Head of Sales - UAE, Oman & Gulf Dcom

Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

You are an energetic leader that drives the team of regional sales managers and sales representatives across a specific discipline or geography to deliver and exceed on performance targets. You will align with the sales and core strategy to maximize revenues, volume and share growth for core and local categories. Through coaching and guidance, you enable the senior sales team to build capability.

How you will contribute

You will:

• Deliver excellent point-of-sales management
• Ensure excellence in in-store activities execution and optimization (distribution, promotion, shelving)
• Lead trade negotiation and optimize trade spending at point of sale
• Lead strategic key account management of assigned key accounts
• Share best practices around field sales force organization, sales tools improvement, hot zone activation and impulse

What you will bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Strong leadership and people management experience gained within FMCG/CPG (sales, key account management, brand management, field sales force management) preferred
• In depth knowledge of country trade environment and commercial leverages
• Well-developed skills in communication and negotiation

More about this role

Sales Strategy and Planning:

• Develop and implement effective Sales and Digital Commerce strategies to achieve organizational sales targets while delivering Sales & Digital Commerce fundamental KPIs across channels
• Analyze market trends, customer behaviors, and competitor activities to inform strategic planning and decision-making
• Participate in Sales budgets, forecasting cycles, and IBP planning
• Participate & lead activity planning supporting company categories & brands across channels & regions
• Execute Route to market & Sales digitalization projects & expansions to ensure building a strong, optimized, & effective sales organization
• Identify & execute Coverage optimization & expansion opportunities & projects
• Deliver market share KPIs by crafting robust customer plans linked to category insights

Sales Operations:

• Oversee the development and implementation of sales processes and systems to enhance efficiency and effectiveness.
• Ensure compliance with company policies, industry regulations, and best practices in sales operations.
• Collaborate with other departments such as marketing, finance, and supply chain to ensure alignment and support for sales initiatives.
• Conduct periodical operational reviews with business partners to ensure delivery of IMS and right store (coverage, productive calls, drop size, etc…) KPI commitments

Category Planning and Activation:

• Lead Field Sales team to ensure execution excellence of Category Channel PiOS standards & tools
• Closely partner with Category Planning and Activation team, aligning on trade spending budgets to ensure funds are well optimized & spent to accelerate growth
• Leverage Category Revenue Growth management plans, to ensure we accelerate organic growth, improve & deliver on category financial KPIs, while delivering our annual plans
• Lead the POS strategy and co-design picture of success with the perfect store team

Customer Relationship Management:

• Build & maintain strong relationships with key customers, distributors and retail partners
• Develop & implement customer engagement plans to enhance satisfaction & loyalty
• Address & resolve customer issues and complaints in a timely and effective manner
• Guide distributors via complex BDA negotiations with top local & regional customers
• Lead joint business planning process with top local and regional customers

Performance Monitoring and Reporting:

• Monitor & analyze sales performance metrics to identify opportunities for growth or areas of improvement, providing insights and plans
• Implement corrective actions to address performance gaps and optimize sales outcomes
• Work closely with Sales capability team to identify required capability programs to sales force, while ensuring effective delivery of these programs for relevant teams

Team Leadership and Management:

• Lead, inspire, and manage the Sales team, ensuring the achievement of individual and team targets
• Foster a collaborative and high-performance culture within the Sales Function
• Lead & work with distributors’ key functions to ensure smooth & optimized sales operations
• Identify distributor capability requirements and partner with internal stakeholders to address them
• Develop sales team to foster a culture of promoting from within and contribute to the organization’s succession planning  
• Lead & develop country Sales Managers of UAE, Oman & Gulf Digital Commerce

What you need to know about this position:

• Minimum of 15 years of experience in Sales, with at least 5 years in a leadership role within FMCG
• UAE experience is a must
• Proven track record of achieving Sales targets and driving business growth, Excellence in Execution

• Minimum 3 years' experience in Trade Marketing and RTM development
• Experience in managing Digital Commerce
• Experience in Sales development or Sales Capability is a plus

Skills:

• Inspiring leadership and great interpersonal skills
• Strong strategic thinking and problem-solving abilities
• Data-driven mindset & strong analytical skill, with the ability to interpret sales data & market trends
• Proficiency in sales management software and CRM tools
• Digital Commerce: Budget Management, Optimization, Online Merchandising, Omnichannel and Digital Marketing and Reporting

Personal Attributes:

• Results-oriented with a proactive approach to drive sales success
• Ability to work under pressure and manage multiple priorities, multiple business partners
• Growth Mindset & Can-do-attitude
• Cultural awareness and ability to work effectively in a diverse environment

Education / Certifications:

• Bachelor’s degree, a degree in business administration, Marketing, or a related field is preferred.

No Relocation support availableBusiness Unit SummaryMondelēz International in the Middle East, North Africa and Pakistan serves the Middle East and Africa markets as well as Australia, New Zealand, the UK and Canada. Headquartered in Dubai, UAE, we have more than 2600 employees working across seven plants and six commercial offices; we make, bake, sell and deliver our products to customers. We are market leaders in key snacking categories with iconic global and local brands including Cadbury Dairy Milk chocolate, Milka, Oreo and belVita biscuits, Barni Cakes,Tang powdered beverage, Chiclets and Trident gum and Halls candy. 

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job TypeRegularSales OperationsSales