naukri
Commercial Head FMCG
Jobfinders
Riyadh, KSA
Senior
2 months ago
Revenue ManagementPricing StrategySales PlanningKey Account ManagementExport DevelopmentTeam Leadership
Free
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Revenue ManagementPricing StrategySales Planning
About the Role
Drive revenue delivery, manage pricing, improve product mix, and lead commercial channels while ensuring strong performance management and customer portfolio quality.
Key Skills for This Role
Revenue ManagementPricing StrategySales PlanningKey Account ManagementExport DevelopmentTeam Leadership
Responsibilities
- Own full year revenue delivery against approved budget and monthly run rate targets
- Translate sales plan into account level, manager level, and geography level operating targets
- Drive pricing discipline with approval thresholds, discount guardrails, and exception controls
- Improve product mix toward higher value categories
- Lead all commercial channels including key accounts, government sales, export, retail, and van sales
- Develop and execute export growth plan
- Coordinate monthly SOP inputs with Operations and Supply Chain
- Monitor gross to net leakage and ensure margin accretive promotions
- Strengthen customer portfolio quality and collections discipline
- Coach and manage sales team with clear accountabilities
Requirements
- Proven experience in commercial leadership within FMCG
- Strong background in revenue management and pricing
- Experience in export market development
- Ability to lead and coach sales teams
Full Job Posting
Role Overview
- Own the company's full year revenue delivery against approved budget and monthly run rate targets.
- Translate the 2026 sales plan into account level, manager level, and geography level operating targets with weekly tracking.
- Drive pricing discipline by establishing approval thresholds, discount guardrails, customer price lists, and exception controls.
Key Responsibilities
- Improve product mix toward higher value and higher margin categories, especially seedless, confectionery, and other value added date products.
- Lead all commercial channels under one framework, including key accounts, government related sales, export, retail/shop channels, and van sales.
- Develop and execute the company's export growth plan, including market prioritization, distributor development, and customer profitability review.
- Coordinate monthly SOP inputs with Operations and Supply Chain to ensure sales plan matches production availability, inventory, and service levels.
- Build channel specific commercial routines: monthly business reviews, pricing reviews, customer plans, category performance tracking, and corrective action.
- Monitor gross to net leakage and ensure promotional decisions are deliberate, documented, and margin accretive.
- Strengthen customer portfolio quality through new customer wins, improved collections discipline, and elimination of overdue receivables.
- Coach, challenge, and manage the sales team with clear accountabilities, target ownership, and fact based performance reviews.
- Provide Acting GM with a simple monthly commercial dashboard covering revenue, volume, ASP, product mix, margin, collections, forecast accuracy, and export progress.
Requirements
- Proven experience in commercial leadership within FMCG.
- Strong background in revenue management and pricing.
- Experience in export market development preferred.
- Ability to lead and coach sales teams.
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