The Role
Lead UAE HORECA and B2B sales for edible oils, dairy and frozen products. Acquire major accounts, manage key relationships, hit a first-year AED 25M target, ensure 15% gross margin, collaborate cross-functionally on product solutions, and drive upsell/cross-sell and market expansion.
Summary Generated by Built In
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.
Requirements
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.
To view other vacancies we have, please check our website (www.blackpearlconsult.com) and follow us on our social media accounts - LinkedIn / Facebook / Twitter / Instagram
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. If you happen to receive such request from any members of our staff or other individuals claiming to be part of Black Pearl, please do call our office at +9712 622 55 03 or drop us a message on our website.
Skills Required
- Bachelor's degree in Business Management or a related field
- Minimum 5 years of FMCG B2B and HORECA sales experience within the UAE
- Experience in edible oils, fats, dairy, frozen foods, or related foodservice products
- UAE Driver's license
- 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 language skills
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The Company
What We Do
Black Pearl is a leading HR consultancy and specialist recruitment firm based in the UAE and GCC. They provide customized HR solutions, executive search, and strategic recruitment services across various corporate support, finance, accounting, and business operations roles, helping clients achieve success through tailored staffing and HR consulting services.
