Sales Manager FMCG (HORECA)

About Barrick Group

Sales Leadership & Team Management

• Proven experience managing and leading a team and driving growth.
• Extensive experience in FMCG, and a strong client database (book of business) with a background in reputable organizations in the region.
• Demonstrated ability to define, implement, and monitor KPIs, with a strong focus on team performance.
• Full accountability for Profit & Loss (P&L) for the division.
• Lead, motivate, and supervise the HORECA sales team to achieve monthly, quarterly, and annual sales targets
• Set clear sales objectives, KPIs, and performance benchmarks for the team
• Conduct regular sales meetings, performance reviews, and field visits with the sales team
• Provide ongoing coaching, training, and mentoring to improve selling skills and product knowledge
• Ensure discipline, reporting accuracy, and compliance with company sales policies

Sales & Business Development

• Develop and execute sales strategies to grow HORECA revenues across the UAE.
• Identify, target, and secure new business opportunities within hotels, restaurants, cafés, catering companies, and institutional accounts.
• Manage and expand key accounts, ensuring long-term partnerships and sustainable growth.
• Drive product listings, menu placements, and promotional activations with HORECA clients.

Business Development & Market Expansion

• Identify and develop new business opportunities across hotels, restaurants, cafés,cloud kitchens, catering companies, and institutional clients
• Expand distribution for beverages, ice creams, frozen products, and impulse FMCG items
• Build strong pipelines of new accounts and convert leads into long-term customers
• Explore new channels, partnerships, and strategic alliances within the HORECA ecosystem
• Support product launches, menu placements, and seasonal promotions

Key Account Management

• Manage relationships with key HORECA accounts, chains, and high-volume customers
• Negotiate commercial terms, pricing structures, contracts, and promotions
• Ensure high levels of customer satisfaction, retention, and repeat business
• Coordinate with operations, supply chain, and finance teams to ensure smooth order fulfillment
• Handle escalations, complaints, and service issues professionally

Sales Strategy & Planning

• Develop and implement HORECA-specific sales strategies aligned with company objectives
• Analyze market trends, competitor activities, pricing, and consumer behavior
• Prepare sales forecasts, budgets, and growth plans
• Drive volume growth, revenue, market share, and brand visibility

Product & Category Management

• Promote and sell beverages, ice creams, frozen desserts, and related FMCG food products
• Ensure strong product knowledge across the sales team, including usage, storage, and application
• Work closely with marketing to execute promotions, tastings, and activations
• Support customers with menu integration, product pairing, and upselling opportunities

Reporting & Performance Monitoring

• Track daily, weekly, and monthly sales performance
• Prepare detailed sales reports, market feedback, and management presentations
• Monitor distributor performance, stock movement, and credit control
• Use data-driven insights to improve efficiency and decision-making

Commercial & Negotiation Skills

• Strong negotiation skills for pricing, contracts, and promotional agreements
• Experience managing budgets, discounts, and trade promotions
• Ability to build long-term, profitable customer relationships

Personal & Professional Skills

• Excellent communication and interpersonal skills
• Strong planning, organizational, and reporting abilities
• Results-driven, proactive, and capable of working independently

Education

• Bachelor’s degree in Business Administration, Marketing, or related field
• MBA or relevant professional certification is an added advantage

Experience and Skills

• 15+ years of sales experience in FMCG / HORECA
• Strong industry network within hotels, restaurants, premium cafés, and catering businesses in UAE and Saudi Arabia.
• High energy, self-driven, and capable of working in a fast-paced environment.
• Strong background in business development and team management
• Experience working with distributors, wholesalers, and direct HORECA clients in UAE and Saudi Arabia.
• Track record of achieving and exceeding sales targets