Sales Manager - KSA

The Middle East & Africa (MEA) region is a dynamic and complex business area for Fonterra, comprising three sales offices and a manufacturing site with a diverse team of 200 employees representing 30 nationalities. Our goal is to ensure we extract the best value from every drop of milk, leveraging our expertise and innovative approach to meet the needs of our customers and consumers.

Reporting to the Sales Director – Consumer Sales, you would lead the KSA Sales Team to deliver a profitable and sustainable business by delivering Fonterra GM, Volume and Market Share.

Key responsibilities would include:

• Leading the development and deployment of the Route to Market Strategy in Saudi Arabia which delivers cost effective and efficient business.
• Establishing Joint Business Planning (JBP) with distributors to review against set score card for all channels in Saudi Arabia through conducting regular business.
• Monitoring business profitability over time against agreed objectives with distributor, and devise remedial action where necessary to ensure annual volume and value targets are met.
• Driving Perfect Store 5 Ps across Saudi Arabia in line with Fonterra Global Standards.
• Developing a culture that leverages global best in class thinking on Revenue Growth Management for PPA, Promotion Effectiveness and Trade Investment Management.
• Generating insights, performance, operations, strategies/plans for competitors, customers and channels through effective business partnering with distributors.
• Ensuring distributors/sales partners comply to Fonterra FSQ standard and ownership for market and customer plans & Support in Achieving Class A Certification.
• Collaborating with Marketing to ensure all launch activities required to meet brand, channel and customer objectives are executed through effective distributor management.

You should possess the following:

• Bachelor’s Degree in Business Management or a similar discipline
• A minimum of 5 years of Sales Leadership experience in the Food Industry
• A strong sales profile with an appreciation of brand strategies
• Excellent Distributor Management skills with a strong growth mindset
• An in-depth knowledge of and experience in the KSA market
• Proven track record in RTM/RGM Management, Building Scorecards, Promo Planning, P/L Understanding, and Executional Excellence

This is an opportunity to work within a collaborative and connected culture with inspiring leaders and capable, passionate people – apply today!