National Sales & Marketing Manager
Guard Group of Companies
Total years of experience :28 years, 9 Months
• To Develop and implement a strategic marketing and sales plan to achieve corporate objectives and market share expectations, in line with Annual Business Plan (ABP).
• Direct market channel development activity and coordinate sales distribution by establishing sales territories, goals and quotas in conjunction with other sales leaders.
• To direct the Sales team and establish sales targets brand wise, pack wise as per ABP.
• Review the actual distributor network and suggest changes / alternatives as required. Analyze market trends, Plan, organize, implement and control promotional and trade marketing initiatives.
• Conduct regular performance reviews for sales team and suggest action accordingly
• Plan in conjunction with the distributors their scheduled purchases based on projected requirements and the commercial plan.
• Prepare, present and distribute projected monthly targets in Sales Coordination Meetings perform market research in order to detect opportunities, analyze competition, improve market share, market penetration.
• Have a clear focus on new channels like Institutions and International & Local Modern Trade to build Distribution, Visibility and volumes.
• Contribute to the Brand development with Marketing Plan and Trade Actions
• Regular distributor and market visits.
• Work out a training calendar for all players in the Sales Organization and implement the same.
• Commercial Planning and execution of key performance Indicators i.e. Annual Sales, Gross Profitability and Other Income through a concerted approach in the negotiation of Price / Volume / Margin / Promotional deals with the suppliers, & applies established financial analysis techniques and other decision-making tools to identify variances and opportunities.
• Analyzing the market trends to identify the customer’s need through various tools, Suppliers’ Research Inputs and Market Visits (Local & International)
• Defining base stock, option plan & range selection for smooth operations, coordination & advance planning to optimize merchandise replenishment cycle.
• Exploring suppliers for expanding range with the objective of consolidating business & rationalizing brands within the category.
• Coordinating the sourcing for the private label and negotiation trading terms.
• To seek out and consider the interests of both internal and external customers at all times and to act as the primary point of contact should any issues relating to the department arise.
• Manage and assign geographic sales area or product line to maximize sales revenues and meet corporate objectives.
• To develop sales strategies to improve market share in all product lines.
• Maintain optimum stock level at Retail channel through brand mix and trade promotions.
• Accurately forecast annual, quarterly and monthly revenue streams.
• Formulate all sales policies, practices and procedures.
• Perform sales activities on major accounts and negotiates sales price and discounts.
• Manage personnel and develop sales and sales support staff.
• Incentivized remuneration package for sales force, also conduct Sales training sessions to develop Sales force.
• Establish and manages effective programs to compensate, coach, appraise and train sales personnel.
• Distribution handling.
• To Develop and execute strategy for achieving annual sales goal by territory, distribution channel and key accounts, including issuing ranking reports and organizing contests.
• Prospect and identify new business opportunities.
• Work cross-functionally with Production, Marketing and Sales Reps to develop effective sell-in strategies. Collaborate to develop and implement sales programs and priorities.
• Formalize reporting process of field perspective analysis as it relates to future company strategy, product needs and
• Demonstrated skill in business planning
• Ability to synthesize data into comprehensive reports for all levels of staff
• Inventory Planning/Sales forecasting to achieve weekly/monthly sales targets.
• Co-ordinate with production department for timely production to meet the customer requirements, & keep update rolling sales forecast.
• Inventory management at nationwide depots.
• Monitor shipments to respective distributors/customers including ICA’s (International Chain Accounts i.e. McDonald’s, KFC, Pizza Hut and Dunkin Donuts).
• Monitor/Control, inventory and receivable/payables.
• Keep efficient liaison with Supply Chain, Planning, Finance department and Sales Force to achieve weekly/monthly sales target.
• Leading Sales organization’s operations and process improvements to ensure profitable revenue growth. Support and work with the management, sales representatives and employees across the entire organization.
• Coordinating and monitoring production & shipments to respective distributors.
• Supervise Commitment Accounting System (CAS) & Godown Management Information System (GMIS).
• Stock taking at factories.
• Procurement for raw materials used by Edible Oil Division for operations in Pakistan
• Fully involved in MRP-II related processes.