Commercial Manager

About The Role

Commercial Strategy & P&L

• Develop and execute the annual commercial plan including revenue targets, margin goals, and channel growth strategies
• Own the P&L for assigned channels (Retail and/or HoReCa), ensuring delivery of top-line and bottom-line KPIs
• Identify new business opportunities, territories, and product categories to drive profitable growth
• Define pricing strategies, promotional mechanics, and trade investment frameworks

Retail Channel Management

• Manage and grow relationships with modern trade (hypermarkets, supermarkets) and traditional trade (independent groceries, co-ops) accounts across the UAE
• Negotiate annual trading agreements, shelf space, visibility, and promotional calendars with key retailers
• Drive distribution depth and breadth, ensuring numeric and weighted distribution targets are met
• Monitor and improve in-store execution standards — planograms, shelf presence, and promotional compliance

HoReCa Channel Management

• Develop and manage the HoReCa distribution channel across hotels, restaurants, cafes, catering companies, and food service operators
• Build strong relationships with F&B managers, executive chefs, and purchasing teams in key accounts
• Design and implement HoReCa-specific promotional programs, product sampling, and listing strategies
• Leverage UAE's hospitality sector growth to expand market share in foodservice distribution

Team Leadership & Development

• Lead, coach, and develop a team of sales supervisors, key account managers, and sales representatives
• Set clear individual and team KPIs, conduct regular performance reviews, and drive a high-accountability sales culture
• Collaborate with logistics, warehouse, and operations teams to ensure service levels and on-time delivery

Reporting & Analysis

• Analyze sales data, market trends, and competitor activities to inform strategic decisions
• Prepare accurate monthly, quarterly, and annual forecasts and present performance reports to senior management
• Monitor trade spend ROI and optimize commercial investments

Education & Experience

• Bachelor's degree in Business, Marketing, or a related field (MBA is a strong advantage)
• 7–12 years of experience in FMCG/food distribution in the UAE or GCC, with at least 3 years in a commercial management role
• Proven experience managing both Retail and HoReCa channels with a strong existing network of trade contacts
• Demonstrated track record of achieving revenue growth and distribution targets

Skills & Competencies

• Deep understanding of the UAE FMCG/food distribution market — trade dynamics, customer landscape, and competitive environment
• Strong negotiation, influencing, and relationship management skills at senior buyer and GM level
• Commercially astute with solid P&L management and financial literacy
• Excellent analytical skills — able to interpret sales data, Nielsen/IRI reports, and market intelligence
• Proficiency in MS Excel, PowerPoint, and CRM/ERP systems (SAP, Oracle, or similar)
• Strong leadership and team development capability
• Fluency in English is essential; Arabic language skills are a significant advantage

Preferred Background

• Prior experience with both food and non-food product portfolios in distribution
• Experience managing distributor partnerships or third-party logistics providers in the UAE
• Familiarity with the regulatory landscape for food import, labeling, and distribution in the UAE (ESMA, MOCCAE, Dubai Municipality)
• Existing network with major UAE retailers (Carrefour, LuLu, Spinneys, Union Coop, Choithrams, etc.) and key HoReCa groups
• Pay: AED1.00 - AED35,000.00 per month

Experience

• UAE FMCG: 8 years (Required)