Director Of Operations
Al Zubarah Dates & Food Factory
مجموع سنوات الخبرة :18 years, 9 أشهر
Executive Director for New upcoming FMCG company in Qatar
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Functional:
❖ This position is for entire Qatar for all the 3 verticals ( Dairy, Beverage, Ice Cream & Export Frozen products).
❖ Lead and Manage the Team of Assistant Sales Managers, Sales & Merchandising Supervisors, Key Account Sales
Executives, Merchandisers, etc. to achieve business objectives.
❖ Drive all Trade Negotiations, Secure Share of Shelf in line with Brand Expectations and Ensure full implementation of
all Trading agreements.
❖ Monitor and Review effectiveness of all Trade Activations, Coverage and Trade Service Levels.
❖ Sales Forecast prepared based on Market Activity Plans and Review on a monthly basis.
❖ Prepare Account Specific business development plans. Allocate Trade Investments Budgets and ensure utilization as
per guidelines.
❖ Identify Key Opportunities in assigned Channel and create customer specific action plans. Example Shelving
Improvements, Location, etc.
❖ Ensure Implementation of Sales Fundamentals as per Brand Objectives.
❖ Conduct quarterly Business Reviews with the top customers and develop Business Plan.
❖ Negotiate and finalize new product listing, price changes, promotion selling and displays in the outlets.
❖ Monitor Competitor activities and implement Tactical activities to counter the same.
Organizational:
❖ Provide Coaching for Key Account team by regular field contacts and provide written feedback for development.
❖ Encourage superior sales performance through monthly and quarterly incentive plans
❖ Train Key Account team on product knowledge, customer management, route planning, and collections.
❖ Conduct biannual appraisals for all FSM's and KAM's reporting.
❖ Review effectiveness of Coverage and journey plans and update the same periodically.
Financial:
❖ Working as profit center head for the department, also involved in cross functional department budget & P & L.
❖ Ensure that the volume and value targets allocated for the assigned channel are achieved
❖ Manage Collections from all Credit Customers, Evaluate Credit limits and recommend changes of any based-on
customer performance and payment history.
People:
❖ Ensure the team is fully aware of their roles, responsibilities and monthly priorities
❖ Ensure the team is adhering to work timings, daily report submissions and professional approach to all customers.
❖ Manage the Annual Leave Plans for the team and ensure continuity of coverage and service to the customers.
Operational KPIs:
❖ Sales Volume and Revenue vs Budgets
❖ Trade Spend Management, Finalizing of Annual Trading Agreements
Coverage
❖ Share of Shelf, Range Availability, Pricing and Displays
Managing branch operations and ensuring efficient operation on a day- to-day basis. Improving productivity and streamlining branch activities to maximize results and achieve peak performance levels.
❖ Plan forecasts, Budgets and business plans and work in line with Country Manager achieving the companyobjective. ❖ Achieved revenue growth YOY to 13 % for my branch.
❖ Vimto cordial sales growth in revenue for Ramadan 16 % YOY ahead of other regions Abud Dhabi, Oman, Qatar,
❖ Achieve budgeted sales volume & margin of Sub Brand wise products to deliver company’s targeted profitfor ❖ Achieve distribution targets for all products/ SKU’s as per recommended portfolio in all trade channels to optimize sales & market share. (90% to 100% in Organized Trade & Fragmented Trade based on classification of outlets and category of products)
❖ Managing budgets, allocating branch funds, and defining financial objectives
❖ Key account management, Joint Business Plan for Organized Trade.
❖ Working as profit center head for region.
❖ Monitor & ensure that the orders on products are in line with market demand to control wastage & optimize sales. Ensure that the TC & debtors within the company TC/ credit policy to avoid any financialloss.
❖ Make sure all members in the team adhere strictly to quality & safety policy to protect the company’s trust & goodwill among customers & consumers.
❖ Maintain a healthy & professional relationship with all internal & external customers for the smooth operation of business
❖ Heading the sales & marketing function and play the role of a catalyst and galvanize /build a team of RMs /ABMs and strong field force to achieve the sales targets and growth objectives of the business.
❖ Setting of targets on a yearly, quarterly, and monthly basis for traditional & Retailtrade.
❖ Led business growth YOY to 21 % in 2015 and 23 % in 2016.
❖ Manpower deployment to optimize returns from each territory - weeding out/re-configuring territories as per changing business needs, devising customer coverage policy.
❖ Responsible for zonal finalization of deals with traditional Trade and Retail Trade.
❖ To function as profit center head for the business in a geographical region.
❖ Collections/Management of accounts receivables.
❖ Management of promotional budgets and costs.
❖ Forecasting accuracy for Sales and Inventory planning/control
❖ Control attrition and build a motivated, and committed sales team through a culture of achievement orientation, recognition, and reward
❖ Overseeing strong workforce development, employee satisfaction and engagement, maximizing growth potential
of employees and strong succession planning.
❖ Develop and maintain customer contacts with opinion leaders and identify opportunities and changing trends in sales management.
❖ Joined as RSM and promoted to ZSM.
❖ Plan the targets for different sales areas & communicate down the line.
❖ Achieved all monthly targets of revenue for region.
❖ Launch new SKU’s with highest distribution in Eastern Region of Saudi Arabia.
❖ Achieve budgeted sales volume long life bakery products for traditional and retail trade.
❖ Achieve distribution targets for all products/ SKUs.
❖ Maintain the order and distribution for traditional and retail trade.
❖ Opening up of new routes. After joining opened 6 new routes in Dammam & Khobar region.
❖ Region expansion development with opening of new depot and routes.
❖ Overseeing all the operation of region and maintain co-ordination with cross functional departments. ❖ Ensure all staff is equipped with the right skills & knowledge to optimize team as well as individual performance. ❖ Maintain a healthy & professional relationship with all internal & external customers for the smooth operation of business.
❖ Forecast plan & review the resources & assets provided like manpower, sales vans, and staff holidays to ensure they are utilized to the optimum level.
❖ Plan the targets for different sales areas & communicate down the line to ensure everyone is working towards achieving the company objective.
❖ Achieve budgeted sales volume 29% YOY & 13% margin of Fresh & long-life products to deliver company’s targeted profit for traditional and retail trade.
❖ Achieve distribution targets for all products/ SKU’s as per recommended portfolio in all trade channels to optimize sales & market share.
❖ Monitor & ensure that the orders on Fresh & long-life products are in line with market demand to control wastage & optimize sales.
❖ Team of 200 + and reporting was to Regional General Manager
❖ Research, develop and implement a Brand and Communication strategy, standards, and practices company-wide that elicit the behavior, emotion, and recognition objectives of the company.
❖ Development of key messages for all audiences to communicate our core brand identity.
❖ Ran 3 hit promotions - cash on your meal, meal PE meal and different marketing initiatives.
❖ Also lead from front for IPL matches stores in stadium with 3.8 million sales in 9 matches in 2008. ❖ Lead agencies and internal team members where appropriate to execute all communication activities and public relations (marketing materials, advertising, client communications, direct mail, marketing campaigns, press releases, content for trade publications, etc.).
❖ Oversee the writing of press releases, copy for marketing materials, annual reports, advertisements, and other related material.
❖ Manage media relations, research editorial opportunities, and build relationships with key industrymedia. ❖ Build and maintain strong relationships with internal and external key stakeholders
❖ Provide monthly reporting to the VP, Business Development. Will include but not be limited to reporting on the status of prioritized marketing and communication activities. Reporting will be both historical and forwardlooking. ❖ Budget management. To deliver all marketing activity within the agreed budget.
❖ To manage all aspects of print production, receipt, and distribution.
❖ Responsible for a territory consisting of the Maharashtra, Goa & Gujarat had direct responsibility for the launching, marketing, sales and development of the Fast-Moving Consumer Goods.(FMCG).
❖ Responsible for formulation and implementation of sales and marketing strategies.
❖ Initiate activities to explore new areas by channel management. (Distributors, Stockiest)
❖ Responsible to monitor and achieve sales and collection targets as defined by the management for traditional and retail trade.
❖ To maintain a constant co-ordination with logistics team for smooth supply of our products to distributors andshop
Responsible for devising sales and marketing strategies for assigned region.
Initiate activities to explore new areas by channel management.
Responsible to achieve the given targets, analyze the sales figures and forecast sales volume to maximize profits.
Interpret trends to facilitate planning and use information technology to record sales figures, data analysis and forward planning.
Develop the area by exploring potential markets and establish new showrooms
Recommend various marketing strategies suiting to the given territory, from time to time.
Plan strategically and implement then to improve customer service, drive store sales, and increase profitability.
Train and evaluate the retail staff in retail operation procedures.
Enforce sales policies and procedures and employee policies and procedures.
Maintain store appearance and product presentation.
Manage the overall administration and day-to-day operations of the showrooms in the given territory.
Responsible for a territory consisting of the Mumbai, Navi - Mumbai. And Thane had direct responsibility for the launching, marketing, sales and development of the Fast Moving Consumer Goods. (FMCG).
Handling of 4 C/F Agent/Branch.
Training, developing and managing a team of 3 ASEs &12 SRs.
Responsible for achieving Primary, Secondary and Collection Targets of the Region.
Responsible for Market development, Exploring and capturing rural market opportunities by pursuing exclusive rural campaigns and activities.
Carrying out forecasting (for each SKU), setting up targets, and meeting them.
Carrying out Cost - Benefit Analysis of the area, on quarterly basis, treating it as an Exclusive Profit Center for the company.
Designing and implementing product promotions through trade marketing activities and advertising campaigns.
Impart training to Field force & looking after customer care.
Pursuing Manpower Planning of the Area and reporting to ZSM.
· Projects Details Name: The Study of How to increase sales through channel structure. Description: To Know about the channel structure of company to increase its sales. Client: Cholamandalam Investment and Finance company Limited Team Size: one Duration: 2 Months Skills/Tools used: Questionnaires and Mix Marketing skills
Studied all agricultural subjects in 4 year.with Rural Agricultural work Experience (6 months).
