Head of On-Premises Channel

Key Responsibilities

1. Commercial Strategy

• Develop and implement the annual On-Premise business strategy aligned with company objectives.
• Build annual business plans, channel strategies, and growth initiatives.
• Identify new business opportunities and emerging consumption occasions.
• Drive profitable volume growth while protecting margins.
• Develop long-term customer partnership strategies.

2. Sales & Revenue Management

• Deliver annual Volume, Revenue, GP, and Profit targets.
• Monitor sales performance against KPIs.
• Drive mix optimization and premiumization initiatives.
• Optimize customer profitability.
• Lead commercial negotiations with strategic customers.

3. Customer Management

• Annual contract negotiations
• Joint Business Planning (JBP)
• Menu and beverage strategy
• Customer profitability reviews
• Service level monitoring
• Equipment planning
• Customer relationship management

4. Route-to-Market Excellence

• Develop optimal coverage models.
• Optimize sales territories.
• Improve outlet penetration.
• Ensure effective customer segmentation.
• Enhance call productivity.
• Improve outlet execution standards.

5. Execution Excellence

Ensure best-in-class execution across:

• Beverage availability
• Equipment utilization
• Menu listings
• Cold drink availability
• Brand visibility
• POSM execution
• Activation execution

Qualifications & Requirements

• Bachelor's degree in Business Administration, Marketing, Sales, or related field.
• 10 years of FMCG commercial experience with a minimum of 5 years of HoReCa / On-Premise sales leadership.
• Fluent in English; Arabic is a must.
• Strong experience managing key accounts.
• Experience in strategic negotiations.
• Experience leading high-performing sales teams.

Strong financial and commercial ac