Regional Sales Manager
Berain Water
Total years of experience :25 years, 8 Months
Render consultancy to the senior management on business trends for developing new services, products, and distribution channels. Rollout national presence marketing and promotion programs to maintain highest in-store visibility and sales performance for the key strategic brands throughout the region. Participate in contract negotiations with vendors and stakeholders for maintaining competitiveness in business transactions. Develop rapport with existing client and prospects for identifying and developing new business opportunities. Lead team members in enhancing business generation by collating data and providing customized solutions based on specific customer requirements. Collaborate with the management in developing sales goals, organizing training programs, aligning sales force and other strategic sales initiatives. Manage administrative aspects related to accomplishing sales and distribution targets, optimizing inventory, maintaining collection targets. Restructure business strategies and implement various cost control mechanisms based on evaluation of Profit and Loss statement. Develop annual marketing plans and new product marketing plans based on regional forecasts on expected sales volume and profit for existing and new products in collaboration with the senior management. Evaluate strategy and promotion programs including advertising, merchandising, and trade promotion programs through various status meetings aimed at restructuring business policies. Participate in research studies to assess areas of concern to provide appropriate directives to sales and brand management team for effectively resolving issues. Set up effective distribution network for distribution of company brands within the region to ensure availability of products across various points of sale. Manage day to day operations aimed at enhancing profitability and protect financial aspects of the business utilizing updated financial data.
Job Purpose
Develop and execute the Regional Sales & Distribution plans which meet brand, volume and profit objectives for strategic trade channels and key accounts through the most effective and efficient utilization of budgets and manpower in order to achieve national sales objectives
Key Accountabilities
Sales& Distribution plan
Develop and implement a regional sales and distribution plan, which meets the objectives of the divisional plan and is in line with brand strategy and the needs of the trade.
Volume and Market share
Manage key regional trade customers through the development and implementation of account strategies and plans through regular communication with the account team in order to maximize volume and share performance
Coaching and Motivation
Manage an efficient and effective regional sales team through on & off job training, motivation
and staff development in order that trade-marketing representation is superior to the competition in respect of both core and added value services.
Numeric distribution and Availability
Manage the distribution of company brands within the region in order to ensure that availability is maximized in line with brand strategies and the needs of the market by trade channel and outlet type.
Visibility and Trade promotion
Implement national presence marketing and promotion programs with optimum use of resources and materials in order to achieve the highest in-store visibility and sales performance for the key strategic brands throughout the region by gaining the active support of the trade
Communication and Relationship with trade
Establish close working relationships with the trade in order to gain high levels of trade support and loyalty whilst enhancing understanding of the trading environment
Communication with sales team
Keep Area/branch managers and supervisors fully informed at all time of objectives, progress and future action plan in order that effective planning and in-market activities can he implemented
Financial Control
Manage financial accounts and assets for the region to ensure that sales and distribution resources are secure and used in the most effective manner possible.
Reporting
Provide information and reports on performance and accounts to ensure that the divisional manager and marketing are fully informed at all times
Operating Environment
The trading environment is changing due to increased trade specialization, concentration of decision power, growth in internationalism and the increased use of technology. To gain competitive advantage and to enhance brand, volume and profit performance trade marketing organizations need to successfully implement new trade marketing policy. The role of the Regional sales Manager is to manage and direct the regional sales team in order that it achieves the brand, volume and profit objectives of the division in line with the needs of the trade
Planning & implementing regional activities (National KAM for Panda Danube Bin Dawood Raya, Star and Sarwat & RKA for
C4 and Othaim and Tamimi and Farm Makkah all Channel and Taif all channel)
Building a profitable relationship with accounts through business plans.
Provide direction for the sales team through aggressive leadership, motivation, clear communication, and people development.
Develop and manage incentive programs to be used during special periods.
Maintain personal contacts with key accounts and assist sales team building profitable volume outlets.
Recommends annual sales volumes, sales and marketing strategy, CAPEX, and manpower requirements to the
Management achieve the volume targets.
Monitor and control levels of credit in the market.
Handle all customers/consumers complains promptly and efficiently.
Exercises functional supervision of Key Accounts. Exercises financial authority at the level established by the Management.
For the position, e.g. approval of sales orders, sales invoices etc.
Reviews and recommends to the GM and RSM any request for promotional programs or participation in exhibitions from.
Key Accounts.
Monitors in coordination with the Key Accounts, the competitor's activities in their respective territories and submits regular
Report to the GM directly.
Participation in creation of company plans and strategies.
Expanding UW business within the assigned Region
Managing and developing a relationship with distributors
Development and Execution of all sales measures in order to reach the stipulated targets of the sales department
Developing and managing Marketing and Sales activities within the distributors
Deliver targets (volume, net sales revenue and share \[where measurable\]).
Provide leadership/direction to deliver on key initiatives.
Business control, monitoring, reporting and taking appropriate actions.
Monitoring the business units to relies the targets according to the established criteria, and initiating immediately preventive
Off premise (impulse 3443 customer direct disruption, 360 weighted customers, 18 AFS (Arabian food supplier) and 34
Meed outlets).
Responsible for 3 sales supervisors, 4 weighted salesmen, 3 merchandisers and 12 cash van salesman.
Responsible for 4 agencies food and beverages (Feroz Malt drink, Red Bull Energy Drink, United Biscuits MITIE’s, Hero
Jam & Baby Food.
Responsible for target, distribution, visibility, annually and extra BDAs, HHC project and rerouting.
Planning & implementing regional activities (National KAM for Panda Danube Bin Dawood Raya, Star and Sarwat & RKA for
C4 and Othaim and Tamimi and Farm Makkah all Channel and Taif all channel)
Building a profitable relationship with accounts through business plans.
Provide direction for the sales team through aggressive leadership, motivation, clear communication, and people
development.
Develop and manage incentive programs to be used during special periods.
Maintain personal contacts with key accounts and assist sales team building profitable volume outlets.
Recommends annual sales volumes, sales and marketing strategy, CAPEX, and manpower requirements to the
management achieve the volume targets.
Monitor and control levels of credit in the market.
Handle all customers/consumers complains promptly and efficiently.
Ensure in outlet merchandising standards through trade visits and monitor through area sales manager and sales
supervisors.
Monitor and maintain appropriate stock levels in the relevant depots.
Extra visibility and temporary (monthly) activity.
Exercises functional supervision of Key Accounts. Exercises financial authority at the level established by the Management.
for the position e.g. approval of sales orders, sales invoices etc.
Reviews and recommends to the GM and RSM any request for promotional programs or participation in exhibitions from.
Key Accounts.
Monitors in coordination with the Key Accounts, the competitors activities in their respective territories and submits regular
report to the GM and RSM.
Participation in creation of company plans and strategies.
Expanding UW business within the assigned Region
Steering and coordinating the work of DM’s and NKAM‘s.
Preparation of short and long term account-plans and developing activity programs to achieve the targets within each
distributor and product segment.
Managing and developing relationship with distributors
Development and Execution of all sales measures in order to reach the stipulated targets of the sales department
Developing and managing Marketing and Sales activities within the distributors
deliver targets (volume, net sales revenue and share \[where measurable\]).
Provide leadership/direction to deliver on key initiatives.
Business control, monitoring, reporting and taking appropriate actions.
Monitoring the business units to relies the targets according to the established criteria, and initiating immediately preventive
and corrective measures, if the situation requires
Responsible for trading conditions (annual negotiations), budgets, and profitability of distributors
Plan and steer the organization regarding the structure, size and quality standards as well as incentives for the execution of measures in order to adapt the organization to the trade changes.
Arrange, steer and control the distributor plans, the annual meetings, promotion plans.
Use the market research instruments in order to navigate the distributors (Nielsen, etc).
Re-organizing the regional activities.
Recommends plans for exploiting all markets in my area, and ensure that all approved plans are known and executed by the sales team.
Secures from Finance Department the monthly statement of accounts of the Key Accounts and submit to them for
confirmation, reconciliation, notification of credit status and payment processing of accounts payable due.
Determine training needs for the sales team and ensure the training sessions are conducted timely for all sales personal.
Business Strategy Development
Set clear and deliver objectives that are consistent with MU goals with each member of the territory team
Review progress versus objectives at weekly meetings and take corrective action as appropriate.
Ensure clear communication and adherence of pricing and promotions.
Transfer and Build Capability.
Update the Territory Scoreboard on a weekly basis.
Provide recognition and feedback to front line.
Lead problem solving.
Assess performer capability through WORK* WITHs and ONE on One's providing development feedback to front line.
During WORK*WITHs, model desired behavior or target skill by making demonstration calls.
Maintain records of WORK*WITH objectives and progress.
Deliver group training as required.
Maintain a physical presence in the territory to ensure understanding of customer’s needs
Territory Volume, width and depth of distribution, merchandising standard and sales performance
Execution of company’s consumer & Trade initiatives.
Availability of all SKU’s within territory as per company guidelines.
Responsible for 3 Supervisors (1 Territory Coordinator TC, 2 Account Development Representative ADR )
Responsible for 12 Sales Rep. (OWP).
Responsible for Aziziah, Shashah, Mina, Arafat, Mozdalefa, Gabel Alnoor, Sharyeaa Mogahdyen, Roudah, Hajj Street,
Khansa. Malawi. And Awaly.
Khamis Mushet, Najran, Bisha, ALnmas, Mahail, Elsahel and Almgareda).
Responsible for Sales and Collection of All Southern Area.3000000 S.R average.
Responsible for Following Up And Coaching 6 Sales Representatives.
Responsible For 12 Company JUIPHAR& ALTANA& BOEHRINGER& NUTRICIA& BOOTS& SERONO& THERASNSE&
HERMS& DOLEGEIT& TOSARA& F.D.G& PERM.).
Achieving the sales and collection targets of Alexandria Branch.
leading a team of 2 Salesmen (Key Account & wholesale) and 2
Merchandising team (4 People)
Making the sales Target for the area of key accounts and wholesale.
Setting the sales plans for the area.
Making the promotion of the channel.
Setting the special trade deals for the Hyper Markets.
Making the marketing budget for the area.
• Making the monthly sales and collection target by Route.
• Monitoring sales and collection daily basis.
• Achieving the sales and collection volume for the area.
• Monitoring the competitor activities in the market.
B.S.C. of Commerce Co-Operation Institute 1994. Diploma In Marketing - Ain Shams University