Modern Trade Sales Manager
Lusail Factory for Mineral Water (Alkalive & Sparkalive)
Total years of experience :11 years, 9 Months
• Sales Strategy and Execution:
Develop and Implement a comprehensive sales strategy specifically for the modern trade channel.
Collaborate with cross-functional teams (such as marketing, supply chain, and finance) to ensure seamless execution of sales plans.
Monitor and Evaluate the effectiveness of sales initiatives and adjust strategies as needed.
• Customer Relationship Management:
Build and Maintain strong relationships with key modern trade customers (such as supermarkets, hypermarkets, and retail chains).
Negotiate and Close Deals with buyers and category managers.
Understand Customer Needs and tailor product offerings accordingly.
• BDA Preparation, Negotiation, and Finalization.
Ensure all BDA/contracts/paperwork are completed and returned accurately and in a timely manner with required follow up
• Sales Target Achievement:
Set Clear Sales Targets for the modern trade segment.
Track Progress toward achieving targets and take corrective actions if necessary.
Analyze Sales Data to identify trends and opportunities.
• Merchandising and Shelf Management:
Ensure Optimal Shelf Placement for products within modern trade outlets.
Collaborate with merchandisers to maintain product visibility and availability.
Monitor Stock Levels and coordinate replenishment.
• Promotions and Campaigns:
Plan and Execute promotional activities, discounts, and seasonal campaigns.
Coordinate with marketing teams to create impactful promotions.
Evaluate Promotion Effectiveness based on sales uplift and customer response.
• Market Intelligence and Competitor Analysis:
Stay Updated on market trends, competitor activities, and consumer preferences.
Gather Insights to inform decision-making and adapt sales strategies.
• Team Leadership and Development:
Lead and Motivate the modern trade sales team.
Provide Coaching and Training to enhance their skills.
Evaluate Performance and address any gaps.
1. Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition
2. Expand the relationships with existing customers by continuously proposing best deals that meet their objectives
3. Ensure the correct products and services are delivered to customers in a timely manner
4. Serve as the link of communication between key customers and internal teams
5. Resolve any issues and problems faced by customers and deal with complaints to maintain trust
6. Responsible for preparing product activation plans and executions.
7. Meet and/or exceed monthly, quarterly, and yearly team sales targets
8.. Monitor, analyze and take accountability for performance affecting improvements in sales/revenue growth, sales productivity, sales quality and optimization of customer satisfaction
9. Effectively coach and develop a high performing team of sales representatives & merchandisers
10. Manage responsibility for each member of the team to exceed goals in all sales targets
11. Teach best practices and drive enrollments
12. Meet regularly with General Manager and provide detailed reporting on the overall performance of the team
13. Work individually with Sales Reps to educate them on the Customer-Focused Selling model
14. Outline and deliver performance improvement plans and year end performance reviews to Sales Reps
15. Monitor and track adherence to productivity, attendance, daily expectations and provide feedback
16. Review daily reports to diagnose excellence and areas of improvement that affect individual and team performance
17. Conduct weekly sales meetings
18. Ensure all BDA/contracts/paperwork are completed and returned accurately and in a timely manner with required follow up.
19. Managing a team consisting 38 members (Sales Reps-7, Merchandiser-29, Merchandiser Driver-2)
1. Provide inspired leadership for the organization.
2. Make important policy, planning, and strategy decisions.
3. Develop, implement, and review operational policies and procedures.
4. Assist HR with recruiting when necessary.
5. Help promote a company culture that encourages top performance and high morale.
6. Oversee budgeting, reporting, planning, and auditing.
7. Work with senior stakeholders.
8. Ensure all legal and regulatory documents are filed and monitor compliance with laws and regulations.
9. Work with the board of directors to determine values and mission, and plan for short and long-term goals.
10. Identify and address problems and opportunities for the company.
11. Build alliances and partnerships with other organizations.
12. Support worker communication with the management team.
1. Maximize volume and revenue in key assigned food service accounts by utilizing fact-based selling methods.
2. Responsible to acquire new accounts.
3. Identifying market potential in order to establish new account, achieve food service sales volume, revenue and profitability goals.
4. Maintain, monitor, and regularly evaluate pricing and contracts with customers so as to provide products and services that meet standards of quality, timeliness and cost.
5. Develops and executes effective HORECA account-specific marketing & Sales programs.
6. Regularly providing sales training and techniques to team members and motivating.
7. Responsible doing needful for Tender related to F&B requirements.
1. Meet and/or exceed monthly, quarterly, and yearly team sales targets
2. Select, manage, and develop a high performing sales team.
3. Develop and implement high caliber individual sales and career development plans for all team members.
4. Monitor, analyze and take accountability for performance affecting improvements in sales/revenue growth, sales productivity, sales quality and optimization of customer satisfaction
5. Provide sales training and on-going mentoring to staff
6. Effectively coach and develop a high performing team of sales representatives
7. Manage responsibility for each member of the team to exceed goals in all sales targets
8. Teach best practices and drive enrollments
9. Meet regularly with Sales Manager and provide detailed reporting on the overall performance of the team
10. Work individually with Sales Reps to educate them on the Customer-Focused Selling model
11. Outline and deliver performance improvement plans and year end performance reviews to Sales Reps
12. Monitor and track adherence to productivity, attendance, daily expectations and provide feedback
13. Review daily reports to diagnose excellence and areas of improvement that affect individual and team performance
14. Handle personnel issues and problems
15. Conduct weekly sales meetings
16. Ensure all contracts/paperwork are completed and returned accurately and in a timely manner with required follow up.
17. Work in the field with the sales team (ride with staff on presentations)
18. Managing a team consisting 43 members( Sales Executive-3, Merchandiser-8, Merchandiser Driver-2, Delivery drivers-10, Delivery helpers-20)
1.Present and sell company products and services to current and potential clients.
2. Identify sales prospects and contact these and other accounts as assigned.
3. Prepare quotations.
4. Develop and maintain sales materials and current product knowledge.
5. Establish and maintain current client and potential client relationships.
6. Identify and resolve client concerns. .
7. Communicate new product, special developments, information, or feedback gathered through field activity to appropriate company staff.
8. Coordinate company staff to accomplish the work required to close sales.
9. Coordinate shipping schedules and delivery of merchandise and services.
10. Follow-up for collection of payment
11. Supervising a team consisting 26 team members to achieve the sales target.
Keeping Records of daily transactions.,