Rol hakkında
Key Responsibilities
- Corporate Business Development
- Identify and onboard new corporate clients (ministries, oil & gas, construction, hospitality, airlines, schools, hospitals, banks)
- Develop bulk sales channels for groceries, fresh, non-food, and seasonal items
- Drive contract-based and recurring sales agreements
- Explore partnerships (corporate gifting, employee benefit programs, co-branded offers)
- Key Account Management
- Manage and grow key corporate accounts with regular engagement
- Customize product offerings based on client requirements (bulk SKUs, price lists, delivery schedules)
- Ensure high retention through service excellence and competitive pricing
- Handle escalations and maintain long-term relationships
- Tender & Contract Management
- Identify and participate in government and private tenders
- Prepare commercial proposals, pricing models, and documentation
- Negotiate contracts, SLAs, credit terms, and rebate structures
- Ensure compliance with local regulations and company policies
- Bulk Sales & Commercial Strategy
- Develop pricing strategies for bulk customers while protecting margins
- Coordinate with buying team for special pricing, rebates, and supplier support
- Manage seasonal campaigns (Ramadan, Eid, National Day, Back-to-School, etc.)
- Introduce corporate bundles, kits, and promotional packages
- Operational Coordination
- Work closely with store operations, warehouse, and logistics to ensure order fulfillment
- Coordinate delivery schedules and last-mile execution
- Ensure product availability for corporate contracts (especially KVIs and essentials)
- Align with finance for invoicing, collections, and credit limits
- E-Commerce & Digital Integration
- Drive corporate ordering through online channels (app, website, partners like Talabat)
- Develop corporate voucher systems, promo codes, and digital ordering solutions
- Monitor online corporate sales performance and optimize conversion
- Financial & Performance Management
- Achieve monthly and annual corporate sales targets
- Monitor margins, rebates, and profitability per account
- Manage receivables and ensure timely collections (DSO control)
- Track pipeline, conversion rates, and account performance
Key KPIs
- Corporate/B2B revenue contribution (%)
- Number of active corporate accounts
- Tender win rate
- Average contract value
- Gross margin per account
- Collection efficiency (DSO)
- Order fulfillment rate & service level
Qualifications & Experience
- Bachelor’s degree in Business, Marketing, or related field
- 5–10 years of experience in B2B sales within hypermarket, FMCG, or distribution
- Proven experience handling bulk sales, tenders, and corporate contracts
- Strong network within GCC corporate and government sectors
Skills & Competencies
- Strong negotiation and commercial acumen (pricing, margins, rebates)
- Deep understanding of FMCG categories (fresh, grocery, non-food)
- Excellent relationship management and stakeholder coordination
- Operational understanding of supply chain and store processes
- CRM, Excel, and reporting expertise
Behavioral Competencies
- Target-driven and highly accountable
- Strong problem-solving and decision-making ability
- Customer-first mindset
- Ability to manage multiple accounts and deadlines
Additional Requirements (GCC Context)
- Valid GCC driving license
- Willingness to travel across branches and client locations
- Knowledge of local procurement and tendering processes
- Arabic language is an advantage
Hypermarket-Specific Add-ons (Important)
- Experience handling corporate bulk grocery supply & pantry contracts
- Managing staff purchase programs (employee discounts / vouchers)
- Corporate gifting (Ramadan hampers, Eid kits, National Day packages)
- Coordination with marketing for campaigns and promotions
- Integration with loyalty programs and store-level execution
Optional Advanced Scope (Senior Role)
- Build a dedicated corporate sales channel / division
- Introduce subscription-based supply models (monthly pantry supply)
- Develop private label corporate deals
- Data-driven pricing and demand forecasting
Kaynak: işverenin kendi kariyer sayfası.
