Dairy Products Sales Manager

Sales Strategy & Revenue Target Delivery: Design and execute aggressive domestic sales strategies, establishing quarterly and annual revenue, volume, and gross margin targets across all dairy product categories.

Modern Trade Key Account Management: Lead joint business planning (JBP) with major modern trade retailers; negotiate listing agreements, shelf-space allocations, promotional mechanics, and primary display gondolas.

Traditional Trade & Chilled Van Sales (DSD): Structure and expand Traditional Trade distribution routes; optimize direct-store-delivery (DSD) efficiency, journey plans, drop frequency, and truckload utilization for the refrigerated sales fleet.

HORECA & Institutional Client Development: Drive growth in the high-volume HORECA sector (hotels, catering chains, commercial bakeries) through customized bulk dairy packaging solutions and long-term supply agreements.

Trade Spend Optimization & Budget Control: Manage the trade marketing and promotional budget; evaluate ROI on retailer discounts, consumer promotions, and listing fees to guarantee commercial profitability.

Credit Control & Cash Flow Management: Enforce strict credit limits, payment terms, and aging collection policies across distributors and retail accounts to maintain healthy Days Sales Outstanding (DSO) and minimize bad debt.

Cold Chain & Perishables Inventory Management: Coordinate closely with Supply Chain and Central Cold Storage to align sales forecasting with fresh dairy production cycles, maintaining product freshness and minimizing market returns (unsellable damages/expiry).

Field Sales Leadership & Performance Coaching: Recruit, train, and coach regional sales supervisors and sales reps; implement performance scorecards based on daily sales targets, strike rates, and numeric/weighted distribution KPIs.

Education: Bachelor’s degree in Business Administration, Marketing, Economics, Food Science, or related field.

Experience: 7 to 10 years of aggressive sales management experience within the FMCG food and beverage industry, with at least 4 years focused on chilled dairy, perishables, or temperature-controlled food lines.

Channel Expertise: Proven track record managing multi-channel distribution networks, including Modern Trade (major hypermarkets/supermarkets), Traditional wholesale routes, and refrigerated Van Sales.

Commercial & Financial Skills: Strong financial acumen in P&L management, pricing elasticity, margin structures, trade spend optimization, and working capital management.

Leadership & Team Building: Demonstrated capability in mobilizing and coaching large field sales teams, instilling high-accountability sales culture and data-driven execution.

Digital & Systems Proficiency: Extensive experience using SFA (Sales Force Automation) handheld systems, route optimization software, ERP (SAP/Oracle), and MS Excel for advanced sales modeling.