Head of Sales - Middle East

Define and execute commercial strategy - in line with regional priorities & global strategic intent - to (over)deliver topline (Volume, turnover and market share) in a sustainable way (margin) in the short and long run.

Establish Beiersdorf as a credible trade partner, through fact based sustainable customer partnerships.

Lead the Middle East (excl Saudi Arabia) Sales + S&CM Operations and be part of the Beiersdorf Middle East Leadership Team.

Deliver topline (volume, turnover, market share):

• With your teams, you develop and manage the Commercial (sales + S&CM) strategy for the Middle East (excl KSA) market
  • Measure what you do
  • Plan by channel
  • Negotiate by customer
  • Execute by store
• You continuously assess and improve the Route to Market of all BDF brands in the Middle East
• You ensure excellent execution of the commercial strategy and plans according to annual business plan and in line with our global and regional guidelines
• You comply with our internal compliance framework

Team Management:

• Lead & monitor yearly team engagement action plan, with support people leaders in your team
• Lead and roll-out cultural transformation
• Act as role model (on core values, cultural transformation)

Resource and Talent Management:

• Define and manage the succession plans for key positions
• Take active measures to strengthen the internal talent pipeline

Education

• University / higher education degree

Skills

• Fluent in English
• Team management experience (at least 5, preferable 10 in a multi-layer organization)
• Strong analytical skills
• General Sales expertise (negotiation, customer management)
• General distributor management expertise
• General S&CM expertise (catman, RGM)
• High change, result and people agility
• Initiative and curiosity, to spot and pursue opportunities before competition
• Customer oriented and able to build credible relationships as well as being a strong negotiator

Experience

• 15 years of significant Sales experience within FMCG
• Relevant Key Account experience in distributor led markets
• Ideally relevant experience in the UAE & Gulf and in Health & Beauty sector
• Experience in management of major Key accounts through JBPs, T2Ts and negotiations
• Strong People leadership, engagement & development

Personal attributes

• High level of energy and positivity based on a sincere personality,
Future, result and solution oriented, proactive and daring / courageous personality
• -> strong desire to win
• 1 Team player

Specifics