KEY RESPONSIBILITIES
Commercial & Sales Management
- Develop 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 Development
- Analyze 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 Management
- Build 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 Management
- Develop 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 Management
- Lead, 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 Collaboration
- Work 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 & EXPERIENCE
Education
- Bachelor's Degree in Business, Marketing, Economics, Supply Chain, or related discipline.
- MBA or equivalent postgraduate qualification preferred.
Experience
- Minimum 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 COMPETENCIES
- Strong 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 COMPETENCIES
- Strategic 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 REQUIREMENTS
- Fluency in English is mandatory.
- Arabic language skills will be an added advantage given the regional market coverage.
