Head of Sales (FMCG/ Food)

Purpose of the role: As the Regional FMCG Head, your primary responsibility is to oversee the FMCG P&L across all markets, spearheading the development and implementation of strategic marketing, brand planning, and business development initiatives to fuel the growth of the FMCG divisions. You will be reporting to the CEO of the company. • KEY JOB RESPONSIBILITIES Financial • Lead and strategize sales & new business development of Modern Trade, General trade & HORECA channels in all operating markets in MENA. Achieve the budgeted sales and profitability goals of the NTO (Non-Traditional Outlet) division. • Manage and develop different trade channels to deliver growth. • Establish sales objectives by forecasting and developing annual sales plans per brand per region; projecting expected sales volume and profit for existing and new channels. • Analyze and appoint distributor business in trade areas as required. Such business to be towards the goal of improving the revenue and profitability position of the business • Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors. • Develop business by market mapping & opening new accounts in line with the company’s long-term strategic plans • Develop pricing and discount strategies to drive top line • Working capital management, inventory and credit controls. • Analyze and present market trends to top management, board, investors relations team, enabling strategic decisions • Oversee the overall sales budget; monitor the cost and effectiveness of sales activities to optimize resources and priorities spending Customer • Ensure proactive and consistent follow-ups of your team with customers to address inquiries, concerns, and feedback promptly, fostering strong relationships and loyalty. • Conduct regular trade visits to understand customer needs, preferences, and market dynamics firsthand, leveraging insights to refine sales and service strategies. • Implement robust systems for order processing, inventory management, and delivery scheduling to ensure timely and accurate fulfillment of customer orders. • Develop and maintain key account management strategies, identifying opportunities for upselling, cross-selling, and value-added services to enhance customer satisfaction and drive revenue growth. Internal Business Process • Facilitate seamless communication and collaboration across departments, ensuring alignment of goals, priorities, and resource allocation to support strategic objectives. • Lead the annual budgeting process, working closely with finance and other stakeholders to set realistic targets, allocate resources efficiently, and track performance against financial KPIs. • Drive continuous improvement initiatives within internal processes, leveraging technology, best practices, and feedback mechanisms to streamline operations, reduce costs, and enhance productivity. • Implement robust quality assurance and compliance protocols to uphold industry standards, regulatory requirements, and brand integrity across all business activities. • Foster a culture of innovation and knowledge-sharing within the organization, encouraging cross-functional teams to explore new ideas, experiment with emerging technologies, and drive business growth through creative problem-solving. • Handle all communication and logistics dealings with distributor partners as the best ambassador of the company People • Collaborate with the marketing team to design and execute customer engagement initiatives, including promotional campaigns, product launches, and special events, to deepen brand affinity and expand market reach. • Develop highly motivated and trained staff to drive growth of the division • Having thorough overview on every individual’s (under the department’s responsibility) routine and KRA‘s monitored through well planned schedules, checks & controls, and reporting systems. • Deploy a participative management style to encourage maximum employee engagement. • Periodically appraise the performance of sales teams, resolve departmental problems, and communicate change in sales plans and revision in targets if any • Masters in Business administration from a premier institute preferred • Minimum of 15 years of progressive experience in FMCG sales, marketing, or business development roles, with a proven track record of success in driving revenue growth and market expansion. • Strong understanding of the MENA region's FMCG landscape, including market dynamics, consumer trends, regulatory requirements, and competitive dynamics. • Demonstrated ability to lead and inspire cross-functional teams to achieve common goals, fostering a culture of collaboration, accountability, and continuous improvement. • Exceptional interpersonal and communication skills, with the ability to effectively engage and influence stakeholders at all levels of the organization. • Strategic mindset with the ability to analyze market trends, identify growth opportunities, and develop and execute comprehensive business plans and marketing strategies to drive. • Entrepreneurial mindset with a passion for innovation and creativity, demonstrated by a track record of introducing new products, services, or business models to market successfully. Proven experience in building and maintaining strong relationships with key customers and stakeholders, with a focus on delivering exceptional service and value