Sales Operations & Sales Capability Manager - Gulf

About the role

Mondelēz International is looking for a Sales Operations & Sales Capability Manager for the Gulf region. The role implements the operational capabilities of the business and supports the operational elements of the market, coordinating route planning, system capabilities and tools management for the sales team. It links commercial strategy with field execution so the sales force can cover markets, execute in-store and grow profitably.

Key responsibilities

• Route-to-Market (RTM): design and align RTM models with distributors, evaluate and optimize direct, indirect and hybrid distribution models, and benchmark against industry best practice
• Right Store: define and implement Right Store principles, set outlet coverage and visit frequency targets, select retail environments and direct the sales force with data-driven territory management
• Sales capability building: design and deliver training on Right Store, territory management and in-store selling, coach field teams and translate category strategies into retail priorities
• Sales development: cascade priorities, drive sell-out and secondary sales performance, maintain dashboards and reporting frameworks, and identify growth opportunities
• Digitalization: maintain data quality at the regional data hub, lead Power BI dashboard development and steer digitalization projects

Required profile

• Bachelor's degree in a relevant field; certifications preferred
• 8-10 years of experience in sales capabilities for distributors and internal stakeholders, Sales Operations, Commercial Excellence, RTM or related FMCG/CPG roles
• Ability to travel across Gulf markets as required; no relocation support available

Required skills

• Power BI
• Analytical and strategic thinking, stakeholder management and project management
• Deep understanding of FMCG/CPG sales dynamics, retail environments and distribution channels