Business Development Manager
Philips Morris International
Total years of experience :19 years, 5 Months
Responsibilities
• Lead a team comprising of territory executives, promoters and technical staff, monitoring achievement of volume and market share targets.
• Plan, implement monitor and evaluate commercial and visibility strategies to deliver agreed business results.
• Develop and execute effective workflows for optimum utilization of sales executives and promoters ensuring total market coverage in the territory.
• Monitor performance of all outlets and ensure availability, visibility, potential, distribution and price compliance related to Philips Morris products.
• Prepare and implement the visibility and promotional budget for the territory ensuring optimum utilization of approved funds.
• Implement national and local trade programs, adult consumer promotions and engagement activities.
• Plan and procure required tool kits covering in-store displays for management of the visibility cycle.
• Establish KPIs and targets for teams and individuals, monitor performance and provide support for improvements in productivity and results.
• Conduct market research and analysis to map consumer preferences and competitor activity and provide strategic inputs to the management.
• Evaluate achievement of actual sales against targets and produce management reports recommending improvement plans.
Responsibilities
• Managed the sales team and led business development and sales of the company’s portfolio of products and services in the B2B segment.
• Developed and implemented strategic plans, successfully delivering sales, revenue and growth targets.
• Formulated and executed action plans to establish the company’s presence in the market and expand its customer base.
• Managed the recruitment, orientation, deployment, training and performance monitoring of sales representatives.
• Built and fostered long-term relationships with customers by mapping and fulfilling requirements and providing high quality service support.
• Evaluated business performance and prospects and produced reports covering statistics of sales, revenue and expenses as well as realistic forecasts to the management.
• Identified and reported emerging markets, market shifts, new product opportunities and competition.
Responsibilities
• Led the company’s merchandizing and visibility team in Tunisia and worked with cross-functional partners in implementing merchandizing strategies for continual enhancement of the visibility of company brands and products.
• Participated in creation of product stories utilizing current visual merchandizing trends aligned to brand vision and overall business objectives.
• Secured and maintained prime display space in retail outlets by negotiating contacts with major retailers.
• Liaised with the trade marketing department ensuring incorporation of visual merchandizing standards in to trade agreements.
• Formulated guidelines and established working processes for implementing and sustaining visual merchandizing standards.
• Supervised the team of merchandisers, determined monthly KPIs and weekly targets, monitored performance and recommended improvement plans.
• Developed monthly field visit program for each merchandiser as per management’s objectives and provided hands-on support by accompanying them to the field to guide delivery of results.
• Drove key retail programs based on market segmentation in each commercial sector.
• Managed the merchandizing team in implementing processes and programs to boost visibility including in-store displays and product planograms to capture higher share of shelf in retail channels.
• Drove trade and market advocacy programs to improve consumer preference as well as volume and market share growth for the company’s products.
• Monitored and responded to competitor activities in the market to maintain and gain market share for the company.
• Supervised a team of analysts, extracted and analyzed business data and monitored performance based on defined indicators.
• Developed and maintained dashboards for various operation teams and reported results to senior management and clients.
• Ensured adherence to specific requirements related to different statistical operations, identified variances/anomalies and recommend adjustments.
• Managed a team of sales executives directing day-to-day activities for promotion and sales of medical equipment.
• Reviewed current sales practices and techniques and recommended modifications to improve relations.
• Developed annual sales plans, programs and budgets and ensured efficient execution to deliver sales, revenue and growth objectives.
• Coordinated promotional events like medical seminars and exhibitions as well as participation in trade fairs.
• Ensured consistent deliver of high standard customer service and support to all clients.
• Managed all aspects for prospecting and following up with potential customers and generating enquiries for company products.
• Reviewed customer enquiries and prepared all documents for bidding/quoting for business.
• Followed up for receipt of orders, coordinated execution of orders and ensured on time collection of payments.