Head of Sales - Middle East & Africa

Overview

Head of Sales - Middle East & Africa Role Summary : The Head of Sales – MEA will be responsible for driving Hershey’s commercial agenda across the Middle East and Africa, with a sharp focus on high-priority markets like Saudi Arabia and the UAE. The role will oversee the regional sales team, manage a complex distributor network of over 10 partners, and lead the execution of commercial strategy across all trade channels (Modern Trade, Traditional Trade, E-commerce, and Travel Retail). This is a senior leadership role requiring strong strategic vision, operational excellence, and people leadership to accelerate growth, improve profitability, and enhance Hershey\'s go-to market execution across the region.

Posted Date : Oct 28, 2025

Requisition Number : Key Responsibilities

Own and deliver the MEA region’s sales targets, with a strong focus on Saudi Arabia and UAE.

Lead, coach, and develop a high-performing sales team of 3 direct reports.

Manage and optimize distributor relationships across 10+ markets, ensuring effective Joint Business Plans (JBPs), forecasting accuracy, and in-market execution.

Drive channel-specific growth strategies across Modern Trade, Traditional Trade, E-commerce, and emerging formats.

Lead annual commercial planning, pricing strategy, trade investment allocation, and market prioritization.

Collaborate closely with marketing, finance, and supply chain to ensure end-to-end business alignment.

Monitor KPIs, market share, and competitive trends, adjusting plans as needed to deliver performance.

Champion RTM (Route-to-Market) optimization and margin accretive growth across priority markets.

Soft Skills & Leadership Traits

Inspirational leader who develops talent and builds winning teams.

Collaborative mindset with a strong ability to influence across functions.

Resilient, agile, and highly adaptable in fast-changing environments.

Results-driven and highly accountable.

Qualifications and Experience

Must have at least

10 years of commercial experience

Must have at least

2. 5 years of experience in a sales leadership role in FMCG

Must have people management experience

Must have

Channels Exprience (Modern Trade, Traditional Trade, and E-commerce)

Must have

Distributor Management Experience

Must have

Regional Experience (KSA + Dubai or any Middle East Country)

Must have FMCG Experience

Must have

Full P&L Accountability

Must be amenable to

a hybrid setup of 3 days a week at the office

Proven track record in managing multi-market distributor networks in the Middle East and / or Africa.

Strong experience in managing key accounts and channel development across Modern Trade and Traditional Trade.

Strategic thinker with a strong bias for action and executional excellence.

Strong commercial acumen, negotiation skills, and financial understanding.

Experience working in matrix organizations is a plus.

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