FMCG Sales Manager - HORECA & B2B

Black Pearl Consult; Dubai; On-site; AED 350,000 - 550,000; Full time

Job summary

Black Pearl Consult in Dubai, United Arab Emirates, seeks a Senior Sales Manager – HORECA & B2B to drive sales growth across the UAE market, targeting hotels, restaurants, cafés, catering, and B2B customers. You will expand market share, acquire new accounts, and strengthen relationships.

Collaborate with internal teams to meet customer requirements and develop innovative product solutions for edible oils, fats, dairy, and frozen foods.

Qualifications

• Bachelor’s degree in Business Management or related field.
• Minimum of 5 years FMCG B2B/HORECA sales in UAE.
• Experience in edible oils, fats, dairy, or related foodservice products.
• UAE driver’s license preferred.
• Fluency in English; Arabic is an added advantage.

Responsibilities

• Recruit and manage a 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.

Skills

Communication

Negotiation

Interpersonal skills

Data analysis

Gap analysis

Leadership

Time management

B2B sales

Education

Bachelor’s degree in Business Management or related field

Job description

Dubai, United Arab Emirates | Posted on 11/28/2025

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.

Requirements

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.