Head of Sales
National Food Products Company
مجموع سنوات الخبرة :25 years, 10 أشهر
Responsible for overall Sales of National Food Product Company (Brand: Lacnor / Oasis / Gulf and Safa / Royal Baker)
Responsible for the overall Business Planning process, Marketing and Brand Management, Key Account Relationship, Vendor Relationship, achievement of budgeted sales volume and GP Targets, and identification of key success criteria and their measurement and delivery.
Ensure that operational efficiencies are achieved and are able to support the business growth.
Arla Foods - QATAR Oct 12 till Septmber 2017
(A joint venture between Arla Foods & Qatar National Import and Export.)
Country Manager - QATAR
• Responsible for overall Arla business operation in Qatar (45 direct and 30 indirect staffs)
• Responsible to achieve overall P&L (Handling value chain, selling price, mark up, sales
budget, forecast, logistic, HR, Admn, Sales and Marketing)
• Responsible to develop and execute the deployment of a yearly cost, sales and marketing
budget and make sure that it is leading to best ROI
• Responsible to prepare strategic platform for overall business operation.
• Responsible to maintain the relationship with partners.
• Inspire, educate and train the staffs to achieve company objective.
• Lead and engage with key cross functional partners in Logistic, Finance, Legal and HR to execute strategy and drive growth.
• Provide leadership to encourage a cohesive, customer focused and motivated sales team
• Approve all the recruitment, appraisals of all sales / marketing/ accounts staffs
• Part of regional marketing team who approves the final marketing plans for the MEA region
• Responsible to provide guidelines on BDA / Trade Marketing / spends.
• Responsible to develop a system with clear procedures and guidelines on all functions
• Part of Arla Foods MEA regional management body
• Responsible to provide training to Arla top and middle level managers (at regional level)
• Achievement: Annual growth of 26% on consecutive years, profit growth of 45%, employee
turnover was less than 5%; D&E is less than 0.7%; Forecast accuracy is 94%
P.O. Box 55927, Doha, Qatar
Mobile: +974 5 581 584 3, Email: apallipath@gmail.com
Arla Foods - UAE June 04 till Sept 12
(A joint venture between Arla Foods & National Food Products Co.)
Business Unit Manager (Retail and Business Development Division) - UAE
• Responsible for two business units, which contributes more than 60% of Arla UAE business.
• Part of Arla Foods top-level Management Body who is responsible for the overall business
strategy in UAE, Oman, and Qatar.
• Responsible for P&L of the business unit in UAE (Retail and Business Development Division)
• Prepare the annual budget (Volume / Value) and also responsible for annual cost budget.
• Prepare the annual sales plan - includes strategies and action plan for the coming year.
• Recruit, train, and appraise all the sales team (consists of 3 Area Managers, 7 Sales
Supervisors, 3 Sales and Marketing Coordinators, 35 Sales Rep, 26 - Sales assistants)
• Responsible for handling yearly trade marketing budget.
• Responsible to prepare, negotiate and approve BDAs with Key customers.
• Responsible for the implementation of all BTL activities to reach key objectives.
• Prepare a monthly sales analysis Vs budget (Volume and Value) and take corrective action to achieve the annual sales budget.
• Develop new channel partners to grow and expand
• Prepare quarterly sales forecast
• Prepare and present monthly progress report to GM which include branch level / product level
sales development, branch level cost development, credit control, key customer sales
development, category developments etc
• Plan / execute tailor made promotions for Key customers.
• Conduct monthly sales meeting - salesman level, Supervisor level and Management level.
• Handled Indian operation for Arla Food for two years as an additional responsibility.
Arla Foods (Arla-NFPC) - UAE and Oman October 00 - May 04
(A joint venture between Arla Foods & National Food Products Co.)
Product Manager for Lurpak and The Three Cows Brand in UAE & Oman
• Prepare / develop a yearly Marketing Plan for each product / category under Lurpak / TTC
Brand.
• Develop new brand strategies, in line with the brand platform to insure yearly growth in all
main categories.
• Initiate / co-ordinate with product managers in KSA & Denmark for regional campaigns.
• Responsible for handling the approved marketing budget (specified in the marketing plan)
• Responsible for the implementation of all marketing activities to reach key objectives.
• Liaise with advertising agencies concerning all related issues.
• Prepare a monthly analysis based on retail audit data.
• Initiate relevant consumer research and analyze results
• Plan & execute new products launches.
• Prepare quarterly sales / marketing forecast
• Achievement: Market Share development: Lurpak has reached 66% from 56%; 3Cows Feta
has reached 30% from 22%; launched 3Cows Feta brick in different variants; Launched
Lurpak Spreadable and Lurpak Ghee in UAE / Oman markets.
P.O. Box 55927, Doha, Qatar
Mobile: +974 5 581 584 3, Email: apallipath@gmail.com
National Food Products Co. (NFPC), Abu Dhabi - UAE August 98 - September 00
(Holding company of: Lacnor, Milco, Oasis, Plastic & Trading companies)
Sales and Marketing Coordinator - Trading Division - UAE
• Meet the supplier (principal company) and discuss the yearly Marketing Plan.
• Implement all BTL activities in UAE, and ensure a cost effective spending.
• Meet clients (supermarkets mainly) for promotions & new products approvals
• Conduct market surveys, and relevant analysis.
• Monitor sales and collection on daily basis.
• Responsible for new product approval / listing in Key Accounts.
• Implement all BTL activities in Abu Dhabi.
• Also taken the responsibility of a Sales Supervisor for ONE year.
Bachelor of Science (BSc) - Specialization in Physics and Maths Calicut University - India 1989 - 1993