JD 1 — Sales Director
Location: Saudi Arabia | Reports to: CEO / General Manager
Job purpose
Lead national sales across Modern Trade, Traditional Trade, Wholesale and other assigned channels, delivering sustainable growth, distribution expansion, profitability and operational excellence for a diversified portfolio of multinational FMCG principals.
Key accountabilities
Sales strategy and business planning
· Develop national channel, regional and principal-specific annual sales plans and budgets.
· Translate principal agreements and joint business plans into customer, territory and field targets.
· Identify distribution, assortment, coverage and new channel growth opportunities.
Commercial and financial delivery
· Deliver revenue, volume, gross margin and agreed contribution targets.
· Govern pricing, discounts, trade expenditure and cost-to-serve within delegated authority.
· Partner with Finance and Supply Chain on collections, inventory health, forecast accuracy and returns.
RTM and channel leadership
· Lead MT, TT and Wholesale channel heads and align channel-specific strategies.
· Improve outlet universe coverage, numeric and weighted distribution, sales force productivity and SFA adoption.
· Standardize branch reviews, execution standards, performance dashboards and corrective actions.
Principal relationships and governance
· Serve as senior commercial counterpart to multinational brand principals.
· Lead joint reviews, launch delivery, service commitments and corrective action plans.
· Balance principal-specific requirements with distributor capacity and overall portfolio profitability.
Organization and talent
· Coach channel heads and regional leaders, set KPIs and build succession capability.
· Coordinate with HR, Trade Marketing, Finance, Sales Operations and Logistics.
Key performance indicators
· Net sales and volume vs plan
· Gross margin and contribution
· Distribution and active outlets
· Availability and execution compliance
· Sales per route and cost-to-serve
· DSO, overdue receivables and stock ageing
· Principal JBP/SLA delivery
Candidate profile
Bachelor’s degree; MBA preferred. 15+ years FMCG sales experience, including 5+ years senior leadership; proven KSA national distribution, multi-channel sales, commercial finance and large-team leadership. English and Arabic proficiency.
Common distributor governance requirements
Multi-principal delivery: Distinct brand/principal commitments alongside integrated distributor resource deployment.
Decision rights: Document authority for customer terms, pricing, promotions, credit and trade investments.
Channel ownership: Define customer segmentation and channel boundaries to avoid MT/TT/Wholesale overlap.
Financial discipline: Signed agreements, approved discounts, claim substantiation and customer profitability visibility.
Execution transparency: Consistent sell-in, sell-out, distribution, inventory and outlet execution reporting.
Skills
JD 1 — Sales Director
Location: Saudi Arabia | Reports to: CEO / General Manager
Job purpose
Lead national sales across Modern Trade, Traditional Trade, Wholesale and other assigned channels, delivering sustainable growth, distribution expansion, profitability and operational excellence for a diversified portfolio of multinational FMCG principals.
Key accountabilities
Sales strategy and business planning
· Develop national channel, regional and principal-specific annual sales plans and budgets.
· Translate principal agreements and joint business plans into customer, territory and field targets.
· Identify distribution, assortment, coverage and new channel growth opportunities.
Commercial and financial delivery
· Deliver revenue, volume, gross margin and agreed contribution targets.
· Govern pricing, discounts, trade expenditure and cost-to-serve within delegated authority.
· Partner with Finance and Supply Chain on collections, inventory health, forecast accuracy and returns.
RTM and channel leadership
· Lead MT, TT and Wholesale channel heads and align channel-specific strategies.
· Improve outlet universe coverage, numeric and weighted distribution, sales force productivity and SFA adoption.
· Standardize branch reviews, execution standards, performance dashboards and corrective actions.
Principal relationships and governance
· Serve as senior commercial counterpart to multinational brand principals.
· Lead joint reviews, launch delivery, service commitments and corrective action plans.
· Balance principal-specific requirements with distributor capacity and overall portfolio profitability.
Organization and talent
· Coach channel heads and regional leaders, set KPIs and build succession capability.
· Coordinate with HR, Trade Marketing, Finance, Sales Operations and Logistics.
Key performance indicators
· Net sales and volume vs plan
· Gross margin and contribution
· Distribution and active outlets
· Availability and execution compliance
· Sales per route and cost-to-serve
· DSO, overdue receivables and stock ageing
· Principal JBP/SLA delivery
Candidate profile
Bachelor’s degree; MBA preferred. 15+ years FMCG sales experience, including 5+ years senior leadership; proven KSA national distribution, multi-channel sales, commercial finance and large-team leadership. English and Arabic proficiency.
Common distributor governance requirements
Multi-principal delivery: Distinct brand/principal commitments alongside integrated distributor resource deployment.
Decision rights: Document authority for customer terms, pricing, promotions, credit and trade investments.
Channel ownership: Define customer segmentation and channel boundaries to avoid MT/TT/Wholesale overlap.
Financial discipline: Signed agreements, approved discounts, claim substantiation and customer profitability visibility.
Execution transparency: Consistent sell-in, sell-out, distribution, inventory and outlet execution reporting.
