Commercial Director
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Total years of experience :20 years, 1 Months
• Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
• Responsible for the performance and development of the Account Executives.
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
• Initiates and coordinates development of action plans to penetrate new markets.
• Assists in the development and implementation of marketing plans as needed.
• Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance.
• Provides timely feedback to senior management regarding performance.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives.
• Creates and conducts proposal presentations and RFP responses.
• Assists Account Executives in preparation of proposals and presentations.
• Controls expenses to meet budget guidelines.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Recruits, tests, and hires Account Executives based on criteria agreed upon by senior management
Direct and control the National Operations in accordance with the plans and policies agreed upon by the General Manger to achieve volume and profit objectives and in line with the market share expectations of Syrian market.
Principal Account abilities:
tem are managed effectively to ensure maximum brand disruption in accordance with the quality standards, and pervasive merchandising principles.
• Support the counting availability of effective human resources by acquiring, training and appraising key personnel and developing an organizational structure sufficient to ensure succession and motivation.
• Prepare timely and accurate regular performance reports as required for the General Manger.
Functional Responsibilities:
1. Sales operations:
• Develop Regional Management and operations staff. Ensure appropriate training, development and succession planning is executed within the Regional Operations.
• Provide direction to the Regional Manger in preparation of their respective annual business plans, sales forecast, distribution requirements, Key Indicator objectives, and promotional activities.
• Review daily and weekly sales results and compare against budget. Determine action plans together with concerned Department/Regional to improve sales volume and meet/ exceed budget. Optimize resources to achieve monthly sales budget.
3. Distribution:
• Monitor inventory and logistics to ensure pack availability and age standards are maintained. Coordinate with Supply Channel to ensure proper inventory levels are maintained by the depot. Review requisition quantities by Region.
• Review distribution and merchandising key indicators, and ensure Regional Management addresses issues and opportunities.
Achievements
• Managed a team of 12 salesmen
• Explain the importance of geographical planning element.
• Generate modern marketing activities.
• Expand efficient usage of AD Materials.
• Design promotion programs for your targeted customers.
• Developing technical solution for clients
• Define addressable customer (Professional & retail )
• Analyze each factor of marketing mix along with its sub-elements
• Developing our show room sales through
• Set what pricing techniques you will use.
Direct and control the National Operations in accordance with the plans and policies agreed upon by the General Manger to achieve volume and profit objectives and in line with the market share expectations of the Coca Cola Company.
6. Distribution:
• Monitor inventory and logistics to ensure pack availability and age standards are maintained. Coordinate with Supply Channel to ensure proper inventory levels are maintained by the depot. Review requisition quantities by Region.
• Review distribution and merchandising key indicators, and ensure Regional Management addresses issues and opportunities.
7. National Accounts:
• Direct National Accounts activity through Regional Personnel and Marketing Services Mangers. Ensure Annual Business Plans are developed and executed for all key Accounts.
8. Fleet:
• Direct the Fleet Department operation, including Sales and Support vehicles. Ensure maintenance schedules are maintained, spare controlled.
• Coordinate with Fleet Manger to ensure new vehicle requisitions are prepared in line with Coca Cola standards and efficiency objectives.
9. Finance:
• Control costs and expenses.
• Mange operational finance activities. Review Finance statements, approve credit limits, and monitor receivables. Maintain receivables within approved limits.
• Forecast capital expenditure in accordance with market and operational plans, including acquisition/ replacement of vehicles, cold drink equipment, and operational Depot requirements.
• Achieve/ exceed budgeted financial result.
• Work closely with the company Financial Manger to dynamically improve key financial indicators.
10. Human Resources:
• Ensure efficient and coast effective staffing levels. Monitor employee performance and appraisal system.
• Recommend/ approve all personal action for direct reports, vacation requests, etc. within the authority limits of the Chart of Authority.