Sales Manager - FMCG Wholesale

GMG Gulf; Dubai; On-site; AED 300,000 - 420,000; Full time

Benefits offered by this job

N/A

Job summary

GMG is hiring a Sales Manager – FMCG Wholesale in Dubai for a senior leadership role focused on channel development, distributor management and market expansion. You will drive wholesale revenue growth, improve product availability and strengthen distribution reach across FMCG markets.

The ideal candidate brings at least 6 years in FMCG sales with wholesale/channel management experience, strong negotiations and a proven ability to lead field teams.

Qualifications

• Bachelor’s degree in Business, Sales, Marketing or related field is required.
• MBA or equivalent preferred for senior leadership roles.
• Minimum six years of FMCG sales experience with wholesale/channel focus.

Responsibilities

• Develop and implement wholesale sales strategies aligned with revenue goals.
• Expand distribution across existing and new wholesale accounts.
• Set and monitor annual, quarterly, monthly sales targets for channels.
• Manage KPIs, budgets and performance against plans.
• Lead and coach wholesale sales teams and partners.

Skills

FMCG wholesale sales

Wholesale channel strategy

Distributor management

Key account management

Channel development

Sales forecasting

Revenue growth

Trade negotiations

Pricing strategy

Trade promotions

Trade spend management

Market visits

CRM tools

Microsoft Excel

Microsoft PowerPoint

Field sales leadership

Team coaching

Stakeholder management

Education

Bachelor’s degree in Business, Sales, Marketing or related field

MBA or postgraduate business qualification

Tools

CRM systems

Microsoft Excel

Microsoft PowerPoint

Job description

Job Snapshot

Role: Sales Manager – FMCG Wholesale

Location: Dubai, United Arab Emirates

Industry: Wholesale

Function: Wholesale-Reselling

Sales Experience: Minimum 6 years, including at least 3 years in wholesale or channel management

Job Type: Full-time

Job Overview

Sales Manager – FMCG Wholesale in Dubai, United Arab Emirates is a senior wholesale opportunity for a commercially driven professional with strong experience in channel development, distributor management, trade negotiations and market expansion. GMG is hiring a sales leader to grow wholesale revenue, strengthen distribution reach and improve product availability across FMCG markets.

Key Responsibilities

• Develop and implement wholesale sales strategies aligned with revenue and market‑share objectives.
• Identify opportunities to expand distribution across existing and new wholesale accounts.
• Set annual, quarterly and monthly sales targets for assigned channels and customers.
• Monitor wholesale KPIs, budgets and commercial performance against approved plans.
• Build and maintain strong relationships with wholesalers, distributors and key trade partners.
• Grow existing accounts through improved assortment, availability and promotional execution.
• Negotiate pricing, payment terms, trade agreements and promotional support.
• Ensure commercial terms remain competitive and aligned with profitability targets.
• Monitor stock levels, order cycles and delivery performance across wholesale accounts.
• Work with supply chain teams to reduce product shortages and improve order fulfillment.
• Track customer credit exposure and coordinate with Finance on overdue balances or risk concerns.
• Collaborate with trade marketing teams to design wholesale‑specific promotions.
• Support the execution of visibility, activation and trade engagement programs.
• Evaluate promotional performance and recommend improvements to trade spend efficiency.
• Conduct regular market visits to assess distribution, pricing and in‑market execution.
• Gather competitor intelligence covering products, pricing, promotions and channel activity.
• Ensure wholesale partners comply with agreed brand and merchandising standards.
• Prepare accurate sales forecasts and account plans.
• Produce monthly reports covering revenue, volume, distribution and customer performance.
• Analyse sales trends and identify corrective actions where results fall below target.
• Monitor numeric and weighted distribution across assigned territories.
• Track customer retention and satisfaction across the wholesale network.
• Coordinate with marketing, finance and supply chain teams to resolve channel issues.
• Provide guidance and support to field sales teams responsible for wholesale execution.
• Ensure sales activity supports both short‑term targets and long‑term market development.
• Complete additional commercial responsibilities assigned by management.

People Management

• Establish clear targets and performance indicators for wholesale sales team members.
• Align individual objectives with wider channel and organizational priorities.
• Provide regular coaching, mentoring and commercial guidance.
• Review team performance against sales, distribution and execution KPIs.
• Address performance gaps through structured improvement plans.
• Support field teams in resolving customer, pricing and distribution challenges.
• Encourage disciplined account planning and accurate sales reporting.
• Build a results‑oriented culture based on accountability and collaboration.
• Identify development opportunities for team members.
• Support succession planning and long‑term capability building within the sales function.

Ideal Profile

• Bachelor’s degree in Business, Sales, Marketing or a related field.
• MBA or postgraduate business qualification is preferred.
• Minimum six years of FMCG sales experience.
• At least three years of experience in wholesale sales or channel management.
• Strong understanding of FMCG distribution and wholesale market dynamics.
• Proven experience managing wholesalers, distributors and large trade accounts.
• Strong negotiation and relationship management capabilities.
• Experience setting channel targets, budgets and performance measures.
• Practical knowledge of pricing, trade terms and promotional planning.
• Ability to monitor stock, order cycles and customer credit exposure.
• Strong commercial and analytical mindset.
• Ability to interpret sales data, distribution reports and market trends.
• Experience preparing sales forecasts and monthly performance reports.
• Confident communication and presentation skills.
• Strong cross‑functional coordination abilities.
• Proficiency in Microsoft Excel and Microsoft PowerPoint.
• Familiarity with CRM systems and sales reporting tools.
• Proven ability to lead, coach and develop field sales teams.
• Willingness to conduct regular market visits.

Skills Set

• FMCG wholesale sales
• Wholesale channel strategy
• Distributor management
• Key account management
• Channel development
• Sales forecasting
• Revenue growth
• Market share expansion
• Distribution planning
• Numeric distribution
• Weighted distribution
• Trade negotiations
• Pricing strategy
• Trade promotions
• Trade spend managementCustomer retention
• Stock monitoring
• Order cycle management
• Credit exposure monitoring
• Market visits
• Competitor analysis
• Sales reporting
• CRM tools
• Microsoft Excel
• Microsoft PowerPoint
• Field sales leadership
• Team coaching
• Stakeholder management

Why Join Us

This role offers the opportunity to shape the growth of GMG’s wholesale FMCG business across a diverse and expanding market. The successful candidate will influence channel strategy, distribution reach, pricing and customer partnerships while taking ownership of meaningful commercial targets. The position provides broad exposure to sales leadership, trade marketing, supply chain coordination and distributor management. It is well suited to an experienced FMCG professional seeking greater responsibility, regional market visibility and long‑term career growth within a large diversified organization.

About the Company

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