Role Purpose
The Sales Manager will lead the company’s sales and business development activities across Saudi Arabia and international markets, with primary responsibility for growing revenue, developing strategic customer relationships, expanding distribution channels, and achieving profitable sales of dates and related products. The position requires deep, practical knowledge of the dates industry and a proven commercial network in the Saudi market and international export markets.
Requirements
Proven and recent sales experience in the dates industry is mandatory. Candidates should demonstrate a strong understanding of the Saudi dates market and practical experience with international customers, importers, distributors, wholesalers, retailers, foodservice companies, traders, or other relevant channels.
Ideal Candidate should have:
- Strong practical understanding of the Saudi dates sector, including key producing regions, market channels, customer segments, and seasonal demand.
- Knowledge of major dates varieties and their commercial positioning, grades, sizes, moisture characteristics, packaging formats, and applications.
- Understanding of the dates value chain from farm/producer through processing, packing, distribution, wholesale, retail, and export.
- Ability to understand customer specifications and translate market requirements into commercially viable product offerings.
- Awareness of international market preferences and the commercial requirements of different export destinations.
Key Responsibilities
Ø Sales Strategy & Planning
- Develop and execute annual, quarterly, and monthly sales plans aligned with company revenue and profitability objectives.
- Set sales targets by customer, channel, product, territory, and market.
- Develop pricing, promotional, distribution, and customer-acquisition strategies in coordination with management.
- Monitor market conditions, seasonality, crop availability, pricing, competitor activity, and customer demand.
- Build accurate sales forecasts and maintain a healthy sales pipeline.
Ø Saudi Arabia Market Development
- Expand sales across the KSA market through wholesalers, distributors, modern trade, traditional trade, retailers, foodservice, hotels, restaurants, cafés, institutions, and B2B customers.
- Develop and maintain relationships with key Saudi retailers, distributors, wholesalers, traders, and strategic accounts.
- Identify underserved regions and new customer segments and develop plans to increase market penetration.
- Monitor customer pricing, competitor activity, product assortment, promotions, and market share opportunities.
Ø International Sales & Export Development
- Identify and develop new export markets and establish relationships with importers, distributors, wholesalers, retailers, and food companies.
- Develop market-entry plans for target countries and assess customer, regulatory, packaging, pricing, and logistical requirements.
- Generate export leads through market research, existing networks, referrals, trade fairs, exhibitions, chambers of commerce, and digital channels.
- Manage international negotiations and commercial discussions through order confirmation and customer development.
- Develop long-term relationships with international buyers and continuously identify opportunities to increase export volumes.
Ø Key Account Management
- Manage strategic accounts and ensure high levels of customer satisfaction and retention.
- Conduct regular customer visits and business reviews.
- Understand customer requirements for varieties, grades, sizes, packaging, private label, certifications, shelf life, and delivery.
- Resolve commercial issues promptly and coordinate internally to ensure commitments are fulfilled.
Ø Business Development
- Build a qualified pipeline of new customers and distributors.
- Identify opportunities for new products, packaging formats, private-label programs, and new sales channels.
- Attend local and international food exhibitions and trade events and convert leads into commercial opportunities.
- Develop strategic partnerships that support sustainable sales growth.
Ø Commercial & Negotiation
- Negotiate prices, payment terms, volumes, contracts, rebates, promotions, and other commercial conditions within approved authority.
- Protect margins while remaining competitive in target markets.
- Coordinate with Finance regarding customer credit limits, collections, overdue balances, and commercial risks.
- Support management with market intelligence and recommendations on pricing and commercial positioning.
Ø Team Leadership
- Lead, coach, and develop the sales team and establish clear individual and team KPIs.
- Conduct regular pipeline and performance reviews.
- Provide guidance on customer development, negotiation, sales planning, and account management.
- Support recruitment and onboarding of sales professionals when required.
Ø Cross-Functional Coordination
- Work closely with Production, Supply Chain, Procurement, Finance, Quality, Marketing, and Logistics to meet customer requirements.
- Coordinate availability, production planning, specifications, packaging, delivery schedules, documentation, and export requirements.
- Escalate supply, quality, delivery, or commercial issues and support timely resolution.
Skills
Key Competencies
- Dates-industry expertise
- Saudi market knowledge
- International business development
- Export sales
- Key account management
- Distributor management
- Commercial negotiation
- Strategic sales planning
- Market intelligence
- Customer relationship management
- Team leadership
- Sales forecasting
- Profit and margin awareness
- Problem solving and decision making
- Strong communication and presentation
