Group Commercial Director
BMB Group
مجموع سنوات الخبرة :11 years, 9 أشهر
Accomplishments:
• Head-hunted for an executive leadership position- Group Commercial Director, proffered vision, headship and oversight required to deliver excellent results and achieve all organizational commercial goals.
• Proffered direction, and leadership to all Commercial departments (sales, marketing, distribution & revenue mgmt.).
• Brought onboard to command the business and shoulder P&L ownership for the Group.
• Harnessed innovative technology and pioneered the digital transformation process among cross functions to enhance business process thereby business efficiency.
Responsibilities:
• Commanding all the commercial aspects of the Group, establishing commercial strategy, and ensuring strategy integration among the business functions.
• Developing and executing the enterprise vision, sales & marketing strategy to deliver excellent results for growing revenue, market share & sustainable commercial growth.
• Leading all the sales channels for the entire business and setting the sales and operation plans with the teams.
• Building the SO&Ps for the sub-functions including the demand, customer’s accounting, and R2M.
• Initiating customized strategy/action plan per channel, and market. Proffering new strategies for successfully negotiating contractual provisions with key retail channel partners to reduce the cost of doing business, optimize trade investment, introduced full conditionality of spent & maximized ROI.
• Enforced adherence to OPEX allocated in the Division's yearly budget. Boosting financial performance and profitability by providing intelligence, reporting and analysis on budgets, strategy and spending.
• Partnering with the R&D team to inject the right NPDs into the business creating the right penetration as well as ensuring sustainable growth to the business.
• Shouldering onus for marketing and sales operations, growth margin and pricing strategies, and product management to maximize profitability.
• Delivering real-time intelligence for making better-informed decisions. Monitoring market dynamics as well as competition to grow/maintain the MS per brand.
• Negotiating and signing all the agreements for the top customers.
Accomplishments:
• Under my visionary leadership optimized commercial power- propelled sales and revenues
• Offered game-changing insights for resolving challenges and enhancing the bottom line through aggressive sales & marketing.
• Supported in-country teams in customizing marketing & promotions to achieve established business growth objectives.
Responsibilities:
• Headed the sales department, and steered business expansion through aggressive sales initiatives that deliver growth in revenue, profit, and market share across all key markets across the GCC, and Jordan.
• Supervised sales across all channels including modern trade, traditional trade, HORECA, export sales, trade marketing, e-commerce, and the distributors among KSA and the GCC Region
• Shouldered responsibility for the successful delivery of commercial performance/ P&L accountability for the region.
• Negotiated and finalize business development agreements (BDA) with trade partners and monitor the effective execution of plans to maximize return on investment (ROI).
• Envisioned regional/ GCC goals, and played a key role in planning strategies to meet those long & short-term agendas/ sales turnovers. Monitored forecasting, business performance as well as business compliance.
• Monitored and ensured smooth supply chain operations to maintain optimum inventories of all SKUs across the region.
• Partnered with HR in building the highly qualified stellar sales team, co-managed recruitment, training, performance management, incentives and career development.
• Set the departmental KPIs for each department /channel and evaluated the effectiveness; ensuring the implementation of appropriate strategies for the business verticals.
Accomplishments:
• Directed business operations in the modern trade channel across Saudi Arabia, Gulf countries, Egypt, and Jordan.
• Established annual operating plans (AOP) and associated strategies to achieve business development and sales target for each country, category and customer.
• Significantly contributed to the achievement of mutually agreed business outcomes by developing joint business plans covering sales, promotions, trade terms and discounts in collaboration with leadership teams of key accounts.
• Facilitator and champion of change, optimizing Route To Market, transforming the traditional way of servicing customers to a structured and innovative platform that will result in generating incremental revenue and expanding the ability to satisfy ultimate levels of customer service cost-effectively.
• Entrusted to lead the implementation of the company’s retail transformation strategy in the region.
Responsibilities:
• Led the development and execution of strategies and plans to deliver regional business objectives related to sales, revenue, profit, customer service and growth.
• Defined regional sales objectives, allotted sales targets and quotas for various countries/areas and supported the achievement of planned business outcomes. Led performance reviews of each country, category & customer, and ensured implementation of effective improvement plans.
• Progressively delivered excellence in developing route-to-market (RTM) strategies for cost-effective, efficient trade marketing and distribution across the entire supply chain from warehouse to end customer.
• Drove operational efficiency for modern trade channels. Integrated the value chain across logistics, sales, marketing and customer service to optimize operations and maximize returns to the company.
• Implemented marketing strategy across the region as well as strategies to build brand identity and equity.
• Custodian of regional sales budgets, evaluated/identified variances and implemented effective corrective and improvement plans. Shouldered onus to generate measurable ROI from available budgets to drive strategic success.
• Conducted market research to map market trends, consumer behavior and competition, identified opportunities for new product lines, changes in the product portfolio, packing, and service and recommended appropriate action plans.
• Cultivated high-performance winners, and fostered a strong ownership mentality among the regional sales team to attain peak revenue results.
Accomplishments:
• Headed a cross-functional team comprising sales, marketing, finance and operations and managed business development and sales of the company’s product portfolio in KSA.
• Developed and implemented effective marketing strategies and sales plans to achieve business growth targets through enhanced business with existing clients as well as the acquisition of new client accounts.
• Designed and executed route-to-market (RTM) strategic plans ensuring the successful launch of new products as well as sustainable growth of the entire portfolio by aligning marketing, sales and distribution and optimizing spending.
Accomplishments:
• Managed sales of various categories in the assigned territory to promote and drive business growth.
• Supervised field operations across retail outlets dealing with sales planning, implementation of planograms, visual merchandising, stock rotation and introduction of new lines.
• Managed relationships with trade partners, negotiated and signed business development agreements (BDA), planned and implemented trade investment and ensured optimum return on investment (ROI) for the spend.
• Delivered targets related to sales volume, OG, distribution, coverage and visibility as well as reach and penetration objectives across the region.
Previous Professional Experiences:
• Mar 2010 - Aug 2012: Key Accounts Manager, United Group, Riyadh, KSA
• Mar 2008 - Jan 2010: Key Accounts Sales Supervisor, Americana Group, Khobar, KSA
• Dec 2006 - Feb 2008: Key Accounts Sales Supervisor, Red Bull, Cairo Egypt
Master of Business Administration (MBA), Sikkim Manipal University, India – Dammam Center KSA, Apr 2012; 70%
Bachelor’s Degree in Arts and Education, Al Azhar University, Cairo Egypt, Jun 2004; 80%