indeed
Commercial Head FMCG - Riyadh, KSA - 20,000 SAR (full package)
JobFinders
الرياض, KSA
Fulltime
Senior
2 months ago
ArabicLeanSalesforceSupply Chain
Free
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ArabicLeanSalesforce
About the Role
Key Responsibilities 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.
Key Skills for This Role
ArabicLeanSalesforceSupply Chain
Full Job Posting
Key Responsibilities
- 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.
- 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 the sales plan is matched with production availability, inventory, and service levels.
- Build channel-specific commercial routines: monthly business reviews, pricing reviews, customer plans, category performance tracking, and corrective action on underperformance.
- Monitor gross-to-net leakage and ensure that promotional or discount decisions are deliberate, documented, and margin-accretive.
- Strengthen customer portfolio quality through new-customer wins, improved collections discipline, and elimination of overdue receivables / bad debt leakage.
- Coach, challenge, and manage the sales team with clear accountabilities, target ownership, and fact-based performance reviews.
- Provide the Acting GM with a simple monthly commercial dashboard covering revenue, volume, ASP, product mix, margin, collections, forecast accuracy, and export progress
- Recommend and control standard price lists, discount bands, and customer/channel pricing architecture.
- Allocate sales targets by manager, customer group, and geography.
- Prioritize sales effort by product family, market, and customer segment based on profitability and strategic fit.
- Approve account plans, promotional proposals, and export development priorities within delegated authority levels.
- Escalate material pricing deviations, credit issues, or major customer disputes to the Acting GM / Finance.
Qualifications
- 8–15 years of relevant experience in food manufacturing, FMCG, agri-products, food distribution, or adjacent sectors.
- Hands-on leadership experience across multiple channels such as key accounts, traditional trade, export, and retail/shop channels.
- Strong commercial toolkit: pricing, margin management, trade terms, salesforce management, portfolio optimization, forecasting, and channel planning.
- Strong familiarity with Saudi Arabia / GCC market dynamics; Saudi experience strongly preferred.
- Track record of delivering growth in lean organizations where commercial discipline matters as much as relationship management.
- Comfortable operating with data, spreadsheets, and weekly performance management rather than relying only on broad sales relationships.
- Arabic and English fluency preferred.
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