Client Business Manager
Nielsen IQ
مجموع سنوات الخبرة :20 years, 2 أشهر
Managing a strong portfolio of clients across FMCG, pharma and produce, I’m responsible for developing a strong understanding of my client’s strategies and business priorities for establishing long-term business plans, developing and maintaining high level executive client relationships, conducting contract negotiations and developing and delivering on revenue, budget and forecast plans for the account.
Head of Category Management and Analytics for Colgate Palmolive, Middle East Hub, also known as Retail Category Development, internally. Most important KPI’s include Category Advisory for key retailers, 5P development and training for internal & distributor sales, key accounts and merchandising teams, advanced analysis to increase Market Share, Weighted Distribution and ROI growth on 5P activities.
Responsible for implementing Category Management across all key clients in Modern Trade, PS and SS .
Range assortment and Must Stock List by channel by region as per company strategy .
Win and maintain Category Captaincy projects in all key clients . Prepare a roll out model to logistics to minimize Out Of Stocks, optimize outlet trips and selling stock.
Prepare AOP for 2014 with budgeting and forecasting for profitability, sales and new launches
POSM and shelf enhancement for improved visibility and branding .
Implement Model Store to tackle possible cross merchandising, shopping occasions across channels varying from 2 to 7 possible secondary display points .
Revenue Management .
In depth Market Research analysis periodically for opportunity and potentials both from retail audit and consumer studies to enhance shopper behavior trends and Consumer Decision Tree studies .
Liaise with H.O and obtain best practices and customize it as per local requirements .
Heading up the Merchandising Department for Azizia Panda United reporting to the VP of Commercial
Managing a team of 3 sub departments - Space Planning, Merchandising Operations and Auditing comprising of 38 employees across Kingdom
Responsible for space planning for all store formats ( Hyper, Supers and Convenience ) total of 47 Hypers, 130 Supers and Convenience Store
Follow the complete Cat Man process right from Category Role to Range Rationalization to Plan-o-grams to Audit
Interact with Commercial on the range refinement and optimizing space as per company strategy
Ensure that availability is always above 90 % and growth is above the YOY target growth both in terms of sales and profitability
Interact with suppliers and engage in Category Captaincy projects
Ensure that all the outlets comply and adhere to plan-o-grams
Category Affinities, adjacencies and layout uniformity as per customer preferences
Organize focus groups and research studies for Consumer Decision Tree studies
Responsible for Merchandising Services Department in KSA & North Africa
Responsible for all Category Management, Plan-o-gram Projects and workshops in these countries
Responsible for tapping new business opportunities and providing innovative solutions for improving sales and client image
Responsible for providing solutions to key clients to maximize their shelf efficiency, improve profits and reduce Out Of Stock
Responsible for selling Nielsen’s Space Planning Software - KSA
Acts as a negotiator in between retailer and supplier to provide the desired shelf space for the Category
Develop and maintaining key client relationships.
Assortment modeling and shop segmentation projects for Nestle, Coke - MAGHREB
Member of the following Management Committees of the department:
APIMEA Champions for Merchandising Services
Business Improvement Team, Merchandising Services MENAP
Responsible for providing analysis on retailer’s performance in the market at a category level
Working closely with retailers and tracking their promotion effectiveness on the market
Provide reports and presentations on an ongoing basis to retailers
Train and educate retailer clients on I sights software and its functionality
Answer queries and resolve issues pertaining to their Market Share
Annual contract negotiations with retailers
Key Projects & Clients
Vendor Analysis Portfolio
Category Reviews
Ramadan Effect and implication on categories
Retailer annual report - Category
All Commodity Value (ACV) analysis
CAGR analysis
Plan-o-gram creation and analysis using Apollo Software
Image Capturing and database creation - Images
Category Management presentation and suggestions to clients
Using retail audit data for additional analysis
Key Projects & Clients
Beiersdorf database creation and data cleansing
Master Foods Plan-o-gram Scenario presentations - Ongoing basis
Emarat Stores Chocolates plan-o-gram
Master Foods plan-o-gram booklet creation for merchandisers
Braun plan-o-gram project in Lulu Hypermarket