Country Sales Manager
Mondelez International
Total years of experience :32 years, 2 Months
•Managing total profile of Mondelez across the cluster.
•Consolidate Cadbury business to have more focus with timely KPI.
•Driving company agenda by huge focus in confectionery and snacks category.
•Snacks and Confectionery growing at strong double digit growth ahead of GCC growth.
•Improved the distributor P&L form 14% to 16.25% in H2 by right mix.
•New Route to Market with aggressive vision till 2017.
Independently managed BDA & JPB for Carrefour / Lulu team both UAE and Oman
Launch new RTM based on the market need and company vision.
Route to Market strengthen Unilever control over Oman Market.
Responsible for Total Oman GT / UAE Tier II & III business. Restructuring business setup with distributors, reshaping route to market with Traditional Trade /Key Accounts by Region / route setting KPI’s, roles responsibilities build conquering team, with sales force teams. Development highly motivated and result oriented field force structure, reshaping customer management with focus to improve performance together with cost of operation reduction. Focus on product penetration across trade channels and create opportunities, JBP & KPI`s standards with distributor / customers.
Introduced MOU with measurable KPI and targets to Distributors and sales team across all distributors.
Install B2B (Back to Basics) + Business to Business model in the new RTM.
Increase the efficiency across functions be it logistics, finance and category.
Introduced Category management with be it investments or channel developments to optimize TMI (Trade Marketing Investments)
Remarkable growth in 2011 of 15%, 2012 - 27% and 17% in 2013-.
Independently launch Oman Market & exceed the Management provision budget by 70% year on year.
In 2009 delivered the best sales growth (15%) among 5 regions in KSA and gained 150 BP market share through different projects and activities during the year in Oman Market.
Delivered a record sales growth in the history within just 1 year of launch of Oman Market.
Moved to Qatar with additional responsibility of Qatar / Oman based in Qatar.
Promoted to lower Gulf Manager based in Dubai - UAE. Managing UAE / Qatar & Oman.
Signed Carrefour BDA for total Gulf with 0% returns which improved the returns with very minimum investments.
Launch cross category promotions with Oreo & Al Safi long life milk for total GCC with the objective to increase the consumer base + awareness, independently managed the planning, negotiation and coordination this was very huge success across the Gulf increased our market shares 6BP in category.
Led the sales and merchandising force of 50 people. Developed, Trained and coached them to meet their Accountabilities.
Participated in the Customer Development department restructuring and business processes development.
Responsible to protect and gain market shares through local activation initiatives.
Responsible for the business development plans, sales forecast Point-Of-Purchase activation, annual business development agreements, in-market execution of the category & brand plans in terms of promotions, innovation & activation.
Accountable to deliver the region’s monthly, quarterly & annual targets (Value & Volume).
Responsible to establish and maintain professional business relations with all customers and maintain high level of customer service and customer satisfaction.
Manage the regional overheads budget. Also responsible for PNL of ASD & Distributor.
Responsible to implement the company’s category strategies in the region across all trade channels.
Many of the initiatives taken have become Business Development.
Promoted in Sept 2009 with additional responsibilities and Qatar Market.
2010 recorded 8% growth with a saving of 3.8% BTL & Over heads.
World largest fmcg Co manufacturing & marketing top brand, like LUX, Fair & Lovely, Sun silk shampoo, Signal & Close up toot - paste, Jif & Omo, Lipton & Knorr in Food Div .
Fully Managed by the Unilever Management.
Job profile.
Independently handling the entire business of Muscat capital with once distributor.
• Achieved the highest sales growth in the business history of Oman in 2004 & 2005.
• Restructured the entire operation, introduced pre - sales concept 1st time history of Uniliver.
• 1st year 22% growth in entire region, Pre Sales concept was introduced across Oman in 2005. Single headed the project.
• Reworked the promotional + In Store calendar which Reduce spend by 1.25%.
• Led the National sales and merchandising teams of more than 70 people located in various regions of Oman, developed & built their capabilities to achieve their targets.
• Developed 2 staff members to become Oman Business Leaders now.
• Analyzing distributor’s performance ensuring ROI.
• Introduced dates for replenishment which eased the pressure on the supply & Sales performance.
• Improved Forecast Accuracy from 55% to 94% at the Brand Level.
• Created and executed the Areas annual sales plan for all trade channels and categories.
• Led the annual business agreement negotiations with the top customers.
• Managed and controlled the annual sales support budget.
• Managed all below the line activities for trade and consumers as well as local activation initiatives.
• Many of the initiatives taken have become Business Development Best Practices in Unilever Arabia.
Handling a team of 8 people with 3 agencies responsible for whole business of the said agencies independently all major key Acct for new listing promotion booking spaces rentals do promotion trade& consumer
Promotion at the required time with the asst of the principal & sales manager. Launching new products keeping balance relation with sales team & management . Also have a good relation with the trade .
Directly responsible for the sales of whole sale market where it was 350k & now it is 1.2 million also 35 % growth in key acct & van sales
Handling a team of 12 sales people in central region of Riyadh
Making their journey plans fixing sales target, trade scheme, having
Control on market out standing, evaluating their sales in weeks making
The % of distribution, sales with each s k u & directly in charge for
U s air base located in Riyadh had cont with friendly forces of water
supply of 1 container /day also handling major key acct & whole sale market . Have worked thought Saudi Arabia
Was responsible for sales & distribution, handling 2 half states with 5 distributors & 8 sub distributors working with manufacture of Pepsi bottling was completely responsible for the entire business of the authorize distributor, training the sales team of distributors maintain the proper stock at the distributor point making maximum dist , taking independently decision for market development plan, participating in occasional program to achieve the
Sales figures also keeping up date record of each distributor performance. Incentive for the sales team of distributor to boost their performance in market , keeping close watch on market & competitor
Activity taking care of funds of distributor A/C