indirect channel manager
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Total years of experience :20 years, 1 Months
Responsible for business plan implementation with regards to market share volumes, NOI & OEAT. Initiating growth plans, strategic tactics & initiative to achieve business plan. Manage the company’s relationships with its indirect sales channels (“channel partners”). Deployment of distributor programs aligned to Global Distributor/Marketer Strategy Ensures Operational Excellence of the distributors. Manage Sales & Supply Chain meetings and provides support to ensure smooth resolution of supply-related issues. Responsible for deployment of rebate/incentive structure for commercial & consumer Distributors and cross-functional coordination to resolve any related issues. Responsible for deployment of lubricants competency development programs for distributors. Identifies opportunities to develop strategic relationships. Managing & coaching sales team to introduce and operate new business opportunities. Responsible for initiating and implementing integrated full year marketing plan. Responsible for ensuring SHE organization standards are applied full time. Responsible for analyzing competitive land scape data to produce dynamic response. Region Price committee active participation. Develop sales forecasts and facilitate information exchange regularly with Director. Analyze factors in the marketplace to formulate forecasts, estimates and projections that impact selling initiatives. Produce action plan for new projects. Monitor key metrics to identify areas for improvement. Managing, coaching and evaluating sales team performance to ensure BP achievement.
• Creation of new retail chain including petrol stations, lube shops & distributor
• Setting up full operational manuals
• Preparation of chain P&L analysis
• Managing sales team to safely operate the Retail chain with regards to increasing revenues and cost efficiency.
• Launched Castrol lubricants brand within the chain according to Castrol UK standards.
• Responsible for indirect sales and chain management
• Providing special promotions for the sake of incremental sales volume
• Performing credit risk assessment when required with regards to Maintaining zero credit exposure for the organization
• Develop Direct Sales strategy, business plan and budget in line with Corporate Strategy
• Handle DOA with respect to dealer and company profitability
• Coaching new territory supervisors.
• Assess service levels; help in the introduction of service culture initiatives
• Monitor competitor activities (planning applications, land purchases, pricing modifications, NTIs etc.)
• Participate in the initial management review of site investment and give inputs to Real Estate function in respect of sales objectives for NTI sites
• Initiating full setup for operations, & logistics structure, process & procedures
• Hiring full team of planners, accountants, dispatchers, freight controllers.
• Providing full training for the whole team in order to initiate the business
• Shared in SUN system implementation, testing & staff training
• Secured external relation communication channels with service providers.
• Initiated transportation and freight carriers relations in accordance with set process & procedure
• Created professional PR with the supply authorities
• Managed full operations & logistics with relation to cost efficiency factor .
• Planned required supply with necessary reserve.
Shared in Etisalat launching by introducing new key accounts
Acquire the most effective chains nationwide & develop close partnerships
Achieving a deeper nationwide sales coverage
Optimizing the power of the Etisalat brand & the Account brand and provide the customer with the proper experience.
Unify the TKA product, look & feel across accounts of the same segment
Shared in Defining selling Proposition per segment
Develops and implements Key Account sales strategies for achieving sales and distribution goals.
Develops TKA forecasts, reviews & action plans based on analysis of actual results vs. forecast sales through the use of Sales reports.
Manage a team of Key Account supervisors towards achieving sales volume, market share, and branding and profit objectives.
Communicate with Account supervisors and Marketing to develop effective Retail Marketing programs which include in-store merchandising and product displays, retail advertising & promotions, and associate training. .
Define the ideal proposition & commission structure for each account.
Defined dealers’ evaluation criteria.
Develop programs to drive sales across all accounts based on solid marketing research.
Locate business opportunities within non-conventional distribution channels.
Follow-up and evaluate Account Supervisors / executives performance in a task driven environment.
• Fully managed a territory of 35 retail sites with the scope of responsibility including -but not limited to- sales, rents, profitability, legal contracts, daily operations and logistics.
• Evaluated S/St profit centers and provided analysis and recommendations to maximize efficiency and income potential through direct consultation.
• Analyzed dealer credit status and recommended changes in the Dealer’s approved credit and solved financial problems including overdue.
• Performed Site/Dealer Profitability Analysis for all company owned sites in the territory and determined monthly Rents received by EME from dealers.
• Performed Quarterly Trade Area Analysis for each site to analyze trade area market shares, turn-in ratios, competitor performance and determine potential improvements.
• Performed a study on off-site sales potentiality in the territory and accordingly set an incentive scheme for selected dealers that led to an overall increase in the Territory’s GASOIL sales of 16% versus prior year.
• Forecasted and built the volume plans for 2005-2006-2007 for two territories (Alex-Delta)
• Initiated a plan for improving average throughput and sales efficiency in the territory by divesting inefficient sites and switching other sites to owned trucks instead of contracted ones.
• Worked closely with Real Estate department on preparing studies for investments in new sites, divestments, Rehab and Rebuild projects for existing sites as well as engaging in company real estate asset sales.
• Worked closely with CS and dealers to ensure smooth supply of products to the outlets.
• Coordinated with Asset Management Department to ensure the application of effective maintenance to S/Sts assets.
• Solicited dealer buy-in on partnership strategies with the company and employing company systems including Inventory Management Systems, Safety Management Systems, On-Line Ordering, rent values, etc.