Senior Distributor Management & GTM Strategy Leader

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

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