Commercial & Sales Director - Global
Mazaya
مجموع سنوات الخبرة :29 years, 4 أشهر
Mazaya is a market leading tobacco-molasses company within the Middle East market and has been established for more then a decade. www.mazayamolasses.com
• Responsible for the global sales, distribution, and P&L of Mazaya molasses products.
• Leading, mentoring a developing a team of 8 direct reports, (Regional heads, Trade marketing and Global Travel Retail) to drive a high-performance culture.
• Building effective RTM (Route to Market) strategies to align marketing, sales, and distribution in order to optimize spending in these areas.
• Delivering against operational budgets, forecasts, profit targets and key objectives for the business.
• Acting as a catalyst for sustained business performance and ensuring that strategies and plans are translated into concrete actions and tangible results.
• Developing and activating national marketplace initiatives and promotions to build brand development and maximize brand performance.
• Developing long-term strategy, short-term goals, sales plans and profit targets.
• Forming sales strategies to keep company competitive and innovative.
• Accurately forecasting future sales and forming sales plans to adapt to constant shifts in the marketplace.
• Maximizing new business development opportunities.
• Developing a global structure of 6 different regions, implementing different process & procedures to manage forecasting, stock allocation, in market spend (Trade & Brand) as well as monthly S&OP cycle.
• Overseeing the domestic distribution of Imperial brands (Davidoff, Gitanes, Gauloises & West) in both Jordan and Iraq.
• Responsible for global sales of own trademark cigarettes (Elegance & Others) for both export and local distribution.
• Acting as subject matter expert, advising on matters related to people operations and scaling current processes.
• Working closely with the leadership team and key stakeholders to develop and implement growth strategies and initiatives aligned with the overall business strategy.
• Managing a global team of 9 key account managers and functional heads across multiple countries (Switzerland, UK, Chile, U.A.E & Egypt) within trade marketing, commercial finance and planning & research.
• Managing the largest of 4 global account groups within BAT International with a P&L accountability of approx. US$ 200millio annually.
• Covering Central & South America, Middle East & North Africa, and West & South Europe.
• Meeting and exceeding overall sales goals and quotas; maintaining an active selling role with key accounts and institutions for all division products.
• Developing the business plan for the assigned products to meet and exceed financial sales and marketing objectives.
• Creating and managing intelligence gathering capability for the marketplace to ensure that objectives are met. Direct tactical implementation of business plan to meet objectives.
• Leading strategic planning and sales forecasting.
• Providing market insights, trends, competitive activity, and conditions.
• Recommending changes to strategic and tactical sales plans.
• Analyzing and reporting changing needs within the sales organization for training, sales programs, and field assets.
• Preparing sales forecasts and recommending pricing strategies.
• Ensuring all processes are managed effectively and efficiently whilst identifying key areas for continuous business improvement.
• Achievements:
• Achieved stretch plan targets in both sales and P&L for 3 consecutive years.
• Overachieved market share stretch plan targets establishing a preferred supplied status with most of the global and independent accounts.
• Negotiated multi-year contracts with majority of accounts delivering a sustainable investment for set growth initiatives.
Lead a team of 7 direct and indirect managers looking after the marketing planning, Data & consumer insights and research
•Managing the monthly sales and operational planning cycle, redefined inputs and outputs of different forums to facilitate best visibility and decision making at S&OP forum
•Managed the data and insights team with focused resource allocation as the main objective to enable optimized reach of target consumer according to different activities objectives
•Developed along with external agencies a consumer segmentation model to allow for better focused activity planning, later adopted as best practice within the company and various retailers.
•Lead a category management work stream including presenting it to different global accounts allowing the company to implement desired strategy and achieving superior placement for own products as well as achieving higher category performance Vs. historical trend.
• Managing a team of 8 new product innovation managers, responsible for various marketing initiatives by brand and legislative compliance.
• Responsible for launching different innovative product and packaging solutions throughout the different regions of Europe, EEMEA and Americas.
• Managing the operational product life cycle management of a complex 1, 500 SKUs portfolio while minimizing potential write-off and achieving on time launches.
• Developing and launching multiple best in category executions of limited editions propositions including comprehensive campaigns linking travel retail, domestic markets and online platforms.
• Operating as the main link between the marketing and operations departments ensuring ongoing seamless communication and alignment.
• Partnering closely with the legal department to comprehend, interpret and implement different legislative requirements on both product and packaging, resulting in 100% compliance.
• Achieving year on year reduction for both write-off budgets and variable costs by working very closely with the design team and suppliers.
• Located in the Zug head office in Switzerland and managing a team of 3 trade marketing and planning managers responsible for global accounts within the region.
• Developing, implementing, monitoring, and evaluating customer/channel trade marketing strategy and evaluating annual/monthly channel’s plans.
• Forecasting and delivering of goods to the trade.
• Managing instore execution, retail furniture, consumer path, category placement and product placement & planograming.
• Developing and tracking of set KPIs for assessing reach, impact and share of voice within regional retail environment.
• Developing and managing the ongoing consumer engagement strategy within the region delivering one of the best platforms and on the ground team.
• Managing all 3rd party agency relationships and scope of work and managing the ongoing operational executions in the different outlets within the region.
• Developing and implementing of marketing plans.
• Running promo evaluations: promo analysis, learnings, activation etc.
• Monitoring distribution gaps and opportunities.
• Leading trade stories development by aligning other functions such as sales and marketing.
• Developing cycle planning in alignment with sales and challenging customers'/channels' performance.
• Ensuring customers/channels activation is within aligned company's targets and budget.
• Establishing a contact matrix for each account as well as call frequency schedule for all Key accounts within the EEMEA region
Business administration Major with additional major of management information systems