Sales Operations Supervisor
Unilever Arabia
Total years of experience :29 years, 7 Months
-Achievements:
• Sales value has been doubled in my area (North & West Yemen) during 2006-2008 Vs 2005 in both channels MT and GT.
•The sales average grew in the last five months of 2004 (August- December 2004) by (31.5%) compared to the first seven months of the same year.
•MT sales value has been doubled during 2009-2012 Vs 2008 in MT.
•MT Sales value have been doubled in 2017 Vs 2016.
•MT Sales value have grown during 2018-2020 by 33% Vs 2017.
•Founded the visibility for the first time in Yemen MT, while there has been no visibility for any company in that time.
•Established a distinguished and massive visibility for Uniliver brands which was classified as the best visibility in the market Vs competitors.
•Expanded Unilever visibility spaces in the super markets by (473%)by the end of 2005 Vs 2004.
•Developed implementation of effective journey cycle for sales force which made that strong distribution & visibility in market,
•Conducting promotional activities in different selling points.
•Established merchandising team when I recruited the first merchandiser in Yemen on March 2005 In Sana'a City.
• Trained the team and worked hard to develop their skills and capabilities, now they are recognized by all competitors as the best team in the market, this team consisted of 32 merchandisers by the end of 2011.
•Developed sales team efficiency by using hand held computer for the first time in Yemen, I were able with the support of my manager to convince the distributor to invest and buy this technique, which helped a lot to improve the effectiveness of sales team.
•Built strong and effective relationships with Unilever customers, which resulted in prioritizing us in SOS, floor display in their outlets.
•Built a distinctive and effective relationships with international organizations and official agencies related to our marketing activities like UNICEF & The Ministry of Education.
• Carried out the Perfect Store project in Yemen which was one of the most important projects that I carried out with great success.
• Carried out with my team a lot of awareness campaigns about the importance of washing hands with sterilized soap with the participation of UNICEF sponsored by Lifebuoy soap, which achieved great success in enhancing the product's image in consumers' minds, increased our market share, raised the community awareness of the importance of washing hands with sterilized soap and met with great satisfaction of the official parties and consumers that was during the years 2008, 2009 and 2013. We still continue to carry out more.
• Received a certificate of gratitude from the supervisory ministry of these campaigns in the Yemeni government.
• Carried out with my team many successful campaigns for Lipton Tea .
•The campaigns were very impressive and added a lot for me and my team, I really enjoyed them a lot and I feel proud that I carried out these campaigns.
-Main accountabilities:
•Develop the distributors performance to grow Unilever sales value and increase Unilever market share through the various activities and ensure the achievement of high profitability.
•Achieving volume and value targets by brand, by outlet.
•Ensure availability of Unilever products across trade channel and CCFOT.
•Set up and implement CBPs for each account to develop our business in these outlets.
•Build and Maintain Productive Relationship with clear trading terms for each account.
•Set up promotional activities and achieve distribution and visibility targets for all categories.
•Set up redemption scheme for each outlet and Ensure effective implementation for them and evaluate each account profitability.
•Provide sales forecasts with consideration of sales trend and plan.
•Ensure monthly market feedback of our consumer promotion and other activities Vs competitors activities in the market and do the needed actions accordingly.
•Ensure the availability of the agreed customers standards.
•Set up the monthly market visit plan to follow up the sales team, merchandisers, competitors activities in the market and to understand the dynamics of the trade.
•Follow up the distributors staff performance, and provide them with on the job coaching.
•Prepare annual work plan agreed with the line manager.
•Follow up the grey and counterfeits in the market and do the necessarily actions jointly with the line manager, distributor and legal department.
•Plan in-market activities to trigger volume drivers for each brand, channel, and prepare the budget for these activities agreed by the line manager and the OPM.
•Obtain the necessary approvals for AP's from OPM by line manager.
•Provide SKU forecast to supply chain through the line manager based on market trends and activity plans.
•Set up the annual consumer promotion plan for key account by brand, by outlets, by month.
•Organize and implement marketing campaigns.
• Achieve category objectives.
•Identify training needs for sales force jointly with the distributor, monitor sales force performance, interact with them, support them and ensure efficient control, reward and feedback system.
•Ensure Keeping the sales team Motivated, cohesive and focused.
•Develop an IT system to link the key accounts with the UA IT system to track their sales constantly.
•Preparation of relevant trackers and reports to be sent to the line manager with specific issues for action.
•Develop implementation plan by channel, by outlet, by week and ensure briefing feedback for all channel team and provide necessary actions.
•Follow up and ensure delivering all POSM for all categories to the distributor branches.
•Ensure the usage of POSM as planned, pushing for execution and re-ordering of POSM on time.
•Recruiting and training of merchandisers, set up the coverage plans for them and follow up their execution according to daily reports and constantly market visits and give them the needed guidance.
- Leading Sales’ Team and other Departments (Finance, HR, stores) to achieve the company’s aims in the area (sales’ aims, agents, whole sellers and retailers).- Dealing with problems of the sales departments, finance and HR that cause fewer sales in the first half of the year 2001 as well as developing skills of about 120 employees. - We were able to increase sales by 5% by the end of 2001.- We were able to achieve a growth by 23% up to December 2002.- I worked on training salesmen and support them in the field and was able to build an effective work team who achieved the aims of sales.
The company where I work is a Sole Agent in Yemen for distribution of products for international Arab and local companies such as; CRAFT FOODS, NABISCO, B.A.T, UNILIVER, NESTLE, ARDMONA FRUIT, YCIC FOR BISCUIT AND SWEETS, GULF HYGIENIC INDUSTRIES LTD, NUTRICIA MILK, NECTAFLOR, SATNAM OVERSEAS, LACTALIS, HERO NEDERLAND, DORSET CEREAL, WESLEY INTERNATIONAL (SUPER MAX), NATIONAL FOOD INDUSTRIES CO.LTD, NATIONAL BISCUIT AND CONFECATIONERY CO.LTD, ARMA FOOD IND.NATIONAL DAIRY&FOOD CO, NATIONAL CO.FOR SPONGE&PLASTIC IND.LTD, YCGSI FOR GEE AND SOAP.
Director of sales team and other departments of the branch (accounting, staff affairs, stores) to achieve the company’s aims in the area (sales’ aims, agents, whole sellers and retailers).-We were able to achieve a growth by 25% in the year 2000 comparing to 1999.- We made a professional team and ACHIEVED distinctive a relationship with customers.- The branch was able to gain profits for the first time since it was established in 1994.
As Deputy Manager I was responsible for CONTROLLING the Sales’ Team.Responsible for following sales of big customers who have direct accounts with the Branch.Following and developing the skills of the personnel in the departments of accounting human resources and stores.Developing the accountancy systems in the Branch and supervising operation of computing systems.
Directing of the Sales’ Team (training salesmen, distributing the sales areas, estimating the sales’ aims for each salesman, supervising the going line of each salesman, following of achievement of the aims and presenting the necessary assistance and support).
Accountant for production costs Estimation of the degree of the cost for products, calculation of the actual cost and analyzing reason of the change (if any) between the estimated and the actual.Controlling accounts unit.
Many subjects were included (principals of accounting and economy, cost accounting, management, production management, advanced financial accounting, management accounting, governmental accounting, accounting theory, marketing management, methods of research, PC science, statistics, programming, English, commercial Law…etc.