Sales Manager - Modern Trade Accounts

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

Job summary

GMG is seeking an experienced Sales Manager for Modern Trade Accounts in Dubai to lead major UAE retail relationships, steer a team of Key Account Executives, and drive revenue, margin and market share with strategic account planning.

This full-time role requires 6-10 years FMCG sales experience, strong negotiation skills at head-office level, and the ability to deliver profitable growth while ensuring in-store presence and on-time execution.

Qualifications

• Bachelor's degree in Business Administration, Marketing or Sales required.
• 6–10 years FMCG Modern Trade sales experience with at least 3 years in a managerial role.
• Experience managing UAE Modern Trade accounts at head-office level.

Responsibilities

• Manage strategic Modern Trade relationships at customer head offices.
• Lead annual negotiations covering pricing, trading terms, promotions and account agreements.
• Develop and execute joint business plans with key customers.
• Identify growth opportunities within existing retail accounts.
• Increase sales while protecting gross margin and customer profitability.
• Directly manage selected strategic accounts when required.

Skills

Modern Trade sales

Key-account management

Head-office negotiations

Annual business planning

Forecasting

Pricing strategy

Sales reporting

Stakeholder management

Team leadership

Excel

PowerPoint

Education

Bachelor's degree in Business Administration, Marketing, Sales, or related discipline

MBA (advantageous)

Tools

Microsoft Excel

Microsoft PowerPoint

Job description

Job Snapshot

Role: Sales Manager - Modern Trade Accounts

Location: Dubai, United Arab Emirates

Industry: Consumer Goods

Function: Sales Management

Experience: 6-10 years, including 3 years in a senior role

Job Type: Full-time

Position Overview

The Sales Manager - Modern Trade Accounts position in Dubai, United Arab Emirates, is a commercial leadership opportunity within the Consumer Goods industry. GMG seeks an experienced FMCG professional to manage major retail relationships at head-office level, lead Key Account Executives, negotiate commercial terms, and deliver sustainable revenue, margin, market-share, and customer-profitability growth.

Job Details

Country: United Arab Emirates

City: Dubai

Industry: Consumer Goods

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

Job Type: Full-time

Role Context

The Sales Manager connects GMG 's Key Account Executives with the Channel Head while maintaining strategic relationships with leading UAE retailers. The role owns joint business planning, commercial negotiations, forecasting, promotional execution, customer reviews, and team performance across assigned Modern Trade accounts.

Key Responsibilities

• Manage strategic Modern Trade relationships at customer head offices.
• Build partnerships with buying teams, commercial leaders, and decision-makers.
• Lead annual negotiations covering pricing, trading terms, promotions, and account agreements.
• Develop and execute joint business plans with key customers.
• Identify growth opportunities within existing retail accounts.
• Increase sales while protecting gross margin and customer profitability.
• Directly manage selected strategic accounts when required.
• Lead, coach, and develop a team of Key Account Executives.
• Set clear sales, distribution, listing, and profitability targets.
• Monitor individual and team results.
• Provide guidance on customer engagement and commercial negotiations.
• Support the resolution of account and execution problems.
• Ensure consistent commercial standards across managed customers.
• Develop customer-specific sales plans aligned with channel and company objectives.
• Track sales revenue, gross margin, market share, and account profitability.
• Recommend corrective action when performance falls below plan.
• Coordinate demand forecasts with Planning and Supply Chain teams.
• Improve forecast accuracy and product availability.
• Support service-level and on-time-in-full delivery performance.
• Partner with Trade Marketing on customer-specific promotional plans.
• Evaluate promotion results and optimize return on investment.
• Ensure agreed visibility and in-store activation plans are implemented.
• Conduct regular customer business reviews.
• Address commercial issues before they affect customer satisfaction.
• Collaborate with Marketing, Finance, Supply Chain, Category Management, and Customer Service.
• Coordinate new-product launches across Modern Trade customers.
• Support category development and stock-keeping-unit listing growth.
• Monitor distribution coverage and product availability.
• Prepare clear sales analyses, forecasts, presentations, and management reports.
• Conduct performance reviews and development planning for team members.
• Foster accountability, collaboration, and continuous improvement.

Ideal Profile

• Bachelor 's degree in Business Administration, Marketing, Sales, or a related discipline.
• MBA is advantageous.
• Between 6 and 10 years of FMCG Modern Trade sales experience.
• At least 3 years in a managerial or senior key-account position.
• Proven experience managing UAE Modern Trade accounts at head-office level.
• Experience leading Key Account Executives.
• Established relationships or account exposure involving major UAE retailers.
• Relevant retailers may include Carrefour, Lulu, Nesto, Abu Dhabi Co-op, Emirates Co-op, and Sharjah Co-op.
• Strong end-to-end account-management experience.
• Skilled in annual business planning, forecasting, promotions, and profitability management.
• Confident negotiating pricing, terms, listings, and commercial investments.
• Excellent analytical and financial judgment.
• Strong leadership, coaching, influencing, and problem-solving abilities.
• Advanced proficiency in Microsoft Excel and PowerPoint.
• Familiarity with sales reporting and performance-management tools.
• Excellent communication, presentation, and stakeholder-management skills.

Skills Set

• Modern Trade sales
• Key-account management
• Head-office negotiations
• Joint business planning
• Annual business planning
• Commercial negotiations
• Trading terms
• Pricing strategy
• Sales forecasting
• Customer profitability
• Gross-margin management
• Revenue growth
• Market-share development
• Promotional planning
• Promotional return on investment
• Trade Marketing
• Distribution growth
• Stock-keeping-unit listings
• Demand planning
• Product availability
• On-time-in-full delivery
• New-product launches
• Customer business reviews
• Team leadership
• Performance coaching
• Microsoft Excel
• Microsoft PowerPoint
• Sales reporting
• Stakeholder management
• Conflict resolution

Why Join Us

This position provides commercial ownership of major UAE Modern Trade partnerships within a diversified regional business. The successful candidate will influence customer strategy, revenue, margin, product availability, promotions, and team capability while working with leading retailers and internationally recognized consumer brands.

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.