Commercial Director (FMCG / Food Distribution)

Our client is a growing FMCG company in the UAE specializing in the import, distribution, and retail of food products from Russia and CIS countries. The business operates across multiple sales channels, including its own retail network, major supermarket chains, HoReCa, B2B wholesale, and e-commerce.

We are currently looking for an experienced Commercial Director to lead and strengthen the company’s commercial function in Dubai. The key objective of the role is to accelerate revenue growth, expand distribution, and build a highly effective and performance-driven sales organization.

Key Responsibilities

• Develop and execute the company’s commercial strategy with a strong focus on revenue growth and distribution expansion;

• Drive approximately 30% growth in average monthly sales;

• Lead the development of the company’s key strategic channel — major retail and supermarket chains across the UAE;

• Manage the full retail development cycle, including negotiations, listings, commercial terms, promotions, and ongoing sales growth within key accounts;

• Build and strengthen relationships with major retail partners such as Carrefour, Lulu, Nesto, and other leading supermarket chains;

• Develop additional sales channels, including HoReCa, B2B, e-commerce, and delivery platforms;

• Lead a commercial team of approximately 15 employees across sales, merchandising, HoReCa, and e-commerce;

• Establish clear sales targets, KPIs, performance management routines, reporting, and commercial analytics;

• Personally participate in strategic negotiations and key account development as a hands-on commercial leader;

• Improve commercial processes across sales, merchandising, and logistics;

• Manage assortment and inventory considerations, taking into account shelf life and the operational specifics of food distribution.

What We Are Looking For

• Strong personal track record in sales combined with successful experience leading a sales or commercial function;

• Proven experience in FMCG and/or food distribution is highly preferred;

• Strong understanding of the UAE and/or wider MENA market;

• Hands-on experience working with major retail chains and a clear understanding of how to secure listings, negotiate commercial terms, manage promotions, and grow sales within key accounts;

• Proven experience managing and developing sales teams, implementing KPIs, and building structured commercial processes;

• Strong commercial and analytical skills, with confidence working with sales data, performance metrics, and MS Excel;

• Ability and willingness to personally engage in key negotiations and strategic sales;

• Fluent English — C1 level or above;

• Russian language proficiency is strongly preferred and will be considered a significant advantage;

Personal Qualities

We are looking for a commercially driven leader who combines strategic thinking with a hands-on management style. The successful candidate will demonstrate:

• a structured and data-driven approach to commercial management;

• strong ownership of revenue and business performance;

• excellent negotiation and stakeholder management skills;

• the ability to translate strategy into clear processes, KPIs, accountability, and measurable results;

• a proactive, entrepreneurial mindset and the ability to operate effectively in a fast-growing business environment.

What We Offer

• Competitive fixed salary based on experience and qualifications, plus a performance-based bonus;

• A senior leadership role with direct responsibility for the company’s commercial growth;

• An opportunity to lead an established commercial team and directly influence the company’s sales strategy;

• Exposure to multiple channels, including retail, HoReCa, B2B, and e-commerce;

• Full-time office-based position in JLT, Dubai, UAE;

• Working schedule: 6 days per week, 9:00 AM–6:00 PM;

• Official UAE employment contract, residency visa, and medical insurance;

• Relocation to Dubai can be considered for strong international candidates with relevant experience.

We are looking for more than an administrator of the commercial function. We need a sales-driven leader who knows how to open doors with major retailers, build sustainable distribution, manage a team through clear performance metrics, and personally step into critical negotiations when needed.

If you have a strong FMCG or food distribution background, understand the UAE/MENA retail landscape, and are ready to take ownership of commercial growth, we would be pleased to hear from you.

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