Industrial Sales Manager
1d ago
source : myJobmag
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    IFFCO is a United Arab Emirates based international group which manufactures and markets a well-integrated range of mass-

    market food products, related derivatives, intermediaries and services.

    Our business is broadly segmented as : Impulse Foods, Oils, Fats and Agri , Sales and Distribution. Supported by over thirty three manufacturing sites in eleven countries and over twenty offices worldwide

    Job Summary

    Manager HR is to partner with business leaders to facilitate achievement of optimum business results and to deliver sustainable talent pipeline and to secure an engaging and distinctive culture based on IFFCO values.

    Roles & Responsibilities

    Act as a single point of contact for internal customersSupport internal customers in achieving their Business GoalsHelp HR COE’s to deliver state-

    of-the-art HR ProcessesProvide feedback on all HR processes, procedures and initiativesLead change management projectsAct as the project manager for large cross-

    functional change management projectsDevelop succession plans & manage the performance management cycleBeing the contributing team member of HR ProjectsDesign cross-

    functional development programs in cooperation with COE L&DKeep HR processes in full compliance with the legal & regulatory frameworkDesign robust succession pipelines and support the talent managementAct as independent advisor for employees in tough situationsEnsure deployment and execution of all HR programs, policies and process in all the BUs under coverageBe responsible in developing the Manpower Planning in respect of managers and workers in consonance with the organization structure templates, job classification and bands and in line with the business plans and budgets.

    Timely Recruitment for vacant positions in view of anticipated attrition and contract terminationsInduction of Graduate Trainees to build talent pipelineEnsure full compliance with the Law / Code of Conduct / Ethic Policy by all employees.

    Ensure the contractual performance for Housekeeping, Residence camps, transportation, security, including welfare measures at an optimum costMaintain productive relationship with Labor, Health, Police, and Municipality.

    Be a role model, coach, mentor the team.Full implementation of IFFCO Values (PIECE), Vision and Policies.


    Cost Optimization - Head Count numbers, Manpower Cost, Attrition, Leaves, Over Time, Absenteeism.Productivity - HC Vs Volume, HC Vs Wage BillBuilding People Capabilities -

    Training Man-days, Recruitment Cycles, Diversity Index, Employee Engagement initiatives, Succession Management and Talent ManagementAd-

    hoc Project Management and ExecutionAdministration - facility and assets management, visa and other required cards application and renewal.


    Minimum under graduate, preferable an MBA in HR from a recognized university.

    Work experience Requirement :

    Standard Work Experience required :

    Minimum 8-10 years of experience as HR Generalist in mid -large sized organization.Strong understanding of local labor laws.

    Experience of working in multi geographies / multi cultural environment.Minimum 8-10 years in Africa exp, understanding the culture and local practice.

    Specific Work Experience required :

    Essential Desirable : Hands-on experience of running the entire human resources fucntion for both white and blue coler employees in a manufacturing and / or FMCG business for minimum 3 Years.

    Competencies :

    Driving ResultsSelf and Team ManagementConflict ManagementOwnership and AccountabilityPlanning & Decision MakingStrategic ThinkingChange ManagementBusiness AcumenTalent AcquisitionSuccession Management and Career FrameworkTalent DevelopmentBusiness FinancialsHR TechnologyRegulatory CompliancePerformance ManagementHR Policies and Processes.

    Job Summary

    This role is responsible to drive channels needs and market share growth whilst supporting the development of effective category management initiatives.

    Executive - Channel Marketing will be required to set up dedicated channel marketing activities to roll out the AOP and will have to build and maintain strong relationships across various departments and external stakeholders to ensure your business unit’s objectives are met.

    Roles & Responsibilities

    Deliver and execute multi-year strategic channel marketing plans aligned to AOP to accomplish sales and profitability objectives across the GCC regions.

    Support the sales team to ensure all the enablers are in place for the successful execution of channel marketing plans in core distributors / KAs.

    Create dedicated plans and actively engage in development of customer relationships.Drive the channel value propositions and effectively communicate to enable sales growth, increased profitability and enhance customer experience & loyalty.

    Execute new product launches, selling stories and strategy development in collaboration with Category Marketing to ensure alignment between portfolio & channel plans.

    Support development of trade promotions as per the BU strategy agreed ensure they remain on brand strategy and report on effectivenessDeal with external graphic agencies, food photographers, printers and other providers through every stage of artwork development as required (concepts, proofs, press checks, final print etc) for the development of POS communication tools, PR campaigns and channel marketing materials.

    Research and analyze new markets, channels and target customers for the brandManage the budget allocated to Channel Marketing Plan to achieve sales and profitability targets with a high ROI.

    Working closely with all the stakeholders of the business to gather product and channel insights.Closely monitor the day to day channel operations for both Local & International markets.

    To understand the dynamics and business challenges of each geographic regions and update the same to Marketing manager for formalizing the action plan.

  • Coordinate and execute Food exhibitions participation in collaboration with internal and external teamsCoordinate and execute sales training programsPeriodic Market Visits, in coordination with sales teams on different levels;
  • trade, distributor and customer, for acquiring marketing intelligenceOrganize B2B research projects with research agencies

    KPIs :

    Deliver and execute dedicate channel marketing plans / concepts aligned to the marketing strategy to support new launches / concepts in key distributors / KAs OTIF.

    Incremental sales : responsible to set up dedicate sales incentive programs by channel to grow overall sales by 5% by year’s end.

    Meet ROI targets : measure revenues generated by an incentive program (or other marketing tactics) compared to the cost of running the program by gathering POS data instantaneously.

    Requirements / Qualification

    Bachelor's degree with emphasis on Business, Marketing or Sales.

    Work Experience :

    2+ years of experience in Marketing, Channel Marketing, Product Marketing, or B2B Marketing role preferred.

    Skills :

  • Excellent interpersonal and communication skills.Competent with numbers managementHands on with MS Office and any ERP.Trade and consumer market awareness for GCCGood commercial awarenessFluent English is mandatory;
  • Arabic language desirablePassion for Food & Beverage industry is a plus

    Competencies :

  • Working with Financial InformationSelf and Team ManagementConsumer focusBusiness AcumenCommunicating Effectively (adsbygoogle ).push( );
  • Job Summary

    To support the Manager Finance in costing and budgeting activities at the Business Unit level and thus ensure appropriate financial and regulatory health of the business unitSupport the BU team as well as provide support to the Corporate Team in product cost management

    Strategic :

    Support the Manager Finance in finalization of the overall product pricing strategy in close coordination with the Marketing department OperationalSupport the Manager Finance in budgeting exercise for the business unit including collation, consolidation and communicationManage production / manufacturing costing sheet, Business P&L, Balance Sheet, Capital Spending (CAPEX), Inventory and reservesPrepare the first level budgeting schedule for the business unit and assist each department in budget preparation by providing formats, guidelines, assumptions and principles for the sameReceive changes in budgets from each department and collate final budget by incorporating changes suggested by Manager Finance and provide support to the Manager Finance in presenting the revised budget to MD / CEO for approvalUpload final budget on ERP system and regularly monitor the budget for deviationsCollect and analyse various heads / cost of doing business including manufacturing and sales data to determine costs of business activity such as raw material and spares purchases, S&D, inventory, energy usage, transportation and manpower deploymentConduct periodic analysis of costs in product design, raw materials, manufacturing methods to determine impact on cost base and hence overall profitability of the business unitAnalyse actual manufacturing costs and prepare periodic reports comparing standard costs to actual production costsSupport the Manager Finance in conducting variance analysis of planned Vs.

    actuals costs across the business unitPerform stock valuation, stock count, SKU level sales analysis and check for any variances in terms of quantity, price and usage to be highlighted to the Manager FinanceConduct competitive analysis of quarterly / annual business / financial results with respect to product pricing, growth rates, profitability, ROI, sales tracking etc.

    and provide details to the Manager FinanceSupport the Manager Finance in monthly / quarterly / annual costing for required components and assist the business unit in new product costing by providing data and costing templatesWork in close coordination with the Manager Finance to accurately allocate the direct and indirect expenses to the components and cost centers, calculate the man-

    minute costs of each component & overall component cost and submit the same for review on a monthly / quarterly / annual basisEnsure timely preparation of costing related MIS and submit the same to all concerned stakeholders as per the agreed timelinesUpload any product recipe changes and product procurement cost on the ERP system and forecasts monthly margins basis the changing pricesSupport the Manager Finance in integration of new ledgers and accounts in the ERP system and ensure accounting of items in appropriate ledgersIdentify process improvements and make recommendations to Manager Finance to strengthen and improve internal controls and thus streamline the budgeting and costing processes

    People Management :

    Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.

    Participate in the identification of training and development initiatives for all subordinatesDrive the engagement and satisfaction of the team through holding periodic meetings to discuss the achievements and address any employee issues and / or concerns.

    Build an effective, efficient and motivated team

    KPIs :

    adherence to timelines for development of budgetsTimeliness and accuracy of MIS% adherence to timelines for product costing% accuracy in product costingTime taken to achieve closure on audit observations


    Work experience requirement :

    Minimum 4+ years of related experience in budgeting and costing, preferably in a manufacturing or FMCG industry.

    Competencies :

    Analytical AbilityPlanning & PrioritizingBusiness AcumenProcess ExcellenceDisplaying Technical ExpertiseUsing Computer and TechnologyDriving ResultsControlling CostsInterpersonal SkillsCustomer CentricityWorking with Diverse PopulationsPlanning & Decision Making

    Job Summary

    To develop the sales and distribution strategy in conjunction with the CEO and oversee the monthly and annual modern trade / General trade channel sales, thus ensuring that the organization achieves its sales volume, value, outlet coverage and profitability targets.

    Position Responsibilities

    Set and develop the annual and monthly sales plan, Products, Volume and value wise in consonance with strategic objectives of the companyTo ensure range selling and productivity of sales calls.

    To administer the credit policy of the company and ensure collections within the Specified credit limits.Establish sales forecasting & strategic plan to ensure sales & profitability of products, lines, services, analyzing business developments &monitoring market trends.

    Preparation of short & long term sales forecast based on analysis of market potential, competitive activities and economic trendsTo ensure customer relationships and service levels in term of order fulfillment, merchandising, in shop promos, frequency of service and complaints handling.

    For feedback & data capturing for new product introduction.To Identify and exploit market opportunities for spikes in sales volumes as also combat competitor activity through appropriately designed sales promotion activity in conjunction with the Marketing team.

    To periodically review performance of Area Sales Managers, Key Account Manager, Sales Executives, Sales Representatives, and Merchandisers with the objective of improving performance, analyzing opportunities and building greater result orientation.

    To ensure adequate pipeline of talent and skills for succession by designing and activating a field force career path and plan in collaboration with Unit HR.

    Evaluate the financial aspect of product development, such as budget, expenditures, research, development appropriations, return on investment.

    Strategic :

    Plan and develop the sales strategy to enhance the sales portfolio and ncrease the bottom lineDevelop annual and monthly product, volume and value wise sales plan in alignment with the sales strategyOversee development of strong relationships with key clients across GT and MT channelsDevelop mechanisms and strategies to ensure appropriate sales numbers are met for new product / SKU launches

    Operational :

    Ensure achievement of sales targets, support in developing the sales forecast and design mechanisms to achieve the sameEnsure adherence to the budgets for the region and track the return on investments and the rebates on an ongoing basisManage the route and channel wise profit and loss for the sales operationsAnalyse MIS data on stocks, consumption patterns, costs and regularly track compliance with the budgetsEnsure adherence to the credit policy and follow up with dealers / customers on a regular basis to ensure timely collection of dues in alignment with the credit limit, collection target plan and timelinesDevelop distribution plans aimed at enhancing reach of distribution (numeric distribution) along with quality of distribution (weighted distribution) and help achieve market shareEstablish mechanisms for getting the required input & feedback from customers to develop an overall understanding of customer requirements and resolve customer complaints within specified timelinesPerform weekly review of the General Trade and Modern Trade businesses and visit the key customers on a frequent basisLead key customer discussions on the business performance and explore options for further revenue generation from new and existing customersDevelop systems for periodic stocktaking from Sales Representatives on sales, stocks / inventory, consumption patterns, sales accounting and costs to track compliance with budgetsEnsure proper accounting for the sales and distribution activities, report the daily numbers to the CEO and prepare regular reports on sales performance for the Board reviewsPlan promotional activities in the region in coordination with Marketing Services to improve salesEncourage and reward innovative product promotion, positioning and branding techniquesLead the health and safety initiatives and promote a robust Health and Safety culture at the remote sitePeriodically review performance of Area Sales Managers, Key Account Manager, Sales Executives, Sales Representatives, and Merchandisers with the objective of improving performance, analysing opportunities and building greater result orientationIdentify business development opportunities with a view to increase market share and enhance profitability for the business unitSurvey markets for emerging trends, competitor information, market share and manufacturing capabilities and identify new business opportunities to enter into to drive business growthSupport the marketing team in creation of brand strategy, improvement of the brand image of the existing products and launch of new brands / products in the markets.

    Participate in trade shows, industry sales forum events and promotional activities and support the production mangers, advertisers and developers in marketing the company services and products

    People Management :

    Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.


    adherence to sales targets% adherence to collection targetsDays sales outstanding / receivablesBill productivity% reduction in the operating costsEffective coverageCustomer satisfaction score% adherence to On-

    Shelf Availability targetsCVFOT

    Key Performance Indicators

    Net Contribution / MTNPD contribution / MTDebtor Days Avg. xx DaysReduce overdue to ZEROAchieve Sales volume of xx MTAccurate forecast xx AccuracySetup KPI for each team memberAchieve tons / Head xx MT

    Qualifications :

    HDSA) 10-15 / (MMSA ) 8 -10 Years of relevant functional experience in reputed Companies, in the relevant Industry / Sector.

    Competencies :

    Commensurate Technical or functional qualification with a Management Degree / Post Graduate Diploma in Business Administration with specialization in Marketing from a reputed Business School.


    Master's in Business Administration with specialization in General Management from a reputed University is preferred

    Work Experience Requirements

    Minimum 7+ years of Sales & Distribution experience preferably in FMCG industryKnowledge of Arabic and English is a mustExperience of working in Middle-East is preferred

    Competencies :

    Change ManagementOracle / SAP ERPConsumer Behaviour B2B and B2CSales and Distribution Strategy ManagementBuilding RelationshipsOwnership and AccountabilityConflict ManagementStrategic ThinkingKnowledge of Socio, Geopolitical and Economical IssuesFinancial AcumenKnowledge of International and / or Local Laws and RegulationsKnowledge of Value Chain ManagementDriving ResultsPlanning & Decision MakingSelf and Team ManagementBusiness Acumen.

    Job Summary

    Value Target Achievement, Sales Strategies, Tracking of Actual Flyer Vs. Planned

    Key Responsibilities :

    Responsible to ensure that category volume and MS objective is achieved by country within category allocated budgetsDevelop / analyze / recommend Sales plan and drive portfolio strategy with regional sales managers to meet overall objective as per budget plans.

    Defining and optimizing utilization of TMI spend strategy and allocation, annual budgets and investments at brand levelResponsible for monthly S&OP process for category and ensure forecast adherence as per category plansCustomer profitability (if applicable)Responsible to conduct market visits at regular periods to ensure adherence of RSP’s and effective utilization of Merchandise collateralsImpart Sales team training to impart product knowledgeAlignment with Trade / sales of consumer activationAlignment with Trade / Sales on all collaterals required as part of activations.

    Responsible for approving customer claims versus planned activities.Liase with trade marketing and sales teams in markets for annual trade calendars and customer planning cycleBuilds channel capabilities.

    Develops and rolls out customer selling storyResponsible for customer marketing of new NPD, / promotions.

    Roles & Responsibilities :

    Assigned Category Value Target AchievementMonthly / Quarterly / Yearly Region-wise Category-wise Channel-wise Sales ForecastingDevise effective pricing in lieu of competitionCategory-

    wise spend managementSales strategies and programs for New Product Development / Launch and monitor performance in incubation stageTracking of Actual Flyer vs.

    PlannedTracking of RSPs across Key Accounts and RetailTracking of all annual contracts.


    Bachelors or Masters in Sales & Marketing ; commercial experience

    Skills & Competencies :

    4-5 years of end-end sales and customer management experience1-2 years of Marketing experience desirableHas managed Customer Marketing initiatives and BTL agencies.

    Capability in building strategic, multilevel and team work relationship is needed.Negotiation skills required to drive company objectivesEngaged and with structured and strong communication skillsExhibiting good leadership skills and supporting key function execution.

    Self driven and performance orientation.Strong commercial acumen and analytical ability

    Work experience requirement :

    At least 3 years of experience in Brand Management or Trade Marketing at entry level thoroughly

    Competencies :

    Negotiating SkillsInfluencing SkillsCommunicating EffectivelyDriving ResultsSelf and Team ManagementPlanning & Decision MakingCustomer CentricityFinancial AcumenKnowledge of International and / or Local Laws and RegulationsKnowledge of Value Chain ManagementKnowledge of Socio, Geopolitical and Economical IssuesTrade Marketing and Category managementSales and Distribution Strategy ManagementConsumer Behaviour B2B and B2COracle / SAP ERP

    Key Performance Indicators :

    Market share numbers.Category Profitability & Margin Target.Volume / Value Target.TMI budget efficiency.Promotion Ratio.

    Sales forecast accuracy.Key Account and LOB growth as per plan.Market execution performance.

    KPIs :

    Volume & Value Achievement, Category Profitability, New Product Launches, Implementing Merchandising & Activation Programs, Region & Channel wise Forecasting, Flyer Planning, Target Setting, Category Budget Management, Planogram ExecutionInvolved in consumer activations planning and executions, tracking competitors intelligence and assisting in translating the findings directly in category sales planning.

    Job Summary

    To support the Head Internal Audit in carrying out internal audits at IFFCO Group and ensure that the management is made aware of process risks and implementation gaps across various internal functions

    Roles & Responsibilities

    Strategic - In conjunction with the Head Internal Audit lead the implementation of the Internal Audit strategy and oversee effective execution of audit plan in line with IFFCOs long term strategic objectives.

    Operational - In line with IA standards and best practices, develop Audit manuals and SOP's for conducting process audits across businesses and ensure regular updates of the same.

    Present the manuals to the Head Internal Audit for signoffProvide support for closure of the audit process including plan preparation, organization of timelines and milestones, coordination with external auditors for execution, follow up for closure of non-

    compliance observations and supporting the Head Internal Audit in closing presentation to the senior managementConduct audits as per the annual audit plan and audit charter and ensure adherence to audit deadlinesThoroughly understand the business processes, related risks and controls, and collect credible information to support conclusions and findings in the audit reportIdentify all process risks in a timely manner and highlight the same to the Head Internal AuditIdentify potential areas of compliance vulnerability and risk and develop / implement corrective action plans for resolution of problematic issuesPrepare issue summaries around the identified audit observations and ensure timely submission of audit related reports / updates to the Head Internal AuditProvide regular updates to senior management, support them in implementing these inputs and in close coordination with the Head Internal Audit develop maintenance systems for tracking implementation and upkeepConduct regular follow up with the different businesses in order to have maximum adherence to the process audit recommendationsContinuously engage with stakeholders across the organization to understand the ongoing risks within the business and support them to address it in a timely mannerWork with respective Business Heads (MDs and CEOs) and oversee the actions undertaken by the various businesses to address process audit report recommendations, highlight any issues related to the implementation of audit recommendations and follow up on their resolution.

    Support Head - Internal Audit in conducting annual risk assessment exercise and continually monitor the risk universe to assess the critical strategic, financial and operational risks facing the companyIdentify and present best practices and business process improvement opportunities to the Head Internal Audit / top managementContribute to the identification of opportunities for continuous improvement of audit processes and practices taking into account international leading audit practices, cost reduction and productivity improvement

    KPIs :

    adherence to timelines for completion of audits% adherence to TAT for submission of Internal Audit reports% adherence to Internal Audit Charter% adherence to the Audit planNumber of policies / SOPS reviewed and number of critical GAPs identified% closure of Surprise or special audits completed% closure of Investigation issues raised

    Requirements / Qualification

    Chartered AccountantGlobal internal audit certifications like CIA, CISA, and CSAA are preferable.

    Work Experience :

    Minimum of 7+ years of related experience with reputed audit firmsERP System based Auditing experience is preferred

    Competencies :

    Planning & PrioritizingMaintaining ObjectivityProcess ExcellencePeople LeadershipPlanning & Decision MakingAnalytical AbilityBusiness AcumenCommunicating Effectively

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