Head of Distribution
Skills
About This Role
Our Client
A leading FMCG business in Saudi Arabia is looking for a commercially sharp and operationally hands-on Head of Traditional Trade & Distribution to lead and scale its nationwide direct distribution network.
This is a high-impact leadership role with full ownership of traditional trade growth, van sales operations, collections discipline, route-to-market execution, and field productivity across the Kingdom.
Role Overview
You will lead the traditional trade and distribution agenda across Saudi Arabia, driving topline growth, operational discipline, and market expansion across General Trade, wholesale, retail, and institutional channels.
Key responsibilities
- Driving national sales, volume, and gross margin delivery across multiple regions
- Leading van sales execution, customer coverage, route productivity, and order capture discipline
- Strengthening market penetration by expanding customer clusters and increasing numeric and weighted distribution
- Owning collections performance, overdue reduction, and DSO management in partnership with finance teams
- Enforcing credit governance, collections accountability, and receivables discipline across regions
- Optimizing route-to-market efficiency including van economics, route planning, frequency, and drop productivity
- Partnering closely with logistics and supply chain teams to improve OTIF delivery performance
- Managing and coaching Regional Sales Managers and large field sales teams across KSA
- Driving field productivity through scorecards, KPIs, coverage metrics, and business reviews
- Leveraging CRM, BI, and analytics tools to monitor sales performance, customer productivity, and credit exposure
- Presenting business reviews and actionable commercial insights to senior leadership
Must-Have
- 15+ years of experience in traditional trade, van sales, and distribution leadership within Saudi Arabia
- Minimum 5 years managing national or multi-regional traditional trade operations
- Proven success leading high-volume direct distribution and van sales networks
- Strong experience managing collections, reducing overdues, and enforcing credit discipline
- Deep understanding of route-to-market strategy, field sales execution, and territory management
- Strong commercial acumen across revenue, margin, and receivables management
- Experience managing dispersed field teams and operationally complex sales environments
- Strong analytical capability with exposure to dashboards, scorecards, and sales analytics tools
- Hands-on experience with CRM systems, field sales automation platforms, SAP/Oracle ERP environments
- Fluent English communication skills; Arabic would be an advantage
- Willingness to travel extensively across KSA regions.
Next Steps
If this sounds like the right opportunity for you, please apply directly.
Due to the high volume of applications, only shortlisted candidates will be contacted within 10 working days.
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