preference in the region.

Skills and Experience (Manager):

• Bachelor’s degree or equivalent; advanced degree is an advantage.

• 5–10 years of experience in Sales & Account Management within food ingredients, FMCG, or B2B food solutions, ideally across the Middle East or Africa.

• Demonstrated ability to influence senior-level customer stakeholders, including procurement, R&D, and commercial leaders.

• Strong commercial and financial acumen, including the ability to analyse P&L, profitability levers, and commercial trade-offs.

• Proven track record in negotiation, contract management, and deal closure at a senior level.

• Strong cross-functional collaboration skills, with experience leading multi-country or regional teams.

• Ability to work in a fast-paced, matrix environment, balancing multiple priorities and stakeholders.

• Exceptional communication and presentation skills in English (Arabic is an advantage).

• Willingness to travel regionally to engage with customers and internal teams.

Desired Competency Profile:

• Portfolio & Category Expertise: Strong ability to link category insights with customer growth strategies and innovation.

• Business Development & Opportunity Prioritisation: Ability to identify, size, and deliver new opportunities that unlock long-term value.

• Account Planning & Execution: Advanced capability in building joint business plans and orchestrating execution across functions.

• Customer Relationship Management: Proven skill in developing executive-level relationships that drive strategic partnerships.

• Commercial & Financial Effectiveness: Strong analytical capability to evaluate profitability, structure commercial deals, and deliver on growth targets.

• Deal Creation, Negotiation & Execution: Advanced ability to anticipate customer needs, develop tailored solutions, and negotiate complex agreements.

• Capability Development & Coaching: Provide mentorship and guidance to junior colleagues, contributing to the development of talent across the regional Sales & Marketing team.

What we can offer you 

As a business operating in 50 countries worldwide, we offer a global rewards package to all employees alongside a range of country-specific benefits. In addition to the flexible working policy, hybrid working model & competitive salary we offer.

Tate & Lyle is an equal opportunity employer, committed to the strength of an inclusive workforce.