Sales Manager

About the Role

Cigalah Group is seeking a Sales Manager to lead national sales operations across Modern Trade, Traditional Trade, Wholesale, and other assigned channels. This full-time role is based in Jeddah or Riyadh and focuses on delivering sustainable growth, expanding distribution, ensuring profitability, and achieving operational excellence for a diverse portfolio of multinational FMCG principals.

Key Responsibilities

• Develop national channel, regional, and principal-specific annual sales plans and budgets.
• Translate principal agreements and joint business plans into customer, territory, and field targets.
• Identify opportunities for distribution, assortment, coverage, and new channel growth.
• Deliver revenue, volume, gross margin, and agreed contribution targets.
• Govern pricing, discounts, trade expenditure, and cost-to-serve within delegated authority.
• Partner with Finance and Supply Chain on collections, inventory health, forecast accuracy, and returns.

Key Performance Indicators

• Net sales and volume versus plan.
• Gross margin and contribution.
• Distribution and active outlets.
• Availability and execution compliance.
• Sales per route and cost-to-serve.
• DSO, overdue receivables, and stock ageing.
• Principal JBP/SLA delivery.

Distributor Governance Requirements

• Multi-principal delivery: Ensure distinct brand/principal commitments alongside integrated distributor resource deployment.
• Decision rights: Document authority for customer terms, pricing, promotions, credit, and trade investments.
• Channel ownership: Define customer segmentation and channel boundaries to avoid Modern Trade/Traditional Trade/Wholesale overlap.
• Financial discipline: Maintain signed agreements, approved discounts, claim substantiation, and customer profitability visibility.
• Execution transparency: Provide consistent sell-in, sell-out, distribution, inventory, and outlet execution reporting.

Qualifications and Experience

• A minimum of 15 years of relevant experience in sales management.
• Demonstrated ability to lead national sales strategies and business planning.
• Proven track record in commercial and financial delivery.
• Experience in RTM and channel leadership.
• Strong principal relationship management and governance skills.
• Experience in organization and talent development.