Job description

The HoReCa Supervisor is responsible for driving consistent and profitable sales growth within the HoReCa channel through close interaction with customers, distributors, and prospects. The role supports the development and execution of channel strategies, leads negotiations, and ensures strong market penetration to achieve both short- and long-term commercial objectives in line with Ferrero priorities.

In Sales Strategy, you will develop and propose the annual operational sales plan for the channel in alignment with the Sales Manager, while also shaping the mid-term sales strategy. You will assess market positioning and identify product needs or adjustments required to meet the On the Go and HoReCa channel objectives, ensuring alignment with overall Ferrero Group priorities.

Within P&L and Budget Management, you will ensure effective budget control in line with business objectives, including proposing sales volume and value targets, managing sales, marketing, and overhead costs, and leading the forecasting of distributor and customer performance. You will work closely with Trade Marketing to manage channel trade spend and Gross-to-Net forecasting.

You will drive the implementation of Sales Development, ensuring the achievement of growth and revenue targets. You will continuously monitor the market to identify opportunities to strengthen market penetration and collaborate closely with Marketing to ensure proper brand execution and maximize profitability. Through Perfect Store Execution, you will ensure optimal product visibility and availability across all points of sale, maintaining high standards both quantitatively and qualitatively.

You will also lead and manage commercial Negotiations with customers and distributors, ensuring alignment with business objectives while coordinating the use of effective internal and external selling tools.

Additionally, you will maintain strong and frequent Relationship Management with customers and prospects to ensure deep market understanding, while providing regular updates to senior management on channel performance, plans, and key developments.

Within Human Resources and Team Management, you will lead, coach, and develop the Out of Home team, fostering a culture aligned with Ferrero values. You will be accountable for team performance, talent development, and building capabilities through continuous feedback and development initiatives.

You will also define and manage the optimal sales structure in Distributors and Customer Coordination, including headcount and route to market, ensuring that distributors and customers are fully aligned with business plans, targets, and contractual requirements to drive overall channel performance.

3-5 years’ experience in Sales, ideally within the FMCG sector in the UAE region, with exposure to the HoReCa or Out of Home channel and a strong understanding of distributor and customer dynamics.

A commercially minded and proactive profile, with strong relationship-building and negotiation skills, and the ability to identify opportunities to strengthen market presence and drive business growth. Additionally, a hands-on and execution-focused approach, with the ability to support sales planning, manage budgets and forecasts, and drive strong in-market execution while ensuring alignment with distributors and customers on business objectives. Proven experience in managing or supervising teams, with the ability to coach, motivate, and develop team members in line with business needs and company values.

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Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding.
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