Channel Development Director
Mars
Total years of experience :18 years, 8 Months
• Develop and execute the channel strategy and operationalize the business plan for Convenience and Traditional Trade.
• Develop the strategic plan for vertical-driven channel partners and attract and recruit target partners.
• Drive the day to day relationships with channel partners.
• Lead partner monetization, customer pipeline, deal structuring, and GTM execution.
• Align partner and Mars roadmaps to ensure strategic goals are met.
• Develop go-to-market plans for all signed channel partners.
• Actively maintain a sales pipeline.
• Efficiently manage time to focus on activities that grow revenue in assigned channel partners.
• Facilitate communication and provide competitive intelligence to marketing and product marketing teams.
• Lead, motivate and develop a large team; 1 National Sales Manager, 2 Channel Development Managers, 13 Field Sales Managers, 59 Sales Reps and 30 Merchandisers.
• Establish, develop and maintain the relationship of Carrefour and Lulu in the Lower Gulf region.
• Manage the distributor partnership and optimizing their route to market across the Lower Gulf region.
• Lead, motivate and develop the Market Development team in Lower Gulf region: 1 Market Development Manager, 1 Regional Key Account Manager and 1 route-to-market Lead.
• Responsible for the Strategic Development and Management of Sales Plans and Programs covering Groceries and Petrol in the UAE.
• Contribute to the achievement of plans and programs through the management of Sales force to deliver Sales volume and revenue targets as well as development of marketing expertise and services responsive to trade.
• Deliver monthly and annual Sales volume and revenue targets.
• Develop and explore new channels of distribution of brands and packages.
• Develop Sales strategies for Sales organization and systems to tactical plans and program.
• Lead, motivate and develop 6 direct Field Sales Managers and 49 van sales representatives.
• Managed the entire RB portfolio of products across 5 key markets across the Levant, Iraq and Iran.
• Achieve monthly/quarterly/annual sell-out target for the region.
• Prepare rolling forecasts for all SKUs.
• Set targets for all territories based on historical trends and future inputs, ensuring alignment with the ABP (Annual Business Plan).
• Monitor constantly the sales and inventories taking corrective actions where required, take appropriate measures to activate and retain POS.
• Suggest and plan innovative solutions to achieve the desired business growth.
• Lead, motivate and develop a cross functional team of 3 Sales Managers, 1 Trade Marketing, 1 Finance Controller and 1 Sales coordinator.
• Managing 13 distributors and optimising their route to market across the region.
• Develop and execute effective marketing campaigns, programs and activities to improve profitability of brands.
• Support the brand strategies and meet the customer engagement objectives.
• Work closely with the customer, marketing, sales and external vendors to understand and match customer characteristics with different brands.
• Demonstrate creativity, innovation and develop creative ideas to transform local customers’ needs into new solutions.
• Use a mix of direct and digital marketing channels to implement new customer acquisition strategies.
• Supporting and improving customer loyalty programs.
• Leading the Tier 1 customers (Panda, Othaim, Danube and Bin Dawood), which constitute ca. 36% of total Reckitt Benckiser revenues in Saudi Arabia.
• Leading the Tier 2 customers, which constitute ca. 23% of total Reckitt Benckiser revenues in Saudi Arabia.
• Training program in the areas of sales and trade marketing
Double major in Finance and Marketing