Sales Manager (Modern Trade – Head Office)

**Who we are** GMG is a global well-being company retailing, distributing and manufacturing a portfolio of leading international and home-grown brands across sport, everyday goods, health and beauty, properties and logistics sectors. Under the ownership and management of the Baker family for over 45 years, GMG is a valued partner of choice for the world's most successful and respected brands in the well-being sector. Working across the Middle East, North Africa, and Asia, GMG has introduced more than 120 brands across 12 countries. These include notable home-grown brands such as Sun & Sand Sports, Dropkick, Supercare Pharmacy, Farm Fresh, Klassic, and international brands like Nike, Columbia, Converse, Timberland, Vans, Mama Sita's, and McCain. **Role Summary** The Sales Manager (Modern Trade – Head Office) is responsible for driving sales growth across key modern trade customers by managing strategic head office relationships, leading a team of Key Account Executives, and ensuring flawless execution of commercial plans. The role oversees end-to-end account management, including joint business planning, commercial negotiations, promotional planning, forecasting, and performance management. Acting as a bridge between Key Account Executives and the Channel Head, the Sales Manager plays a critical role in delivering sustainable business growth while strengthening partnerships with major retail customers. **Key Success Drivers including Accountabilities and Responsibilities** **Key Account Management** * Manage strategic relationships with major Modern Trade retailers at Head Office level. * Lead commercial discussions, annual business planning, promotional agreements, pricing, and trading terms. * Ensure effective execution of Joint Business Plans (JBPs) with key customers. * Identify growth opportunities within existing accounts while maximizing sales and profitability. * May directly manage selected strategic accounts based on business requirements. **Team Leadership** * Lead, coach, and develop a team of Key Account Executives. * Set clear sales objectives, monitor performance, and support the team in achieving commercial targets. * Ensure consistent execution across all managed customer accounts. * Provide guidance on negotiations, customer engagement, and problem resolution. **Sales Planning & Commercial Execution** * Develop customer-specific sales plans aligned with company objectives. * Drive achievement of sales, profitability, and market share targets. * Collaborate with Demand Planning and Supply Chain teams to ensure product availability and forecast accuracy. * Monitor customer performance and recommend corrective actions where required. **Trade Promotions & Category Growth** * Partner with Trade Marketing to develop and execute customer-specific promotional plans. * Evaluate promotional effectiveness and optimize return on investment. * Ensure visibility initiatives and in-store activation plans are successfully implemented. **Customer Relationship Management** * Build long-term strategic partnerships with customer buying teams and decision-makers. * Conduct regular business reviews with customers to identify opportunities and address business challenges. * Resolve commercial issues proactively while maintaining strong customer satisfaction. **Cross-Functional Collaboration** * Work closely with Marketing, Supply Chain, Finance, Category Management, and Customer Service teams to ensure seamless business execution. * Support new product launches and category development initiatives across Modern Trade customers. **KPIs** * Sales Revenue Achievement * Gross Margin Achievement * Customer Profitability * Joint Business Plan (JBP) Execution * Forecast Accuracy * Promotional ROI * Distribution & SKU Listing Growth * Customer Service Levels (OTIF) * Team Performance & Development * Customer Satisfaction & Retention **People Management** The incumbent is responsible for leading and developing a team of Key Account Executives by setting clear objectives, monitoring performance, and providing ongoing coaching and support. The role ensures alignment with organizational goals while fostering a high-performance culture focused on collaboration, accountability, and continuous improvement. Through regular performance reviews, development planning, and effective leadership, the Sales Manager drives both individual and team success. **Functional / Technical Competencies** * Strong knowledge of Modern Trade sales and key account management within the UAE FMCG market. * Proven experience managing Head Office relationships with major retail customers. * Strong commercial negotiation and influencing skills. * End-to-end account management experience, including annual planning, forecasting, promotions, and customer profitability. * Excellent analytical and financial acumen. * Strong leadership and people management skills. * Advanced proficiency in Microsoft Excel, PowerPoint, and sales reporting