Sales Director
Tamer Arabia
Total years of experience :16 years, 10 Months
* Principal and Distributor Management Excellence.
* Responsible for planning, implementing, managing and overseeing company's overall sales
Strategy.
* Restructuring, RTM and Route optimization.
* Business development via analysing & assessing potential businesses to gain.
* Spending, planning and control (SOP).
* Leading on the S&OP cycle.
* Managing P&L, shipment Forecast, IMS planning, Trade Marketing & Merchandizing activities.
* Manage & Lead operation across Modern Trade, Pharmacy, Traditional Trade & Wholesale.
* Leading on Nestle (baby Milk), Wipro, Vatika, Amla, Phillip Avent, Wella, Coty Mass, Vicks,
Phillips PC, CHC & SMC businesses in Saudi Arabia.
*Opex & Capex.
*Revenue management.
*Leading commercial digitalization project.
* Distributor Management Excellence.
* Leading on Henkel Personal Care business in Saudi Arabia.
* Managing (3) distributors P&L, shipment Forecast, IMS planning, Trade Marketing &
Merchandizing.
* Manage & Lead distributor operation across Modern Trade, Cash Van, Pharmacy & Wholesale
Channels.
* Leading on distributors legal agreements.
* Prepare full year forecast by customer by channel by region by brand (rolling forecast 2+1 &
Bottom to top) with solid building blocks.
* GTM strategy to expand coverage and footprint across Saudi Arabia with full focus on
business fundamentals (Availability, visibility, drop size, planogram & collection).
* Directly handling key customers (annual plan, budget, promo activities joint business plans i.e.
Panda, Carrefour & Othaim).
Reporting directly to the General Manager
1. Understand clients’ needs and identify opportunities
2. Lead on client negotiations with GM
3. Perform regular visits to key accounts
4. Negotiate and implement new commercial framework
5. Monthly business review with key accounts
6. Ensure KAP are reviewed quarterly with GM & CDM
7. Ensure trade conditions are signed by customers and files are updated
8. Define objectives by customer and daily management of clients (sell in, sell out, VMS, investments and profitability)
9. Regular review of customers’ orders. Control inventory and follow up on payments in key accounts. BA team control: ensure distribution and sales objectives are implemented and follow up on BA’s commissions and target line
West Region
• Lead and manage my team ( Sales rep + 3 SSV + 7 TM reps + Promoters + 1 Merchandiser) to drive IMS, coverage, availability and efficiency across various channels (retail, key account and wholesale channel )
1. Deliver the area KPI's (Market Share, Weighted Distribution, Facing Share & OOS)
2. Set Forecast and targets for my team
3. Manage my Region set budget
4. Attend the regional operation meeting and play influential role in decision making
5. Manage my D&D budget by implementing FIFO and stock management
6. Manage my warehouse (proper palletization, date codes through FIFO and proper stock cover days.
7. Manage all receivables and debts in my assigned region to avoid any overdue
8. Fleet and Asset management
9. Improve team efficiency and call effectiveness driven by proper planning and clear communication. System optimization (HHTs, Fannous & Fenner). TM plans execution (ISF Expansion, POSM deployment, Consumer engagement programmes, Front-liners engagement). Setting the quarterly rebates schemes for the Modern Trade along with the engagement programmes.. Maintain a good relationship with distributor back office. Screening for sales rep, promoters and merchandisers to ensure that only calibres are being hired in the right place. Continuous trainings and coaching sessions for my sales supervisors and sales rep. Manage promoters in my assigned region (Hiring, training, journey plans etc..). Conduct Blitz activities on monthly basis to give a boost for particular brands. Proper reading for market dynamics and changes where action plans are set consequently. Ensure that launches are being conducted as planned ( Led on launches and merges). Lead on several projects on KSA level ( Safe Box project, Fleet & Asset management project, EVS, Sub Distributor, Retail Census Survey, Bar Code and Route to Market Project ). Maintain a healthy relationship with all stakeholders through frequent visits, weekly checkups and telephone calls. Wholesale channel development through engagement programs. Managing IVS and OVS in my territory to expand BAT foot print in West region
Organized the necessary equipments and raw materials needed for organized forums
• Managed the budget allocated for each forum by studying the price, delivery, and payment process.
• Liaise between different functions of the company
Developed assigned territory/district across retail channels (Independent-Organized Groceries & Key Accounts) by executing Trade and Consumer Plans in order to deliver Company’s objectives:
1. IMS Growth in territory/district
2. Contribute in the growth of the branch through immaculate executions of the cycle instruction and initiatives
3. Managing promoters in my assigned territory and train them
4. Ensure% Availability of BAT portfolio - Minimize Out of Stocks through proper communication with the sales rep on the drop size
5. Pack Facing Shares - Share of Voice
6. Date code Management - Freshness / Rotation
7. Investments efficiency
8. Successful Implementations of Planned Touch Points:
- Operational KPI's:
- Consumer Engagement Programs (Brand Ambassadors - Consumer Promotions)
- Communication and Point of Sale Material deployment
- Front-liner education (Product Knowledge