Commercial Manager

**ABOUT THE ROLE** We are seeking an experienced and results-driven Commercial Manager to lead and grow our distribution business across Retail and HoReCa (Hotels, Restaurants & Cafes) channels in the UAE. This is a senior leadership role responsible for driving revenue, managing key accounts, developing channel strategies, and building a high-performing sales team. The ideal candidate brings deep knowledge of the UAE food & beverage distribution landscape, strong commercial acumen, and a proven track record of delivering growth in a competitive market. **KEY RESPONSIBILITIES** **Commercial Strategy & P&L** ▪ Develop and execute the annual commercial plan including revenue targets, margin goals, and channel growth strategies ▪ Own the P&L for assigned channels (Retail and/or HoReCa), ensuring delivery of top-line and bottom-line KPIs ▪ Identify new business opportunities, territories, and product categories to drive profitable growth ▪ Define pricing strategies, promotional mechanics, and trade investment frameworks **Retail Channel Management** ▪ Manage and grow relationships with modern trade (hypermarkets, supermarkets) and traditional trade (independent groceries, co-ops) accounts across the UAE ▪ Negotiate annual trading agreements, shelf space, visibility, and promotional calendars with key retailers ▪ Drive distribution depth and breadth, ensuring numeric and weighted distribution targets are met ▪ Monitor and improve in-store execution standards — planograms, shelf presence, and promotional compliance **HoReCa Channel Management** ▪ Develop and manage the HoReCa distribution channel across hotels, restaurants, cafes, catering companies, and food service operators ▪ Build strong relationships with F&B managers, executive chefs, and purchasing teams in key accounts ▪ Design and implement HoReCa-specific promotional programs, product sampling, and listing strategies ▪ Leverage UAE's hospitality sector growth to expand market share in foodservice distribution **Team Leadership & Development** ▪ Lead, coach, and develop a team of sales supervisors, key account managers, and sales representatives ▪ Set clear individual and team KPIs, conduct regular performance reviews, and drive a high-accountability sales culture ▪ Collaborate with logistics, warehouse, and operations teams to ensure service levels and on-time delivery **Reporting & Analysis** ▪ Analyze sales data, market trends, and competitor activities to inform strategic decisions ▪ Prepare accurate monthly, quarterly, and annual forecasts and present performance reports to senior management ▪ Monitor trade spend ROI and optimize commercial investments **QUALIFICATIONS & REQUIREMENTS** **Education & Experience** ▪ Bachelor's degree in Business, Marketing, or a related field (MBA is a strong advantage) ▪ 7–12 years of experience in FMCG/food distribution in the UAE or GCC, with at least 3 years in a commercial management role ▪ Proven experience managing both Retail and HoReCa channels with a strong existing network of trade contacts ▪ Demonstrated track record of achieving revenue growth and distribution targets **Skills & Competencies** ▪ Deep understanding of the UAE FMCG/food distribution market — trade dynamics, customer landscape, and competitive environment ▪ Strong negotiation, influencing, and relationship management skills at senior buyer and GM level ▪ Commercially astute with solid P&L management and financial literacy ▪ Excellent analytical skills — able to interpret sales data, Nielsen/IRI reports, and market intelligence ▪ Proficiency in MS Excel, PowerPoint, and CRM/ERP systems (SAP, Oracle, or similar) ▪ Strong leadership and team development capability ▪ Fluency in English is essential; Arabic language skills are a significant advantage **PREFERRED BACKGROUND** ▪ Prior experience with both food and non-food product portfolios in distribution ▪ Experience managing distributor partnerships or third-party logistics providers in the UAE ▪ Familiarity with the regulatory landscape for food import, labeling, and distribution in the UAE (ESMA, MOCCAE, Dubai Municipality) ▪ Existing network with major UAE retailers (Carrefour, LuLu, Spinneys, Union Coop, Choithrams, etc.) and key HoReCa groups Pay: AED1.00 - AED35,000.00 per month Experience: * UAE FMCG: 8 years (Required) Work Location: In person