Sales Operations and Sales Capability Manager, Gulf

Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

You will implement the operational capabilities of the business and support the operational elements for the market. You will coordinate route planning, system capabilities and tools management for the sales team.

How you will contribute

The Sales Operations & Development Lead is responsible for driving commercial excellence across the sales organization by managing and optimizing Route-to-Market (RTM) strategies, Right Store execution, Sales Capability Building, and overall Sales Development. This role serves as a critical link between commercial strategy and field execution, ensuring the sales force is equipped, directed, and developed to maximize market coverage, in-store execution, and profitable growth.

Key Responsibilities

1. Route-to-Market (RTM)

• Design, adopt, and align appropriate RTM models with assigned distributors to deliver coverage ambition in a profitable manner

• Develop creative RTM solutions that enable profitable achievement of coverage targets across diverse market and channel landscapes

• Leverage industry best practices in route-to-market design and continuously benchmark against leading standards

• Evaluate and optimize distribution models (direct, indirect, hybrid) to ensure cost-effective market reach

• Collaborate with cross-functional teams (Finance, Supply Chain, Marketing) to align RTM strategies with overall business objectives

2. Right Store

• Define and implement Right Store principles to ensure the sales force calls on the right stores, at the right frequency, with the right time spent, and with the right capability

• Calculate and set territory/outlet coverage and visit frequency targets; monitor performance and take corrective action as needed

• Select and prioritize retail environments to operate in, aligned to the company's strategic priorities

• Optimize resource allocation based on store value, potential, ability to influence, and cost to serve

• Direct the sales force toward the biggest commercial opportunities through data-driven territory management

3. Sales Capability Building

• Design and deliver training programs to build sales force capability in Right Store execution, territory management, and in-store selling

• Champion Right Store strategy, tools, and KPI tracking across the sales organization

• Coach and develop field teams on effective territory management, priority setting, and corrective action planning

• Translate category strategies and "big bets" into actionable priorities for retail environments and trade partners

• Foster a culture of continuous learning and performance improvement within the sales team

4. Sales Development

• Communicate and cascade priorities for different retail environments and customer segments

• Drive sell-out/secondary sales performance through effective planning, execution tracking, and data stewardship

• Develop and maintain dashboards and reporting frameworks to monitor sales development KPIs and distribution metrics

• Identify growth opportunities and recommend interventions to maximize net revenue and market share

5. Drive Digitalization agenda

• Maintain the data sanity at the regional data hub.

• Lead in the development of Power BI dashboards to access the data by all stakeholders to the minutest detail

• Steer the development and project management of identified digitalization projects and enhancements.

Key Competencies & Skills

• Strategic Thinking: Ability to design and implement RTM and coverage strategies aligned with business goals

• Analytical Acumen: Strong data analysis skills to evaluate store potential, coverage efficiency, cost to serve, and sales performance

• Commercial Awareness: Deep understanding of FMCG/CPG sales dynamics, retail environments, and distribution channels

• Leadership & Coaching: Proven ability to train, coach, and develop sales teams and field managers

• Stakeholder Management: Effective collaboration with Distributors, cross-functional teams including Marketing, Finance, Supply Chain, and CP&A

• Project Management: Ability to manage multiple workstreams (RTM, Right Store, Capability Building) simultaneously

• Communication: Strong ability to translate strategy into clear, actionable priorities for diverse audiences

Key Performance Indicators (KPIs)

• Numeric and weighted distribution targets

• Outlet coverage and visit frequency compliance

• Sales force productivity and capability assessment scores

• RTM cost-to-serve efficiency

• Training completion and capability uplift metrics

More about this role

• Education & Certification: Bachelor’s degree in a relevant field, with relevant certifications preferred.

• Skills: Strong analytical, strategic thinking, stakeholder management, project management, and Power BI skills.

• Experience: 8–10 years in Sales capabilities for distributors and internal stakeholders, Sales Operations, Commercial Excellence, RTM, or related FMCG/CPG roles.

• Travel: Travel across Gulf markets as required.

No Relocation support available

Business Unit Summary

Mondelēz International in the Middle East, North Africa and Pakistan serves the Middle East and Africa markets as well as Australia, New Zealand, the UK and Canada. Headquartered in Dubai, UAE, we have more than 2600 employees working across seven plants and six commercial offices; we make, bake, sell and deliver our products to customers. We are market leaders in key snacking categories with iconic global and local brands including Cadbury Dairy Milk chocolate, Milka, Oreo and belVita biscuits, Barni Cakes,Tang powdered beverage, Chiclets and Trident gum and Halls candy.

Mondelēz International is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation or preference, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Type

Regular

Sales Operations

Sales