Sales Manager (FMCG Product)

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 targets by period, region, and account
• Analyse the target market and market share; identify growth opportunities
• Implement and monitor sales policies and procedures
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 run customer retention and growth programmes
• Identify coverage gaps by region and channel; build expansion plans
Monitoring & Reporting
• Design and monitor sales KPIs; track dashboards weekly and monthly
• Monitor promotion execution, with weekly reporting
• Analyse gaps by product, region, and account; prepare corrective plans
• Evaluate the return on trade activities
• Optimise sales processes for productivity and profitability
• Prepare analytical and management reports with improvement proposals
Field Execution & Key Accounts
• Lead and coach the field team
• Territory design, target allocation and route planning; monitor achievement
• Manage relationships with key pharmacy accounts
• Ensure in-store execution standards
Cross-functional Collaboration
• Work closely with Marketing, Branding, Medical, Supply Chain and Finance
• Share market and competitor insights
People Management & Team Development
• Recruit, train, evaluate and develop sales staff
• Manage motivation, conflict and performance
• Apply incentive schemes and provide continuous feedback
Skills & Requirements
• 5+ years in sales, including 4+ years in team management, in consumer health categories (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; 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
• Decision-making and problem-solving under pressure; ability to multitask
• Full confidentiality of customer, pricing and commercial information
• Hands-on field presence; willingness to travel
• Full-time, based in Tehran
• MBA preferred; fluency in English (preferred)