General Manager (B2B)

• Own the BU strategy and annual operating plan, translating group priorities into clear initiatives with measurable KPIs.
• Deliver revenue, margin, trade spend ROI and operating cost targets; lead monthly performance reviews and corrective actions.
• Set coverage and expansion priorities (routes, depots/partners, channel focus) and ensure capacity scales in line with demand.

• Lead the national sales agenda across regions: coverage, productivity, compliance to pricing and trade terms, and pipeline discipline.
• Oversee modern trade growth and execution, ensuring agreements translate into store-level availability and merchandising outcomes.
• Ensure price architecture, trade terms and promo plans follow approved guardrails and are consistently implemented.

• Oversee warehousing and distribution execution to achieve OTIF, dispatch accuracy, POD discipline, and cost-to-serve targets.
• Ensure disciplined handling of exceptions (shortages, damages, returns-to-depot, claims evidence) with clear accountability and escalation.
• Sponsor continuous improvement across depot operations, fleet/3PL utilization, and route optimization.

• Ensure planning/imports (where applicable) deliver stable availability with disciplined stock cover and minimal expiries/ageing.
• Chair BU S&OP inputs and align with Group Supply Chain & Inventory Planning on inventory policy and allocation principles.
• Ensure inventory adjustments and write-offs follow evidence, approvals and control requirements.

• Ensure procurement governance (Finance-owned) is respected and approvals are adhered to across the BU.
• Enforce credit/collections discipline in partnership with Finance to protect cash conversion and reduce disputes.
• Partner with Internal Control on high-risk areas (inventory, cash, trade spend, route leakage) and ensure remediation closure.

People leadership:

• Build and lead a high-performance leadership team with clear goals, coaching cadence and succession coverage.
• Drive a strong compliance and safety culture across regions, depots and partner operations.

• Bachelor’s degree in business, finance, supply chain, economics or a related discipline (an MBA or equivalent is an advantage).
• A minimum of 13–18+ years relevant FMCG/distribution leadership experience, including multi-region sales and operations management.
• Demonstrated P&L ownership and experience running cross-functional leadership teams. Technical skills and competences
• Strong commercial acumen across route-to-market, trade terms, and channel management (General Trade and Modern Trade).
• Operational management capability (warehousing/distribution KPIs, OTIF, cost-to-serve, 3PL governance).
• Working knowledge of planning and inventory health levers (stock cover, ageing, allocation, demand inputs).
• Comfort with data-driven management, performance reviews, and basic ERP/SFA reporting. Behavioural competencies
• High accountability and integrity; strong control mindset.
• Decisive leadership with the ability to resolve cross-functional trade-offs quickly.
• Execution intensity with disciplined follow-through.
• Strong stakeholder management and communication.

• Full-time, primarily on-site with frequent travel across regions and depots.
• Peak workload during seasonal demand spikes and major trade programmes.
• High confidentiality requirements due to pricing, customer terms and financial exposure.

Benefits:

• Compensation is competitive and aligned to level and experience.
• Health cover, leave, tools of work, and travel support as