Job Description

Director-Regional Sales (GCC)

We are Looking for a regional Director of sales for a KSA HQ company.

Title: Director-Regional Sales (North KSA) Location:Kuwait Experience: 8-13 years' experience in FMCG or Product sales. Preferably in the food industry with Minimum 4 years of experience in leading medium to large sales teams is a must.

Job summary: Accountable for delivery of Sales Volume and Revenue, across all product lines, in a Sales Region as per set, monthly and yearly targets, by managing and strategizing the sales plans in the region. Accountable for delivering all the Sales & Merchandising KPIs in the region across all channels and product lines. The role is accountable to all sales employees in the region and drives their development and optimization of performance. Accountable for the implementation of sales policies and safety guidelines across the regions.

Roles & Responsibilities:

1.Strategic Contribution

Direct the implementation of the annual business plan and targets and implement the strategic agenda of the Sales & Distribution / Sales Operation to deliver the companys vision and mission.

Ensure that the strategy is translated into operational business plans for the Sales & Distribution / Sales Operation and monitor the performance.

2. Leadership

Direct the activities of the Sales team to ensure that all work is carried out efficiently, and in line with the regional/country strategic plans, policies, and procedures.

Build and lead a motivated, engaged, and competent team, by setting priorities and objectives, managing performance, and providing ongoing feedback and coaching to meet the regional/country challenges and goals.

Serve as a role model to ensure employees' awareness and commitment to the companys vision, mission, values, and corporate strategy to establish a highly engaged and motivated team, and continuously improve performance.

3. Budgeting - Develop, submit, and upon approval, implement the Regional/Country Sales budget, monitoring its accurate execution, identifying cost-saving opportunities, and proposing corrective actions in case of deviations, in order to ensure compliance with pre-set targets.

4. Sales Development:

Set regional/depot sales targets, and develop sales tactics based on past data analytics reports and market trends, in order to achieve market share and sales growth.

Set sales KPIs (number of customer visits, number of closed deals, productive calls, returns, plan accuracy, etc.) and monitor results identifying areas of unsatisfactory performance to capitalize on potential performance improvement opportunities and enhance the regional/Country sales activities.

Oversee the analysis of regional key accounts businesses and all procurement processes for the region, in order to manage the entire sales cycle including client profiling, account planning, lead generation, and after-sales services.

5. Sales Execution:

Ensure discipline in sales operations and monitor adherence to processes and systems to make sales predictable and delivering to the objectives

Monitor route plans vs achievements and discuss learnings with the team to improve route productivity and load accuracy.

Monitor market equipment in the region and ensure distribution, upkeep, and tracking of all equipment in the region to ensure customer satisfaction and asset safety.

Collaborate with Supply chain and other functions to ensure full support and smooth operations of sales activities in the region while achieving all the KPIs

Device and implement sales execution improvement strategies and tactics to help the team achieve it sales goals

Ensure Sales Incentive schemes are relevant to the team and work with the sales HO team to ensure they remain relevant

Work with the Regional Merchandising team and Key Accounts team to ensure high-quality execution and customer satisfaction

Qualification, Experience and Skills:

Qualification: Graduate in Business or Sales related qualifications, Postgraduate in Business Management preferred.

Experience: 8-13 years' experience in FMCG or Product sales. Preferably in the food industry with Minimum 4 years of experience in leading medium to large sales teams is a must in the norther region specifically in the GCC Region.

Skills:

Good communication skills

Numerical and Analytical ability

Planning and executing Short- & Long-term strategies

Self-Starter and Dynamic -work experience should demonstrate this

Ability to pro-actively direct operations and achieve targets under pressure.