Sales Manager
Abbott - Kuwait
مجموع سنوات الخبرة :19 years, 7 أشهر
. Develops & proposes the annual operational sales plan for the country in conjunction with the Head of Trade, proposing also medium-term sales strategy for the country
. Assesses market positions & recommends products needs and changes necessary to consistently meet country sales objectives
. Ensures in line with the business objectives, the proper management of budget
. Proposes country sales volume budget, sales, and overhead costs
. Coordinates the implementation of the country sales plan, ensuring the achievement of the sales volume & growth objectives
. Monitors continuously the country marketplace to determine possible market opportunities & improvement of the market penetration
. Assures that Abbott brands are introduced & marketed in the country in accordance with company policies to obtain maximum profitability
. Ensures the optimal product exposure in quantitative & qualitative terms in the point of sales in the assigned country
. Coordinates selling tools internally & externally to deliver compelling selling stories
. Ensures the proper negotiation management
. Proposes the optimal sales structure in terms of headcount, roles & territories
. Manages the sales channels, communicating sales objectives & suggesting channels approaches in accordance with the business plan objectives
. Manages the customer management activities in order to receive information on activities, contracts, and negotiations
. Supplies information to top management concerning the sales activities & country plans
. Communicates positively and with added value with existing & new customers
. Accountable for managing the assigned sales team, ensuring a management system based on company values, motivation, competence development, and empowerment
. Recruits, manages, motivates, coaches, and develops the team
. Guarantees human resources professional development, evaluating people, and proposing development initiatives
. Implementing the department strategy and category plans
. Selecting brands and items and setting the prices based on pricing guidlines and recommended prices for P&L
. Selecting local suppliers, negotiating new & old contracts, home shelf and off shelf spaces, and purchasing in line with expected needs guided by the corporate guidlines and standards such as cost price, discounts, rebates, payment terms, etc.
. Defining and maintaining the local assortment and integrating the basic assortment for the department/categories
. Identifying local promo products, pricing each item and submitting forecasts/relevant reordering information to replenishment
. Setting MTD/YTD sales plans as per company directions
. Managing, reviewing, controlling P&L on daily, monthly, and yearly basis
. Collaborate with campaign managers, creative teams, and directors
. Managing and supervising sales campaigns and special events
. Planning and executing new product/brand launches
. Planning and executing in-store activities on monthly basis
. Researching consumer markets and opportunities
. Collecting market prices and conducting country price audits
. Contributing to the company promotional activities as required
. Coordinating with other functions such as operations, logistics and replenishment
. Monitoring economic performance of the assigned commercial departments across store formats, sales, gross margin, P&L and consistency with the company implementing corporate policies
. Set MTD/YTD business plans as per company directions
. Managed, reviewed, controlled P&L and A&P on monthly and yearly basis
. Developed and implemented strategies for marketing
. Planned launch of new brands/products
. Improved brand recognition and reputation
. Analyzed market trends and competitors’ methods
. Improved the brand’s reach to customers
. Researched consumer markets and opportunities
. Collaborated with campaign managers, creative teams, and directors
. Created go-to marketing strategies for brand to build brand loyalty
. Supervised campaigns to ensure brand consistency
. Estimated and established cost parameters, budgets, campaigns, and potential ROI
. Reported performance and assessed against goals for ROI and KPIs
. Lead creative developmeny of brand and marketing
. Reviewed timeframes and budgets
. Reviewed success of campaigns and developed ways to improve on brand recognition
. Consistently brainstormed and collaborated with team for new ideas and strategies
. Prepared weekly, monthly, and yearly reports on brand performance and marketing activities
. Managed demand planning & prepared monthly stock orders based on sales movements
. Prepared weekly and monthly stock & sales reports to monitor brands performance
. Managed and coordinated marketing and creative initiatives
. Lead market research efforts to uncover the viability of current and existing products/services
. Collaborated with media organizations and advertising agencies
. Brainstormed ideas for new campaigns
. Coordinated with the sales team and other departments to produce effective strategies
. Monitored running campaigns and ensured the team meet deadlines and complete necessary tasks
. Analyzed data to evaluate the success of the marketing efforts and come up with new ideas to improve brand marketing and exposure
. Ensured the company is communicating the right messaging to attract prospective customers and retain existing ones
. Updated senior leadership on the progress of marketing activities and reported on the results of campaigns
. Operated as the lead point of contact for all customers specific matters
. Built and maintained strong, long-lasting customer relationships
. Planned & supervised the execution of customer creative projects and interacted with creative teams to develop new ideas
. Developed a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors
. Communicated clearly the progress of monthly/quarterly initiatives to internal and external stakeholders
. Forecasted and tracked key account metrics
. Identified and grew opportunities within territory and collaborated with sales teams to ensure growth attainment
. Liaised between customers and cross-functional internal teams to ensure the timely and successful delivery of the company solutions according to customers needs
. Maintained high customer satisfaction ratings that meet company standards
. Completed strategic customer account plans as per company objectives
. Proactively assessed, clarified, and validated customer needs on an ongoing basis
. Account Manager for reputable clients: Huawei Technologies, Al Ghanim Industries (Honda), Ministry of Health, Joint Venture “Rizzani de Eccher - OHL - Boodai - Trevi, ROBT (Responsible for the Construction Project/Shuwaikh Road & Bridges)
. Identified, analyzed, and applied for government tenders which related to the core business/provided services of the company
. Compiled registration and qualification files and certified the company as a service provider with the K-Companies (Oil & Gas)
. Identified, analyzed, and applied for oil & gas tenders which related to the core business/provided services of the company
. Overlooked and supervised the business development team and activities and reported back to the management with the outcomes and results
. Secured lon-lasting contracts with key customers and achieved new business contratcs based on yearly targets
. Researched, analyzed, and monitored financial, technological, and demographical factors so that market opportunities may be capitalized on and the effects of competitive activity may be minimized
. Gathered and compiled information and prepared accurate and comprehensive reports and surveys with deadlines as assigned
. Liaised with the ministries and government authorities and built good relations with the key personnel to facilitate the work
. Engaged and interacted with Marketing & Business Development team to identify new and emerging business opportunities
. Project Manager: Initiated the revamping of the company’s electronic website
. Project Manager: Branding the organization’s fleet of vehicles (Buses & cars)
. Monitored the organization’s advertising and promotional activities including print, digital, and direct mail outlets
. Organized marketing campaigns and events to generate new prospect leads, identifying and qualifying opportunities for new businesses
. Timely adjustment of marketing strategy and plans to meet changing market and competitive conditions
. Conducted marketing surveys on current and new product/service concepts. Prepared marketing activity reports
. Sales of consumer lending products (car loans, personal loans and credit cards)
. Handled a group of people in implementing daily and monthly sales plans
. Associate Project Manager for Avenues Mall branch
. Prepared daily, weekly and monthly reports regarding the status of sales vs target
. Solved customer problems, complains and reported back to the management
. Acted as Relationship Officer in one of NBK biggest branches (noon shift)
. Responsible for developing advertising objectives
. Assisted in structuring and implementing marketing campaigns
. Coordinated with the advertising agencies with regards of the advertising campaigns
. Responsible for organizing events of launching new car models
. Prepared monthly reports of marketing activities
. Maintained good relations with newsletters, magazines and advertising/events management agencies
. Assisted in structuring and implementing marketing campaigns
. Assisted in developing advertising objectives
. Sales of consumer lending products (car loans, personal loans, housing loans and credit cards)
. Maintained good relations with clients, solved their problems and complains
. Prepared monthly Marketing reports about the efficiency of the Marketing plan vs Sales
. Prepared daily, weekly and monthly reports regarding the status of sales vs target
•Courses Taken: Managerial Accounting, Cost Accounting, Tax Accounting, Auditing and Internal Control, Material & Logistics Management, Cost Accounting Systems…