We are recruiting on behalf of one of our clients in the tobacco industry a senior, hands-on commercial leader to drive the development and expansion of its tobacco and cigarette products business across the Middle East and Africa (MEA) region.
This role focuses on building and managing distribution networks, launching cigarette brands, and developing B2B supply relationships with cigarette manufacturers for tobacco raw materials such as cut rag, tobacco lamina, expanded stem (CRES), DIET tobacco, blended strips, toasted Burley, and toasted Dark Virginia.
The position is remote-based, with frequent travel across MEA markets, and requires deep knowledge of the regulatory, logistical, and commercial realities of the tobacco industry in the region.
Key Responsibilities :
Distribution & Market Development :
- Build, expand, and manage a regional distribution network for cigarettes and tobacco materials across MEA.
- Identify, onboard, and manage distributors, importers, and wholesalers with strong market reach.
- Conduct distributor due diligence and define performance KPIs.
- Monitor monthly primary and secondary sales performance and support distributors during market entry and early growth phases.
- Take corrective actions with underperforming partners, including restructuring or replacement where required.
- Structure exclusive or semi-exclusive distribution agreements when commercially appropriate.
Market Entry & Brand Launch :
- Lead end-to-end market entry strategies for cigarette brand launches.
- Develop brand positioning, pricing models, route-to-market strategies, and sales plans.
- Coordinate brand registration, packaging adaptation, and compliance with local labeling and regulatory requirements.
- Conduct competitive analysis and identify sustainable growth opportunities by country.
B2B Sales to Cigarette Manufacturers :
- Manage sales of cut rag (American blend and Virginia blend) to cigarette factories.
- Develop structured supply programs for tobacco lamina, CRES, DIET tobacco, blended strips, toasted Burley, and toasted Dark Virginia.
- Coordinate technical documentation, specifications, sampling, regulatory approvals, and factory trials.
- Support technical validation and production integration at manufacturing sites.
Relationship & Commercial Management :
- Leverage existing senior-level relationships with distributors, cigarette companies, and raw-material buyers across MEA.
- Act as the primary commercial interface between manufacturing teams and regional partners.
- Negotiate pricing structures, credit terms, supply agreements, and long-term contracts.
- Resolve commercial, delivery, and performance-related issues with key partners.
Regulatory, Strategy & Expansion :
- Ensure compliance with country-specific tobacco regulations, excise duties, and import requirements.
- Monitor regulatory changes impacting pricing, formulation, packaging, and distribution.
- Develop annual sales targets, expansion plans, and revenue forecasts.
- Identify new high-potential markets and support feasibility studies for local manufacturing or repacking.
- Collaborate with R&D and production teams on blend development tailored to regional preferences.
Required Experience & Qualifications :
Experience & Industry Knowledge :
- 1020+ years of experience in tobacco distribution, cigarette sales, or raw-tobacco supply chains.
- Proven experience working with cigarette manufacturers across MEA.
- Strong technical understanding of American blend, Virginia blend, Burley, DIET, and specialty tobacco products.
Network & Market Exposure :
Established commercial contacts across:
- GCC: UAE, Saudi Arabia, Oman, Kuwait
- MENA: Egypt, Algeria, Libya, Iraq, Iran, Jordan, Lebanon
- East Africa: Kenya, Tanzania, Uganda
- West Africa: Nigeria, Ghana
- Southern Africa: Mozambique and surrounding markets
Skills & Education :
- Strong negotiation, communication, and relationship-management skills.
- Solid understanding of tobacco regulatory frameworks in MEA.
- Ability to manage multi-country operations with frequent international travel.
- Bachelor's degree required; MBA is a plus but not mandatory.
