Key Account Manager
Beiersdorf
مجموع سنوات الخبرة :7 years, 9 أشهر
Heading Othaim, Carrefour, Sadhan, and Souq.com (Amazon) Accounts in KSA.
Belt and maintained strong customer relationships:
• Developed a CBP (customer business plan) for the accounts.
• Solved collection and overdue accounts for several years by Q1 of 2019 through close communication and follow-ups. Oversaw customer accounts, including negotiating contracts and agreements to maximize profit:
• Maximized category potential for Beiersdorf and customers by analyzing and presenting data insights monthly.
• Cut the sales costs by 25% by strategically deciding to change the selling method with Othaim from depending on the wholesale channel for most of the sales to be more focused on retail.
• Reduced business costs for all accounts by more than 10% in 2019 vs. 2018 through planning.
• Increased forecast accuracy to 57% in 2019 vs. 24% in 2018.
• heightened sell-out with Carrefour double digits by putting in the right business plan.
• Increased item availability in stores from 65% to 91% by increasing the level of service with customers and fixing master lists. Operated as the lead point of contact for all matters specific to the accounts:
• Set tailor-made promotion plans in line with marketing objectives.
• Delivered a monthly forecast, trade fund needs, and deduction plans. Managed, and coached Key Account Executives to effectively deliver targets.
Heading Panda sales team at Central Region.
Evaluated customer needs and maintained relationships:
• Developed outlet sales and increased coverage and penetration by 7%.
• Conducted regular meetings and discussed the winning strategy for both parties. Achieved company KPI's and team development:
• Rebuilt and restructured Panda team and set team KPI's that led to achieve company's target.
• Increased basket size of Nestle at Panda stores in the Central region to 43% in 7 months vs. 37% for the same period in 2017.
• Achieved volume target for all products by 101%.
• Managed, and coached Key Account Specialists to effectively deliver targets. Selected to be part of WOW "Win on Waste" project to help the company operate in a more efficient way. This project helped Nestle reduce waste in (Time, Money, and Energy).
Heading Othaim, the Second Biggest Retailer Account in KSA.
Maintained strong customer relationships and achieved the company's targets:
• Achieved a continues yearly growth by minimum of 13% with Othaim.
• Initiated a supply chain solution in the southern region that helped reduce lead time and increase availability and sales by 20%.
• Managed to atain 95% of the promotional plan efectively and eficiently in-store.
• Ensured correct product handling and condition on the shelf as per company standards. Awarded "Star of the Month" four times for delivering and exceeding KPI's as the best Salesman among the company. Trained and coached more than 10 new joiners on Nestle standards.