Regional Commercial Manager
Japan Tobacco International
Total years of experience :20 years, 7 Months
-Managing Distributors and P&L
-Analyse markets and establish opportunities
-Set marketing and sales annual strategic plans by country
-Negotiate Commercial agreements year on year basis
-Ensure compliance of tobacco global and regional regulations, in coordination with corporate affaires and legal functions
-Plan and forecast shipments on monthly basis in coordination with production, supply chain, and customer service
-Train distribution work force and guide as per JTI sales and marketing guidance
•Contribute to the annual operating plan in line with the company objectives.
• Co-ordinate team meetings and other activities to ensure that distributor sales force are informed, well trained and motivated to achieve clear objectives.
• Implement and monitor the trade and consumer sales budgets.
• Plan sales and distribution tactics to meet the company’s strategies in terms of sales achievement, driving delivered profits (DP), enhancing distribution, Launching new products within regional guidelines and enhancing speed to market for new products.
• Deliver sales performance indicators (turnover, coverage, distribution, OOS etc..) in line with agreed objectives.
• Ensure proper merchandising by category by continuously implementing upgraded planograms.
• Contribute to the forecasting process for the areas in charge leading to overall demand generation.
• Ensure regular market visits with field managers and sales reps to identify gaps, and address opportunities and customer needs.
• Maintain full awareness of all market trends, developments and competitive activities and be pro-active in using this information to develop the business further.
• Set Marketing Calendars with distributors in Levant region
• Analyse competition activities and retaliate accordingly
• Consistently review and co-ordinate all price changes
2. Financial
• Achieve agreed sales targets.
• Manage Sales budget.
• Consistently review and co-ordinate all price changes.
3. Achievements
• Earned “Best Sales Excellence Award” from SC Johnson headquarters for closing 30% surplus on 2014 Levant annual plan
• Trained the Iraqi Sales and Merchandising team for best GTM practices, as per SCJ’s guidelines
• Led the project on expanding cash vans along with initiating credit facility to class A groceries
• Grew Iraq in Market sales by 25% from FY 12/13 to FY 13/14
• Managed the go-to market strategy launch of 2 major new product developments in the Air Care and Home cleaning categories, ensuring timely planning and smooth implementation of all retail activities in 2013 and 2014
-Manage Profitability of the Restaurants Channel by signing Full range CDAs
-Develop existing accounts through running joint promotions and marketing initiatives
-Grow accounts Sales Volume by leveraging newly launched beverages categories and brands (Aquafina, Lipton Ice Tea, Tropicana, Limonado)
-Exploit new business opportunities such as Coffee Shops, Internet Cafes and Theme Parks
-Convert Coke accounts to Exclusive Pepsi Partners
-Perform weekly demand forecast inline with monthly volume plans of the accounts
-Managing and developing a team of 6 KAMs and 5 KAEs
Role:
Develop, align internally and negotiate plans to profitably grow specific Key Accounts.
Acountabilities:
-Develop and sell in internally (Bottler / Bottlers`) key account business plans to the Pepsi-Cola standard.
-Negotiate and lock plans into a CDA inline within company’s policies & budget.
-Work with MDM Team / Key Accounts to activate key account specific business plans and measure performance against set standards (presence, product, promotions, and pricing).
-Ensure all key decision makers within the account are wired, and the appropriate contacts are made on the agreed frequency
i.e. Quarterly Business Reviews (internally and with Key Account).
-Maintain a physical presence in the field to supervise implementation of key account business plan.
-Monitor performance and compliance to CDAs, taking corrective action where appropriate.
-Successful Compliance of BPTs (WEKA & CDF).
-Manage national accounts in line with the National Accounts Management Process / Guidelines.
-Manage efficiently financial settlements / processing internally, nationally, and with key account.
-Develop Merchandising standards based on shopping behavior, Prepare merchandising sales aids
-Ensuring compliance with operational and Financial processes
-Creating Plano gram for total Carbonated and Non Carbonated LRB portfolio, using Spaceman as a tool
-Managing a team of 100 merchandisers, 6 supervisors and 1 territory coordinator
-Acting key account manager for Carrefour and Geant in Riyadh, reporting to PepsiCo Jaddah
-Top To Top dealing with customers who are either Arab or foreign professionals
Managing and deal closing key accounts like (Spinneys, Monoprix, and local chains)
-Audit lebanese Market (Traditional Trade)
-Ensure merchandising steps implemented
3.17 GPA