Regional Sales Manager
Ulker
Total years of experience :17 years, 6 Months
Regional Sales Manager
Ulker
Key Responsibilities:
Develop and keeping up-dated an Account Plan for the key account customers
* Prepare the business plan for the key account management
* Plan and manage personal business portfolio according to an agreed market development strategy
* Respond to and follow up sales enquiries using appropriate methods
* Maintain a physical presence in the field to reinforce the account strategy, in-store execution and identify high performers
* Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.
* Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development.
-Monitoring Performance and Reporting
* Monitor performance and compliance to Contracts, taking corrective action where appropriate
* Record, analyze, report and administer according to systems and requirements.
Planning/Carrying out/Supporting Local Marketing Activities
* Monitor and report on market and competitor activities and provide relevant reports and information
* Work with BU CD function to develop account specific standards for merchandising, range, promotions, pricing and equipment
* Issue a promotion calendar on a trimester basis as per CD guidelines
Conducting the Business Reviews
* Conduct and manage the business reviews of the direct reports
* Motivate direct reporting staff according to company procedures, policy to achieve the sales targets
Managing the Budget
* Manage the items according to the agreed budget
Being Responsible for the Sales Revenue and Prioritization
* Plan and prioritize personal sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales - especially managing personal time and productivity
• Direct and coordinate activities involving sales of toys in the central region.
• Help prepare the plan and follow up on its implementation with local sales supervisors and salespeople.
• Confer with potential customers regarding their needs and advise customers on types of products to purchase.
• Resolve customer complaints.
• Oversee regional and local sales supervisors and their sales teams.
• Review operational records and reports to project sales and determine profitability.
• Monitor customer preferences to determine focus of sales efforts.
Territory Development Supervisor
at Dubai Refreshments PSC, (Franchisee for Pepsi Cola International
Location: Ras Al Khaimah, United Arab Emirates, UAE
Company Industry: FMCG
Job Role: Sales
Efficiently accomplish Sales Targets, supervising & evaluating BRAND/PACK sales, instruction & Educating the Sales Staff and ensure product penetration & thus develop Market Share.
Enhancing accounts allied with ‘B’& ‘C’ classes, Formulate & develop Credit Policy system in the organization.
Introduced Market programmers in par with Budget constraints.
Trade Channel development utilizing numerous marketing packages..
Adept knowledge in Business Objective and Utilization of Budget ensuring cost effective operations.
Scheduling & methodizing Business Objectives in accordance with the Business Requirements and reaching Business Objectives
Developing profitable new business within the territory assigned.
Developing the existing customer base by coaching and training the territory team
Set clear and deliver objectives that are consistent within company with each member of team.
Review progress on weekly basis and report to the sales manager.
Ensure clear communication and adherence of pricing and promotion.
Provide recognition and feedback to the territory sales team.
Assess performance capability through WORK WITH’S and ONE with ONE’S.
Align with sales capability manager to deliver group training as required.
Maintain physical presence in the territory to ensure understanding of customer needs.
Achievement of territory monthly sales volume objectives.
Availability of SKU’s within the territory as per company’s guidelines.
Improve routes productivity KPI’s for all routes within the territory.
Dubai Refreshments - Pepsi Cola (PSC)
Key Responsibilities:
Developing Business Strategy
• Sell to the targeted new accounts and customers with multiple outlets
• Sell in new products, equipment and merchandising techniques to existing customer base where opportunities are identified by the TDM.
• Sell in authorization for products, packages and promotions to all regional accounts within the territory.
• Communicate and support the roll-out of consumer and trade activities.
• Participate in negotiating and drive the execution of all CDA’s within the territory.
• Ensure that all the targeted accounts in the territory are compliant with the Pepsi-Cola merchandising and presence standards (model store)
• Keep the account files in line with Pepsi standards
Providing Territory Support
• Demonstrate selling techniques through joint calls with CR based on TDM direction
• Actively participate in problem solving meetings with territory colleagues
Monitoring and Tracking the Performance Distributor -- / Traditional Wholesaler
• Measure and influence distributor’s productivity (Volume growth, out of stock, delivery, price)
• Ensure key accounts distribution to support distributor (Ensure secondary distributors for traditional wholesalers)
• Develop potential wholesalers for backup.