Sales Excellence Manager

We are seeking an experienced Sales Excellence Manager to drive the effectiveness, efficiency, and continuous improvement of our sales operations across multiple channels, including Traditional Trade, Modern Trade, E-Commerce, and emerging channels.

This role will be responsible for developing and enhancing the sales operating system, improving field productivity, strengthening performance management practices, and leading the dispatch office to ensure exceptional customer service and operational excellence. The successful candidate will leverage data-driven insights, technology, and best practices to accelerate profitable growth and support business objectives.

• Design and optimize territory structures, coverage models, outlet segmentation, and beat plans
• Improve numeric and weighted distribution, call productivity, and cost-to-serve
• Identify opportunities to enhance sales coverage and route efficiency

• Develop and maintain sales performance scorecards, dashboards, and KPI tracking mechanism
• Analyze performance trends, identify risks and opportunities, and recommend corrective action
• Drive accountability and performance improvement across sales team

• Transform market and sales data into actionable business insights
• Monitor key metrics such as coverage, strike rate, assortment, on-shelf availability, pricing compliance, drop size, and route effectiveness
• Provide recommendations to improve channel and regional performance
• Lead the implementation, adoption, and continuous enhancement of Sales Force Automation (SFA) tools and reporting systems.
• Establish data governance standards and ensure field data accuracy and compliance
• Support the digital transformation of sales operation

• Support annual and quarterly sales target setting processes
• Contribute to the design and administration of sales incentive program
• Ensure policy compliance and governance of incentive schemes
• Partner with Trade Marketing teams to establish and monitor execution standards
• Evaluate compliance with visibility, shelving, planograms, and POSM guidelines
• Improve the return on investment of trade marketing initiative

• Lead the delivery dispatch office to ensure accurate order allocation and timely route releases
• Coordinate effectively with warehouse and transportation teams
• Resolve operational issues promptly and maintain high on-time delivery service levels

• Bachelor’s degree in business administration, Marketing, Sales, or a related field
• 5–7 years of experience in a Sales Excellence, Sales Operations, or Sales Management role within a multinational FMCG organization in the GCC region
• Strong understanding of Sales Force Effectiveness (SFE), Route-to-Market (RTM), sales analytics, and commercial performance management
• Experience with Sales Force Automation (SFA) platforms and route optimization solution
• Proven ability to lead cross-functional initiatives and influence stakeholders at all levels
• Strong analytical, problem-solving, and decision-making skills
• Excellent communication and presentation abilities
• Fluency in both Arabic and English is required
• Demonstrated ability to lead and motivate multicultural teams