Corporate Sales Manager – Hypermarket (B2B / FMCG)

Location:  Middle East (Oman)

Reporting To:  Operations manager

Key Responsibilities

1. Corporate Business Development

• Identify and onboard new corporate clients (ministries, oil & gas, construction, hospitality, airlines, schools, hospitals, banks)
• Develop bulk sales channels for groceries, fresh, non-food, and seasonal items
• Drive  contract-based and recurring sales agreements
• Explore partnerships (corporate gifting, employee benefit programs, co-branded offers)

2. Key Account Management

• Manage and grow key corporate accounts with regular engagement
• Customize product offerings based on client requirements (bulk SKUs, price lists, delivery schedules)
• Ensure high retention through service excellence and competitive pricing
• Handle escalations and maintain long-term relationships

3. Tender & Contract Management

• Identify and participate in  government and private tenders
• Prepare commercial proposals, pricing models, and documentation
• Negotiate contracts, SLAs, credit terms, and rebate structures
• Ensure compliance with local regulations and company policies

4. Bulk Sales & Commercial Strategy

• Develop pricing strategies for bulk customers while protecting margins
• Coordinate with buying team for special pricing, rebates, and supplier support
• Manage seasonal campaigns (Ramadan, Eid, National Day, Back-to-School, etc.)
• Introduce corporate bundles, kits, and promotional packages

5. Operational Coordination

• Work closely with  store operations, warehouse, and logistics  to ensure order fulfillment
• Coordinate delivery schedules and last-mile execution
• Ensure product availability for corporate contracts (especially KVIs and essentials)
• Align with finance for invoicing, collections, and credit limits

6. E-Commerce & Digital Integration

• Drive corporate ordering through online channels (app, website, partners like Talabat)
• Develop corporate voucher systems, promo codes, and digital ordering solutions
• Monitor online corporate sales performance and optimize conversion

7. Financial & Performance Management

• Achieve monthly and annual corporate sales targets
• Monitor margins, rebates, and profitability per account
• Manage receivables and ensure timely collections (DSO control)
• Track pipeline, conversion rates, and account performance

Key KPIs

• Corporate/B2B revenue contribution (%)
• Number of active corporate accounts
• Tender win rate
• Average contract value
• Gross margin per account
• Collection efficiency (DSO)
• Order fulfillment rate & service level

Qualifications & Experience

• Bachelor’s degree in Business, Marketing, or related field
• 5–10 years of experience in  B2B sales within hypermarket, FMCG, or distribution
• Proven experience handling  bulk sales, tenders, and corporate contracts
• Strong network within GCC corporate and government sectors

Skills & Competencies

• Strong negotiation and commercial acumen (pricing, margins, rebates)
• Deep understanding of FMCG categories (fresh, grocery, non-food)
• Excellent relationship management and stakeholder coordination
• Operational understanding of supply chain and store processes
• CRM, Excel, and reporting expertise

Behavioral Competencies

• Target-driven and highly accountable
• Strong problem-solving and decision-making ability
• Customer-first mindset
• Ability to manage multiple accounts and deadlines

Additional Requirements (GCC Context)

• Valid GCC driving license
• Willingness to travel across branches and client locations
• Knowledge of local procurement and tendering processes
• Arabic language is an advantage

Hypermarket-Specific Add-ons (Important)

• Experience handling  corporate bulk grocery supply & pantry contracts
• Managing  staff purchase programs (employee discounts / vouchers)
• Corporate gifting (Ramadan hampers, Eid kits, National Day packages)
• Coordination with  marketing for campaigns and promotions
• Integration with  loyalty programs and store-level execution

Optional Advanced Scope (Senior Role)

• Build a  dedicated corporate sales channel / division
• Introduce  subscription-based supply models  (monthly pantry supply)
• Develop  private label corporate deals
• Data-driven pricing and demand forecasting