Field Sales Head - Upper Egypt

Job Description:

·       Business delivery: Own regional sales value, volume, growth and agreed profitability and mix objectives. Translate annual plans into period, channel, territory and team targets, and act early on performance gaps.

·       Regional strategy: Build an integrated growth plan by geography, channel, customer and category. Identify opportunities in core chocolate, gum, salty snacks and cereal, alongside other assigned categories.

·       Distribution and route to market: Expand direct and indirect reach, numeric and weighted distribution, and active outlets. Partner with Route to Market and Channel Development on routing, segmentation, depot coverage and resource deployment.

·       Field execution: Deliver availability, assortment, visibility, merchandising, pricing and promotional execution standards. Improve the deployment, utilization and maintenance follow-up of chillers, counter top units and displays.

·       Customer leadership: Build strong relationships with regional wholesalers and priority customers. Lead negotiations within approved authority, execute agreed customer plans and resolve service issues.

·       Operating efficiency: Improve route productivity, strike rate, drop size and cost to serve. Build evidence-based cases for vans, people, depots and selling assets, and track the return on approved investments.

·       Partner performance: Manage regional execution with service providers and distributor teams within the agreed governance model. Track coverage, availability, service levels and corrective actions across both routes to market.

·       Commercial discipline: Manage delegated budgets and trade investment within policy. Partner with Finance and Supply Chain on collections, credit compliance, stock availability, freshness, returns and forecast quality.

·       People leadership: Lead and coach sales managers and the wider field organization. Set clear objectives, review performance, recruit against capability gaps, build succession and create a culture of accountability and inclusion.

·       Integration and collaboration: Build one regional team across the Mars and Kellanova businesses while managing the requirements of their respective operating models. Work closely with Channel Development, Customer Marketing, Route to Market, Finance, Supply Chain and People & Organization.

·       Performance management: Establish disciplined daily follow-up, weekly reviews and period business reviews. Use sales systems and dashboards to convert insights into named actions, owners and deadlines.

·       Governance and safety: Uphold the Mars Five Principles, commercial controls, customer data quality, company policies and field safety standards.

The role leads regional traditional trade and wholesale sales and coordinates with national channel owners where customer responsibilities overlap. Modern Trade and digital commerce account ownership remains with the designated national teams unless formally assigned. The role leads through sales managers and field teams and influences service provider and distributor resources within agreed authority.

Regional priorities include strengthening coverage across a geographically dispersed territory, developing underserved towns and outlets, improving wholesale reach and retail wholesale link execution, and increasing route and depot productivity. The role must build strong local leadership and ensure consistent execution across distant locations.

Relevant Quantitative and Budget Information

Accountability covers the assigned regional sales target, delegated operating and trade budgets, selling assets and direct and indirect team performance. Recruitment and the hiring manager should confirm the exact governorates, base location, reporting structure, headcount, job grade and budget authority before posting.

Job Specifications

Education and professional qualification: Bachelor’s degree in Business or a related discipline, or equivalent relevant experience.

·       Experience: Suggested profile of 10 or more years in FMCG sales, including at least 3 years leading managers or multiple territories. Proven delivery of regional growth, distribution expansion and execution improvements.

·       Commercial knowledge: Strong traditional trade, wholesale and direct distribution experience; ability to manage service provider and distributor interfaces, budgets, customer negotiations and sales productivity.

·       Leadership and skills: Strong coaching, decision-making, analytical and cross-functional influencing skills. Confident with Excel, presentations, sales systems and performance dashboards. Fluent Arabic and working proficiency in English.

·       Regional fit: Strong knowledge of Upper Egypt’s trade landscape is strongly preferred. Ability to travel frequently throughout the assigned territory.

Measures of Success

Sales value and volume versus target; profitable portfolio mix; distribution and active outlet growth; availability and execution standards; route productivity and cost to serve; investment effectiveness; stock freshness and collections compliance; team capability, engagement and succession. Targets will be agreed with the Egypt Sales Director.