Commercial Head FMCG - Riyadh, KSA - 20,000 SAR (full package)

Key Responsibilities

• Own the company’s full-year revenue delivery against approved budget and monthly run-rate targets.
• Translate the 2026 sales plan into account-level, manager-level, and geography-level operating targets with weekly tracking.
• Drive pricing discipline by establishing approval thresholds, discount guardrails, customer price lists, and exception controls.
• Improve product mix toward higher-value and higher-margin categories, especially seedless, confectionery, and other value-added date products.
• Lead all commercial channels under one framework, including key accounts, government-related sales, export, retail/shop channels, and van sales.
• Develop and execute the company’s export growth plan, including market prioritization, distributor development, and customer profitability review.
• Coordinate monthly SOP inputs with Operations and Supply Chain to ensure the sales plan is matched with production availability, inventory, and service levels.
• Build channel-specific commercial routines: monthly business reviews, pricing reviews, customer plans, category performance tracking, and corrective action on underperformance.
• Monitor gross-to-net leakage and ensure that promotional or discount decisions are deliberate, documented, and margin-accretive.
• Strengthen customer portfolio quality through new-customer wins, improved collections discipline, and elimination of overdue receivables / bad debt leakage.
• Coach, challenge, and manage the sales team with clear accountabilities, target ownership, and fact-based performance reviews.
• Provide the Acting GM with a simple monthly commercial dashboard covering revenue, volume, ASP, product mix, margin, collections, forecast accuracy, and export progress

Recommend and control standard price lists, discount bands, and customer/channel pricing architecture.

• Allocate sales targets by manager, customer group, and geography.
• Prioritize sales effort by product family, market, and customer segment based on profitability and strategic fit.
• Approve account plans, promotional proposals, and export development priorities within delegated authority levels.
• Escalate material pricing deviations, credit issues, or major customer disputes to the Acting GM / Finance.

Qualifications:

• 8–15 years of relevant experience in food manufacturing, FMCG, agri-products, food distribution, or adjacent sectors.
• Hands-on leadership experience across multiple channels such as key accounts, traditional trade, export, and retail/shop channels.
• Strong commercial toolkit: pricing, margin management, trade terms, salesforce management, portfolio optimization, forecasting, and channel planning.
• Strong familiarity with Saudi Arabia / GCC market dynamics; Saudi experience strongly preferred.
• Track record of delivering growth in lean organizations where commercial discipline matters as much as relationship management.
• Comfortable operating with data, spreadsheets, and weekly performance management rather than relying only on broad sales relationships.
• Arabic and English fluency preferred.