Key Account Manager – Foodservice (Lodging & QSR Bakery)
ARLA Foods
Total years of experience :20 years, 6 Months
• Set & implement sales strategies & action plans by brand, SKU & Channel in order to achieve profitable product mix.
• Manage, monitor, support & motivate distributor`s sales team to maximize sales opportunities in HORECA channel.
• Identifying & pursing new business opportunities with leading groups of hotels in the region such as Hilton & Marriot.
• Make quarterly product forecast to maintain a healthy stock levels & avoid out of stock situation.
• Maintaining a strong net revenue per kg across all product categories.
• Providing instant solutions to customer which helps in making Arla a one stop shop for dairy products.
• Optimizing the collection and maintaining the DSO above targets by 60 days.
• Attending marketing events & activities that support Arla products from (Lurpak®, Kraft®, Puck® & Arla Pro) .
• Conduction new products training for distributors.
• Staying on top of market trends in order to find NPD opportunities.
• Develop individual quotas & assign territories for team members.
• Supervise sales team, provide direction, support & motivation to meet agreed sales target & KPI`s.
• Maintains accurate records of all pricing & sales of all assigned customers & monitor intervals of their orders.
• Focusing on Strategic Branded Growth of Kleenex®, Scott® & Wypall® in the Hospitality/Foodservice industry.
• Support the district manager MENA in developing business plans for the market that ensures achievements on company sales goals.
• Ensure the full range of KCP products are introduced to all customers (penetration of services).
• Build a strong & effective account management relationship with all customers to control churn.
• Successfully introduced new product lines from KCP Europe to the GCC market.
• Working closely & maintaining a strong relationship with leading hypermarkets in the region such as Lulu Group & MAF hypermarkets.
• Managing a market with a customer portfolio that generate sales revenue of AED20M annually.
• Initiate & coordinate development of action plans to penetrate new markets & maintain the good rapport with existing customers.
• Monitor competitors activities & market trends.
• Produce innovative & cost effective product promotions.
• Maintain a strong relationship with all clients to ensure complete customer satisfaction.
Responsible for procurement of raw materials from various suppliers for the 3 hotel properties: Millennium hotel Shj Millennium hotel Abu Dhabi Embassy Suites Hotel Shj