The Territory Sales Executive, will act as the key representative of FC in assigned and surrounding areas, supporting distributor partners to ensure the effective execution of sales strategies, market expansion and achievement of business targets. This role bridges the gap between the principal and distributor operations to drive performance, compliance, and brand presence in the region. Regional almost daily in-country travel will be an essential part of the role in building knowledge, monitoring trade activity and building key relationships required to support and grow our joint business with local distributor teams.  

Key Accountabilities

Trade and Category Development

• Accountable for the achievement sales targets by category, distribution quantitative KPIs (listing of new Stock Keeping Unit (SKU) and number of distribution points) and other elements in customer Business Development Agreements (BDA) in the assigned territory in collaboration with regional distributor teams.
• Responsible for qualitative in-store presence, on-shelf availability and visibility of all products based on core distribution targets or specific customer BDAs through daily follow up with distributor merchandising teams and resolving any issues that may arise. Provide constructive feedback on stock handling and implementation of the products on the shelves, check outs, secondary placements, and gondolas.
• Ensure that the promotional plan is implemented effectively and efficiently instore in the assigned area(s).
• Organize field visits on daily basis and follow up with regional distributor teams and customers to ensure availability and visibility of products.
• Provide sales team with the required materials and guidelines including planograms, point of sale and new product launch briefs for excellent trade execution across our products and categories. Train and support distributor sales teams on brand knowledge, sales techniques, and route-to-market execution.
• Assist forecast and demand planning with distributor team to ensure optimal stock levels and order cycles.
• Report market intelligence (sales analysis, monthly initiative implementations, competitor activities, launches, customer plans, shopper profiles) to FC regional sales management. Keep abreast and highlight the impact of any local regulations, operational or trade barriers that may arise.
• Submit and maintain proper customer records, sales activities and other required reports and forms.
• Identify and pursue new business opportunities, outlets, and channel expansions within the region.

Customer Relationship Management

• Develop a strong relationship with regional retail and wholesale customers. initiate, support and facilitate negotiation on the execution (visibility, promotions and implementations) together with distributor teams.
• Report back to the company on any customer or consumer queries requiring support in resolution.
• Help build distributor capability in reporting, territory management, and performance tracking.

Business Planning 

• Through the support and coaching of the sales team, prepare annual business plans, agree targets per channel and account, but also align execution principles that will lead to Sales target achievements.
• Update regional forecasts periodically based on market performance and adjust plans to achieve results.
• Preparation and implementation of simple pricing structures relative to changes in competitive positioning helping distributors to be proactive or react appropriately.
• Prepare, monitor and execute advertising and promotions plans within approved budget.
• Prepare and follow through on channel and category plans to effectively defend and grow revenue. 

Finance and Control

• Ensure all necessary financial instruments supporting distributor commercial operations are in place.
• Follow up rigorously for trade CN and ensure monthly reconciliation of A&P.
• Follow up, track and communicate budget allocated to region on monthly bases through Fact sheets.

Ideal Candidate Profile

Education

• A Bachelor’s degree in sales, marketing, business administration, finance or relevant field.

Experience

• A minimum of 3 years’ experience in the fast-moving consumer goods industry. 
• Experience in in-store retail management, merchandising standards, customer relationship building, basic forecasting, financial instruments, pricing and basic knowledge of trade channel dynamics will be essential.

Technical Skills

• Customer-centric mindset with strong interpersonal skills
• Category and Retail Channel Management
• Merchandising principles
• In-store Trade Marketing fundamentals
• Advertising & Promotion Planning
• Data Analysis
• Financial Instruments and Reconciliation. Basic Value Chain Pricing understanding.
• Advanced computer skills

Key Competencies

• Attention to detail
• Drive for Results
• Strong communication
• Relationship Building
• Presentation and Facilitation
• Brand building essentials
• Monitoring and Measuring
• Time Management and Planning

Travel

• Daily trade visit trips in the region focused on customer outlets in the territory
• 25% of total time or 60 nights in a year (can be accompanied by other members of FC Sales Team)

Location

• KSA Dammam / KSA West & South / Oman or Jordan