The role is responsible for managing distributor performance, driving sales growth, channel strategy, customer conversion, trade fund management, and profitable P&L growth. It also involves market intelligence, forecasting, supply alignment, and execution of key channel programs while ensuring effective cross-functional collaboration to achieve business objectives.

Qualifications & Experience

• Minimum Bachelor's Degree required.
• 5–8 years FMCG sales experience, preferably UAE Tea Shop/Karak/OOH.
• Proven distributor and sales team management experience.
• Middle East/GCC experience required.
• Strong commercial, P&L, RGM and trade investment skills.
• Valid GCC Driving License is mandatory

Key Responsibilities

• Distributor Management: Manage distributor performance through 1 Sales Manager, 5 Supervisors & 35 Salesmen; drive coverage, productivity, availability, execution, and collections.
• Sales Growth: Deliver volume, NSV, distribution, WD/ND and market share growth through new customer acquisition, penetration, and retention.
• Channel Strategy: Develop monthly, quarterly, and annual channel plans focused on profitable growth and GP improvement.
• Customer & Competition Conversion: Identify competitor customers, execute conversion plans, and track retention and incremental growth.
• Trade Fund Management: Manage trade activity funds effectively, ensuring maximum ROI, proper utilization, and strong governance.
• Karak Rewards & CCD: Lead execution of Karak Rewards, WSL Incentive, Buy & Win, Rainbow Heroes and other approved channel programs.
• RGM & Pricing: Identify Gross-to-Net opportunities and support effective implementation of pricing and promotional strategies.
• P&L: Monitor GP, trade spend, NSV and channel profitability; drive sustainable and profitable growth.
• Market Intelligence: Track market trends, competitor pricing/activity, customer needs and opportunities; take quick corrective actions.
• Forecasting & Supply: Align forecasts with trade activities, support NPD/GTM plans, and coordinate with Supply Chain to ensure availability.
• Reporting: Provide timely reports on sales, distribution, trade funds, competition, conversion, collections, GP and P&L.
• Cross-Functional Collaboration: Work closely with Trade Marketing, Marketing, Finance, Supply Chain and Distributor teams to deliver business objectives

Reporting to Market Head - UAE