About this role
Join BIC World, a community of brands dedicated to creating ingeniously simple and joyful products that have been part of hearts and homes for over 75 years. We are committed to growing our iconic and innovative brands by reimagining everyday essentials in new, sustainable, and responsible ways.
Our culture encourages a "roll up your sleeves and get the job done" mindset, ensuring self-starters, problem solvers, and innovative thinkers can truly thrive. At BIC World, you are empowered to take ownership of your career and use your unique perspective to make a meaningful, global impact on our mission.
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Main Responsibilities / Tasks
Sales, OIS and business growth
- Deliver monthly, quarterly and annual volume, OIS, net sales, profitability and sales fundamentals targets for assigned accounts and product segments.
- Build account forecasts, monitor sell-in and sell-out performance, and implement timely corrective actions.
- Identify opportunities to expand listings, assortment, distribution, category penetration and market share.
- Report field risks, opportunities and insights and translate them into timely actions.
- Monitor shopper, customer, competitor and market dynamics and translate insights into actionable plans.
- Support omnichannel growth, including e-commerce and digital shelf initiatives, where relevant.
Financial and commercial management
- Manage customer profitability, trade terms, promotional investments and budgets in line with approved objectives.
- Evaluate promotional effectiveness and return on investment and recommend improvements to pricing, assortment and activation plans.
- Track account receivables, claims and deductions, partnering with Finance to ensure timely resolution and collection.
Key account management
- Develop and execute annual account strategies and Joint Business Plans aligned with BIC priorities and customer objectives.
- Lead negotiations on annual agreements, commercial terms, listings, promotions, leaflets, displays and in-store activations , and ensure their effective operational translation in stores.
- Build productive relationships across buying, merchandising, category, supply and finance contacts within each customer.
- Coordinate launches, promotional calendars, orders and supply requirements with internal teams and customer platforms.
- Prepare regular business reviews and communicate customer risks, opportunities and actions to the Modern Mass Market Manager.
In-store execution and cross-functional collaboration
- Secure optimal assortment, planogram compliance, on-shelf availability, pricing and promotional execution.
- Improve numeric and weighted distribution, share of shelf, share of feature and share of display across assigned accounts.
- Conduct regular store visits and work with field and merchandising teams to close execution gaps.
- Partner with Marketing and Trade Marketing to design customer-specific activations based on shopper and category insights.
- Work closely with Supply Chain, Finance and Customer Service to deliver customer commitments and accurate forecasts.
Field Force Management: accountable for the productivity, development and execution quality of the merchandising team supporting assigned key accounts:
- Directly manage, coach and develop the merchandisers supporting assigned key accounts.
- Organize and optimize routing and store coverage.
- Allocate merchandising resources according to store potential, business priorities and workload.
- Manage both dedicated and mutualized merchandising resources.
- Conduct regular field coaching and joint store visits.
- Assess individual execution quality and field performance.
- Implement improvement plans when agreed standards are not achieved.
- Ensure productivity and compliance with visit frequencies and routing standards.
4. Key Performance Indicators / Key Figures
Sales
Volume, OIS, net sales growth and profitability for assigned key accounts
Customer
Joint Business Plan delivery, annual agreements, listings, promotion effectiveness and customer satisfaction , growth vs LY / target
Execution
Numeric and weighted distribution, on-shelf availability, share of shelf, feature and display, and in-store activation , routing coverage and promotional compliance
Finance
Trade investment effectiveness, budget compliance, account receivables and deductions resolution
People
Field coaching, merchandiser development, productivity and execution quality (dedicated and mutualized resources)
Organization
Forecast accuracy, reporting quality, deadline compliance and cross-functional collaboration
5. Candidate Profile: Qualifications / Technical Skills
Professional skills
- Strong understanding of Modern Mass Market customers, commercial drivers, category dynamics and customer decision-making processes , as well as in-store execution challenges.
- Proven negotiation capability across annual agreements, listings, promotions, pricing, events and trade terms.
- Ability to build customer strategies, forecasts, Joint Business Plans and promotional calendars.
- Strong financial acumen, including profitability, budget, trade investment and promotion ROI management.
- Analytical, structured and results-driven, with the ability to manage complexity and multiple priorities.
- Excellent written and verbal communication and presentation skills.
- Proficiency in Microsoft Excel, PowerPoint and Word; experience with CRM or sales planning tools is desirable.
- Experience in managing and coaching field teams.
Personal skills
- Customer-focused, collaborative and able to build strong internal and external relationships.
- Self-motivated, proactive, resilient and accountable for delivering commitments.
- Strong problem-solving ability, attention to detail and organizational discipline.
- Comfortable working in a fast-paced and constantly changing environment.
- Field leadership and ability to mobilize, coach and develop a team.
- Strong field presence and willingness to travel frequently.
- Ability to translate a national commercial strategy into measurable and consistent in-store execution across assigned key accounts.
6. Previous / Professional Experience
· 4–7 years of sales or key account management experience, preferably within FMCG or consumer packaged goods.
· Demonstrated experience managing strategic Modern Mass Market accounts and cross-functional customer initiatives.
· Experience with customer and market data, business analytics and promotional effectiveness is strongly preferred.
· Demonstrated experience in managing, coaching and developing field teams, with accountability for performance and execution quality.
7. Additional Information
· Bachelor’s degree in Business, Commerce, Marketing or a related field.
· Fluent Arabic and French; good professional English.
· Willingness to travel according to customer and business needs.
· Availability for regular and frequent travel across assigned accounts and territories, with strong field presence.
· Valid driving licence required.
· Ability to work in a multi-site environment, with frequent store visits and field travel.
· Occasional schedule flexibility according to business needs, launches, commercial activations or promotional periods.
BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.
BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.