National Sales Operations Manager
Confidential UAE
Role:The ideal candidate will be responsible for overseeing the success of all sales across Modern Trade & Traditional Trade. This candidate must be knowledgeable about the local market and the competitive advantages in order to best recommend new sales strategies for success by owning the revenue target, build key account relationships, and manage a team of regional sales managers, Salesman and Supervisors to expand distribution coverage across multiple channels.
Responsibilities
Foster new business relationships and manage existing relationships
Develop and execute the national sales strategy, annual revenue, volume and margin targets
Recommend sales strategies for improvement based on market research and competitor analyses
Conduct budget reviews to ensure sales and marketing activities are within budget
Attend industry trade events along with networking opportunities and other relevant meetings
Manage and grow relationships with national retail customers, wholesalers and distributors
Lead, coach, and evaluate regional sales managers and Area Sales managers
Negotiate pricing, trade terms, promotions, and annual contracts
Plan and track trade promotion spend and ROI
Collaborate with marketing, supply chain, and production on forecasting, new product launches, and fulfillment
Monitor market trends, competitor activity, and pricing (e.g., milk, cheese, yogurt, butter, plant-based alternatives
Analyse sales data and report performance, forecasts, and risks to senior leadership
Ensure compliance with food safety, cold-chain, and shelf-life requirements in the sales process
Qualifications
Bachelor's degree or equivalent
10+ years' relevant experience in dairy preferably, FMCG or food and beverage sales, including 5 years in sales managerial & leadership
Strong knowledge of dairy or chilled/perishable categories and their distribution
KPIs
Relationship building at senior buyer level
Data-driven decision-making
Adaptability in price-sensitive, perishable-goods market
Net sales and volume vs. target
Market share and distribution growth
Gross margin and trade spend efficiency
Key account retention and new account wins
Team performance and retention