National Sales Manager
SAEED AHMED AL MAHROOS AND SONS COMPANY
Total years of experience :16 years, 3 Months
1- Distributor Management Excellence.
2- Responsible for planning, implementing, managing and overseeing company's overall sales
Strategy.
3- Managing P&L, shipment Forecast, IMS planning, Trade Marketing & Merchandizing.
4- Manage & Lead distributor operation across Modern Trade, Cash Van, Food services, Catering Pharmacy & Wholesale Channels.
5- Prepare full year forecast by customer by channel by region by brand (rolling forecast 2+1 &
Bottom to top) with solid building blocks.
6- GTM strategy to expand coverage and footprint across Saudi Arabia with full focus on
business fundamentals (Availability, visibility, drop size, planogram & collection).
7- Directly handling key customers (annual plan, budget, promo activities, joint business plans i.e.
Panda, Danube & Othaim).
8- BDAs negotiation for top customers i.e. Panda, Othaim, Tamimi, Lulu, Danube etc.
9- Leading on distributor team ( RSM, SSV, Sales team and merchandizers).
10- Conduct regular coaching, Training & development sessions for distributor Sales team.
11- Conduct monthly operational meeting with distributor team to optimize coverage, availability,
drop size by customer, frequency optimization and Weighted distribution etc.
12- Coordinate with Trade Marketing function to come out with DTC and BTL activities, which will
eventually lead to build brand equity and market share.
13- P&L by top customers by channel to ensure profitability by customer by channel.
14- Manage our merchandizing service provider via mystery shopper and market audit reports.
15- Monthly meetings with modern trade customers to assess monthly performance, revise promo
plans & discuss opportunities.
16- Restructuring and Route optimization.
17- Business development via assessing potential businesses to gain.
- Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
-Responsible for generating new leads and Identifying/planning for new business growth opportunities that may include new customer or increase product range with current customers and pursue them to the successful closure . Also, getting and updating the legally required documents that save the company’s rights.
- Assists in the development and implementation of marketing plans as needed.
* Lead and manage my team (27 Sales rep + 3 SSV + 7 Call Center) to drive IMS, coverage, availability and efficiency across various channels (Van, Hotels, key account, Catering and wholesale FoodServices channel)
1. Deliver the area KPI's (MS, WTD/Num Dist., FS, IMS & OOS)
2. Set FY Forecast
3. Manage my Region allocated budget
4. Attend the regional operation meeting and play influential role in decision making
5. Manage D&D budget by implementing FIFO
6. Manage my warehouse (proper palletization, date codes through FIFO and proper stock cover days).
7. Manage all receivables and debts
8. Fleet and Asset management
9. Improve team efficiency and call effectiveness
10. System optimization (HHTs)
11. TM plans execution (ISF Expansion, POSM deployment, Consumer engagement programs, Front-liners engagement)
12. Setting quarterly rebates schemes for Modern Trade channel along with engagement programs.
13. Maintain a good relationship with distributor back office
14. Handling recruitment process
15. Continuous trainings and coaching sessions for my sales supervisors and sales rep
16. Manage promoters in my assigned region (Hiring, training, journey plans etc..)
17. Conduct Blitz activities on monthly basis to give a boost for slow moving brands
18. Proper reading for market dynamics and changes where action plans are set consequently
19. Ensure that launches are being conducted as planned (Led on 15 launches and merges)
20. 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)
21. Maintain healthy relationship with all stakeholders through frequent visits, weekly check-ups and telephone calls
22. Wholesale channel development through engagement programs
23. Managing IVS and OVS in my territory to expand BAT foot print in West region
Responsible for Training and Coaching the new key account reps ( Newly joined the company )
Handling logistics with the delivery team and adjust their routes.
Finalize the key account's Annual Contracts.Quarterly Business Review with Top key accounts Solving the key accounts problems and objections.
. Following up the competitors Activities
• Assist department managers
• Prepare reports, budgets and assessments
• Contact and foster client relationships
• Manage team performance and progress
• Coordinate, attend and lead team meetings
• Responsible for achieving region sales targets and KPIs
• Manages & builds relationships with customers (HORECA & B&I Channels) in a way to become a trusted advisor by providing complete solutions based on a clear understanding of the customer’s business, macro environment, UFS beverages products & tools
• Provides win-win solutions for above mentioned customers and UFS. Helps customers increase revenue and/or efficiency in their establishment and at the same time add new product listings and increase existing products consumption.
• Understands & executes UFS visibility tool plans with customers
• Make financial customer profitability based decisions.
• Implement promotions from Marketing to PULL, PUSH and CHAINS.
• Implement new systems and tracking tools to improve distributors performance and efficiency, initiates corrective actions when needed to distributor reps
• Coach and develop the distributor merchandiser team
• Coordinates with distributors on availability of stocks and ensures compliance with various KPI’s.
1- Im making the orders for the distributor and make follow up for the market and solve any problems with the customers
2- Im preparing all reports like daily, weekly and monthly sales reports, out of stocks report and expiring reports and new orders for products and display unites
3- I am responsible for achieve the sales target of my area and responsible for the distribution of all brands in area customers.
"I am responsible for achieve the sales target of my area and responsible for the distribution of all brands in area customers.
"My area was Nag hamady, Qena, the Red Sea .
"Reporting to the area sales supervisor.
