Sales Manager

Gulbahar General Trading (GGT), an integral part of Gulbahar Group, leads the Group’s FMCG operations in Afghanistan, specializing in Beverages, Personal Care and Cigarettes.The broader Gulbahar Group, headquartered in Dubai, UAE, with a presence across the Middle East, Africa, CIS, Balkans, Asia, and Europe, has diversified from its tobacco origins into real estate, hospitality, infrastructure, and cement manufacturing. Renowned for integrity and professional expertise, the Group leverages its diversified portfolio to create sustainable value and pursue its vision of becoming a global leader across multiple industries.

A. Sales Planning and Strategy

• Develop and implement the sales plan and strategy in line with the company’s business objectives, covering all regions, customer types (wholesalers and retailers), and product categories.
• Set and cascade monthly, quarterly, and annual sales targets by region, customer, channel, and product, and track performance against them.
• Prepare sales forecasts and demand plans in coordination with Supply Chain, Procurement, and Finance to ensure product availability.
• Analyze sales data, market trends, and competitor activity, and identify new markets and untapped provinces to increase volume, market share, and profitability.
• Ensure sales activities follow company policies, pricing, discount structures, and approved procedures.

B. Customer Management and Market Coverage

• Manage and develop the company’s direct customer base of wholesalers and retailers across Afghanistan.
• Open new wholesale and retail accounts, and ensure existing customers meet agreed purchase targets and service standards.
• Ensure effective market coverage, outlet reach, and availability of company products at wholesale and retail points.
• Build and maintain strong relationships with key wholesalers, retailers, and other market partners.
• Follow up on sales orders, deliveries, and customer requests together with Logistics and Warehouse to ensure timely and accurate fulfillment.
• Resolve customer complaints, returns, and issues promptly and professionally.
• Monitor customer stock levels, slow-moving items, and expiry/shelf-life risks and take corrective action.

C. Provincial Coverage and Field Travel

• Travel regularly to the provinces to meet wholesalers and retailers, and to review market conditions and sales performance on the ground.
• Plan and follow a structured field visit and market coverage schedule, and ensure provincial markets are visited and supported regularly.
• Conduct market visits and joint field work with sales team members to coach, monitor execution, and verify market coverage.
• Monitor product availability, shelf presence, pricing, visibility, and competitor activity in the provincial markets.
• Report on field visit findings, market feedback, and provincial opportunities and risks to the Sales Head.
• Coordinate security, transport, and logistics arrangements for provincial travel in line with company travel and safety guidelines.

D. Market Development and Trade Marketing

• Work with the Marketing team to implement brand, promotion, and trade marketing activities across all sales channels.
• Ensure correct implementation of promotions, schemes, new product launches, and in-store visibility and merchandising standards.
• Provide market insights, customer feedback, and competitor information to Marketing to support product, pricing, and promotion decisions.
• Support the introduction of new products and packs and ensure timely availability in the market.

E. Credit Control and Collections

• Ensure sales are made in line with approved credit policies, customer credit limits, and payment terms.
• Follow up on receivables and collections with wholesale and retail customers together with the Finance team, and escalate overdue balances.
• Review aging reports and reconcile customer accounts regularly with Finance, and control discounts and schemes within approved budgets.

F. Sales Team Management

• Lead, supervise, motivate, and coach the sales team, including supervisors, sales coordinators, and sales representatives.
• Assign territories, targets, and responsibilities to team members, and monitor daily, weekly, and monthly performance.
• Conduct regular sales meetings, performance reviews, and feedback sessions with the team.
• Identify training needs and support the development of sales and product knowledge, selling skills, and market execution.
• Participate in recruitment, evaluation, and disciplinary matters of sales staff in coordination with HR.

G. Reporting and Coordination

• Prepare and submit regular sales reports covering sales vs. target, customer performance, market coverage, collections, and market trends.
• Provide the Sales Head with clear analysis, recommendations, and early warning on sales risks, shortfalls, and market issues.
• Coordinate closely with Finance, HR/Admin, Supply Chain, Marketing, and other departments to support smooth operations.
• Perform other related duties and responsibilities assigned by the Sales Head or management.

Education Degree Level: Bachelor’s degree; Master’s degree/MBA preferred

Educational Field: Business Administration, Marketing, Sales, Economics, Management, or a related field.
Professional training in sales management or FMCG marketing is an advantage.

Experience Required: 7 years of relevant experience in FMCG sales, including at least 3 years in a sales management or team leadership role.    

Languages: English/Pashto/Dari

Computer skills Required:

•    Strong computer skills and proficiency in MS Office, particularly MS Excel and PowerPoint.
•    Practical experience with ERP and sales management systems, preferably Odoo.
•    Ability to analyze sales data and prepare clear performance reports and dashboards.

Other Skills:    

•    Strong practical knowledge of FMCG sales and wholesale and retail trade channels in Afghanistan.
•    Proven ability to achieve sales targets and manage direct wholesale and retail customers and field sales teams.
•    Good understanding of market coverage, pricing, promotions, and market development.
•    Strong leadership, coaching, and team management skills.
•    Strong communication, negotiation, and customer relationship-building skills.
•    Strong analytical and planning skills with good attention to detail.
•    Willingness to travel frequently to the provinces; strong integrity and professional judgment.

Interested candidates should click the links below and complete the application form.

https://gulbahartrading.odoo.com/jobs/10

Note: Applications will be reviewed on a rolling basis. Early submissions are encouraged.