Key Accounts Manager
National Food Industries Company Ltd.,"
Total des années d'expérience :17 years, 6 Mois
• Managing Modern Trade, E-Commerce across
• Ensure implementing Agreed BDAs in terms of allocated space, displays and all MSL are listed and available in all accounts.
• Prepare the promo calendar on Monthly and Yearly basis for each account.
• Finalize new products listing, updating products prices and communicate / agree promo calendar with accounts.
• Ensure proper execution of all activities in terms of sales & displays.
• Quarterly target planning per SKU to ensure stocks availability.
• Handle clients’ accounts, credit notes & collections with accounting Department.
• Follow up and monitor daily sales report.
• Monitor competition’s activities in each channel.
• Managing a team of four inspectors
• Checking the returns if it valid to be sold again.
• Following up with the team for all the details
• Managing one of the non-retail key accounts channels.
(At work, Medical, Education, Military and Entertainment locations)
• Prospecting new potential clients for the channel.
• Evaluating and Measuring accounts performance.
• Negotiating contracts with new and existing accounts.
• Revising contracts with legal department.
• Coordinating the operation process between sales department and accounts.
• Handling the clients’ accounts, credit notes & over dues, with financial department.
• Following up and monitoring clients’ performance through contract period.
• Supervising the activations of our campaigns in educational and entertainment locations.
Managing all hotels, restaurants, cafes, night spots, cinemas and transportation companies.
•Directly manage international and national accounts e.g.: Egypt Air, Four Seasons, Accor, Starwood, Hilton, Three Corners, little Buddha, Hard Rock, Paul Café, Renaissance, etc.
•Initiating contracts for new accounts and renewal/termination existing ones.
•Preparing evaluations and profitability analysis for each new or renewal accounts.
•Negotiating clients’ benefits and contracts’ terms.
•Monitoring competitors’ activities and taking actions accordingly.
•Delivering monthly, quarterly, and annually sales targets as per the business plan.
•Acquiring and converting new accounts, to increase company market share as per Business Plan.
•Implementing segmentation based on an in-depth understanding of consumer needs and behaviours.
•Developing a joint marketing calendar for each top customer.
•Co-ordinate with marketing team the activation activities and POS materials for each marketing campaigns.
Managing team of 2 supervisors, 15 sales reps Helwan area.
Launched the new “sales buzz” hand held system.
Responsible for achieving sales targets per unit case through managing sales team on daily, monthly and annual basis.
Managing team of 1 SPVs and 12 Sales reps on daily bases, monitoring their daily loading, route coverage, number of invoices and strike rate.
Maintain credit limit for each sales rep as per company policy.
Re-launched hand held and implemented “Hyper” system (Pre-selling)
Plan and execute coolers placement / upgrade for accounts and ensure 0% abuse.
Plan budget and sign agreement for shop signage and sunshades.
Successfully launched Cappi Juice, Fanta Apple and Schweppes 2 Liters in my area.
Monitor competitor’s activities in the market and report to management.
Managing key accounts team to achieve company objective.
Maintaining excellent relation with accounts within the channel.
Ensuring the availability of Coke products in all accounts at all time.
Responsible for achieving the sales targets through managing sales team.
Monitoring the delivery team to ensure high quality service.
Approach new accounts and ensure most profitable deals.
Review daily, weekly and monthly sales reports
Create customer list for Riyadh City including hotels, Universities, Hospitals, Individual schools, Cafes, Fast Food Chains and Convenient Stores.
Approach accounts and agree sales and visibility.
Managing 4 Sales Reps and ensure achieving monthly targets.
Leading team of 8 merchandisers to achieve monthly sales targets and visibility.
Monitor weekly off-take by preparing stock & order report.
Plan and agree required purchase order by SKU with customers for each store based on actual off-take, planned activities, competitor’s activities and business opportunity.
Finalize visibility agreements with outlet managers and chain’s head offices.
Supervise team of merchandisers in executing promotion activities.
Evaluate results of weekly and monthly activities by activity tracking sheet.
• Report competitor’s activities, new business opportunities to direct manager.
• Ensure Plano-gram is implemented in all stores.
• Maintain excellent business and personal relationship with all outlet managers.
• Participated in new segment (Twistos baked bread) mega launch in all key account stores.
• Successfully handled all major key account chains in Riyadh. (Othaim - Carrefour - Geant - Sadhan - Panda - Tamimi)
• Achieved monthly sales target by brand.
• Maintained successful strike rate and daily sales calls.
• Effectively participated in hand held Launch (Fanous System).
Reporting to the unit sales manager.
Responsible on 40 accounts with total annual sales 7mn LE.
Setting clear objectives for each member of the team.
Responsible on the visibility, merchandising, POS materials, full distribution and availability of all brands and SKUs, floor and shelf space on the super markets thus maximizing the business potential.
Manage the credit account for each account.
Successfully exceeded monthly sales target by brand.
Covered daily sales calls and minimized zero invoices.
Executed display plans in targeted outlets.
Reached average 95% effective calls ratio.
Effectively participated in "Kent 3 TEK" new launch.
Efficient user of "Intermac" hand held (Fanous System
Distribute the guide in agreed outlets.
Insure guide utilization in agreed outlets.