Regional Sales Manager
Egyptian International Beverage Company
Total des années d'expérience :28 years, 0 Mois
• Managing & implementing the Annual Business Plan within company strategy and targets of the designated territory
• Responsible of Profit and Loss
• Managing and directing a team of 92 associates, applying strategies and ensuring that the set targets are achieved
• Managing all accounts in the region, 1, 100+ accounts
• Communicating the Business Plan to subordinates within the agreed time frame
• Providing On-The-Job Training to subordinates
• Managing staff training needs
• Developing and coaching staff
• Supervising and following up on ongoing staff development
• Managing staff performance
• Ensuring implementation of staff operational KPI’s
• Managing budget
• Managing all assets & ensuring its best utilization
• Responsible of the supervision and execution of marketing and branding within accounts in cooperation with the Marketing Department
Achievements:-
1. Retail:-
a. Modern Trade:
• 18 exclusive “Modern Trade” accounts out of a total 32 accounts & the rest combined, totaling to 56% exclusivity
b. Conventional:
• All “Conventional” accounts are combined, while upgrading the picture of success & market execution in each & every account with coolers & other P.O.S.M
2. Non-Retail:
a. HORECA:
• Gaining an extra 22% market share in a span of 4 years, reaching 71% from a start-up of 49% of all “Hotels” in the region
• Acquisition of 18% exclusivity accounts of the “Restaurants & Cafeterias” in the region & the rest combined
• Acquiring 89% of all “Night Life & Beaches” accounts in the area
3. Spending Rationalization:
• Successfully reduced cost per unit case by 53% while maintaining a sales growth of 37% with other high volume & newly acquired accounts.
4. Sales Growth:
• Gaining an extra sales volume of 3% of total accounts in the area from 2013 YTD vs. PY.
• Responsible for managing day to day operations, including inventory
• Contributing to, and implementing region-specific company business strategy
• Reviewing and analyzing the Market Share Report and implement action plan.
• Managing all key accounts and credit based accounts in the region, total 286 accounts & Modern Trade Accounts
• Managing and directing a team of 30 associates, applying strategies and ensure that the set targets are achieved
• Managing 86 SKU's with the following brands: Coca-Cola, Fanta, Sprite, Dasani Water, Schweppes and Cappy juice
• In control of P.O.S.M
• In charge & attend all promotional events.
• Responsible of marketing and branding within accounts in cooperation with the Marketing Department.
• Monitoring and analyzing the sales figures on a daily basis, take action accordingly.
• Controlling and monitoring wholesalers in the area of Taba/Nuweiba and Dahab, with their respected team members, targets, vehicles and accounts.
• Monitoring the accounts, invoicing system, balances & credits of all clients.
• Drafting contracts for all clients and coordinating the closing bid.
• Achieved to add 40 new accounts/hotels in a span of 3 years & 26 accounts/hotels in a span of 1 year, in addition to cafes, night clubs and bars.
• Acting GM in his absence
• Monitor and improve the sales of Finance & Insurance through the 4 showrooms of the Agent/Importer & assembler (Bavarian Auto Group) and through the showrooms of the 5 Authorized Dealers for BMW & Mini Cooper.
• Develop showroom branding for the product, consisting of p.o.s.m as display stands, window displays, desk stands, etc., through advertising companies and implement them in all showrooms, followed up by my direct manager & any special events.
• Come up with any value added service suggestions to enhance the business, followed up by my direct manager.
• Demonstrate solution-selling skills and work to ensure prospects turn into actual customers.
• Develop and call on new prospects in an effort to meet and exceed individual and sales department revenue expectations.
• Follow up on all competitors (Banks & Insurance companies) with their Auto Finance & Insurance programs every quarter.
• Problem solving for all showrooms & salesmen.
• Problem solving for all clients.
• Follow up & monitor the sales figures on a daily basis.
• Selling company product portfolio to distributors
• Promoting sales with Key Account customers
• Managing Wholesale operation and distribution
• Following up on wholesale collections of outstanding debts
• Customer Support & follow-up
• Following up on the implementation of POS material
• Selling Life & Non-Life Insurance Policies
• Selling Car Insurance Policies
• Customer Support & Follow Up
Achievements:-
• Highest Activist Award - May 2004 (37 Life Insurance Policies)
• 2nd Ranked Top Producer - May 2004
• Top 5 Producers - Jun 2004
• Highest Activist Award - Q2 of 2004 (43.5 Life Insurance Policies)
• 1st Ranked Highest Activist Award - Year 2004/2005 (70.5 Life Insurance Policies)
• 1st Ranked Top Producer Dec 2004 - (4 Life Insurance Policies - L.E375, 900)
• 2nd Ranked Top Producer - Year 2004/2005
• 1st Ranked Top Producer of the Units - Jan 2005 (3 Life Insurance Policies - L.E 190, 200)
• Selling ABC products to Embassies and Multinational Companies.
• Optimizing product distribution.
• Efficient and timely money collection.
• Supervising Key Account Executives - Cairo.
• Distributing products to Key Accounts.
• Responsible for the launch of GBG product portfolio in South Sinai
• Initiating Client database in the South Sinai region and building it by 70% in one year
• Selling GBG brands to South Sinai Distributors
• Building Distribution and Sales Volumes in key on premise Accounts
• Debt re-scheduling with GBG distributors in South Sinai
• Setting & attaining of aggressive Sales Targets - Boosted Annual Sales of the category by 18.5%
• Ensuring constant availability of product and merchandising material in Key Accounts
• Developing Public Relations and maintaining strong relations with key customers
• Providing outstanding customer service
• Highlighting potential volume and distribution opportunities
• Problem-shooting when required
• Following-up on marketing issues between GBD and Key Accounts
• Attending events and presenting Assessment Reports
• Responsible for the launch of GBG product portfolio in South Sinai
• Initiating Client database in the South Sinai region and building it by 70% in one year
• Selling GBG brands to South Sinai Distributors
• Building Distribution and Sales Volumes in key on premise Accounts
• Debt re-scheduling with GBG distributors in South Sinai
• Setting & attaining of aggressive Sales Targets - Boosted Annual Sales of the category by 18.5%
• Ensuring constant availability of product and merchandising material in Key Accounts
• Developing Public Relations and maintaining strong relations with key customers
• Providing outstanding customer service
• Highlighting potential volume and distribution opportunities
• Problem-shooting when required
• Following-up on marketing issues between GBD and Key Accounts
• Attending events and presenting Assessment Reports
1994 B.A in Hotel Management with the degree of Good
1989 G.C.E Certificate, Cairo