Commercial Manager Frozen

Purpose of the job

Lead the development of OOH for SADAFCO’s Frozen Business, primarily Ice Cream through Customer expansion at large scale across the Channel specially HORECA (Hotels, Restaurants, Canteens). Sharply identify Customer Needs, Product Solutions, Pricing Strategies, Servicing Models and Prepare adequate Business Cases. Collaborate strongly with Sales Operations &  Marketing to create the ideal mix & seamless execution. Advise on the expansion structure.

Key Accountabilities

1. Commercial strategy

• Design & draft the commercial strategy to develop and grow the OOH business. Craft a 5 year plan with annual KPIs in alignment with VP Frozen BU.

2. Out of Home Organization

• Design and implement the OOH team structure in alignment with the VP Frozen BU so as to support the OOH business by focusing on the achievement of the KPIs & the deliverables.

3. Sales

• Deliver the agreed top line and bottom line results while tracking, monitoring and reporting the set KPI’s periodically.

4. Business Development

• Using prior, acquired, and continuous scouting for new contacts/accounts and also develop and initiate the business at a national account level. Working with Sales function to refine delivery & logistics KPIs.
• Be in touch with the right agencies to gain understanding of market trends and act upon if relevant & also work closely with customers to develop concepts specific to the OOH channel also help is developing tailor-made solutions.

5. Product Development

• Work with Manufacturing & Marketing to develop OOH centric products and packaging.

6. Finance and Reporting

• Ensure budgeting, financial monitoring and reporting are done as per SADAFCO’s financial policies & reporting standards to ensure proper management reporting.
• Manage the OOH expense budget while ensuring the agreed top line delivery.

7. P&L Management

• Prepare & Align Anual Plan to ensure the adequate growth trajectory of the Channel.
• Prepare & align Business cases to ensure financial viability of the projects & proposals including Cap-ex requirements, Operational resources, Revenue Opportunity & ROI.

Job Requirements

• Educational level: Minimum Bachelor degree in Business, Marketing or related field
• Minimum 10 years of relevant OOH sales experience with a leading FMCG company
• Experience in distribution and OOH channel management with a strong preference of Ice Cream Category
• People management experience; experience in leading a team
• Languages: Fluent in English. Knowledge of Arabic is an advantage

• Well-developed strategic and operational sense with strong analytical skills
• Well-developed and effective influencing and negotiation skills
• Ability to manage internal/ external relations effectively and also cross functional relationships at all levels
• An enabler and connector who is able to leverage people and functions to address issues and come up with practical solutions
• Excellent knowledge of consumer segmentation, market dynamics and development of brand positioning and category development, in particular for the OOH channel
• International astute individual, pro-active, takes ownership
• Ability to work under pressure and handle deadlines
• Energetic, creative and competitive achiever who can manage multiple priorities
• Commitment to strong work ethics, integrity and honesty
• Can-do and hands-on attitude
• Excellent communication skills: verbal, drafting reports and presentation skills

Bachelor degree in Business, Marketing