Sales Manager Horeca
Gulf Bagel Factory
Total years of experience :10 years, 1 Months
Accomplishments:
Developed new product category range to increase company growth by analyzing customer needs & shifting trends and monitoring the level of satisfaction per business solution provided.
Generated 34% business incremental volume for sales turnover during first year with a customer data base expansion reach of 26%
Growing sales team capacity with 50% by actively scouting, recruiting and training new sales reps talents .
Enhanced sales team efficiency and productivity by mentoring, coaching, and tracking individual sales representative performance and leading 2 sales reps towards promotion with accomplishment of personal growth.
Key Responsibilities:
Managing recruiting, objectives setting, coaching and performance monitoring of sales team representatives
Identify emerging markets and market shifts while being fully aware of new products and competition status.
Designing and implementing a strategic sales plan that expands company’s customer base and ensure brand strong presence.
Setting individual sales targets with the sales team.
Overseeing the activities and performance of the sales team.
• To recruit, manage, develop and expand customer base while increasing SKU per operator to Pull Horeca local Key Accounts (Hotels, Restaurants & Caterings).
• Coordinates activities with all essential functions of the business such as Marketing, Chefs & R&D
• Developing brands - Knorr, Hellman’s, Colman’s, Lipton, Cart’ Dor
Key Responsibilities
- Manages Pull - Horeca (Hotel, Restaurant, Catering) Key Accounts sales targets and KPIs
- Builds relationships and serves own customers in Pull (Horeca Channels) in a way to become a trusted advisor by providing complete culinary solutions based on a clear understanding of the customer’s business, macro environment, UFS products and UFS capabilities.
- Provides win-win solutions for above mentioned customers and UFS. Helps customers increase revenue and/or efficiency in their establishment and at the same time gain new product listings and increase existing volume usage of current SKU’s.
- Takes calculated risks to win and keep customers
- Generate flexible solutions to problems & opportunities
- Implement promotions from Marketing to PULL in Horeca channels
- Drive innovations through working close with distributors sales force and ensuring iTO & iReach targets for innovations are fully delivered
- Ensure 100% profiling of all distributor’s customers, existing & new customers
- Prepare & perform prefect demo for customers and provide full detail information on the product to ensure full satisfaction on each application.
- Implement marketing promotions for operators through our distribution partners
- Responsible for achieving pre-set sales targets and KPIs for territory.
- Execute the Sales & Marketing plan (BSP) with distributors through demonstrating a clear understanding of UFS priorities and customizing those activities to fit & match distributor portfolio, channels & capabilities
- Liaise with distributors and UFS various function to get UFS share within distribution organization
- Coordinates with the local distributors on availability of stocks and ensures compliance with various KPI’s for the Key Accounts in the market
Developing brands- Kimberly Clark, Pal International, Duni, Habanos Cuba, Twinings Tea, Teisseire, Monbana, Banvit, Farm Frites, Figaro
- listening to customer requirements and presenting appropriately to make a sale;
- maintaining and developing relationships with existing customers in person and via telephone calls and emails;
- cold calling to arrange meetings with potential customers to prospect for new business;
- responding to incoming email and phone enquiries;
- acting as a contact between a company and its existing and potential markets;
- negotiating the terms of an agreement and closing sales;
gathering market and customer information;
- reviewing your own sales performance, aiming to meet or exceed targets;
- gaining a clear understanding of customers' businesses and requirements;
Reporting to the General Manager and handling major Supermarkets and Hypermarkets in Dubai, Abu Dhabi and Sharjah.
Products handled: Turkish sun dried figs, Turkish sun dried apricots, Turkish sun dried tomatoes, Turkish pine nuts, Jordanian and Saudi dates
- Selling products by establishing contact and developing relationships with clients
- Identifying and exploring business opportunities with both new and existing customers
- Forming and placing local purchase orders
- Introducing new products in the local retail market
- Maintaining accurate records
- Organizing sales visits
- Listening to customer requirements and presenting appropriately to make a sale
- Gathering market and customer information
- Liaising with suppliers to check the progress of existing orders
- Checking the quantities of goods on display and in stock
Bachelor's Degree 2004 to 2007 • University of "GEORGE BACOVIA"- Faculty of Management • Profile: Management • Major: Management