Job Description
Our Client
A leading regional FMCG organisation with a large direct sales and distribution platform in Iraq. Operating across multiple food and beverage categories, the business is investing in its commercial capabilities, systems and ways of working to expand market coverage while improving sales productivity and profitability.
Your Role
You will play a key role in transforming a large field-sales organisation into a more productive, data-led and technology-enabled commercial operation.
Working closely with the Sales Director and senior commercial leadership, you will assess and improve routes, territories, outlet coverage, call frequency and salesforce deployment. The business has ambitious plans to significantly expand its customer coverage across Iraq, and your focus will be on ensuring this growth translates into stronger productivity and profitability not simply more routes, calls and cost.
You will establish and embed a structured Revenue and Margin Growth approach, strengthen field-sales KPIs and routines, and improve visibility around salesforce performance, strike rate, drop size, cost-to-serve and route profitability.
Technology will be another important part of the mandate. You will identify practical salesforce automation and field-enablement solutions that improve data visibility, execution and decision-making while working within the realities of the existing systems environment.
This is a hands-on commercial transformation role requiring someone who can move comfortably between data, strategy and field execution. It is not primarily a sales training or learning & development position.
Must-Have
- Strong experience in Sales Excellence, Commercial Excellence, Route-to-Market or Sales Capability within FMCG.
- Experience working with a large direct-distribution or field-sales operation.
- Strong understanding of route optimisation, territory design, outlet segmentation, coverage models and call-frequency planning.
- Demonstrated experience improving salesforce productivity, strike rate, drop size, cost-to-serve and route profitability.
- Hands-on experience establishing field-sales KPIs, performance routines and dashboards.
- Exposure to Revenue Growth Management / Revenue and Margin Growth principles and their practical application.
- Experience with salesforce automation, SFA, distributor-management or field-enablement systems.
- Strong analytical capability with the ability to translate data into practical actions for the field.
- A commercial mindset with the confidence to challenge established ways of working and influence stakeholders at different levels of the organisation.
- Experience within dairy, beverages, snacks, tobacco or another high-frequency FMCG category would be particularly relevant.
- Middle East or comparable emerging-market experience is strongly preferred.
Next Steps
Upload your resume via our ATS platform and ensure all form details are complete. Shortlisted candidates will be contacted within 5–7 working days for a more detailed discussion about the role. Please note, due to high application volumes, we will only respond to shortlisted profiles.