Head of sales - Disposable division
Enpi group
Total years of experience :18 years, 10 Months
Proactively Monitoring performance, coaching, mentoring, hiring and developing sales force by setting performance metrics, expectation and conducting reviews for field sales, back office, key account managers, product managers, sales engineers, packaging specialist business development managers, ….
•Effectively communicate sales goals and strategic directions with C-level executives and cross functional departments to align objectives, timelines and forecasts while leading internal strategy and transformation in line with company goals and market trends
• Analyzing and counter parting with Market dynamics, pricing strategy, distribution strategy, competition intelligence, sales reports, product differentiation, branding, target markets, USP, Sales process, sales pitches, …
• Devise pricing strategies in line with production Matrix, brand positioning and Key account management of regional and multinational companies and major distributors in MENA region
• Handling new product developments, developing new product platforms, leading change, and adaptation to market trends by monitoring competition, innovation and market share
• Formulate and execute all commercial strategies in relation to expanding customer base, business development activities, leads generation, strategic partnership projects, contracts renewals and negotiation, biddings and tenders, market penetrations tactics, product differentiation techniques, rebates/discounts schemes, CRM & CXM…
• Supervise receivables and export activities including Inco terms, LC/LG, Aging, UCP 600, Payment terms, DSO…
• Develop Sop's to ensure continuously streamlining sales operational process and ensure the team operates cohesively to meet sales quotas, revenues and profitability.
• Overlooking multiple sales channels, driving growth and revenue generation, products and projects developments, surveys, marketing initiatives...
INTRNATIONAL SALES: Corrugated & Folding cartons
Main responsibilities: Europe, Middle East and Africa (Packaging Operations)
• Direct daily operations & logistic activities ensuring they are carried out within the agreed budgets, efficiency & timeline by Sales team & Customer service department
• Drive new business opportunities and explore new sectors of paper board sales, filter and approach leads with 32% conversion rate enabling achievements of 150% against targets
• Identify, sign-up and train sales force, distributors & agents in different territories; assess potential markets and successfully develop short-term & Long-term penetration strategies
• Supervise contracts & tenders execution, issue financial and sales reports, data management, decision-making models, sales forecasts & analysis,
• Initiate, develop & execute Sales Strategy, Business Plan, Marketing plan, KPI’s, SWOT, Exhibitions, Lead generation, Sales contracts, Aftersales,
• Use CRM diligently to track account opportunities and pipeline, follow up on customer service issues as appropriate, and fulfill top management monthly / yearly reporting requirements related to the packaging material sales process and overall sales division operation
Establish and implement Sales objectives, Sales Strategies, Sales tactics, Action plans budgeting, Forecasting, SWOT, KPI’s, ROI, Hedging, FMCG, Tenders, Risk Mgt, P&L…
•Identify & approach new prospects, new markets, new industrial sectors and new products for corrugated packaging
• Key Accounts Management, CRM, CXM, Receivables, DSO. Resolving daily contractual, commercial and logistic problems and monitoring daily overall operational processes
• Implement sales programs & field action plans to maintain sales volume and selling price by ensuring implementation of techniques against Rivalry, changing trends, economic indicators related to paperboard packaging sales
Formula1 ticket sales & After-sale
• Leading the sales team & supervising multiple POS daily sales and inventory
• Running administrative and financial operations, Balance inventory and commercial needs
Website promotion & Marketing campaign, Customer Service & Relation management
• Recruiting, Training & supervising employees for Sales Indoor / Outdoor, online advertising
• Project presentation, execution & Contracts Negotiations reconciliations, accounts management, auditing, financial reports …
Available upon request
Available upon request