Commercial Manager
Vortex “ FMCG Distribution Division”
مجموع سنوات الخبرة :16 years, 7 أشهر
KEY RESPONSIBILITIES
o Set department goals, strategy and measures.
o Ensure strategies are implemented through action plans & rolled out across the organization.
o Set organizational structure to meet current and future business needs.
o Set sales forecast.
o Influence and integrate other department strategies to complement sales dept.
o Continuous re-invention of Go-To-Market to deliver profitable & sustainable growth.
o Ensure all trade plans are executed across all channels.
o Look over all marketing plans and ensure they will deliver expected sales, share & profit growth.
o Manage, influence or adapt suppliers plans to ensure share gain across categories.
o Maintain top to top retail relation to deliver partnership driven growth.
o Profit, Sales & share responsibility.
REPORTING LINES & BUSINESS SCOPE
o Reporting to General Manager.
o Annual Business Size: $ 30 + Million annually.
o Total Sales Department : 100 People +
KEY ACHIEVEMENTS (actual numbers not included for confidentiality)
- Doubled the business of Vortex since taking over in 2019 by:
o revamping structure based on channel and category focus,
o applying field resources based on coverage sufficiency,
o revamping sales incentive based on new KPIs,
o focusing sales on delivering breakthrough results in share of shelf, share of display and share of feature.
o moving from country forecast to channel forecast,
o introducing automation to the sales force, automated trade spending and claim to free up cash.
o Reducing OOS to best in class at industry level.
o ensuring we win disproportionately with new stores, new businesses and premium innovation
o Moved Traditional Trade sales from classic mobile sales system to automated visual selling. This lead to doubling the sales, the calls efficiency and the number of “Perfect Stores”.
o Masterminded, Conceptualized & developed “Sales Tool” for Just-In-Time fundamental data across full market.
KEY RESPONSIBILITIES
o Set & steer the execution of short, medium & long term strategy of the Consumer Goods business to deliver sustainable growth (top-line and bottom line).
o Deliver operational excellence throughout the organization. Continuous challenging and improving current standard operation procedures.
o Identify, propose & overlook core projects that deliver business development opportunities &/or operational efficiency.
o Continuously improve company’s portfolio while maintaining a focused organization.
o Monitor & influence critical performance indicators that impact Cost, Cash, Margin, & Sales to deliver Profits.
o Create & Lead a winning organization, through highly effective, motivated and capable teams that are headed by effective senior leaders.
o Build and maintain a strong business relationship with key external & internal stakeholders.
o Develop leaders of the future.
o Overlook, Steer & Influence brand & category plans to deliver share and sales growth by channel. (Groceries, Mini-market, Supermarket, Hypermarket, Wholesale & E-Commerce, B2B)
REPORTING LINE & BUSINESS SCOPE
o Reporting to General Manager.
o 1 Sales Managers.
o 1 Business Development Managers.
o 1 Finance Manager.
o 1 Logistics Manager.
o 1 Consumer Goods IT Manager.
o 1 Supply Planning Manager
o Annual Business Size: $ 100 + Million annually.
o Total Staff : 400 People +
KEY ACHIEVEMENTS (actual numbers not included for confidentiality).
o Delivered continuous growth in Profit, Sales and Shares across 2015 / 2016.
o Improvement in return on sales through delivering a more productive Go-To-Market structure.
o Established a team to service E-Commerce & deliver incremental sales.
o Revamped spending & trade collection to improve cash flow and profits while minimising risks.
o Created, Conceptualised & overlooked the execution of an “out of the box” commercial proposition & go to market that delivered over 30 % of growth in Wholesale and 50% in Modern Trade over 2 years.
of yearly and monthly sales target, volume & value.
•Responsible of Brand P&L and ROI.
•Monitor distribution strategy and oversee the Route to Market Model by channel.
•Maximize yearly coverage and increase market share.
•Responsible of the yearly, monthly forecast and inventory of the total portfolio.
•Ensure strategic relationship with customers and optimize joint business plan (JBP) and KPI across channels.
•Lead the commercial negotiations and terms with customers and suppliers to achieve the business objectives.
•Intensify regular visits to the dealers, distributors and other key personnel.
•Implement promotional plans (A&P), product positioning and POSM deployment.
•Collaborate with other corporate functions of the business (finance, supply chain & Logistics).
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Volume, Value Business & Profitability against ASP (Annual Sales Planning) for the Chain by location.
•Execution of monthly promotion with creativity at each store on alignment with our Marketing and Category heads.
•Review of business with Chains store team and Category Manager on driving the category with their support every Month.
•Ensuring 95% OTIF (On time in fulfillment), own the stores with the best shelf share and visibility.
•Driving the JBP parameters with KA to drive effective and sustainable growth (Effective use of Data Sharing, driving multiple visibility space, Achieving the monthly Target, and timely payments)
•Regularly have financial review with the Accounts Manager/MT Head to ensure that the Budgeted Top-line and Profit Targets are achieved.
sales targets in volume & value for all products and customers within responsible territory.
•Ensure and execute the listing products, RSP, JBP and collection in targeted modern trade chains in the respective territory.
•Promotes all products to the modern trade customers with assigned coverage rate, market & shelf share according to the JBP.
•Implement sales plans and marketing activities according to plan and provide feedback to the front-line sales manager and marketing team.
•Follow up on the delivery schedule and after-sales service with the customers.
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