FMCG Sales Manager HORECA & B2B

Black Pearl Consult; Dubai; On-site; AED 120,000 - 200,000; Full time

Job summary

A leading organization in the FMCG industry is seeking a Senior Sales Manager HORECA & B2B to drive sales growth across the UAE. This role focuses on developing new client relationships and managing a portfolio valued at AED 25M. The ideal candidate has at least 5 years of experience in FMCG B2B and HORECA sales, with a strong background in edible oils and fats. The position requires excellent communication and negotiation skills, with fluency in English and preferably Arabic.

Qualifications

• Minimum of 5 years of experience in FMCG B2B and HORECA sales within the UAE.
• Experience in edible oils, fats, dairy, frozen foods or related foodservice products.
• Strong time management and leadership abilities.

Responsibilities

• Recruit, develop and manage a strong portfolio of B2B customers with a target value of AED 25M.
• Research, identify and acquire new B2B and HORECA clients across the UAE.
• Build and maintain long-term relationships with key accounts.

Skills

Strong communication

Negotiation skills

Interpersonal skills

Data analysis

Problem-solving

Education

Bachelor's degree in Business Management or related field

Job description

This position is with a leading organization in the FMCG industry specializing in edible oils and fats including olive oil, vegetable oil, ghee and butter as well as ice cream and frozen food products. The Senior Sales Manager HORECA & B2B will be responsible for driving sales growth across the UAE market targeting hotels, restaurants, cafés, catering companies and B2B customers. The role focuses on expanding market share, acquiring new accounts, strengthening existing relationships, and working closely with internal teams to meet customer requirements.

Key Responsibilities

• Recruit, develop and manage a strong portfolio of B2B customers with a first-year target value of AED 25M.
• Research, identify and acquire new B2B and HORECA clients across the UAE.
• Build and maintain long‑term relationships with key accounts to ensure retention and satisfaction.
• Collaborate with the R&D team to develop innovative product solutions based on customer needs.
• Open and develop partnerships with at least 5 major international B2B chains.
• Identify upsell and cross‑sell opportunities within existing accounts.
• Analyze P&L and sales revenue to ensure a minimum of 15% gross margin per customer.
• Ensure compliance with internal policies, procedures and the organization’s Code of Business Conduct.
• Work cross‑functionally with internal teams to support sales forecasting, reporting and product development initiatives.
• Monitor market trends, competitor activities and customer feedback to support strategic decisions.

Qualifications & Requirements

• Bachelor's degree in Business Management or a related field.
• Minimum of 5 years of experience in FMCG B2B and HORECA sales within the UAE.
• Experience in edible oils, fats, dairy, frozen foods or related foodservice products.
• Holding a UAE Driver's license is preferred.
• Strong communication, negotiation and interpersonal skills.
• Proven ability to manage key accounts and acquire new clients.
• Skills in data analysis, gap analysis, product/process improvement and problem-solving.
• Strong time management and leadership abilities.
• Fluency in English; Arabic is an added advantage.

Disclaimer: Black Pearl will never ask for money or any form to charge our candidates just to process or consider their application for any of our available vacancies. If you happen to receive such a request from any members of our staff or other individuals claiming to be part of Black Pearl please do call our office or drop us a message on our website.