Commercial Director
SBC
Total des années d'expérience :30 years, 11 Mois
key Results Area;
o Monitored and managed the performance of the sales /marketing departments,
o Established customer, and channel strategies &sales plans to meet agreed targets,
o Brands strategy
o Created new revenue streams at every possible opportunity.
o Developed strategy, direction, and tactics at the national level.
o Approving sales objectives and targets across the company.
o Working closely with cross-functional teams and developing commercial relationships with key
o Business transformation
o Created & implemented business processes
Managed & and led all sales and trade marketing Related Activities for a Major range of products (Abu- bint rice, Tilda Rice, lindt brands, Bazooka Candy brands, lago confectionery brands, Sun white rice, Colgate -Palmolive, Dabur Amla, and other channel-focused brands) across Saudi.
Key Result Areas:
o Managed the annual budget to expected revenues and appropriate costs, leading to a gross profit forecast.
o Managed G2N& investments plans
o P&L and ensuring Profitable Business Model
o Implemented customer strategy/ plans for top key customers in the marketplace
o Developed the promotional plans for the full calendar year by trade channels with the supplier
o Provided continuous program of support, below the line, for each Brand, considering market conditions, competitor activity, Principals, objectives plan, and budget constraints.
o deciding to an agreed standard, potential new products as required. If accepted to launch, prepare a detailed penetration plan, timing plan, Pricing strategy, Gross margin, investment plan, and execution guidelines.
o Executed " excellence in execution" through merchandizing leaders’ team and the implantation of merchandising guidelines
o led Sales Management, assuring full understanding of all Brand objectives, and marketing promotion activity.
o On regular contact with Principal personnel on brands strategy and tactics execution
o Introduced operation plans and business reviews to the executive committee
o Monitored achievement every month against the agreed profit budget per product range.
o Maintained a detailed forward plan of all variable costs related to the marketing activity, plus a record of actual costs incurred and variance analysis.
o Controlled receivables status regularly, through a team of regional sales managers across all regions
Positions:
Product manager (gsk range Sensodyne) - 2001-2003
Regional Sales Manager (west/ south /east regions)-KSA - 95-203
Key Result Areas:
o Managed Brand Plan for each major Brand/category in the portfolio
o Maintained a rolling 12-month Marketing Plan summary, covering all above and below-line activity updated as and when agreed activity is varied
o Managed cooperation with the principal to develop appropriate support campaigns for agreed Brands7 relevant BTL agencies
o Managed retail and trade pricing structures, margins, and promotional pricing for all current and potential SKUs, considering guideline margins per Principal, competitors’ retail selling prices, trade mark up, and the need for sustainable profit flow
o Managed &approving all activities of dental detailer within KSA in terms of promotion plans & and all related medical marketing plans
o Approving medical representative manual &promotional materials
o Managed, Prepared, and run Trade Seminars and/or Exhibitions
o led Sales Management, assuring full understanding of all Brand objectives, and marketing promotion activity
o Approving brand owners’ plans and targets to integrate them with the Business Unit marketing plans
o Managed forecasts of trade sales as a basis for Principal production planning, and forward ordering by the Purchase and Shipping Department
oDeveloped a profit-based series model to provide a Category Management resource that can be re-applied
o deciding targets for Sales and Collection
o defined tools & approaches to achieve call coverage targets
o Personal involvement in the negotiation of all special terms, and agreements of any kind, to ensure benefits outweigh costs
oBusiness Development plans across KSA
o Conducted and documented Along with HR quarterly performance assessments and annual appraisals
o Designed and implemented training programs
o Competitor activity reporting/feedback
o Managed the Effectiveness of the Marketing Plan, by analyzing results vs expectations
Positions:
Field supervisor
Medical sales representative
o Managed promotion plan quarterly.
o Deciding on the promotional materials (Broachers, Researches & Tools).
o Maintained contact with key institutions and key Doctors.
o Planned training needs and evaluated achievement.
o Managed distributors in terms of sales objectives, and logistics.
o Allocated the targets on an annual basis of distributors.
o Business Development Recommendations.