Category Manager - Food and FMCG Distribution

GMG Gulf; Dubai; On-site; AED 279,000 - 446,000; Full time

Job summary

GMG is seeking a Category Manager for Food and FMCG Distribution in Dubai to lead category strategy, business planning, and distribution expansion. Role involves launches, pricing, channel plans, and collaboration across Marketing, Sales, Operations, and Finance to deliver revenue and market-share targets.

The candidate should bring 10+ years in commercial roles with at least 3 years in category management within FMCG, and a strong track record in go-to-market execution and inventory control.

Qualifications

• Minimum 10 years of relevant commercial experience.
• At least 3 years in a category-management position within FMCG.
• Deep understanding of the food business and distribution landscape.
• Strong knowledge of sales processes across FMCG trade channels.
• Proven responsibility for category revenue, margin, and P&L results.
• Experience managing brand principals and key customer relationships.
• Demonstrated success with new-product development and go-to-market execution.
• Strong knowledge of demand planning, stock management, and inventory control.

Responsibilities

• Develop and implement the annual category business plan.
• Establish volume, value, revenue, and sales-projection targets.
• Convert business direction into category and channel strategies.
• Prepare structured go-to-market plans for assigned brands and products.
• Identify shopper, customer, sales, and distribution challenges.
• Develop numeric and weighted distribution plans.
• Improve market coverage across relevant trade channels.
• Establish channel-specific distribution, promotion, merchandising, investment, and pricing strategies.
• Drive category sales and achieve revenue, gross-profit, and real-margin KPIs.
• Maximize return on investment through clear objectives and disciplined expenditure.
• Assume accountability for market share and category profit-and-loss performance.
• Maintain productive relationships with brand principals.
• Conduct regular business reviews and joint planning with principals.
• Lead the development and launch of new products.

Skills

FMCG category management

Food distribution

Go-to-market planning

New-product development

Channel strategy

P&L management

Vendor/principal management

Sales data analysis

Negotiation

Team leadership

Job description

Role Overview

The Category Manager - Food and FMCG Distribution position in Dubai, United Arab Emirates, is a commercial leadership opportunity within the Food and Beverages industry. GMG seeks an experienced professional to direct category strategy, build annual business plans, expand distribution, manage product launches, and deliver revenue, profit, market-share, and inventory targets across its Everyday Goods portfolio.

Location: Dubai, United Arab Emirates

Industry: Food and Beverages

Function: Product Management

Experience: Minimum 10 years, including 3 years in category management

Job Type: Full-time

Salary: AED 25000-40000 per month

Estimated salary range based on similar jobs in Dubai; please confirm the final offer with the employer.

Gender: Any

Candidate Nationality: Any

Role Context: The Category Manager owns the commercial development and financial performance of an assigned food category. Working with the Head of Category, General Manager National Sales, principals, customers, and internal functions, the role converts market insight into channel plans, pricing decisions, product launches, distribution growth, and profitable execution.

Key Responsibilities

• Develop and implement the annual category business plan.
• Establish volume, value, revenue, and sales-projection targets.
• Convert business direction into category and channel strategies.
• Prepare structured go-to-market plans for assigned brands and products.
• Identify shopper, customer, sales, and distribution challenges.
• Develop numeric and weighted distribution plans.
• Improve market coverage across relevant trade channels.
• Establish channel-specific distribution, promotion, merchandising, investment, and pricing strategies.
• Drive category sales and achieve revenue, gross-profit, and real-margin KPIs.
• Maximize return on investment through clear objectives and disciplined expenditure.
• Assume accountability for market share and category profit-and-loss performance.
• Maintain productive relationships with brand principals.
• Conduct regular business reviews and joint planning with principals.
• Lead the development and launch of new products.
• Identify unmet market needs and propose commercially viable concepts.
• Prepare launch plans, timelines, targets, and cross-functional responsibilities.
• Monitor new-product performance through sales data and customer feedback.
• Adjust execution to improve product adoption and commercial impact.
• Track trade expenditure and verify related financial transactions.
• Maintain accurate provisions and activity-request documentation.
• Coordinate annual and quarterly advertising and promotion plans.
• Work with Marketing, Operations, and Finance to align category priorities.
• Support integrated campaigns across relevant sales channels.
• Conduct business reviews with key customers.
• Prepare joint plans that create sustainable customer and category growth.
• Build relationships with customer decision-makers.
• Maintain distribution, quality, and service-level expectations.
• Develop short-term and long-term plans for assigned brands.
• Visit stores regularly to review sales, availability, presentation, and product performance.
• Initiate corrective actions when store results fall below expectations.
• Ensure brand standards are followed across retail operations and customer service.
• Monitor commercial data to refine buying and sales strategies.
• Coordinate demand planning through accurate forecasting.
• Control stock levels to reduce losses, markdowns, and excess inventory.
• Improve stock turns and overall inventory productivity.
• Lead regular meetings with sales teams to review performance and actions.
• Establish SMART KPIs for commercial employees.
• Coach the team to improve capability, productivity, and target achievement.
• Analyze market trends, consumer behavior, and competitor activity.
• Conduct category research and gather actionable market intelligence.
• Identify opportunities for portfolio expansion and optimization.
• Lead performance reviews, development planning, retention, and succession activities.

Ideal Profile

• Minimum 10 years of relevant commercial experience.
• At least 3 years in a category-management position within the FMCG industry.
• Deep understanding of the food business and distribution landscape.
• Strong knowledge of sales processes across FMCG trade channels.
• Proven responsibility for category revenue, margin, and profit-and-loss results.
• Experience managing brand principals and key customer relationships.
• Demonstrated success with new-product development and go-to-market execution.
• Strong knowledge of demand planning, stock management, and inventory control.
• Able to interpret sales, market, consumer, and financial data.
• Proven leadership and team-development capability.
• Skilled in performance management, coaching, and succession planning.
• Excellent communication, negotiation, and conflict-resolution abilities.
• Strong collaborative approach across Marketing, Sales, Operations, and Finance.
• Proficient in Microsoft Office.
• Committed to continuous professional learning and improvement.

Skills Set

• FMCG category management
• Food distribution
• Annual business planning
• Channel strategy
• Go-to-market planning
• New-product development
• Product launches
• Profit-and-loss management
• Revenue growth
• Gross-profit management
• Margin optimization
• Market-share growth
• Pricing strategy
• Trade promotions
• Merchandising strategy
• Return-on-investment analysis
• Principal relationships
• Joint business planning
• Key-account engagement
• Demand forecasting
• Inventory control
• Stock-turn improvement
• Consumer insights
• Competitor analysis
• Sales-data analysis
• KPI management
• Team leadership
• Succession planning
• Negotiation
• Microsoft Office

Why Join Us

This role offers direct ownership of a significant food category within a business operating across diverse FMCG markets and trade channels. The successful candidate will influence brands, product launches, distribution strategy, principal partnerships, customer growth, and commercial team development while building broader regional category-management experience.

About the Company

GMG is a global well-being company that retails, distributes, and manufactures international and home-grown brands across sports, everyday goods, health and beauty, property, and logistics. Owned and managed by the Baker family for more than 45 years, GMG operates across the Middle East, North Africa, and Asia. Its portfolio includes more than 120 brands across 12 countries, including Sun and Sand Sports, Dropkick, Supercare Pharmacy, Farm Fresh, Klassic, Nike, Columbia, Converse, Timberland, Vans, Mama Sita 's, and McCain.