Business Development Director
gulfmaid
Total years of experience :17 years, 5 Months
Business Development
•
Direct and control staff in the implementation of Sales activities forecasting setting targets and business initiatives
•
Develop pricing strategy to all channels to enhance our profit margin
•
Develop B2B/B2C B2B4C Strategies, provide data on existing and potential customers
•
Develop and implement systems and processes to Effectively monitor the performance calculating Feasibility and risk assessment of new Products
•
Develop Strategic plan to penetrate Online sales (e-commerce)
•
Develop new products based on market research and market gaps
•
Develop company’s Governmental & Private Sectors Tenders Annual Plan and develop the process
•
Identify and develop new initiatives to improve the range and quality of the Products and Services
Brand & Marketing Management
•
Plan and organize the implementation of the brand strategy to ensure the achievement of all targets in support of the brand strategy
•
Evaluate consumer/customer research, market conditions and competitor data to implement brand planning changes as needed
Development of long-term brand Marketing strategy and implement short- to medium-term objectives in support of the strategy to achieve brand management objectives
•
Develop plans for the advertising and marketing of company Projects
•
Oversee the organization of promotional activities, ensuring that they are carried out efficiently and within agreed budgets
•
Develop and control the company budget for marketing & promotions
Customer relationships Management
•
Respond to internal and external requests for the development and provision of promotional activities. - Pass any customer comments on projects to research and development staff to enable them to identify any potential improvements in Projects
•
Attend Plastics innovation exhibitions to demonstrate company Products and services and get to know about latest trends in industry
•
Develop Products launches celebration to provide information and support in relation to those Products
Building and guiding relationships both internally and externally with sales and marketing teams, vendors distributors, and customer as well as building cross-functional teams and lead strategic development across the company
- Assess marketing and sales operations, along with supplier and vendor activities, making recommendations for improvements and enhancements, also make long-term operations decisions regarding product development and distribution strategies
- Familiarity with the company’s products and services to identify opportunities to achieve targets and increase market shares
- Identify areas where the business can its footprint ( opening new markets, partnerships, enhance distribution and efficiency)
- Developing and sustaining solid relationships with key clients that bring in the most turnover for the company ( Panda, Danube, Bin Dawood and other Key accounts and supermarkets as well as TT)
- Designing full strategy for all key customers ( BDAs, Flyer participation, promotions and OSD)
- Acting as the main point of contact between key clients and internal teams
- Supervising the account teams assigned to each key client
- Communicating and collaborating with the advertising, design, marketing, sales, and logistics departments to ensure that key clients’ needs are met.
- Compiling reports on account progress, goals, and forecasts for account teams and stakeholders
- Developing understanding of key clients' needs and requirements and preparing customized solutions
KEY JOB RESPONSIBILITIES
1. Achieve the sales target of his categories or geographical area and deliver the agreed upon plans/objectives.
2. Developing and building positive and professional relationship with his team and distributor management to support achievement of targets/objectives as he is the first line of interaction with them.
3. Being a team player within the multi functional team (sales, marketing, logistics, supply) to deliver the company’s and customer targets.
4.Implementation and development of operational plans by brand (promotions, sampling, display...)
5. Setting up merchandising and displaying plans with distributor
6. Managing budget, allocation & ensures that there is no overspending occurs.
7. Ensuring 100% distribution & plans implementation.
8. Develop tailor made promotions plan for TT by sub channel (SSS/DRD) in order to optimize the performance.
9. Clear Understanding of his channels’ business and the roles of the different functions and the decision mapping process for his plans/projects especially at the distributor side.
10. Regular On-going meetings with the team on the ground and frequent visits to the field.
11. Constantly review and update the go-to-market strategy by sub channel in TT in a manner that provides a proper level of service aligned with the business strategy.
12. Recommends the optimal structure for distributor that leads to best productivity results.
13. Prepare the Promotional Calendar with all the plans that are supported from the Key Business Drivers funds and present to the Team Leader for approval and align with customer to feature on leaflet.
14. Ongoing analysis of the business via Business Reviews to SSS and TT team.
15. Reporting the progress on targets/objectives via updating the agreed upon score cards and preparing presentations for management and distributor.
16. Identify the key opportunities and strengths of our business in the designated channels and address key projects to enhance our presence in the market while preserving our strength points.
17. Revamp our yearly contacts for the SSS channels
18. Review the current trade classification between SSS and LG/SG and recommend transfer of customers among those channels with the needed organization
• Develop and deliver home care and personal care activation priorities within customer
• “Make big massive” within the customer
• Lead activation team in the development and delivery of our annual customer plan
• Manage an annual customer marketing budget to maximise brand equity and activity within the customer
• Integrate the customer’s marketing strategy into the delivery of our brand’s objectives
• Work with the brand managers to deliver activation plan efficiency and effectiveness
• Manage the delivery of the plan through the brand managers, customer marketing executives, and third party agencies
• Manage our relationships with third party agencies to deliver communication that is consistent with the objectives of our brands and the customer
• Develop senior level marketing relationships within the customer
• Bring new and innovative ways to activate our brands to the customer and challenge the status quo
• Work with the customer managers to develop and deliver a holistic annual plan that exceeds our NPS target
• Leverage shopper understanding to identify opportunities for communication and activation within the customer
• Analyze the ROI of the marketing activities executed with the customer
• Communicate the customer’s marketing and business strategy throughout the brand teams
• Initiate activation platform/event across the three operating companies within the customer
• Work closely with the customer marketing team to develop and deliver the corporate activation plan
• Be an active member of the Business Unit and input into local and global Customer issues and strategies
• Updates the wholesale strategy according to dynamics of the channel and builds the business partnership relations
• Leads and is accountable for the execution of all the approved trade plans
• Reviews and updates the objectives and negotiation guidelines with key customers, and suggest means to maximize the ROI
• Closely monitors the field execution of the sales teams to deliver the sales targets and requested sales fundamentals (distribution, coverage and visibility) and provide corrective actions when required
• Daily supports area sales managers and supervisors to improve their coaching and guiding skills, and negotiation skills with their teams
• Reviews processes of the machine room and propose means to improve it efficiency
• Maintains updated information and database on the channel development and timely update the Sales Director/National sales manager on the business development plans progress and the channel in general
• Responsible to deliver the budgeted forecast of the company and to operate within limits of the approved budget
• Periodically review and assess the team structure to maintain a lean and efficient structure that best serves the set objectives
• Responsible to recruit, orient, train and coach the team members to operate efficiently and within company policies
• Maintains close coordination with the category management team to ensure proper execution of category support calendars and objectives
*Managing the overall channel sales network including Retail, Wholesale and Super markets (SMAC GT) through a team of 3 channel managers and over 55 Salesmen.
*Strategizing, managing and expanding entire business area as per organizational goals/strategies. Supporting rapid sales growth through development and implementation of over 4 Categories (over 600 SKUs) + promotional activities with a high level of efficiency, quality and cost effectiveness
*Conceptualizing/spearheading researches to understand economic growth factors and identifying potential business opportunities in-line or disassociated from prevalent market trends in the FMCG sector.
*Implementing distribution strategies, performing retail audit analysis, developing action plans & attending monthly meeting to discuss the forecast, performance, activities, initiatives and all structural changes in the team
*Directing and monitoring overall activities of the sales team, handling all aspects of their training and conducting performance reviews periodically to maintain a motivated team
*Liaising between the sales and marketing department and other sales-related units including retail outlets, wholesale, Super markets
*Supporting, developing, and maximizing effectiveness of sales operations across the assigned region as well as the category operation team to achieve category targets
*Analyzes current distribution network which includes key accounts, van sales, credit sales, merchandising
*Identifies opportunities and challenges in the distribution network. Develops action plans to address those through improvement of multiple elements of the sales and marketing mix, sales policies and procedures, training and / or hiring qualified staff.
*Enhances company performance measured in sales volume, market share, brand assessment, positioning, merchandising, training and sales support activities
*Analyzes sales reports and works out corrective actions with concerned staff
The Company is involved in the manufacture, distribution or sale of tobacco products.
Joined as Trade Marketing Representative - TMR, moved on upward career trajectories, to merit promotion to the position of Area Manager (Sales & Marketing).
Designation Chronology:
• Sept ‘08 - Sep 2012 Area Manager (Sales & Marketing)
• May ‘07 - Aug ’08: Trade Marketing Representative - TMR
Highlights:
• Superintended a sales team of 4 Sales Supervisors and 35 Sales Representatives in West region of Saudi Arabia including Jeddah, Makkah, Madina and Yanbu.
• Managing all Channel Key Accounts, Retail and Wholesale Channels
• Oversaw SKU launching and re-launching activities.
• Played a pivotal role in increasing the sales by 11% in 2010 as compared to 2009 in West region
• Instrumental in enhancing the number of direct sales stores by 16% in 2010 as compared to 2009.
• Proficiently increased the involvement of retail channel by 8% in 2010 Vs.2009
• Efficiently handled and enhanced the weighted distribution for RA by 21% in 2010 Vs. 2009.
Key Responsibilities as Regional Manager (Sales and Marketing) (Sept ‘08 - Present):
• Strategizing, managing and expanding entire business area as per organizational goals/strategies. Supporting rapid sales growth through development and implementation of promotional activities with a high level of efficiency, quality and cost effectiveness.
• Conceptualizing/spearheading researches to understand economic growth factors and identifying potential business opportunities in-line or disassociated from prevalent market trends in the FMCG sector.
• Managing the overall channel sales network including Retail, Wholesale and Key accounts (Hyper and Super markets) as well as HORECA (Hotels, restaurants and cafes) through a team of sales personnel/executives.
• Implementing distribution strategies, performing retail audit analysis, developing action plans & attending quarterly end market demand review meeting (EMDR) & operational meeting (Ops).
Key Responsibilities as Regional Manager (Sales and Marketing) (Sept 2008 - Sep 2012) (Continued):
• Directing and monitoring overall activities of the sales team, handling all aspects of their training and conducting performance reviews periodically to maintain a motivated team.
• Liaising between the sales and marketing department and other sales-related units including retail outlets, wholesale, key accounts. Supporting, developing, and maximizing effectiveness of sales operations across the assigned region.
Key Responsibilities as Trade Marketing Representative - TMR (May ‘07 - Aug ’08):
• Developed and implemented an integrated range of marketing concepts/strategies and sales program/activities consistent with the overall goals/objectives of the business.
• Provided assistance in the implementation of account strategy and plans to ensure that volume/profit objectives are achieved through the most efficient use of resources.
• Executed the marketing activities in the outlets located within the territory to meet customer and consumer objectives as described in the cycle plan.
• Evaluated marketing strategies, sales plans and devised campaigns and promotional materials as well as followed up with the distribution team to set targets/plans.
• Implemented end to end sales process right from prospecting to closing deals. Developed sales strategies and generated new business deals to achieve/surpass allocated targets.
• Developed aggressive action plan to promote organizational growth and meet/overcome competition, maintained business relation with key distributors in the region to identify new opportunities.
• Kept close tabs on market dynamics and competitor activities, devised effective marketing strategies to counter the same. Collated information and formulated strategies to optimize performance parameters and business outputs.
Key Responsibilities:
• Accountable for developing new marketing strategies and products marketing plans, working collaboratively with the existing marketing manager for product positioning and finding out the target segment.
• Developed new marketing opportunities and strategies to promote products, responsible for customer retention.
• Organized presentation and demonstrations to promote company products. Provided accurate information of company products and attended to client queries to provide the best possible level of service
• Reviewed performance results against desired goals, prepare accurate reports for management and make recommendations for improvement.
• Coordinated with the product manager and vendors to secure materials and offer timely and cost effective services.
• Provided superior client service and ensured complete customer satisfaction by ascertaining all delivery deadlines and commitments to customers are met.
• Actively focused on achievement of sales targets. Expanded business reach and proactively created new accounts and maintained efficient relations with existing clients.
Marketing
biomedical engineering