National Sales Manager - Wholesale and Discounter
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Key skills for this role
About the Role
Americana Foods seeks a National Sales Manager to lead wholesale and discounter trade sales in Saudi Arabia. The role involves developing strategies, managing sales teams, and building relationships with key wholesale customers to drive volume and margin growth.
Key Skills for This Role
Responsibilities
- Lead, motivate and train trade channel team members to develop their skills
- Provide support for supervisors to implement monthly initiatives
- Rebuild AMC Cake & Canned credibility in the trade through enhancing relationships with the WS market
- Implement Americana Strategy in the WS market (pricing, marketing, distribution, BDAs)
- Define wholesale planogram guidelines
- Ensure wholesale accounts meet objectives and targets
- Define trading terms (cash, credit) in commercial planning
- Responsible for sales and collection via WS distribution team
- Track and monitor sales team performance and KPIs
- Ensure objectives in availability, visibility, volume and margin are achieved
- Assess business performance of AMC Cake and competitors in wholesale channel
- Propose goals and KPIs for strategic wholesalers and track results
Requirements
- Bachelor's degree in Business Administration, Sales, Operations Management or related field
- 8 10 years of experience in an FMCG company
- At least 3 years in a similar leadership role (National Sales Manager or equivalent)
- Proven ability to lead and motivate sales teams
- Strong understanding of wholesale and discounter channels
Full Job Posting
Job Purpose
- Leads trade sales to deliver sustained competitive advantage at the point of purchase.
- National Wholesale Manager is responsible for leading resources to develop the right strategies & action plans that will achieve the Company’s Objectives and Roles Company's Strategies.
Strategic Responsibilities
- Lead, motivate and train trade channel team members to develop their skills to handle vertical and horizontal assignments.
- Provide needed support for supervisors to properly implement monthly initiatives as per the initiatives road map to secure successful implementation.
- His role involves frequent field work with WS sales reps at the customer (outlet, head office purchasing, management).
Operational Responsibilities
- Rebuild AMC Cake & Canned credibility in the trade through enhancing relationship with the WS market in KSA and unlocking new customers.
- Implement Americana Strategy in the WS market (pricing/ marketing/ distribution/BDAs).
- Define wholesale planogram guidelines.
- Ensure that wholesale accounts are meeting their objectives and targets and are aware of the revamped BDAs and portfolio.
- Define trading terms (cash, credit) in the commercial planning, following guidelines from management.
- Responsible for Sales and collection via WS distribution team.
- Track and monitor sales team performance and KPIs (sales and collection targets).
- Ensure that objectives in terms of availability, visibility, volume and margin of brands are achieved for set categories.
- Assess business performance of AMC Cake and competitors in the wholesale channel in order to enhance effectiveness of developed trade programs.
- Propose goals and KPIs for strategic wholesalers and track on going results.
- Actively contribute to corporate and brand advocacy.
- Train customers if necessary, providing required material and instructions on AMC categories.
Qualifications, Experience, & Skills
- Bachelor’s degree in business administration, Sales, Operation Management or related.
- 8 10 years of experience in an FMCG company out of which 3 years at a same post.
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