Job Description

Company

IRCA Group is a leading international B2B provider of semi-finished ingredients for the bakery, pastry and gelato markets, serving independent producers and large food manufacturers. Core products include chocolate, decorations, creams, inclusions, pastry mixes, gelato ingredients, and other bakery/pastry ingredients.

Headquartered in Italy, IRCA Group has a strong track record of growth over the last decade. It has 22 manufacturing facilities worldwide, 2,400+ employees, and EUR1 billion in revenues.

What We Offer

IRCA fosters a dynamic environment, embracing diversity and valuing diverse perspectives and international experiences, offering a stimulating context. We promote professional growth by providing tailor-made development programs and career advancement opportunities locally and internationally.
With locations worldwide, we offer the chance to work on international projects, collaborate across cultures, and gain a global perspective. Joining our team means becoming part of a global community of passionate professionals dedicated to making a difference.
If you are looking for stimulating challenges and the chance to contribute your ideas for process improvement in an ever-growing company, IRCA is the right place.

Scope of the position

We are looking for an Area Sales Manager Middle East for our office in

Dubai

. The Area Sales Manager is responsible for meeting and surpassing predetermined sales targets for his/her assigned area. The candidate will manage a team of 5 people: a Sales Manager for Saudi, a Sales Manager for UAE, two Technical demonstrators, and a Trade Marketing. The candidate will report directly to the Head of Sales MEA.

Main Responsabilities

1) Sales Performance and Target Achievement:

Achieving sales targets: This is the primary responsibility. Area Sales Managers are accountable for achieving revenue, volumes and gross margin goals within their assigned territory. Developing and implementing sales strategies: They create and execute joint business plans with distributors. Monitoring sales performance: they track sales data, analyze trends and identify areas for improvement.

2. Team Management and Leadership:

Training and managing sales managers: They build and lead high-performing sales teams. Providing coaching and mentoring: They support their team members' professional development and help them improve their sales and distribution management skills. Motivating and inspiring the team: They create a positive and productive work environment. Setting sales objectives and performance goals: They establish clear expectations for their team members.

3. Territory Management:

Analyzing market conditions: They assess market trends, competitor activities and customer preferences within their territory. Identifying and pursuing new business opportunities: they are looking for potential new customers and develop strategies for expanding the customer base.

4. Customer Relationship Management:

Building and maintaining strong customer relationships: This is vital for B2B business. Addressing customer needs and resolving issues: They ensure customer satisfaction by providing excellent service and support.

5. Reporting and Analysis:

Providing accurate sales forecasts: They predict future sales performance to support business planning. Generating sales reports: They track and report on sales activities and results. Analyzing sales data: They identify trends and insights to improve sales performance.

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Technical skills

Data Analysis and Reporting

: The ability to interpret sales data is crucial. This involves: analyzing sales trends and performance metrics, creating accurate sales forecasts. Using data to identify areas for improvement.

Sales Forecasting

: Predicting future sales is a key responsibility. This requires understanding market trends and historical data. Using forecasting tools and techniques.

English

is a must. Arabic is very appreciated, Italian and French are a valuable addition.
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Soft skills

Leadership:

Motivating and inspiring a sales team. Setting clear goals and expectations. Delegating tasks effectively. Building a positive and collaborative team environment.

Communication

: Excellent verbal and written communication skills. Active listening and the ability to understand customer needs. Presenting information clearly and persuasively. Negotiation and conflict resolution skills.

Interpersonal Skills

: Building and maintaining strong relationships with customers and team members. Empathy and the ability to understand different perspectives. Networking and building rapport.

Strategic Thinking

: Developing and implementing sales strategies. Analyzing market trendsand identifying opportunities.

Problem-solving and decision-making:

ability to create and implement action plans.

Time Management and Organization:

Prioritizing tasks and managing multiple responsibilities.

Meeting deadlines and staying organized

. Ability to manage a large geographical area efficiently.

Adaptability and Resilience

: Handling pressure. Maintaining a positive attitude.

Customer Focus

: A strong commitment to customer satisfaction. The ability to build long-term customer relationships.
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Background (experience or education) required

Education

: A bachelor's degree in business administration, marketing, or a related field is preferred.

Experience

: Proven Sales Experience (several years of experience in a sales role), a strong track record of success in sales is essential. Experience in a sales management or supervisory role is highly valued. Industry Knowledge: Familiarity with the Chocolate & Pastry industry in which the company operates is a significant advantage.
At Irca, we believe that diversity is a fundamental value and a source of strength and innovation. We are committed to fostering an inclusive environment where all employees, regardless of race, ethnicity, gender identity, sexual orientation, age, ability, religion, nationality, or any other dimension of diversity, feel welcomed, valued, and respected and encourage people of all natures to apply.