Key Account Manager - Kuwait, Qatar & Bahrain
AATCO Food Industries
Total years of experience :16 years, 8 Months
Managing the key accounts business comprising of international and regional QSR chains within my region;
Responsible for the implementation of AATCO’s sales strategy which entails driving sales and volume growth;
Analysis of customer trends and ability to predict potential opportunities in the market;
Build new customer relationship and build on existing;
Achievement of sales targets;
New business development & franchise key account management;
Retention and development of all accounts;
•Handling international F&B leaders (i.e. Acqua Panna, S.Pellegrino, Ronnefeldt, Douwe Egberts, Bel Normande, Giffard, etc.);
•Implementing brand guidelines as per the international standards of the brand with some modification for the local market;
•In collaboration with the Group Sales Manager, responsible for planning, developing and directing marketing efforts for a particular the brands and developing programs to strengthen and sustain the brand's effectiveness in the market;
•Monitoring market trends;
•Meeting with clients and various departments and carrying out consumer research;
•Writing and presenting reports to clients and senior management;
•Create strategies to take advantage of market opportunities;
•Manage access to brand assets.
•Manage beverages marketing budget (incentive scheme, advertising activity, activation programs, etc.);
•Managing the daily operation of the company gourmet shop where they sell many of their 3000 SKUs;
•Managing a team of three staff (time in/ time off/ overtime/evaluation/ etc.);
•Introducing and looking for new gourmet products that can be purchased locally or internationally to expand our product line;
•Making sure of availability and avoid any out of stock items;
•Manage company Instagram account/ SMS service.
• Handling F&B market leaders (i.e. Red Bull, ViO, Rauch, Apollinaris, Acqua Eva, Gerolsteiner, Snyder, Manner, La Mole, etc.);
• Responsible for targeting the HoReCa outlets and developing programs to strengthen and sustain the brand's competitiveness in the HoReCa channel; focusing on all aspects i.e. contract & negotiation, outlet segmentation, distribution and programs;
• Formulating key accounts through outlet segmentation, contract & negotiation exclusivity and visibility. And responsible for maintaining good relations with HoReCa outlets and Key Accounts;
• Translating the brand portfolio and trade strategy into detailed Key Account channel strategies and plans including trade segmentation, category management, and distribution in line with KPIs;
• Develop appropriate programs that best deliver on the brands' equity building and sales performance;
• Regularly visit HoReCa and Key Account channels and builds the relationship with the selected outlets.
• Creating a PSF (Persuasive Selling Format) customized specifically for each customer;
• Achieving sales targets (Sell & Resell);
- Collecting, studying and analyzing market data;
• Learning and utilizing conceptual selling in my section;
• Observing, reporting, analyzing and counter competitive activity;
• Setting action plans and growing and developing brands and brand equity;
• Team building efforts in supporting colleagues and other functions to deliver unit’s results through Search, Share and Reapply proven successes in my section;
- Updates Unit Manager with the requested data accurately and on time (stocks, estimates, daily Sales, pricing, competition … etc.);
• Train, coach, monitor, and motivate the merchandisers (a team of 4) on a daily basis to ensure getting maximum productivity;
• Market exploitation (branding, deploying thematic displays, increase shelf share);
• Understanding shopper behavior (Decision tree, FMOT, POG, price sensitivity);
• Logistics (follow up on deliveries and deadlines);
• Professionally controlling budgets and allocations, and - where applicable - ensure payments from trade are collected on time.
• Acquire companies that have no significant revenue history with Bayt.com by selling our recruitment products & services;
• Initiate and develop a strong relationship with companies who have recruitment needs;
• Determine customers' recruitment needs, and prepare proposals to sell services that address these needs;
• Give online demonstrations to clients on Bayt.com in order to handle objections and convince customers to buy.
The Gulf Studies Center’s Program Coordinator provides advanced administrative and clerical
support to the GSC. The Program Coordinator generally will work during the day in the Gulf Studies
Center, but some evening work may be required based on tasks. He or she will perform a number of
specialized tasks that require a high level of accuracy and attention to detail such as; networking with
government, non-government, community based organizations, and collaborating with international
institutions to further the interest of the Center. In addition to the above mentioned tasks, the student
will be assigned a greater set of responsibilities such as help with source acquisition, cataloging,
translation, and manage specific tasks in the Gulf Studies Center independently with no direct
supervision.
Honors/Awards - Dean's List: Spring 2008, Fall 2008, and Fall 2009; - Participation Award in 4th and 7th AUK Academic Showcase; - Best Student Worker Award 2009; - Dean’s Award Finalist 2009; - AUK Service Award 2010; - Sigma Beta Delta - Business Honorary Society.