Job Description
We are looking for an experienced Sales Manager to lead sales strategy, distributor management, field execution, and team development for our consumer health/FMCG portfolio. The ideal candidate will have strong commercial planning, trade marketing, and hands-on team leadership experience.
Responsibilities
1) Sales Strategy & Target Setting
Collaborate with Supply Chain on annual and monthly sales planning
Develop and control the sales and trade budget with Finance
Break down sales targets by period, region, and account
Analyze target markets and market share to identify growth opportunities
Implement and monitor sales policies and procedures
2) Channel & Distributor Management
Manage relationships and performance with distributors
Lead commercial negotiations and manage sales agreements
Develop and evaluate trade promotions and incentive schemes
Design and execute customer retention and growth programs
Identify coverage gaps by region and channel and build expansion plans
3) Monitoring & Reporting
Design and monitor sales KPIs and track dashboards on a weekly and monthly basis
Monitor promotion execution and provide weekly reporting
Analyze gaps by product, region, and account and prepare corrective action plans
Evaluate return on trade activities
Optimize sales processes for productivity and profitability
Prepare analytical and management reports with improvement recommendations
4) Field Execution & Key Accounts
Lead, coach, and support the field sales team
Design territories, allocate targets, and plan routes while monitoring achievement
Manage relationships with key pharmacy accounts
Ensure in-store execution standards are met
Maintain active field presence in Tehran and conduct periodic business travel to provinces
5) Cross-functional Collaboration
Work closely with Marketing, Branding, Medical, Supply Chain, and Finance
Share market intelligence and competitor insights
6) People Management & Team Development
Recruit, train, evaluate, and develop sales staff
Manage motivation, conflict resolution, and performance
Apply incentive schemes and provide continuous feedback
Skills & Requirements
10+ years of experience in sales, including 4+ years in team management
Experience in consumer health categories such as OTC, supplements, dermocosmetics, or similar
FMCG experience is an advantage
Proven experience in distributor management, capillary distribution, and trade marketing
Strong commercial planning and budgeting skills
Good understanding of gross margin and trade-spend profitability
Proficiency in Excel, CRM, and sales data analysis
Hands-on use of AI tools for analysis and reporting
Strong negotiation, leadership, and coaching skills
Ability to make decisions and solve problems under pressure
Strong multitasking ability
Commitment to full confidentiality of customer, pricing, and commercial information
Hands-on field presence; willingness to travel
Full-time role based at the head office in Tehran, with field presence in Tehran and periodic travel to provinces
MBA preferred
Fluency in English preferred
