Institutional Sales Manager (HoReCa/ Food Service)

Dubai, United Arab Emirates

Job ID: 340923000060884704  |  Industry: Consumer Food  |  Posted Date: 27-01-2021

Our client, which is over 100 years old American FMCG distribution company is looking to hire a Institutional (HoReCa/ Food Service) Sales Manager for the Middle East operations. The role will be based in Dubai and is part of increase in headcount.


The Institutional Sales Manager’s key responsibility is to drive profitability and deliver on the revenue and share KPIs, for the UAE market. The key responsibilities would be as follows:


  • Own the institutional vertical with P&L responsibility
  • Develop relationships with institutions and canteens
  • Drive customer engagement and listing with key accounts through alignment of business plans and joint business planning.
  • Ensure consistent product launch in all available institutional channels and ensure availability of SKUs in all geographies.
  • Drive market development and enhance market share, share of shelf in institutional canteens
  • Drive sustainable account growth with the right 5P execution (Assortment/Placement/Planograms/ Branding/Promotions & Pricing)
  • Terms of trade negotiation, business development agreement and co-ordination with institutional customers


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