Retail Operations Manager
Saudi Ceramics Company
Total years of experience :15 years, 8 Months
- Setting up the business plan of the Saudi Ceramics brands for the five active categories Tiles, Sanitaryware, Plastic and Electric Water Heaters along with goals and objectives, budgets and commercial targets in alignment with the management strategic direction for the short and long term.
- Responsible for managing the human capital within retail sector, directly or through Retail Regional Managers, ensuring excellence of commercial performance.
- Monitor and direct daily operations to ensure that goals and objectives are met in term of sales targets, margin and profit and take corrective action when necessary.
- Oversee and review, along with the Retail Managers the showrooms performance: sales achievements, marketing activities, staff training, and provide reports to management on findings and plans for improvement.
- Analyze and improve cost effectiveness; prepare, review budget updates in collaboration with the Retail Regional Managers
- Hold regular business reviews with management to review final PnL
- Monitor and analyze market trends, competitor activities; provide action plans and follow up on implementation.
Setting goals, Planning assortment, range structure, sales targets, pricing and gross margins, negotiation & trading terms, planogram cycle, and implementation of the promotional/seasonal strategy of the business across all territories.
• Develop strategic plans and generally overseeing their implementation to ensure maximum capacity utilization towards achieving the group’s strategy, growth and profit objectives.
• Responsible for obtaining short term and long-term objectives with modern trade sector, hypermarkets traditional market and E-Commerce
• Comprehending channels requirements and aligned with business objective.
• Analyze channels performance and propose action plan to accelerate growth.
Monitor the market trends and develop strategic initiatives to better the sales performance
• Identify and growth opportunities and collaborate with all other internal teams to ensure growth targets are met.
• Manage sales pipeline and allocate required resources for successful order placement.
• Leading sales activities in wholesale sector to guarantee sustainability of genuine sales achievement in high competition market
• Accountable for the achievement of the channel sales volume maintain the weight of each category/brand as planned.
• Monitoring gross margin for every dealer in the regions to maintain a healthy sales achievement, and intervention when needed.
• Managing high level of engagement with key partners to develop partnership in win-win Basis.
• Manage and maintain the strategic planning process to develop channel requirements.
• Forecasting sales budget per unit per account. Provide profitable product mix
• Engage with major commercial channel players to identify and close major opportunities
• Responsible for obtaining and maintaining long term key customers by comprehending their
requirements.
• Managing high level of engagement with key customers to develop partnership in win-win
basis.
• Identify and grow opportunities and collaborate with all other internal teams to ensure growth
targets are met.
• Identify needs and requirements to promote company’s premium products.
• Develop and manage sales pipeline and allocate all required resources for successful order
placement.
• Forecasting sales budget per unit per account. Provide profitable product mix
• Clearly communicate the customers’ requirements to internal and external stakeholders to
ensure they are met and continual communication with key partners (extra stores, Eddy Stores, Xcite, Jarir bookstores, Hyper panda, Lulu Supermarkets) to provide an update on
their short and long terms plans.
• Assist with high severity requests or issue escalations as needed.
• Engage with major commercial channel players to identify and close major opportunities.
• Leading Sales national level. Managing sales channels: dealers, key accounts, hypermarket and e-commerce.
• Collaborated with planning and trade marketing to sell profitable portfolio and improve revenues, gross profit and marginal contribution.
• Channel development Forecasting sales budget by product by channel by geographic region. Optimizing support to achieve sales target.
• Developing modern trade sector and negotiate win-win business agreement for sustainable partnership. Built good relationship with top retailers in the industry.
• Developing traditional market increase their contribution in the total sales target. Managing the receivables and aging credit reduced in challenging market. Built good relationship with top dealers in the industry.
• Spearhead team efforts in setting up marketing strategies based on changing market dynamics for retaining/ enhancing existing market share in the assigned territory.
• Development of a marketing plan by product by category and annual promotional, media, and manage to implement within planned budget.
• Evaluate team performance and render productivity enhancement feedback. Organize training sessions for team members based on identified training needs.
• Leading all marketing efforts by developing a strategic trade marketing plans, ensure to drive the demand and open new opportunities for existing retailers and new prospects.
• Developing go-to-marketing strategy for the business based on BTL and highlighting POS material.
• Setting the appropriate display standard by category, deploying floor planogram and maintain the standard by regular visits. Reporting high standard display presence for run rate products and new launches.
• Defining unique selling point USP in the product, creating training material, conduct-training session for floor sales men in every geographic area.
• Collate market intelligence on competition and other market trends for aligning annual marketing plans/ budget for accomplishing organizational goals
• Managed marketing budget allocated across categories, optimized resources to various sales operations
• Created and executed 360 degree marketing campaigns aligned to the business priorities. Key focus on increasing brand awareness in Saudi Market via a mix of ATL initiatives and events.
• Setup Haier Saudi Arabia in all social media platforms Twitter, Facebook, Linked in, YouTube and Instagram. Planned and excited calendar for digital marketing campaigns aligned with sales activities and managing contents. High engagement recorded in social media.
• Launched www.haierksa.com e-commerce website for Haier in Saudi.
• Setup trade marketing initiatives in line with sales team to promote LG new products and technology in Saudi Market. Launching the new TV technology in Saudi Market LED Ultra HD UHD and OLED full HD and 4K. Support white goods / home appliances category and feedback product team to give best customer experience.
• Playing major role in implementing LG global commercial identity in Saudi market in matter of display starting from planning the requirement based on the need in the retailer to be aligned with their sales volume considering the opportunity for each account ending with executing the display infrastructure and maintain best presentation for LG.
• Conducting Market Research shopper insight analysis and setting benchmark to identify the required promotional and merchandising intervention.
• Working closely with regional sales teams for creating key account and retail customer specific strategies relating to required space, position, POS, promotions to ensure in-store excellence visibility.
Main role as corporate sales and marketing to provide support to corporate sales, projects and traditional market. Duties include general research new market opportunities, Map out potential customers & competitors, and project based work.
Ensure implementation of Departmental strategy and related strategic plans in order to achieve agreed strategic goals and objectives
Develop and update Business Development unit organization structure -with compliance to relevant policies- to ensure meeting different business needs and requirements
Monitor the financial performance of the Business Development unit against budgets so that areas of unsatisfactory performance have identified and rectified promptly and potential performance improvement opportunities have capitalized upon
Manage the daily operations of Business Development unit to ensure that work processes implemented as designed and comply with established policies and procedures
Design the best negotiating strategies by considering the risks and rewards, and lead the negotiation to close the deal.
Reach out directly or through partners to target prospective governmental projects, develop and deliver a comprehensive strategic and tactical plan for business development and income generation.
Managing forecasts, implementing schedules, supplying goods and predictability for revenue achievement.