FMCG Sales Manager - HORECA & B2B

About the role

A leading FMCG organization specializing in edible oils and fats (olive oil, vegetable oil, ghee, butter) as well as ice cream and frozen food products is looking for a Senior Sales Manager - HORECA & B2B in Dubai. The role drives sales growth across the UAE market, targeting hotels, restaurants, cafés, catering companies and B2B customers, with a first-year target of AED 25M.

Key responsibilities

• Recruit, develop and manage a portfolio of B2B customers with a first-year target of AED 25M.
• Research, identify and acquire new B2B and HORECA clients across the UAE.
• Build and maintain long-term relationships with key accounts to ensure retention and satisfaction.
• Collaborate with the R&D team to develop product solutions based on customer needs.
• Open and develop partnerships with at least 5 major international B2B chains.
• Identify upsell and cross-sell opportunities within existing accounts.
• Analyze P&L and sales revenue to ensure a minimum of 15% gross margin per customer.
• Ensure compliance with internal policies, procedures and the Code of Business Conduct.
• Work with internal teams on sales forecasting, reporting and product development.
• Monitor market trends, competitor activity and customer feedback to support strategic decisions.

Required profile

• Bachelor's degree in Business Management or a related field.
• Minimum of 5 years of experience in FMCG B2B and HORECA sales within the UAE.
• Experience in edible oils, fats, dairy, frozen foods or related foodservice products.
• Fluency in English; Arabic is an added advantage.
• UAE driver's licence preferred.

Required skills

• Data analysis, gap analysis, product and process improvement, and problem-solving.
• Strong communication, negotiation and interpersonal skills.
• Proven ability to manage key accounts and acquire new clients.
• Strong time management and leadership abilities.