General Manager-Food Services

Job Summary

• Responsible to lead the OOH UAE channels by managing the day to day operations of the department and development of long-term strategy that cater to customer retention and sales growth


• Responsible to lead and develop the channel-specific strategy and the related execution plans for the UAE market for multiple product categories which are presented across ‎6 solution segments to customers through multiple sales channels

Operational Responsibilities

Strategic
‎1. Lead in creating Annual Operating Plan; budgets, sales and distribution
plans
‎2. Develop and implement Go-To-Market & Route-To-Market strategies to
achieve
‎3. Assume responsibility for acquiring new brands and expanding into new
product categories
Sales and Operations
‎4. Initiate improvements in standard operating procedures (SOP) and technical
infrastructure to simplify and standardize sales processes, and enhance their
efficiency and effectiveness
‎5. Monitor and analyse pertinent market trends and competitors in the
industry, including accompanying sales personnel on trips to gain first-hand
market insights and feedback on prospective solutions.
‎6. Monitor and enhance the productivity of the sales team, broaden the
distribution network, and ensure sustainable profitable growth.
‎7. Evaluate and enhance the operational processes related to sales to promote
customer retention and growth in both horizontally and vertically.
‎8. Conduct a gap analysis to identify untapped market potential, and utilize
that information to acquire new accounts, meet sales volume targets, and
achieve revenue and profitability goals.
‎9. Develop and sustain a robust sales pipeline aligned with growth strategy
to minimize risks and ensure consistent growth
‎10. Lead the monthly Demand Review Cycle by offering valuable insights,
creative suggestions, and constructive feedback to drive its success
‎11. Plan, monitor and achieve individual and team sales targets and be
accountable for the overall sales performance. (E.g. sales volume, margin,
growth)
‎12. Lead discussions with key accounts to conduct long term and short-term
sales planning to estimated sales forecasts for IFFCO
‎13. Establish long-term sales targets for each key account, and attain them
by implementing new sales strategies, promotional activities, or launching new
products
‎14. Manage all Key Account contracts and tenders negotiations with the
relevant business units, as well as implementation and management of
contracts.
‎15. Manage strategy development and Implementation of Key Accounts with all
IFFCO business units
‎16. Conduct competitor benchmarking from a pricing stand-point and business
in pricing accordingly
‎17. Ideate and suggest sales promotion schemes
‎18. Service levels; Ensure superior customer service and ensure healthy OTIFs
‎19. Collection & Reconciliation - Ensure collections from key accounts
within credit period thereby managing overdue outstanding
‎20. Conduct periodical sales reviews with sales teams for monitoring
achievement of sales targets and sharing actions for course correction, if
required
‎21. Lead monthly closure review meetings and seek inputs from marketing,
sales and planning teams on achievement of targets
‎22. Conduct reviews with front line sales executives and conduct frequent
market visits to understand on-ground challenges and opportunities

Other Responsibilities

Customer relationship building
‎23. Responsible for end to end Customer Relationship Management with the key
accounts
‎24. Conduct periodic Business Review with joint action plans
‎25. Continuously assess the pricing and contracts with customers to ensure
that the products and services offered meet the benchmarks of quality,
timeliness, and cost-effectiveness
‎26. Ensure that R &D/ Production/ Quality team is able to resolve customer
query within the agreed TAT, quality and cost norms and maximize customer
satisfaction
Internal Alignment and planning support
‎27. Integrate internal functions such as sales, marketing and planning teams
for on-time new product launches, effective pricing and running promotions
‎28. Ensure resolution of all customer queries (through close coordination
with Customer Services) and ensure timely delivery of orders placed
‎29. Work in close coordination with Planning team for accurate sales
forecasts
‎30. Work in close coordination with Production, Quality and R &D team to
ensure resolution of customer queries and production as per customer
specifications
People Management
‎31. Allocate work to subordinates, nominate for training as per guidelines,
conduct performance reviews and manage leave and overtime to ensure
efficiency.
‎32. Participate in the identification of training and development initiatives
for all subordinates
‎33. Drive the engagement and satisfaction of the team through holding
periodic meetings to discuss the achievements and address any employee issues
and/or concerns. Build an effective, efficient and motivated team
‎34. Supervise direct reportees in their day-to-day tasks and guide them in
managing their performance by providing appropriate feedback and counselling.
‎35. Provide recommendations to HR & Admin on hiring and promotions

KPIs

• Volumes sold


• % achievement of profitability targets


• % achievement of revenue targets


• % adherence to budgets allocated


• Number of new customers acquired


• Collection rates (Accounts Receivable)


• Accuracy of Key Account planning


• Quarterly customer reviews and satisfaction scores

Work experience requirement

‎12+ years of FMCG Sales experience with ‎6-‎7 years of experience in leading OOH
sales within the target market.
Experience in managing a large team.

Qualification

Master in Business Administration (Preferably in sales and marketing)

Competencies

Business Acumen
Consumer Behavior B2B and B2C
Functional Knowledge of Business and Industry
Leading and Managing Change
Ownership & Result Orientation
Planning & Decision Making
Product Development Cycle for Food Services
Sales and Distribution management
Self and Team Management
Strategic Thinking
Business Unit: S&D(UAE) (‎374)
Business Group: S&D(GCC) (‎240)