Head of Sales - Distributor Markets GCC & RSA

Location: Based in UK with frequent international travel.

The role is accountable for delivering the strategy, commercial performance, and financial outcomes across the GCC and RSA distribution-owned markets. This role drives market growth, profitability, and long-term brand presence by building sustainable distributor partnerships, delivering robust P&L outcomes, and ensuring disciplined inventory and brand management. The role requires balancing short-term performance with long-term strategic growth in alignment with Mayborn’s global objectives.

The role will manage the RSA and GCC distributor relationships through the establishment of Joint Business Plans and annual negotiations to deliver agreed sales targets. You will be a credible partner to the chosen retailers/distributors and provide the relevant insights and thought leadership to grow the market share of Tommee Tippee.

The role will be responsible for implementing through the Distributors the 5P sales initiatives (ranging, placement, pricing, promotion, traffic) across all key retailers (Joint Business Plans) that will drive the growth. You will be required to gather market information and complete market initiatives updates, forecasting and reporting on a monthly and quarterly basis for his markets, as well as conducting specific market analysis.

What you will be doing

The role is responsible for a broad range of tasks from day-to-day sales activities including forecasting and account administration to hands-on account management and development of assigned distributors. This will include, but may not be limited to:

• Execute the distribution market strategy across the GCC & RSA, within the framework of the 2026–2028 strategic plan.
• Build and implement market share gain plans (via Distributors) through consumer recruitment, category development, and tailored multi-channel strategies (mass, specialist, e-commerce).
• Ensure full P&L ownership and delivery for the GCC & RSA distributor markets, with accountability for net revenue, gross margin, EBITDA and improved cost efficiency year-on-year.
• Evaluate performance ensuring each distributor is measured against KPIs: numeric distribution, weighted distribution, on-time/in-full delivery, order-to-cash cycle, sales fundamentals.
• Proactively develop joint business on a regular basis to ensure alignment of priorities. These typically include sales growth, share targets, route-to-market improvements, and capability building commitments.
• Drive best-in-class new product launches, activations, and promotions, ensuring alignment with global guidelines and maximising ROI.
• Lead pricing strategies, terms of trade, and distribution agreements that safeguard brand equity, optimise profitability, and build long-term distributor commitment.
• Protect the brand by ensuring all distributor activities are executed in line with corporate standards, commercial policies, and legal/regulatory frameworks.
• Collaborate with marketing teams to implement the right marketing toolkits with Distributors to execute the brand strategy in line with Group guidelines.
• Negotiate specific trading terms, promotional strategies, and other activity in line with the strategy.
• Increase listings, distribution, and visibility of Tommee Tippee brand.
• Track and monitor the compliance and impact of promotional plans, recommending corrective actions where necessary.
• Interrogate shopper, retailer, and competitor insights in the region, to identify barriers to consumption and opportunities for category growth.
• Management of “best in class” execution of all New Product Developments.
• Share best practices proactively across markets and learnings from other regions.
• Management of Trade Marketing spend/Budget.
• Maintain strict oversight of inventory levels, sell-in, and sell-out performance, preventing overstocking, write-offs, or missed sales due to poor availability.
• Foster a performance-driven, externally focused culture that builds strong commercial partnerships and enhances Mayborn’s reputation in-market.

What skills and experiences you’ll need to ace this job

• Educated to degree level – preferably in a commercial discipline.
• Proven track record of distributor management.
• Competent Excel user and good analytical skills.
• Openness and ability to understand different cultures and ways of working.
• Excellent communication and presentation skills in an international context.
• Must be fluent in spoken and written English language (any additional languages are a plus).
• Strong track record of P&L ownership, with demonstrable delivery of revenue growth, margin improvement, and sustainable profitability.
• Experience in inventory management and distributor governance, with the ability to balance sell-in, sell-out, and working capital discipline.
• Strong category, brand, and sales expertise, ideally gained within the consumer durables or FMCG sectors.
• Multi-channel commercial experience (mass, specialist retail, and e-commerce).
• Exceptional commercial acumen, combining strategic vision with pragmatic execution.
• Previous leadership experience - able to inspire and retain a small team of top talent in a multi-cultural environment.
• Excellent negotiation and influencing skills to build strong, mutually profitable distributor relationships.
• Entrepreneur attitude, self-starter with a positive, resilient ‘can do’ attitude.
• Ability to travel regularly to the GCC & RSA markets, as required to complete the job role.

If this sounds like an exciting opportunity for you, please apply online.