National Sales Manager
Med Surg Solutions
Total years of experience :15 years, 9 Months
Transforming & leading a team 15 senior medical devices consultants to build a winning approach with surgeons through customized training programs to adopt our sophisticated and high end surgical technology to improve patients wellbeing.
Achievements:
•Achieve 30% growth in Government & private hospitals for two consecutive years.
•Managed to sustain same turnover year on year in major ministry of health tender for two consecutive years though the budget cuts reached 70%.
•Expanded our portfolio into more than 10 new key hospitals including Military Hospital in Riyadh, King Abdallah Medical City, Security Forces Riyadh, John Hopkins-Aramco.
•Build and implemented a new sales methodology program to enable our consultants to effectively manage, retain and grow our business revolved around key surgeons in-depth assessment, planning, execution and retention.
•Drive customer centricity in our marketing programs by bringing renowned international surgeons to perform live surgeries in the operating theatres in KSA to improve surgeons surgical skills & clinical knowledge.
•Planned and executed more than 400+ educational and clinical activities across KSA hospitals to drive awareness, improve technical know-how and upgrade end users with latest clinical studies.
Leading a team of 80 employees with annual turnover of SAR 250 million to achieve/exceed on annual operating plans & drive market share growth in the Food Service channel which considered the most strategic channel in PepsiCo to recruit & retain loyal consumers.
Achievements:
•Achieve 23% growth year on year for two consecutive years, being the highest growth across all channels in KSA.
•Achieve 54% growth in Aquafina bottled water by winning key catering contracts in governmental schools.
•Won 70 account with 180 outlets from competition within two years to drive our market share from 62% to 76%.
•Achieve growth of 150% in Lipton Ice tea in on premise accounts by driving customized marketing activities to build awareness and associate Ice tea consumption with meals.
•Institutionalized food service key account management program by developing and executing a nine months training program on/off the field to build team capabilities in retaining and growing key accounts.
Support execution of revenue management strategies in Traditional/Modern Trade channels, lead Non-carbonated drinks launch (LIPTON, TROPICANA, GATORADE), introduced progressive commission pack wise, and build team capabilities to achieve company objectives.
Achievements:
•Execute pricing/Discounts & allowances mechanism channel/pack wise to optimize revenue, improve margin contribution by customer, and apply progressive discounts & allowances programs to increase company Net Profit.
•Continues market monitoring of new revenue management strategies to ensure Sales Team full execution and compliance. Assess market dynamics vs set strategy and change plans to optimize volume/revenue.
•Lead the process of launching non-carbonated drinks by selecting targeted trade to distribute, set retail selling price/trade margins strategy channel wise, develop selling story for the team introduce new products for the trade, and design in store execution plan.
•Ensure Sales Team productivity by implementing target setting system, introducing progressive commission concept, and monitoring Sales KPIs (distribution, coverage, TTS) to drive sales of profitable packs.
•Develop the frontline selling skills through conducting sales on boarding training programs, and implement PI Territory Universe model to drive sustainable business growth.
Responsible for managing MBC Group lines of revenue including advertising, sales of news, and SMS programs and receivables invoicing and collection. Restructure SMS business agreements with service providers to improve turnover.
Achievements:
•Manage, Control and monitor the overall sales to collection cycle for a variety of media services.
•Streamline SMS business concept by focusing on programs/countries that drives higher margin contribution by avoiding fixed fees form telecommunication operators and by applying reducing progressive royalty fees for service providers.
•Lead Oracle design and Implementation process for the Sales to Collection cycle by creating polices and procedures for the department, define system deliverables to improve efficiency and accuracy, and ensure implementation compliant to the set business objectives.
Manage month end accounts closing process; develop set of management reports including P&L, Balance Sheet, Cash Flow, and Quarterly Balance Sheet review analysis to support management with up-to-date information / analytical KPIs to take effective decisions at the right time.
Achievements:
•Present the monthly management report including Income Statement, Balance Sheet, and Cash Flow.
•Perform quarterly balance sheet review with Finance Director to assess the risk areas and recommend the financial/ business solutions.
•Share/analyze the monthly cost center expenses by department to plan/ensure the budget spending is inline with the Annual operating plan.
•Lead credit committee to highlight on critical doubtful accounts and take the proper measures to safe guard the company’s interests.