Regional Sales Manager – FMCG (Foodservice Channel)

Overview

Key Responsibilities

• Own Western Region Foodservice sales performance: revenue, volume, margin, trade spend and collections
• Lead and develop KAMs and Sales Supervisors through coaching, mentoring, field accompaniment, and performance management
• Build and execute account plans and Joint Business Plans (JBPs) for strategic customers (QSR, hotels, catering, distributors, wholesalers)
• Drive listings, assortment, menu penetration, promotional execution, and contract negotiations across key accounts
• Manage distributor performance and route-to-market: coverage, call compliance, incentives, execution standards, and SLA/service levels
• Run a tight KPI cadence: weekly scorecards, pipeline reviews, forecasting, CRM hygiene, and territory performance reviews
• Partner with Supply Chain and Customer Service to improve availability, reduce OOS, and protect service levels (OTIF)
• Lead pricing and commercial governance: trade terms, discounting discipline, gross-to-net, ROI on promotions/activations
• Monitor competitors, pricing, and channel trends in the Western Region; translate insights into action plans
• Ensure best-in-class execution across the channel: visibility, POSM, activations, sampling, and seasonal peaks (Ramadan, Hajj/Umrah, summer)

Must-Have Experience (Western Region Focus)

• Based in Jeddah (or willing to relocate) with proven Saudi Arabia / Western Region FMCG Foodservice experience
• Strong track record selling into Foodservice: HORECA, QSR, catering, wholesale, and institutional accounts
• Proven sales leadership experience managing KAMs and Sales Supervisors (coaching, mentoring, KPI setting, performance improvement plans)
• Strong distributor management capability in KSA (coverage, compliance, incentives, execution)
• Commercial strength: negotiation, pricing, trade terms, margin management, trade spend control, and collections/DSO
• Strong forecasting and planning discipline (S&OP inputs, demand planning alignment, pipeline management)
• Comfortable with CRM and structured reporting (dashboards, weekly cadence, performance reviews)
• Arabic and English communication skills preferred (depending on customer base)
• What you’ll be measured on (keywords that matter)
• Revenue growth, volume growth, gross margin, net sales
• Distribution, availability, OOS reduction, OTIF/service levels
• Call coverage, strike rate, hit rate, conversion, pipeline value
• JBP delivery, promo ROI, execution compliance
• Collections, DSO, credit discipline
• Team capability: coaching hours, field days, performance vs KPIs