Key Account Manager for CE Distributor Pakistan
Samsung Electronics
Total years of experience :17 years, 11 Months
- Manage account of CE distributor’s having bit portfolio by making sales strategy to be assuring to achieve yearly business targets with increasing the forecasted profitability.
- Manage overall PSI of CE products’ line-up (TV, AV & HA) for the accuracy of overall sales operation from Sell-in (Primary sales) to Sell Through (Secondary sales).
- Prepare yearly sales forecast of all CE products with keeping in mind the segment growth, market behaviour, competitors’ activities and seasonality impact.
- Managing PSI of CE Distributor, by conducting supply chain & retail management sessions with distributor and extract market data by field force for the preparation of sell thru (Secondary Sales) analysis and week of sales (WOS)
- Regularly finalize and Fix three months order forecast based on the PSI which has to be incorporating in our SCM system.
- Prepare price positioning by analysing the competitors’ status and products in the markets.
- Design and execute the ATL & BTL activities on yearly basis, get them approve from management & opening of budgets by HQ, present final execution results report after closure of each activity.
- Prepare & arrange product launching event for Introduction of new product line-ups and especially for strategic models.
- Giving support to distributor during product’s selection, making RRP & dealers polices, yearly sales plan to achieve the targets assigned by Liaison office.
- Developed and managed 235 dealers’ network, those are fall under my account (MRM traders -official CE distributor for Pakistan)
- Prime responsibility was to support distributor’s team to execute smooth sales process from Sell-in to Sell-out.
- Prepare weekly market report, channel network along with market intelligence report.
- Prepare sell-out report, market share, market trend, exclusive channel and hyper market analysis which present to management on weekly basis.
- Organized retail survey through agencies (GFK) to know the exact market size, shops details, dealer’s potentials of Pan Pakistan
- Updating PSI based on the market through SCM & RM meeting with Distributor.
- Prepare yearly Marketing Planning & estimation including consumers’ & dealers’ promotions
on quarterly basis and Manage the ATL & BTL activities.
- Prepare strategy to increase sales, products’ shelf sharing and channel coverage as per assigned to distributor to achieve the agreed targets by executing channel coverage plan.
- Set targets together with the distributor for each store and to evaluate the results.
- Analyse sales performance based on defined key performance indicators (KPIs) for each customer and to set up improvements together with the shop floor assistant in order to reach best results.
- Make timely and accurate sales forecasts to ensure optimised product availability and to develop and support marketing and Point of Sales (POS) activities.
- Improve display share and to ensure adequate presence of products at the point of sale.
- Follow up stock level (inventory) at distributor’s and to provide sell out solutions & Forecast.
- Ensure available information which effectively used by the organisation, to enable the individual to achieve optimum results along their parameters of responsibility.
- Work closely with internal departments and back-office to support the implementation of appropriate processes in order to meet the requirements of the customers.
- Provide feedback to the organization regarding market conditions and competitor activities so as to facilitate quick and appropriate response to changing sales conditions.
- Manage 12 Samsung Field Marketing team activities for accounts handled directly (i.e. Market Survey, Market intelligence reports, collection of Sell out data, product training and POSM management.
- Managed sales activities of CCTV/Surveillance system, Digital Multimedia Projector & Audio-Video Conferencing Products for South region.
- Responsible for sales & marketing activities from planning, implement to results report.
- Expertise in preparing bids, Tenders, Technical & Financial analysis.
- Keep review of assign targets of sales team & achievements by ensured the Co’s profitability.
- Conducted Trainings to development best approaches & concepts in order to achieve targets.
- Monitor all departmental financials matters on daily basis
- Keep the track of all competitors’ activities & suggest counter strategies to product manager.
- Organized weekly meeting with sales team to evaluate weekly performance & action plan.
- Visit all the customers for healthy business relationship.