
About the Role
The Commercial Manager will be responsible for RTM and omni-channel development of a new food and beverage category/brand. The ideal candidate should have a strong passion for sustainability and a strong experience in B2C omni-channel landscape in GCC region, as well as strong modern trade and HoReCa network.
Route -to -Market
- Defining RTM for each channel and designing the most profitable and efficient model
- Negotiating and agreeing contracts with distributors where relevant
Customer Management
- Joint Business Plan development with key strategic accounts
- Negotiating and agreeing contracts with distributors as well as with modern trade, HoReCa and e-commerce
- Building strong customer partnerships
- Defining Customer Segmentation (ABC)
- Establishing Customer P and L management
- Establishing Customer portfolio management and mix optimization
- Price Strategy implementation: maintenance of strategic recommended price, effective strategic promotion management; management of price increases
- Defining optimal Customer Service Model to achieve customer satisfaction targets
- Putting together bids to win new business
Category Commercial Excellence
- Delivery on business targets as per Business Plan
- Executing customer acquisition targets as per business plan
- Shopper activation and shopping behavior change tracking
- Channel Marketing investment management
- ROI analysis
- Post launch commercial tracking
- Mitigating risks as well as corrective actions based on the performance drivers analysis
- Analyze data and create reports to identify areas for business growth
Category sales volume, revenue and profit
- Achieve customer acquisition 100% as per plan
- Shopper Acquisition
- Client Acquisition Rates
- Adhering to regulatory guidelines.
Requirements
7-10 yrs. of relevant experience in FMCG in commercial/ sales development function
Strong experience in Modern Trade and HoReCa in the Middle East Region is essential
Experience in launching and establishing new categories/ new business in Food and Beverages
Advanced in Excel and other Microsoft Office Applications
Bachelor Degree with an MBA being a distinct advantage
Existing relationship with key accounts in UAE, KSA, kuwait, Qatar, Oman and Bahrain (incl Coops), HoReCa as well as distributors are essential
Experience in building new categories.
Experience in frozen categories (plus, optional)
About the Company
Our client is a leading FMCG business with leading market share across multiple categories