Group Sales & Distribution Development Manager
Savola Group
Total years of experience :16 years, 4 Months
• Work on standardizing the sales channels & sales positions across all the BUs to meet the international standards in order to reach the excellence of distribution model
• Plan, create and support best in class sales Route to Market Strategies in coordination with the Sales Directors in each BU after studying the situation of the industry and market conditions
• Transform the route to market strategy into sets of clear, doable and measurable actions, and assign the right resources for each channel
• Monitor the implementation of Sales & Distribution strategies across countries
• Plan and track the implementation of S&D projects across the countries to ensure that the project cycles are completed, meeting agreed project parameters (cost budget, timelines, scope and quality), standards and objectives
• Provide the needed recommendations to support the projects that are not meeting the agreed upon plan or not up to the quality standards.
• Work closely with the S&D COE on standardizing the Sales reports across all the countries and then consolidate on monthly basis all the reports from all BUs into one report to be submitted to the Board of Directors to be able to monitor Sales KPIs across all countries.
• Delivering the company OP targets, both primary i.e. from the Company to distributors and secondary targets i.e. from distributors to the market place.
• Contribute to defining the way to do business in terms of trade (with both distributors and customers).
• Develop and implement the company sales and distribution strategies. (Jointly with Sales Director).
• Help in developing company’s commercial, marketing and discipline policies. (Jointly with Sales Director).
• Handle the financial Responsibilities.(Deposits follow up, investment control, trade incentives, budgeting, TSI’s incentives and market activities)
• Discussing the organization’s ability to meet the trade opportunity. (Jointly with Sales Director).
• Appraise the product range and suitability.
• Analyze sales trends of company brands vs. the competitors.
• Coordinate with marketing for launches and re-launches of new products and new packs.
• Coordinate with planning, marketing and manufacturing for demand forecast as well as putting operating sales targets on monthly, quarterly and annually basis.
• Coordinate with commercial for invoicing, debtors and audits.
• Strictly control company collections and outstanding according to company policy.
• Manage, analyze and evaluate trade deals and consumer promotions.
• Ensure quality of services and coverage by the sales force to distributors, wholesalers and retailers (groceries, etc).
• Tracing and propose any new business opportunities.
To the sales staff:
• Development of Sales Infrastructure and Organization in order to get the maximum out of the sales team to achieve the company goals and targets, the following activities are necessary:
• Ensure that sales and distribution targets are met.
• Quarterly/annually appraisal the sales force direct and indirect.
• Ensure establish sales training for the sales force.
• Ensure welfare of the sales force.
• Develop and update suitable sales organization required to the business.
To organize, train, motivate and support my team to optimize sales, distribution, merchandising and collections.
To set and monitor region sales targets (monthly target and dispatch plan by SS/AA).
To monitor the work of my regional sales teams, including coverage and distribution.
To direct all efforts at prospecting for new accounts.
To collect SS reports on competing products and new trading developments.
To analyze all sales results and oversee the preparation and distribution of periodic management reports.
To develop the region’s business by all and every means.
To manage the routine stores ordering, transport and payment systems and procedures.
To manage accounts receivable for the region.
To keep full and complete data file on the region’s geography and customers