Commercial Manager

ABOUT THE ROLE

We are seeking an experienced and results-driven Commercial Manager to lead and grow our distribution business across Retail and HoReCa (Hotels, Restaurants & Cafes) channels in the UAE. This is a senior leadership role responsible for driving revenue, managing key accounts, developing channel strategies, and building a high-performing sales team. The ideal candidate brings deep knowledge of the UAE food & beverage distribution landscape, strong commercial acumen, and a proven track record of delivering growth in a competitive market.

KEY RESPONSIBILITIES

Commercial Strategy & P&L

▪ Develop and execute the annual commercial plan including revenue targets, margin goals, and channel growth strategies

▪ Own the P&L for assigned channels (Retail and/or HoReCa), ensuring delivery of top-line and bottom-line KPIs

▪ Identify new business opportunities, territories, and product categories to drive profitable growth

▪ Define pricing strategies, promotional mechanics, and trade investment frameworks

Retail Channel Management

▪ Manage and grow relationships with modern trade (hypermarkets, supermarkets) and traditional trade (independent groceries, co-ops) accounts across the UAE

▪ Negotiate annual trading agreements, shelf space, visibility, and promotional calendars with key retailers

▪ Drive distribution depth and breadth, ensuring numeric and weighted distribution targets are met

▪ Monitor and improve in-store execution standards — planograms, shelf presence, and promotional compliance

HoReCa Channel Management

▪ Develop and manage the HoReCa distribution channel across hotels, restaurants, cafes, catering companies, and food service operators

▪ Build strong relationships with F&B managers, executive chefs, and purchasing teams in key accounts

▪ Design and implement HoReCa-specific promotional programs, product sampling, and listing strategies

▪ Leverage UAE's hospitality sector growth to expand market share in foodservice distribution

Team Leadership & Development

▪ Lead, coach, and develop a team of sales supervisors, key account managers, and sales representatives

▪ Set clear individual and team KPIs, conduct regular performance reviews, and drive a high-accountability sales culture

▪ Collaborate with logistics, warehouse, and operations teams to ensure service levels and on-time delivery

Reporting & Analysis

▪ Analyze sales data, market trends, and competitor activities to inform strategic decisions

▪ Prepare accurate monthly, quarterly, and annual forecasts and present performance reports to senior management

▪ Monitor trade spend ROI and optimize commercial investments

QUALIFICATIONS & REQUIREMENTS

Education & Experience

▪ Bachelor's degree in Business, Marketing, or a related field (MBA is a strong advantage)

▪ 7–12 years of experience in FMCG/food distribution in the UAE or GCC, with at least 3 years in a commercial management role

▪ Proven experience managing both Retail and HoReCa channels with a strong existing network of trade contacts

▪ Demonstrated track record of achieving revenue growth and distribution targets

Skills & Competencies

▪ Deep understanding of the UAE FMCG/food distribution market — trade dynamics, customer landscape, and competitive environment

▪ Strong negotiation, influencing, and relationship management skills at senior buyer and GM level

▪ Commercially astute with solid P&L management and financial literacy

▪ Excellent analytical skills — able to interpret sales data, Nielsen/IRI reports, and market intelligence

▪ Proficiency in MS Excel, PowerPoint, and CRM/ERP systems (SAP, Oracle, or similar)

▪ Strong leadership and team development capability

▪ Fluency in English is essential; Arabic language skills are a significant advantage

PREFERRED BACKGROUND

▪ Prior experience with both food and non-food product portfolios in distribution

▪ Experience managing distributor partnerships or third-party logistics providers in the UAE

▪ Familiarity with the regulatory landscape for food import, labeling, and distribution in the UAE (ESMA, MOCCAE, Dubai Municipality)

▪ Existing network with major UAE retailers (Carrefour, LuLu, Spinneys, Union Coop, Choithrams, etc.) and key HoReCa groups

Pay: AED1.00 - AED35,000.00 per month

Experience:

• UAE FMCG: 8 years (Required)

Work Location: In person