Business Development Manager
Emirates National Food Co.
Total years of experience :12 years, 2 Months
To develop the sales through listing of product in various MT outlet such as Carrefour, LULU, Nesto, Grandiose SM, West Zone SM. To Make RTM strategy in line with the goal of the company. To manage & monitor the team through various sales tools & market visits. To initiate & manage flyer promotion, Gondola promotion & ensure the AV & VB of the product across stores
My role is to manage, develop, control & lead the team through proper route to Market (RTM) strategy, follow ups. Focus on productivity, coverage AV & VB, SOS, sales promotion, planning & training to achieve organizational goal.
CORE COMPETENCIES
Sales & Marketing
Developing marketing strategies to build customer preference and driving volumes.
Providing direction to execute promotions/ launches in sync with regional characteristics.
Business Development
Networking with prospective customers, generating business from the new and existing accounts and achieving profitability and increased sales growth.
Evolving market segmentation & penetration strategies to achieve targets.
Identifying key/ institutional accounts and strategically securing profitable business.
Channel Management
Developing policy and methodology to build up channel network in different geographies.
Evaluating performance & monitoring distributor sales and marketing activities.
Team Management
Managing the team through continuous training & encouraging for better performance.
Co-ordinate with HRD for sales training of entire sales team in class room and on the job training.
Key Skills
Sales/ Business Development * Competitive Analysis *Key Account Management * Distributor Management * P& L Control and B/S *Communication/ Negotiation
*Planning & Budgeting * SWOT Analysis * Retail Van sales operation *Institutional Sales/Food Service/Horeca
• Manage, Control, & monitor big team of Salesman, Merchandizer, Supervisor & Assistant manager.
• Maintain & increase sales through productivity, AV & VB, coverage, SOS & other effective sales tools.
• Responsible for Sales promotion activities, New product launch & exclusive contract, BDA, Product Listing
• Increase business opportunity through various Route to Market (RTM)
• Developing Sales Strategy & budget planning for each category
• Deployment & Redeployment of freezers & category strategies.
• Continuous sales analysis route wise, brand wise & category wise to ensure proper functioning.
• Monthly & quarterly meeting to analyze sales, collection & performance.
• Conduct regular market visits & monitor competitor’s activity.
• Ensure market collection on time & safeguard freezer as company’s asset.
• Prepare sales Forecast & Rolling Forecast to ensure smooth product flow.
• Route Re-engineering for better coverage & productivity.
• Recruiting & Training Sales Staff.
Pure Food Co.is a subsidiary of International Foodstuff Company (IFFCO) in Saudi Arabia (KSA) which manufactures & market a wide range of fast moving consumer products. It involve in the manufacture of Fat & Edible Oil, Pastas & Spaghettis, Ice cream, Biscuits & chocolate, Juices, Frozen foods, Ketchup, Etc. Company own Brands like Tiffany, Noor, Royal Lather, Igloo, London Dairy, Sunny and many more.
Key Deliverables:
Handling Ice Cream Business in KSA through Binzagr Co. as our distributor.
Deciding strategies & monthly meeting with team - for achieving budgeted sales volume.
Preparation of monthly sales report including variance analysis and market developments.
Continuous monitoring & follow up with distributor to achieve desired goal.
Keep check on coverage, Productivity, Displays/share of shelf, Product mix optimization, price correction, range distribution & building blocks by continuous adding new customers for growth.
Planning for Monthly, Quarterly and annual sales forecast.
Responsible for Sales planning, , sales promotion activities, new product launch & exclusive contract.
Frequent market visit to keep an eye on availability & visibility of product & ensure OSA. Also monitoring competitor’s activity.
Maintaining customer relationship management by having healthy relationship with customers.
Key Highlights:
Achieved Highest Sale with Minimum budget Utilizations.
Achieved Highest Volume and Distribution on Launch of SpongeBob ice cream in 2015.
Unipex Dairy Product Ltd. is an IFFCO group Co. with the brands name London Dairy, Igloo & Quanta ice creams with a turn-over of more than 300 million.
Key Deliverable:
Responsible for achieving monthly sales target, collection target, productivity and outlet coverage.
Annual business agreement negotiation, new product listing process & periodic business review.
Lead and managed a team of sales representative and helpers.
Draft monthly sales target for sales rep for their respective sales territory
Frequent market visit to explore new opportunities and monitoring activities of team.
SKU wise monthly phasing inline with initial forecast for the month
Initiated route reengineering to increase effective coverage and thereby increase in productivity
Keep an eye on competitors activity & ensuring on shelf availability (OSA)
Co-ordination with finance department to ensure smooth functioning of monetary transaction
Resolving all Hand Held Terminal (HHT) relates issues with the help of IT support.
Ensure stock availibity from warehouse department to fulfill market requirement.
Generating various reports through ERP and Oracle to analysis and understands market trends and forecast sales plan.
Handled HORECA business with prominent customer such as Atlantis Hotel, Burj- al Arab, Wild Wadi, EKFC, ADIFC, Karachi Darbar restaurant, Malik Burger parks & other five star hotels.
Passed with 1st Division
Passed with 1st Division.