FMCG Head

JOB SUMMARY The role sets the divisional strategy, builds and manages the product portfolio and category mix, negotiates supplier contracts, prices and trade terms, controls stock levels and inventory turnover, and drives sales targets and gross margin across all channels (pharmacies, retail, wholesale, key accounts and modern trade). The role is also responsible for pricing and promotional plans, performance reporting, and building a high-calibre commercial team.

• Set and execute the FMCG divisional strategy and annual operating plan in line with company objectives.
• Own the divisional P&L, prepare the annual sales, purchasing and margin budgets, and monitor performance against them.
• Define purchasing requirements based on demand planning and forecasts agreed with sales and warehousing.
• Identify, evaluate and approve local and international suppliers and agencies against quality, price and delivery criteria.

Negotiate contracts and commercial terms: prices, payment terms, discounts, rebates, marketing support, returns and damages

• Set sales targets by channel, region, branch and team, and monitor achievement.
• Expand distribution channels, geographic coverage and the active customer base.
• Manage key account relationships and negotiate annual trading agreements.
• Approve pricing, discount and promotional policies while protecting the target margin.

Education

• Bachelor's degree in Commerce, Business Administration, Pharmacy, Science or equivalent.
• MBA or a specialised diploma in Supply Chain or Sales Management is preferred.

Experience

• 12–15 years of experience in FMCG, including at least 5 years in a senior leadership role (Head / Senior Manager).
• Proven hands-on experience across both procurement and sales, preferably within distribution, trading or agency businesses.

Technical Skills

• Strong commercial negotiation, contracting and annual agreement management.
• Solid command of category management, pricing and profitability analysis.
• Experience in demand forecasting, inventory management and the full purchasing cycle.
• Proficiency in ERP systems (SAP preferred), reporting tools and advanced Excel.
• Ability to read and analyse a P&L and build budgets.