Head of Retail Sales

At Arla, we do so much more than make some of the world’s favorite dairy products. We make healthy taste delicious, mornings worth getting up for, and family dinners unforgettable. Puck®, Dano®, Lurpak®, and Castello® – names like these make us a vital, natural part of modern life in over 100 countries around the world. With 1,200 employees in the Middle East and Africa and 19,000 globally, every single one of us plays an important role in building on our 10bn Euros turnover and establishing our position as one of the world’s largest dairy companies.

Are you a strategic sales leader with a passion for leading customer centric sales strategies, driving commercial excellence, and building high performing teams? If so, an exciting opportunity awaits you as Head of Retail Sales for Arla Foods Qatar. In this role, you will lead the entire retail sales organization, shaping the future of our business and ensuring Arla remains “one step ahead” in a dynamic market.

The successful candidate will foster high-impact partnerships, and be agile to anticipate future challenges and sales growth opportunities within the market. This role reports into the General Manager and will be a key member of the Qatar management team.

• Set and Align Sales Vision & Strategy, defining and communicating a compelling multi-year sales vision and mid-term strategy, ensuring alignment across local, cluster, and regional levels.
• Develop long-term strategic customer partnerships to ensure that Arla is preferred supplier in FMCG industry in Qatar
• Develop Annual Sales Business Plan, establishing strategic priorities and drive organizational alignment on annual sales objectives for volume, revenue, and profitability.
• Drive the market and regional commercial excellence agenda, oversee sales target setting, and ensure accurate forecasting through cross functional collaboration
• Optimize Financial & Trade Spend Framework, Align trade terms, promotional spend, and capacity costs with finance to meet or exceed business targets; provide inputs for quarterly financial forecasts.
• Build & Develop Sales Organization, providing strategic leadership, coaching direct reports, and strengthen functional and leadership capabilities
• Drive Engagement & Continuous Improvement to improve team effectiveness and engagement, leveraging insights to enhance organizational culture.

• Your track record reflects very strong sales and commercial leadership experience at a senior level within the FMCG market.
• You have strong competencies working with multifunctional teams on key account management with key customers regionally/globally.
• You have strong business acumen and exceptional drive, and you are willing to go the extra mile to deliver results.
• You are adept at developing strategic relationships with customers, translating into growth-driving JBPs.
• Your strong analytical abilities enable you to interpret and commercialize category and shopper insights, and you are able to demonstrate delivery of initiatives that have resulted in brand and/or category growth.
• You must have a strong customer penetration competency, with the skills to collaborate and lead within a matrix team. Among colleagues you are characterized as a great communicator, strategic decision-maker, customer expert, with personal impact and a good deal of resilience, and excellent planning and organizing skills.

At Arla, we are committed to professional development and promoting from within. You will join a positive, collaborative culture and a market leader with household‑favorite brands, contributing to sustainable practices that benefit our customers, farmers, and the planet.

If you want to be part of a dynamic team and help shape the future of dairy, seize this exciting opportunity! Closing date for this position will be Thursday 29th January 2026.

Arla is a global leader in the dairy industry, committed to producing high‑quality products while championing sustainability and innovation. We are passionate about people and our planet, striving to unleash the full potential in each of us. Our goal is to make healthy dairy nutrition and good food habits accessible to all. Join us at Arla Foods and become part of a worldwide cooperative dedicated to making a significant impact on the planet and steering the dairy industry towards a sustainable future.

We are devoted to creating a workplace where everyone feels valued and empowered to bring their authentic selves to work. Diversity and collaboration are key to our success, propelling us to new heights in the dairy industry.