Sales Development & RTM Manager
LUNA Perfumes and Cosmetics (PAC) S.A.E
Total years of experience :22 years, 8 Months
• Manage, hire, train and ramp sales team
• Develop sales team into sales-ready candidates for further development within the organization.
• Motivate team members through creative incentives.
• Monitor SDR dashboards to make sure data is accurate, team is on pace to achieve goals and take action.
• Develop team processes and best practices.
• Motivate, incentivize, and recognize team members to encourage top performance.
• Coach and manage a team of sales development reps.
Developing and implementing sales strategies for increase of market share and profitability on a sustainable basis in line with annual business plan.
• Responsible for achieving annual volume & profitability objectives in terms of primary & secondary sales.
• Direct the sales team and establish sales targets, help them in breaking the same geographically, monthly,
weekly & daily targets.
• Expand direct coverage across the country according to the existing opportunities.
• Ensure that the distributors apply company’s fundamentals.
• Align the company’s yearly activity calendar with the trade marketing department & ensure that the ROI of
each activity an applied in terms of incremental volume.
• Enhance distributor sales team capability by providing ongoing training by unit sales managers.
• Participate in the commercial planning process through developing accurate forecasts & customer plans.
• Work towards reduction in cost with optimum quality of product development.
• Work together with subsidiaries plans with the distributors to ensure route coverage, competitor activity &
search for new opportunities across regions.
• Collaborate with the marketing team to ensure that marketing support is available for promotions, in order
to improve the visibility of the products.
• Ensure Implementation of distributors operational KPIs & route to market efficiency.
• To achieve turnover & Profit targets Increase of market share in the region
Responsible, train Retail sales supervisors on using different types of systems for information gathering & KPIs.
*Develop sales systems, processes and tools that aid sales teams in efficient and effective sales strategies and targets.
*Upgrade and apply the full automation sales cycle at company DCs & SDs.
*Manages and implementing system enhancements & processes, KPIs tracking, field force incentive scheme management, Geo-mapping analytic and routing optimization.
*Manage the Development of customer level data across regions to Retail & LG trade channels and work up to Preparation new sales system deployment.
* Analyze marketing potential of new and existing geographical dealer locations, respective sales statistics and expenditures to formulate decisions. *Manage planning for the different RTM enhancements and initiative while ensuring results in timely and high quality manner .
*Coverage Effectiveness/Route Productivity Reports: measuring the effectiveness of our outlet selection, routes efficiency and field force and monitor the growth rate and vans productivity per routes.
*Manage all sales routes optimization through creating balanced routes based on number of customers, visits/day, Drop Size and route completion time in order to improve sales productivity.
*Manages analyzing output from Productivity Reports, recommending solutions and following through corrective actions agreed with field sales management.
*Training sales team on using different types of systems for information gathering &KPIs.
* Apply sales standards on operation execution in term of sales expansion & data analysis Maps, Reporting Tools, Census analysis to ensure smooth expansion plan execution & up to date routes in place
Achievements:
Manage, development retail team project, planning for the different RTM enhancements and initiative while ensuring results in timely and high quality manner (coverage effectiveness - route Productivity Reports - AVR vans- productivity /cost - analyze results - distribution per SKU - handlers customers).
*Achieve 23% growth in retail sales out during 2018 verses 2017, Increase retail vans productivity.
*Retail team Contributed to achieve treble the tissue sales between 2018: 2020 by focusing on coverage and distribution according to the active development plan.
*Build with Retail sales team “Baby diaper” \{Molfix pants brand\} and make it top of brand in diapers market a success story.
* Achieve 35% growth in LG sales out during 2019 verses 2018 & Market leader in all top LG customers
Duties:
Responsible for optimizing and growing the sales channels and for implementing new projects, trade sales
strategies and plans, which are in line with the company's brand strategy in order to meet distribution and
volume objectives and improving the efficiency and effectiveness of all the sales channels. Implementing the annual and the monthly sales plans and distributing it among the team members. Leading and steering a sales team (Supervisors - Sales Rep.) for achieving the monthly and the yearly
targets. Analyzing the daily data for monitoring the daily sales process Setting and implementing a follow up plan for observing and analyzing the customer’s distribution and
display Solving the customers’ and sales team problems and setting up preventive plans. Proposing new ideas for raising the sales profits during the month and the quarter Planning to open new sales channels and continuous monitoring to achieve the goals.
Achievements:
Leading, build teamwork mindset between all the sales team. Build with my team “Baby Care” Category \{Molfix and Bebem\} Diapers starting with Molfix- diaper brand from scratch and get 7% market share in first year, Up to 18% share until 2016 with big start about ( Bebem brand -2013) In addition to the Feminine Pads Category under the brand of Molped, the Adult Diapers Category under the Brand of Joly Manage, build with my team "Tissue Category" \{Familia and Papia\} brand from scratch and get 12% market share in first year (2017-2018) and now the No.1 of market leader in ( Kitchen - facial tissues) …we go to leading tissue category in market. All time record, top achiever, one of the key persons who contributed to achieve 18% growth diapers (Molfix - Bebem) in 2012-2018.
Duties:
*Determining monthly goals, Plans and reviewing KPIs and monthly offers with clarifying the strategy for all of this.
*Forecasting market demand.
*Develop and serve, distribution, visibility and coverage plan.
*Ensure all goals and objectives of products availability.
*Tracking Monthly Sales performance for total areas and each sales point.
*Planning & executing Monthly and annual promotion calendar.
*Follow up &review daily performance of customers and give constructive feedback to sales. *Reviewing market status "competitive products" throw supervisors reports.
*Finding different solutions to control customer's problems to reach to the best result.
Achievements:
Retail Unit Sales Manager (Natural ghee and blended butter - Sep 2008 - August 2010 - Cairo ) :
*Increase retail sales results in natural ghee - Achieve 26 % growth in retail sales out during 2010 verses 2009
*Build and manage the distribution plan of the first products in Egypt market "Fern Blended Butter Brand" with the Retail sales team from the start and acquisition with regular growth in market from scratch share.
Unit Sales Manager (Natural and industrial sector (merge) - Oct 2010 - August 2012 -Downtown unit - Cairo )
*Leading Launch first products mixed ghee in Egypt market "Goldin Mix brand" with impressive results in sales and distribution.
Duties
*Achieving Daily, Monthly and Annual sales targets and package. Promoting and ensuring availability of the full range of our products in all outlets within the region.
*Maintaining customer satisfaction and improving customer relations, ensuring very high execution l
*Responsible with my team to improve and develop Market share within my all sales channels in region. *Developing opportunities and market chances to improve our sales.
*Day to day follow up on competitor activity, promotions and development. *Daily market visits with sales team to make maintain good relationship with customers and ensure availability for our full range of products. Problem solving and promoting customer motivation.
*Explaining to top customers the mutual need for our partnership.
*Determined to perfect negotiation and marketing skills through continuous training and advanced exposures, while developing .
*Ensuring a good promotional calendar that satisfies the accounts and the customers and increase my market share.
Achievements:
Leading launch ( Oxi, Bahi, Rivoli sop )detergents products in all sales channel in market with impressive results in sales and distribution.
* Awarded with my team as one of sales supervisors the in contributing for achieving 2007-2008 target with growth of 22% vs previous year. Build teamwork mindset between all the sales team *Together Everyone Achieves More*
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