Sales Manager - Distributor Management

Agile Consultants; Abu Dhabi; On-site; AED 279,000 - 446,000; Full time

Job summary

Agile Consultants is seeking an experienced Sales Manager – Distributor Management to drive profitable FMCG sales growth across the UAE and Saudi Arabia through robust distributor management, market expansion, and effective trade execution. You will develop go-to-market strategies, set distribution targets, and oversee JBPs with key distributors.

The role requires strong experience in distributor-led sales, trade marketing execution, and sales performance management within FMCG, with deep

Qualifications

• Proven experience in sales management and distributor management within FMCG
• Experience in non-food FMCG categories including detergents, soaps, fabric softeners and other household and personal care products
• Experience in food and beverage FMCG categories
• Strong knowledge of UAE and Saudi markets, distributor networks and retail channels
• Experience developing go-to-market (GTM) and route-to-market (RTM) strategies
• Demonstrated experience managing primary and secondary sales targets across distributors and retail channels
• Experience developing Joint Business Plans (JBPs) and distributor performance reviews
• Knowledge of trade spend management, promotional ROI, pricing, margins and profitability
• Experience managing in-store promotions, merchandising, product listings and retail visibility
• Understanding of inventory management, stock ageing, sales forecasting and order fulfilment
• Strong commercial analysis, negotiation, relationship management, and communication skills
• Ability to collaborate with cross-functional teams and manage distributor performance across multiple markets

Responsibilities

• Go-to-market and route-to-market planning for country, channel, region, and product category.
• Define priority outlets, distribution targets, product assortment, sales coverage and outlet visit frequencies.
• Identify distribution gaps and work with distributors to improve market coverage and outlet productivity.
• Achieve primary sales targets to distributors and secondary sales targets from distributors to trade customers.
• Develop monthly sales plans by distributor, channel, and SKU, monitor performance and implement corrective actions.
• Monitor inventory levels, sell-through, stock ageing, and forecast accuracy to support stock replenishment.
• Build and maintain strong relationships with distributor management and sales teams.
• Develop and monitor Joint Business Plans (JBPs) covering targets, expansion, investments, and priorities.
• Conduct regular business reviews, market visits, and field coaching to improve distributor performance and accountability.
• Plan, allocate, and monitor trade spend within approved budgets.
• Evaluate promotional effectiveness, incremental sales, and ROI.
• Monitor pricing, discounts, margins, and product mix to achieve profitability targets.
• Verify distributor trade claims against promotions and supporting documentation.
• Manage in-store promotions, merchandising, product availability, shelf placements, displays and pricing.
• Coordinate product sampling and consumer activation with distributor and marketing teams.
• Monitor retail execution through outlet visits, photographs and performance reports.
• Implement suitable product assortments and pack formats across channels and outlets.
• Monitor product availability, order fulfilment and delivery service levels, resolving gaps with distributors and supply chain teams.
• Support new product launches through listings, distribution planning, stock readiness and activation.
• Collaborate with marketing, trade/channel development, finance and supply chain teams to execute commercial plans.

Skills

Distributor management

GTM strategy

RTM planning

Trade marketing

Sales forecasting

Negotiation

Cross-functional collaboration

UAE market knowledge

Saudi market knowledge

JBPs development

Job description

Job description

Job Code: 210/001/617

Industry: FMCG / Consumer Goods Distribution

Our client is seeking an experienced Sales Manager – Distributor Management to drive profitable sales growth across the UAE and Saudi Arabia through effective distributor management, market expansion, and trade execution.

The successful candidate will be responsible for developing go-to-market and route-to-market strategies, achieving primary and secondary sales targets, managing distributor relationships, monitoring trade investments, and improving retail execution across different sales channels.

The ideal candidate should have strong experience in distributor-led sales, commercial planning, trade marketing execution, and sales performance management within the FMCG or consumer goods industry.

Go-to-Market and Route-to-Market Planning

• Develop and execute go-to-market (GTM) and route-to-market (RTM) plans by country, channel, region, and product category.
• Define priority outlets, distribution targets, product assortment, sales coverage, and outlet visit frequencies.
• Identify distribution gaps and work with distributors to improve market coverage and outlet productivity.

Primary and Secondary Sales Management

• Achieve agreed primary sales targets to distributors and secondary sales targets from distributors to trade customers.
• Develop monthly sales plans by distributor, channel, and SKU, monitor performance, and implement corrective actions.
• Monitor inventory levels, sell-through, stock ageing, and forecast accuracy to support effective stock replenishment.

Distributor Management

• Build and maintain strong relationships with distributor management and sales teams.
• Develop and monitor Joint Business Plans (JBPs) covering sales targets, distribution expansion, investments, and execution priorities.
• Conduct regular business reviews, market visits, and field coaching to improve distributor performance and accountability.

Trade Spend and Profitability

• Plan, allocate, and monitor trade spend within approved budgets.
• Evaluate promotional effectiveness, incremental sales, and return on investment (ROI).
• Monitor pricing, discounts, profit margins, and product mix to achieve profitability targets.
• Verify distributor trade claims against approved promotional activities and supporting documentation.

In-Store Execution and Trade Activation

• Manage in-store promotions, merchandising, product availability, and brand visibility.
• Ensure agreed product listings, shelf placements, displays, and promotional pricing are implemented.
• Coordinate product sampling and consumer activation activities with distributor and marketing teams.
• Monitor retail execution through outlet visits, photographs, and performance reports.

Product Assortment and Service Levels

• Implement suitable product assortments and pack formats across different sales channels and outlet types.
• Monitor product availability, order fulfilment, and delivery service levels, resolving gaps with distributors and supply chain teams.
• Support new product launches through product listings, distribution planning, stock readiness, and promotional activation.

Business Development and Commercial Coordination

• Support the Business Development Manager – GCC with market planning, commercial analysis, distributor negotiations, and growth opportunities.
• Collaborate with marketing, trade/channel development, finance, and supply chain teams to execute commercial plans.
• Provide market intelligence on competitor activities, pricing, promotional strategies, and customer feedback.
• Prepare sales and distributor performance reports covering commercial targets, distribution, profitability, inventory, and retail execution.

• Proven experience in sales management and distributor management within the Fast-Moving Consumer Goods (FMCG) industry, covering food and non-food product categories.
• Experience in non-food FMCG categories, including detergents, soaps, fabric softeners, and other household and personal care products.
• Experience in food and beverage FMCG categories, including instant noodles, instant coffee, isotonic drinks, and similar consumer products.
• Strong knowledge of the UAE and Saudi Arabian markets, including distributor networks, retail channels, and trade execution.
• Experience developing and implementing go-to-market (GTM) and route-to-market (RTM) strategies.
• Demonstrated experience managing primary and secondary sales targets across distributors and retail channels.
• Experience developing Joint Business Plans (JBPs) and conducting distributor performance reviews.
• Knowledge of trade spend management, promotional ROI, pricing, margins, and commercial profitability.
• Experience managing in-store promotions, merchandising, product listings, and retail visibility.
• Understanding of inventory management, stock ageing, sales forecasting, and order fulfilment.
• Strong commercial analysis, negotiation, relationship management, and communication skills.
• Ability to collaborate with cross-functional teams and manage distributor performance across multiple markets.