Category Planning & Activation Mgr, Egypt + Project Leader, Sales Transformation Turkey & North afri
Mondelēz International
Total years of experience :19 years, 8 Months
Job scope & purpose (Category Planning):
Leading Category Planning function in the market supported with 6 direct reports & 5 subordinates responsible for the co-ordination of all Category Planning tasks, including overall Category Sales plans and commercial delivery across all categories, Perfect Store Leadership, integration of all critical activities within Integrated business planning, driving efficiency of processes and effectiveness of activities as well as the execution through leading the Merchandising operation /function (200 executives, Supervisors & Unit Managers)
Main responsibilities:
• Owns overall responsibility for commercial plan and category annual contract delivery (across all categories) & Adherence to all integrated business planning processes
• Owns Overall responsibility for the sales strategy within the market.
• Owns overall responsibility for managing the trade investment strategy for the market, and execution of perfect store.
• Responsible for the market sales strategy in accordance with Perfect Store
• Defines the market activity plan to reflect the category strategies
• Responsible for defining the trade investment strategy to deliver AC
• Accountable for implementing the market sales strategy (cross-category )
• Implement any cross category trade -offs in consultation with key stakeholders
• Apply & sustain shopper insights into commercial planning
• Leverage & improve Critical operating decisions (strategies / tools / WoW) into CoEx)
• Driving critical category planning capabilities within sales organization
• Ensure high performance with view of making improvements or changes that will build capability, motivating, coaching and developing the relevant team & drive in-store execution
• Know the ethical & legal compliance responsibilities of the position;lead ethically & model compliant behavior & maintain an environment where employees can speak up without fear of retaliation
Job scope & purpose (Sales Transformation):
Responsible for the execution of sales regional projects which includes how Sales organized in countries, challenging both indirect & direct coverage & efficiency, creating the most efficient distributor partnership network & how we cluster the markets to optimize, better compete and simplify to generate savings supported by a dedicated PMO resources, plus leads from Finance and HR, and complemented by local teams across markets
Job scope & purpose:
Managing Sales Development & Capability function responsible for 6 different areas within the function & having 5 direct reports (Sales Development & Systems Manager, Sales Capability Manager, Sales processes Manager, Away from home channel, Business development Manager & Sales Systems lead). Primarily responsible for Transform Sales Strategy & Development via developing the various areas within the function to help the Sales organization to transform build people & capability team across the country as well as implement the organization strategy of developing team into a high performance organization
Sales Development & Systems:
1. Planning for the different RTM enhancements and initiatives (e.g. Retail modelling) while ensuring delivery in timely and high quality manner.
2. Manage the complete RTM transformation via complete re-designing of the coverage model
- Monitoring the coverage execution in these areas & track the results in terms of sales to ensure the success of the project
3. Manages planning and execution of Field Force Incentive Program including; designing field force incentive programs, clear documentation of KPIs, timely capturing of monthly targets, timely capturing of actual performance vs. target and remuneration calculation.
4. Manages the evolvement & enhancement of performance measurement reports covering 3 categories:
i. Sales Performance Reports: measuring channel/regional performance vs. target.
ii. Coverage Effectiveness/Route Productivity Reports: measuring the effectiveness of our outlet selection, routes efficiency and field force compliance to routes.
iii. Trade Marketing Reports: measuring POS deployment, productivity, internal distribution and in-store execution.
iv. Auditing team KPIs, features & tools from HH & systems
5. Oversee the analysis process from output from Productivity Reports, recommending solutions and following through corrective actions agreed with field sales management.
6. Manage the regional Sales systems projects agenda in terms of planning & implementations
Sales Capability:
1- Translating sales priorities and projects into developmental initiatives within the framework of the comprehensive sales academy.
2- Liaise with the Sales Management team and HRBL in collecting the functional development needs on annual basis to reflect them in the annual academy curriculum; leveraging performance management and AP processes outcome.
3- Train the trainer on new programs and continuously upgrade the internal trainer’s facilitation capabilities.
4- Drive and facilitate relevant functional Sales training programs to the Sales audience.
5- Set up functional training curriculum for the sales team and distributor(s) leveraging EEMEA programs and integrate them within the sales academy.
6- Leverage strong sales trainers network across EEMEA to drive the exchange of best practices.
7- Integrate new developments and technologies as relevant into the sales academy to ensure the continuous building of world class sales personnel.
Away from Home Channel operation:
Main purpose:
To fuel the sales line and build solid brand equity in non-traditional channels for Mondelez in Egypt & transform the channel growth through focus & complete transformation, re-structuring of the coverage & service model as well as the team structure .
Business Development (Exports/imports):
Develop business opportunities via growing Customer volume and profit in line with Business Group objectives through:
- Execution of Business Development strategies
- Focus on the POP
- Customer Activity & Event Planning
• Run Sales Competencies and functional Performance Assessment to Sales team & build Functional Development programs
• Develop On Boarding program frame work for Mondelēz new Sales people
• Detailing a clear set of sales behaviors, processes and approaches to be used to achieve success & link to Mondelēz values
• Define the FS Standards of Performance through a set of Frameworks / Processes and Tools that clearly describe the ‘what’ and ‘how’ of desired and acceptable behavior for our field sales teams
• Define a standard approach to creating collaborative ‘joint’ business plans with key customers that captures a mutually agreed set of objectives, strategies and activities that can be implemented and tracked
• Develop Training curriculums & calendars that includes detailed set of Learning & Development options that define the capability interventions available to Sales teams
• Continuously upgrade capabilities of designated Sales Trainers and grow the pool of Sales Managers, who serve as trainers for specific areas of expertise
• Serve as internal Trainer & Deliver some Training programs where required
• Developing and owning all program and project delivery for Sales
• Align with Sales and Operations executives to determine business strategy and develop a systems and project delivery roadmap in order to support the execution of those strategies
• Identify project/program, effort scoping, defining and managing resource models, resource loading, resource allocations and managing the team’s throughput maximizing productivity for both Mondelez employee and contractors throughout the GCC & NM
• Manage all the roll out of the Regional Sales System projects into the local BU
• Manage the MSL compliance tracking across GCC including identifying the scope of work, define the tracking methodologies
• Coordinate the regional cross function Sales projects & initiatives and assist in the roll out across the Middle East
Job Responsibilities (sales):
• Ensure implementation and realization of efficient sales planning, forecasting and steering concepts for the region, by partnering with CSL and Marketing as required.
• Lead the team to achieve sales targets & find business opportunities to increase trade/market presence.
• Implement Key account negotiations by strengthening distributors & key accounts operations through ensuring resources to reach clients with the adequate price & portfolio with strong presence at the shelf.
• Ensure optimal interaction between national accounts, regional accounts and field force as well as category management, finance and logistics as required.
• Ensure proper flow of information on competitive / peer activities in the market place (benchmarking / performance tracking).
• Ensure the achievement of agreed revenue, target volume, weighted distribution targets (especially for new products), point of sales excellence targets, and implementation of promotion strategies within given spend budget.
• Implement sales and trade term strategy and coordinate the specific objectives of the Regional Sales Plan with all of the functional departments of the company (e.g. CS&L, Manufacturing, and Finance.)
• Implement appropriate route to market (RTM) and distribution strategies in alignment with company goals and retail structure.
• Improve continuously the competitive position of the Company and trade partners by applying Category Management principles.
Job Responsibilities (BDM):
• Develop and implement strategies for new products and services.
• Determine new opportunities by analyzing business needs.
• Provide direction, guidance to different departments to ensure alignment with the Company’s strategies
• Increase the company’s involvement with existing client
• Develop and deliver the business plans through carrying out research, formulate market analysis and deliver accurate business reports
• Serves as a lead facilitator both internally and externally for projects
Main purpose of the role:
Provide leadership, direction and expertise to the entire Sales organization to grow both Traditional Trade & Modern trade channels via development and execution of sales / marketing strategies, leadership and motivation of sales teams, Teamwork with internal and external interfaces
• Deliver OB Net Revenue and OC
• Build a High performance organization through Reinforce one team mentality with Distributors via an agreed annual business plan, quarterly business /trade spend review, activity planning and execution and Distributor evaluation
• Identify training needs of Distributor sales force and implement training programmes to ensure distributor staff are aware of Kraft standards and expectations & to upgrade the team selling skills, develop and retain quality of human resources
• Roll out Champion at POS program through training followed by in market KPI’s to upgrade the in-store quality.
• Develop and implement Key Account plans
• Implement monthly business updates formats with all Distributors
• Develop and implement planograms for all categories across Levant
• Improve forecasting accuracy through reviewing the monthly sales forecast VS achievement & latest review forecast training for Distributors sales teams
• Set the proper RTM to enhance quality & quantity of coverage, complete RTM cost models across the region to maximize the margins.
• Conducting a monthly market visits, coaching the field team through working closely on the ground.
• Ensure a yearly promotion calendar is agreed with Marketing
• Responsible for implementing the marketing consumer promotions & evaluate them.
• Managing the Trade budgets & putting in place trade spend management discipline with the distributors & ensuring implementation.
• Responsible for planning & implementation of the Trade Marketing: Channel and Customer specific promotions and sampling activities.
• Make sure effective and efficient sell-out solutions are developed
• Drive In-store Excellence - Manage ChamPOS & project POST, establish Merchandising guidelines
• Develop the necessary Plan-o-grams by category & develop a Product catalogue by market
• Develop innovative merchandising solutions
• Responsible for production & implementation of all the needed POSM with an excellence in execution.
• Proactively capture & manage category captainship
• Focus on leveraging shopper insights, early warning system for price changes in the market place
• Clear understanding of price elasticity and each channel strategy & co-define price points and gaps
• Communicate pricing strategy and guidelines to sales force based on marketing plan
• Track implementation and results for future decisions
• Make sure voice of Trade and Sales is well represented in product launches (e.g. portfolio & packaging case delivery) & get involved early in any changes on the products and coordinate with Product Change Manager
• Achieve volume targets in line with plan objectives and profitability
• Ensure LTAs terms and conditions are executed.
• Develop an effective merchandising execution plan for the region.
• Determine store level KPI’s for organized trade team and develop control mechanism to track performance.
• Execute all national marketing initiatives (launch and promotions) and organized trade specific initiatives in all organized trade outlets.
• Set activity execution standards and timings for organized trade team and establish systems to track results vs. objectives.
• Secure timely and accurate communication of information such as price increases, promotions, new items Introduction to organized trade team.
• Establish and develop good relationship with customers at both headquarter and store levels.
• Establish timely and accurate reporting system for competitive activities within organized trade team.
• Ensure implementation of agreed Sales plans of the accounts assigned. .
• Regular meetings with Key account managers to be held and documented in contact reports.
• Ensure that all company policies are adhered to in the conducting of business within the agreed area.
• Review; verify all deflators and Advertising & promotions claims relating to the accounts being managed and responsible for managing the said expenses within the agreed budgets.
• Ensure the product displays, POS material, and rentals are as per the agreed terms or plans by the individual accounts.
• Train, guide and motivate effectively the in house Merchandisers. Maintain records of training and carry out post training follow-ups.
• Provide monthly market report on all activities including competitors.
• Ensure that the monthly order and forecast for all your accounts is correctly completed and submitted to Sales manager on time, Allocate sufficient time to forecasting to ensure accuracy.
• Provide accurate and timely information as and when required by the Management.
• Handling the company Invoices (Issuing & Registration) in the GL & A.R sheet, receiving cash from collectors.
• Record the Revenue (Earned & Unearned).
• Handling the Customers Accounts, made a monthly report for the aging A.R of the Customers.
• Working with the ORACLE Accounting System (A.R Module), G.L.
• Working with NTS System (System of Invoices).
• Responsible for the bank deposits (cash & checks).
• Made the monthly bank reconciliation