Business Development Manager - GCC

Lobo Management Services; Dubai; On-site; AED 200,000 - 300,000; Full time

Job summary

A fast-growing international personal care FMCG company seeks an experienced Business Development Manager for the GCC. This role is vital for leading sales performance, managing distributor partnerships, and executing strategic market plans to achieve ambitious growth objectives within the region.

Qualifications

• 6–8 years of FMCG sales experience, ideally in GCC markets.
• Proven success in negotiations with A-tier retailers.
• Fluent in English, able to travel frequently.

Responsibilities

• Manage and evaluate distributors in GCC markets to meet performance targets.
• Lead negotiations with modern trade retailers for favorable agreements.
• Execute market visits to ensure compliance with retail standards.

Skills

Negotiation skills

Commercial acumen

Market analysis

Education

Bachelor’s degree in Business Administration

MBA preferred

Job description

Location: Dubai, UAE

Position Overview:
A fast-growing international personal care FMCG company is seeking an experienced and commercially driven Business Development Manager – GCC to lead sales performance and market execution across the (GCC) countries. The role is pivotal in managing distributor partnerships, establishing new markets in the longer term, ensuring excellence in retail execution, and achieving ambitious growth objectives, particularly in modern trade channels.

Key Responsibilities:

Market & Distributor Management
• Appoint, manage, and evaluate distributors in each GCC market in line with defined performance targets and company policy
• Develop and implement Joint Business Plans (JBPs) with distributors, including sales targets, marketing activities, and execution plans
• Ensure optimal stock levels and adherence to ordering cycles
• Conduct structured business reviews to track KPIs and resolve operational challenges

Retailer Negotiation
• Lead commercial negotiations with A Class modern trade retailers
• Secure favorable business development agreements, including listing terms, trading margins, and in-store marketing support
• Collaborate with distributors to allocate and optimize trade marketing budgets
• Monitor agreement implementation and ensure timely execution of retailer-specific promotions and activations

In-Market Execution
• Execute regular market visits across key cities to ensure best-in-class retail standards
• Monitor and drive planogram compliance, shelf share, product placement, and visibility in key outlets
• Collaborate with distributors to reduce out-of-stocks and strengthen product presence
• Lead the deployment of POS materials and retail branding across trade channels

Sales Performance & Forecasting
• Track and report on primary and secondary sales by market and SKU
• Work closely with supply chain and planning teams to deliver accurate forecasts
• Identify and develop growth opportunities in underpenetrated markets or retail channels

Compliance & Reporting
• Ensure full compliance with local laws, import regulations, and product registration across markets
• Maintain updated documentation on distributor performance, competitor activity, and market trends
• Provide actionable insights and intelligence to support strategic decision-making

Relationship Building
• Build strong relationships with major retail groups, key customers, and trade partners
• Represent the company at industry trade shows, distributor forums, and key retail events

Required Qualifications & Experience:
• Bachelor’s degree in Business Administration, Marketing, or a related field (MBA preferred)
• 6–8 years of FMCG sales experience, ideally with a combination of experience working at principals and distributors
• Proven experience in any GCC Markets, particularly UAE with a strong focus on Modern Trade
• Demonstrated success in negotiating with A-tier retailers / supermarkets
• Strong commercial acumen, highly level of energy and hands-on, can work independently, and negotiation capabilities
• Fluent in English
• Willing to travel frequently across the region