One of IFFCO Group’s Core Values is “People”. IFFCO Group* provides immense career and development opportunities, with benefits and a working culture that embraces diversity. With all roles in IFFCO Group* whether an internship, graduate opportunities, or job opening to progress your professional career within IFFCO Group* , you can shape your own career path as you work with the brands and people that drive our vision and business growth.

IFFCO Group* encourages our people to be entrepreneur and we believe that our “people” make the big difference

Job Summary

Management of sales activities within UAE for Modern Trade. This includes direct supervision of Area Development Managers & Area Development Supervisors, achievement of sales targets, management of customers within the area assigned, development of business, management of territory and category profitability. 

Roles & Responsibilities

• Achieve Monthly sales & yearly targets as per AOP
• Quarterly business reviews with key assigned customers
• Track and manage spending per customer
• Complete ownership of the Business Development Agreements (BDA’s); negotiation to implementation.
• Strategic inputs for Brand wise / Category wise / Outlet wise target plan.
• Responsible for team performance and developing own team.
• Present periodic business reviews by analyzing sales data, and performance against annual plans.
• Responsible for updating TMI contract module & TDA process on time for all contractual customers.
• Timely EPOS analysis and action plan
• Direct and daily supervision of the team activities 
• Align with various category stakeholder on initiatives and achievements 
• Maintain and improve share of shelf by improving distribution coverage as stipulated in the annual objectives 
• Relationship Management – Internal and External
• Conduct regular market visits and route rides with the team
• Develop strategies and objectives for the assigned territory for the Annual Operating Plan.
• Conduct weekly review meetings with the team to work over agendas and actionable plans
• Report and monitor competition activities
• Proactively Planning all the Promotions for better execution
• Planning and Forecast for IFFCO brand by SKU wise
• Product Execution, Product Listing & Availability
• Tracking GRV's within stipulated budget spend & Using trade budget effectively.
• Ensure all rental displays are followed and adhered by the customers and merchandisers.
• Ensure store level merchandising as per the planogram defined by category.
• Ensuring replenishment of products and FIFO management in a timely manner.
• Responsible for the collection of receivables from the market and ensure smooth sales transactions
• To ensure reduction in damages / expiries and sales returns from the market within the set targets.
•  
•  

KPIs

• Value & Volume Target
• BDA negotiation & closure
• Ageing & Collection
• Achievement of expiries/damages/market returns within set targets
• NPD listing
• Territory Growth
• Weighted and numeric distribution 
• Product availability and visibility 
• TMI management
• Route Profitability

Work experience requirement

Overall 5 to 7 years’ experience in similar role in the UAE, management experience

Minimum of 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification

Must have a Bachelor degree in business or management related field.

MBA degree in business or management related field is desirable

Competencies

Customer Centricity

Communicating effectively

Ownership & Result Orientation

Self and Team Management

Planning & Decision Making

Customer Management

Business Acumen – Financial and Commercial

Consumer Analysis & Insights / Marketing Research

Business Development

Sales & Marketing Management

IFFCO Group* is Top 100 Most In-demand Employer in MENA 

*IFFCO Group refers to all the group companies, affiliates and associates across globe, as listed under IFFCO Network.

Skills

Work experience requirement

Overall 5 to 7 years’ experience in similar role in the UAE, management experience

Minimum of 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification

Must have a Bachelor degree in business or management related field.

MBA degree in business or management related field is desirable