FMCG Sales Manager - HORECA & B2B

Job description / Role

This position is with a leading organization in the FMCG industry specializing in edible oils and fats—including olive oil, vegetable oil, ghee, and butter—as well as ice cream and frozen food products. The Senior Sales Manager – HORECA & B2B will be responsible for driving sales growth across the UAE market, targeting hotels, restaurants, cafés, catering companies, and B2B customers. The role focuses on expanding market share, acquiring new accounts, strengthening existing relationships, and working closely with internal teams to meet customer requirements.

Key Responsibilities:
- Recruit, develop, and manage a strong portfolio of B2B customers with a first-year target value of AED 25M.
- Research, identify, and acquire new B2B and HORECA clients across the UAE.
- Build and maintain long-term relationships with key accounts to ensure retention and satisfaction.
- Collaborate with the R&D team to develop innovative product solutions based on customer needs.
- Open and develop partnerships with at least 5 major international B2B chains.
- Identify upsell and cross-sell opportunities within existing accounts.
- Analyze P&L and sales revenue to ensure a minimum of 15% gross margin per customer.
- Ensure compliance with internal policies, procedures, and the organization’s Code of Business Conduct.
- Work cross-functionally with internal teams to support sales forecasting, reporting, and product development initiatives.
- Monitor market trends, competitor activities, and customer feedback to support strategic decisions.

Qualifications & Requirements:
- Bachelor’s degree in Business Management or a related field.
- Minimum of 5 years of experience in FMCG B2B and HORECA sales within the UAE.
- Experience in edible oils, fats, dairy, frozen foods, or related foodservice products.
- Holding a UAE Driver's license is preferred
- Strong communication, negotiation, and interpersonal skills.
- Proven ability to manage key accounts and acquire new clients.
- Skills in data analysis, gap analysis, product/process improvement, and problem-solving.
- Strong time management and leadership abilities.
- Fluency in English; Arabic is an added advantage.

Disclaimer: Black Pearl will never ask for money or any form to charge our candidates just to process or consider their application for any of our available vacancies.

About the Company

About Us Helping professionals grow. Supporting businesses thrive.

Black Pearl is a HR consultancy and recruitment firm based in the UAE. We connect skilled professionals with leading organizations across the Gulf region, offering a personalized and thoughtful approach to hiring.

Our team specializes in recruiting for roles across key industries, including but not limited to: - Healthcare and Life Sciences - Engineering and Construction - Technology and Digital - Finance and Accounting - Hospitality and Retail - Government and Emiratization

Whether you’re searching for your next opportunity or looking to hire, we work closely with you to understand your goals and find the right fit.