Sales Manager - International FMCG Business

Role Overview

The Sales Manager for International Business will oversee the company's FMCG operations in foreign markets primarily through distributor partnerships. This position entails strategizing to boost sales, expanding market reach, maintaining distributor relations, and executing market development initiatives aimed at consistent business growth.

Key Responsibilities

• Formulate and implement export sales plans to meet volume, revenue, and profit goals.
• Identify, appoint, and manage FMCG distributors, importers, and trading partners internationally.
• Increase product presence and penetration across all relevant trade channels.
• Seek new business opportunities and establish growth-focused strategies.
• Lead the successful introduction of new products and categories into international markets.

Distributor Management

• Forge and maintain strong relationships with distributor partners and other stakeholders.
• Develop comprehensive yearly business plans, sales objectives, and growth strategies alongside distributors.
• Conduct periodic reviews to track performance and identify improvement opportunities.
• Ensure distributors meet pre-agreed sales, distribution, and visibility benchmarks.
• Oversee inventory status, stock coverage, and replenishment plans to optimize supply.

Market Development

• Enhance product availability and brand exposure across channels including Modern Trade, Traditional Trade, Wholesale, Convenience stores, and Horeca.
• Analyze current market trends, pricing, competitors, and consumer behavior to inform strategies.
• Recommend tailored market strategies to enhance competitive positioning and increase market share.
• Identify opportunities to expand product portfolio and develop categories.

Commercial and Trade Marketing

• Work closely with distributors to implement promotional campaigns and trade marketing activities.
• Oversee pricing strategies ensuring alignment with business goals.
• Support merchandising and in-store activation efforts for enhanced visibility.
• Assess promotion effectiveness and suggest enhancements.

Forecasting and Reporting

• Generate accurate export sales forecasts, budgets, and annual operational plans.
• Monitor actual sales versus targets and apply corrective actions as needed.
• Provide routine reports covering sales performance, distributor activity, market development, and competitor analysis.
• Maintain thorough export and customer documentation.

Experience and Network

• Minimum 5 to 7 years’ experience in FMCG sales and exports.
• At least 3 years managing international exports via distributors.
• Deep understanding of FMCG export supply chains, distribution, and retail channels.
• Existing network of international distributors, importers, wholesalers, and major trade contacts is highly valued.