Area Sales Manager

In this role you will be responsible for:

Sales Strategy & Business Growth

• Develop and execute the country sales strategy for respective categories in Kazakhstan
• Deliver annual targets for volume, net sales, market share, and profitability
• Lead the Annual Operating Plan (OP), Sales forecasting, and Root-To-Market (RTM) strategy
• Define pricing and promotional strategies in line with regional guidelines

Channel & Distribution Management

• Manage the national distribution model
• Drive growth across key FMCG channels:
• Modern Trade (national and regional key accounts)
• Traditional Trade
• Wholesale and regional distributors
• Ensure strong execution on numeric & weighted distribution across MT/TT channels

Key Account Management

• Lead negotiations with national retail chains and top strategic customers
• Manage commercial terms, listings, promotions, and trade investments
• Own customer-level P&L and continuously improve RGM KPI’s

Team Leadership & Capability Building

• Lead, develop, and inspire the local sales organization (regional sales managers, field force)
• Set clear objectives, KPIs, and performance management processes
• Build a high-performance culture and succession pipeline

Forecasting, Analytics & Cross-Functional Collaboration

• Deliver accurate sales forecasts and demand planning inputs
• Analyze sell-in / sell-out data and market insights
• Work closely with Marketing, Finance, Supply Chain, and Demand Planning teams

Compliance & Governance

• Ensure full compliance with Company policies, ethics standards, and local legislation
• Uphold corporate governance and FMCG compliance requirements

What you'll bring to BIC:

Education

• University degree in Business, Marketing, Economics, or related field
• MBA is a strong advantage

Experience

• 8–12+ years of commercial experience in FMCG
• Proven track record as Country Sales Manager, Head of Sales, or Commercial Manager
• Strong understanding of the Kazakhstan FMCG market and retail landscape
• Mandatory experience working with national retail chains and distributors

Skills & Competencies

• Strong commercial and financial knowledge (P&L, pricing, trade spend management)
• Excellent negotiation and stakeholder management skills
• Strategic mindset combined with hands-on execution
• Leadership and people development capabilities
• Fluency in Russian required; Kazakh & English is an advantage

Key Performance Indicators (KPIs)

• Achievement of AOP targets (Volume / Net Sales / Profit)
• Market share growth
• Distribution coverage and in-store execution quality
• Promotional effectiveness and trade ROI
• Forecast accuracy and supply alignment
• Team engagement and development

What We Offer:

• Health insurance, cancer risks insurance for you & spouse, life insurance
• 1 extra day-off per quarter
• Part compensation of sporting activities/English lessons/professional education
• Remote working
• Company car
• Bonus system
• Opportunities for career development
• Relocation support is possible
• Learning is essential to a better future for all of us that is why we provide a personalized learning platform to empower growth and innovation through lifelong learning