Requirements
The ideal candidate will possess a Bachelor's Degree in Business, Marketing, Economics, or Supply Chain, with an MBA being preferred. A minimum of 12-15 years of progressive sales and commercial experience in paper or related industries is required, including at least 5 years in a regional sales leadership role covering the Middle East and/or Africa markets. Proven success in driving sales growth, market expansion, and managing distributors and key accounts is essential. Proficiency in CRM systems, Microsoft Office, and sales analytics tools, along with strong financial acumen and excellent communication, leadership, and negotiation skills, are also critical.
Description
KEY RESPONSIBILITIESCommercial & Sales ManagementDevelop and execute sales strategies to achieve volume, revenue, profitability, and market share targets across the MEA region.Manage the complete sales cycle for Cut Size and Offset Paper products, including forecasting, pricing, contract negotiations, and order fulfillment.Drive regional sales growth through effective channel management, distributor development, and direct customer engagement.Identify new business opportunities, market segments, and strategic partnerships to expand APRIL's footprint in the region.Ensure achievement of annual sales budgets and commercial KPIs.Market DevelopmentAnalyze market trends, competitor activities, customer requirements, and economic developments to identify growth opportunities.Develop and implement go-to-market strategies for existing and new paper product lines.Support product positioning and brand-building initiatives to strengthen market presence and customer loyalty.Gather market intelligence and provide recommendations on pricing, product mix, and commercial strategies.Key Account ManagementBuild and maintain strong relationships with key distributors, merchants, converters, printers, publishers, and large end-users.Lead negotiations of commercial agreements and strategic partnerships.Ensure high levels of customer satisfaction through proactive account management and service excellence.Resolve customer issues and commercial disputes in a timely and professional manner.Business Planning & Performance ManagementDevelop sales forecasts and demand plans in coordination with supply chain and operations teams.Monitor sales performance, profitability, market share, and customer metrics.Prepare regular sales reports, business reviews, and market analysis for management.Drive pricing and margin optimization initiatives to maximize profitability.Leadership & Team ManagementLead, coach, and develop regional sales teams and channel partners to achieve business objectives.Foster a high-performance, customer-centric sales culture.Support succession planning, capability development, and talent management initiatives within the sales function.Cross-Functional CollaborationWork closely with supply chain, customer service, finance, marketing, and mill teams to ensure seamless business operations.Coordinate inventory planning, product availability, and customer delivery requirements.Support strategic projects and business transformation initiatives.QUALIFICATIONS & EXPERIENCEEducationBachelor's Degree in Business, Marketing, Economics, Supply Chain, or related discipline.MBA or equivalent postgraduate qualification preferred.ExperienceMinimum 12-15 years of progressive sales and commercial experience within the paper, pulp & paper, printing & writing paper, paper distribution, packaging, or related industries.At least 5 years in a regional sales leadership role covering Middle East and/or Africa markets.Proven track record of delivering sales growth, market expansion, and profitable business results.Strong experience managing distributors, merchants, and key accounts across multiple countries.Experience in international trade, export sales, and cross-border business operations is highly preferred.TECHNICAL & COMMERCIAL COMPETENCIESStrong understanding of Cut Size Paper, Copier Paper, Printing & Writing Paper, and Offset Paper markets.Excellent knowledge of distribution channels, commercial negotiations, and pricing strategies.Solid understanding of international trading terms, logistics, supply chain, and export documentation.Strong financial acumen with experience managing sales budgets, profitability, and business performance.Proficiency in CRM systems, Microsoft Office, and sales analytics tools.BEHAVIORAL COMPETENCIESStrategic thinker with strong business acumen.Results-driven and commercially focused.Excellent stakeholder management and relationship-building skills.Strong leadership and people management capabilities.Effective communicator with outstanding presentation and negotiation skills.Self-motivated, resilient, and able to perform in a fast-paced international environment.Willingness to travel extensively across the Middle East and Africa region.LANGUAGE REQUIREMENTSFluency in English is mandatory.Arabic language skills will be an added advantage given the regional market coverage.