Head of Sales (FMCG/ Food)

Overview

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