Commercial Head FMCG

JOB OVERVIEW Key Responsibilities Own the company s full-year revenue delivery against approved budget and monthly run-rate targets. Translate the 2026 sales plan into account-level, manager-level, and geography-level operating targets with weekly tracking. Drive pricing discipline by establishing approval thresholds, discount guardrails, customer price lists, and exception controls. Improve product mix toward higher-value and higher-margin categories, especially seedless, confectionery, and other value-added date products. Lead all commercial channels under one framework, including key accounts, government-related sales, export, retail/shop channels, and van sales. Develop and execute the company s export growth plan, including market prioritization, distributor development, and customer profitability review. Coordinate monthly SOP inputs with Operations and Supply Chain to ensure the sales plan is matched with production availability, inventory, and service levels. Build channel-specific commercial routines: monthly business reviews, pricing reviews, customer plans, category performance tracking, and corrective action on underperformance. Monitor gross-to-net leakage and ensure that promotional or discount decisions are deliberate, documented, and margin-accretive. Strengthen customer portfolio quality through new-customer wins, improved collections discipline, and elimination of overdue receivables / bad debt leakage. Coach, challenge, and manage the sales team with clear accountabilities, target ownership, and fact-based performance reviews. Provide the Acting GM with a simple monthly commercial dashboard covering revenue, volume, ASP, product mix, margin, collections, forecast accuracy, and export progress Recommend and control standard price lists, discount bands, and customer/channel pricing architecture. Allocate sales targets by manager, customer group, and geography. Prioritize sales effort by product family, market, and customer segment based on profitability and strategic fit. Approve account plans, promotional proposals, and export development priorities within delegated authority levels. Escalate material pricing deviations, credit issues, or major customer disputes to the Acting GM / Finance.

Qualifications:

8 15 years of relevant experience in food manufacturing, FMCG, agri-products, food distribution, or adjacent sectors. Hands-on leadership experience across multiple channels such as key accounts, traditional trade, export, and retail/shop channels. Strong commercial toolkit: pricing, margin management, trade terms, salesforce management, portfolio optimization, forecasting, and channel planning. Strong familiarity with Saudi Arabia / GCC market dynamics; Saudi experience strongly preferred. Track record of delivering growth in lean organizations where commercial discipline matters as much as relationship management. Comfortable operating with data, spreadsheets, and weekly performance management rather than relying only on broad sales relationships. Arabic and English fluency preferred.