Head of Distribution and Sales
Youth Women Entrepreneurship in Vanuatu, a micro finance support project
Electronic Voucher Distribution System, Vanuatu Telecom Industry
Driving high-value revenue and profit plans, large scale cost savings and improving organizational performance with through market and distribution planning, channel management, customer service delivery and brand initiative implementation.
Accountable for managing entire operations while identifying opportunities for cost control, ensuring service delivery across overall CMS (Customer Market Share) target for the country operation.
Responsible for analyzing and creating yearly budget on sales and distribution, assign the budget to all the Branch Managers and Team, reporting to CCO& CEO- on monthly basis on formulating policies and reviews.
Realizing targeted net add for all products like voice - prepaid/ post-paid, data, VAS etc, across all sales channels including, Distribution, Retail, Enterprise and SME, also, visiting the channels and seeking feedback for further improvement.
Deftly managing channel infrastructure and its enhancement of targets across recharge outlets, islands reach, no. of store/ kiosk etc,
Accountable for devising and controlling of the Opex budget and P&L set for the financial year, working on sales and marketing strategy formulation along with, the board and regional team and implement the same on ground.
Actively participating and holding weekly and monthly meeting with the team on target achievement and future planning, carrying out regular visit to rural & outer islands for market mapping/distribution channel development.
Conducting training sessions for the team members, periodically to update their functional skills and maintain competitive advantage.
Extending support through Corporate, SME visit on regular basis & creating strong brand influence on their C-team.
Carrying our proper control of the cash/stock - management along with Finance team, conduct quarterly review with the board on the current business scenario, competitors’ activity, market trends, new product/ Service launch, trade/ channel scheme etc,
Accountable for ensuring higher visibility by executing communication and branding activities, in coordination with marketing team managing customer satisfaction & revenue management across different customer segments.
Responsible for bad debts management through collection infrastructure/ reach enhancement, closely monitor the MIS report on regular basis, to control and strategies on operational issues.
Extending support to HR manager on recruitment, training, payroll and retention policy of the sales and distribution team along with, other HR activities. Accountable for monitoring and controlling the cash/credit transaction and inflow/outflow thereby, ensure to keep a healthy financial statement.
Responsible for planning and providing opportunities for employee career progression, supervising pricing and inventory policies designed to price competitively and achieve desired gross margin.
Liaising with financially strong distributors, ensuring deeper market penetration and improved market share; analyzing & reviewing market response/ requirements and communicate the same to the team members and seniors for accomplishment of the business goals.
Designing and implementing sales and marketing strategy that fulfill objectives, maximizes revenues, profits and market share of the company whilst, streamline overall operations on business development and customer service
Developing and managing key accounts and nurturing relations with them for productive business relations
Establishing healthy business relations with clients & external associates for securing repeat business & long term customer loyalty and working towards solving their queries and complaints efficiently.
Area Covered: Angola, Namibia (Southern & Central Africa)
Deliverables (Team Size: 100+, T.O: US$ 34 million)
Sales/ Marketing/Commercial Aspect
Reports to the Board of Directors- on a weekly basis on formulating policies and reviews.
Creating the yearly budget on sales and marketing, assigning the budget to all the Regional Managers and Branch Managers.
Sales and Marketing strategy formulation along with the board and regional team, and implement the same on ground.
Holding regular weekly and monthly meeting with the sales and marketing team, on achievement and future planning.
Team motivation, training- and product knowledge sharing with team.
Marketing visit on regular basis with the local team, to have a feedback from distributor, dealer and retailers.
Proper control of the cash- management.
Quarterly review with the directors on the current business scenario, competitors’ activity, market trends, new product launch, trade/ channel scheme etc.
Operation/ HR/ Finance Management
Closely monitoring the MIS report on regular basis
Taking care of the factory level operation- with the monitoring of Operation Manager/ Production Manager/ QA Manager- to resolve at the operation and production related issues smoothly.
Conducting meeting with all the depts. Head on weekly basis and resolving issues with long term solutions.
Monitoring the HR activity- on recruitment, training, payroll and retention policy.
Closely monitoring and controlling the cash - credit transaction and inflow/outflow, for keeping a healthy financial statement.
Plan for and provide opportunity for employee advancement and development.
Supervise pricing and inventory policies designed to price competitively and achieve desired gross margin.
Supervise performance of purchasing function to ensure greatest value with best quality.
Promote outstanding customer service.
National Sales Head- West Africa
Analyzing business potential of every dealer-distributor and executing the strategies to drive sales of Salt brands (Mr.Chef, Uncle Palm, Royal salt, Fine Salt, Light salt etc).
Expansion of channel presence in all the Urban and Rural areas (Tier I, II & III) of upcountry region through New Distributor-dealer development and Modern trade channel development in metro region.
Developing continuous relation with corporate customers to enhance B2B sales in Nigeria and neighbouring countries (Nestle PLC, Unilever PLC, Tolaram Grp., Dufil food etc.)
Responsible for the P/L account of product SKUs for factory wise and channel wise.
Holding the responsibility of ATL/BTL activity at National level to enhance the shelf presence of the product.
Conducting continuous competitor analysis (Annapurna salt, Dangote salt, Casava Salt and other import salt) and competency price and brand activity mapping for keeping abreast of market and competitor moves to achieve market share metrics, able to achive a growth of 20% in 2012 .
A regular visit to the market along with team, to the distributor point, to the retail channel and keeping update to the senior management of the product acceptance and movement.(directly reporting to director)
Decision making and feedback on pricing based on the new market venture and competitor pricing analysis.
Managing the trade scheme at distributor level and retail level within approved budget.
Zonal Operation Manager- sales and retail
Property finalization through property dealer and personnel contact for retail channel expansion including rate negotiation, scope of work, agreement dealing, project recce, and final store preparation through project team.
Expansion of retail presence in all the Urban and Rural areas (Tier I, II & III) of Eastern region through Franchisee development (FOFO) and COCO model (only for Tier I).
Taking care of the P/L account of Franchisee and COCO store through working ROI-Model.
Holding the responsibility of BTL activity at regional level to support the retail activity for all HA and CE products.
Achieved 25 store opening within a span of 12 mnths (Through FOFO and COCO).
Conducting competitor analysis (Lg Shoppe, Samsung Plaza, Sony World, E-zone and other regional players) and competency mapping for keeping abreast of market and competitor moves to achieve market share metrics.
District Manager- Retail operation
Analyzing business potential of New site, conceptualizing & executing strategies to drive sales, augment turnover, enhancing profit and achieve desired targets through existing stores and new store expansion.
Controlling the ROT/ROI ratio of every store through variable expenses control, margin mix and GP growth per sqft.
Running every store as an Individual profit center as taking care of Store cost, Inventory cost, manpower cost, stock turn etc.
New Property finalization for Store expansion on lease and rent through rent negotiation, lease terms and conditions on behalf of the company based on commercial viability and ROI model.
Conducting competitor analysis & competency mapping for keeping abreast of market trends and competitor moves to achieve market share metrics of the brand.
Creating and executing a measurable marketing communications plan across all communications disciplines for strategic positioning of products and services of the organisation as per guidelines provided by HO-Marketing.
Steering merchandising planning in harmony with the business objectives.
Maintaining sound relationship with product planners for ensuring profitable product merchandising mix.
Managing retail outlets for maximum product coverage.
Monitoring effective merchandising at the outlets for product promotion activities.
Retail / Store Management
Formulating new concepts and strategies to generate increased sales for achievement of revenue targets.
Coordinating the promotional activities for new releases & special products.
Managing customer relationship including interaction with customers for effective resolution of customer grievances.
Handling retail operations inclusive of account management, communication through merchandising programs, as well as pricing and trade terms management.
Extra years of experience not listed above: 1 Years, 3 Months