Title:  Regional Business Manager Food Service

Job Summary

• To support General Manager – Sales in developing sales and distribution strategies for All Channels and heling organization achieve its sales volume and profitability targets.
• To manage key client relationships and explore new business opportunities.

Roles & Responsibilities

• Oversee monthly and annual sales of all Channels for KSA and meet targets in volume and value sales in line with business forecasts and ensure profitability, visibility outlet coverage and sale system productivity.
• Manage the end-to-end customer relationship management with All channels customers – building long term growth strategies with clients, resolving queries and servicing dispute
• Launch NPD in line with company strategy and drive the team to achieve the EC and volume targets
• Lead a team of merchandisers and key account executives to drive visibility and off takes through the All channels outlets
• Proactively scan market and lead customer pitches for developing new accounts and growing existing accounts 
• Track adherence to budget, analyse variances and initiate corrective actions
• Provide inputs on annual and monthly sales volume forecasts by product/categories aligned to customer’s business plans and IFFCO’s marketing plans
• Set sales targets for team members in terms of key performance indicators such as sales activities completed, volume growth, etc. and periodically conduct performance reviews to determine progress in attaining objectives and take corrective actions
• Disseminate information on key performance indicators based on MIS / financial statements and prepare detailed analysis on deviations from target
• Drive key account management activities and act as primary contact for key existing and new customers with an aim to continuously improve share of shelf (relative to competitors) and amplify product visibility
• Execute trade marketing and trade promotions interventions with the All channels sales strategy and overall business strategy. Ensure timely and effective execution of in-store activations, and merchandising
• Responsible for development and rollout of in-store visibility plans in coordination with the Distributor and the All channels outlet. Periodically visit the All channels outlets and monitor performance
• Negotiate composite annual / product deals with regards to shelf space, merchandising, point of sale material, in-shop events, promotions, product demonstrations and sampling
• Support Key Accounts Executives in expanding customer base, hunting for new accounts and farming opportunities with existing clients
• Conduct periodic meetings with key customer representatives to calibrate customer expectations, understand competitors plans and analyse build deeper client relationship
• Lead recovery of overdue outstanding. Collaborate with relevant departments involved with the account and formulate recovery strategy
• To ensure reduction in damages / expiries and sales returns from the market within the set targets.
• Responsible for updating TMI contract module & TDA process on time for all contractual customers.
• Negotiate and finalize BDA agreements, must have excellent technical expertise of Rebate / Primary / Secondary displays and other components of business.
• Supervise follow ups with customers / clients on a regular basis to ensure timely collection of account receivables in accordance with collection policies, procedures and targets

KPIs

• Sales Target Achievement 
• Business Development
• Achievement of expiries/damages/market returns within set targets
• TMI management
• Training sales force
• Distribution Enhancement 

Work experience requirement

10+ years’ experience in similar role in the KSA/GCC countries, management experience.
7 years’ experience in FMCG, preferably dealing with food products sales.
 

Qualification

Bachelor degree in business or management related field.
MBA degree in business or management related field plus Sales certifications

Competencies