Sales Operations Manager
Gulf Food Industries - California Garden
Total years of experience :16 years, 6 Months
Key Accountabilities:
Manage the Category: Expertise and Strategies
• Expertise regarding category strategies and key business drivers.
• Read and analyze market share to come up with strong business conclusions and advise on steps for improvement.
• Conduct an in-depth analysis of category/brand performance by channel and create plans to exploit the opportunity.
• Lead the internal development of the plans with suppliers to build sales and market share.
• Research and make plans to reapply proven success models.
Management of Suppliers
• Point of contact for Suppliers’ Commercial teams.
• Work proactively with Suppliers on developing Joint sales plans by channel in order to achieve the desired growth.
• Manage the day to day relationships with Commercial teams in order to ensure flawless executions of the initiative master plan and brand fundamentals.
• Jointly own the accountability of initiative launch CPS.
• Accountable to build a healthy working and growing relationship with suppliers.
Deployment of Sales Business Plans
• Develop by store initiative execution plan in alignment with Top management.
• Obtain the aligned budgets from Suppliers and manage the funds internally.
• Energize and enable the Sales team to deploy respective category strategies (SBD) and initiatives.
• Communicate the plans to the sales team effectively to ensure fast and quality executions.
• Conduct periodic store checks on the respective category/brand followed by sharing thorough documentation to exploit the in-store opportunity.
Planning/Forecasting Matrix
• Provide Supply team with detailed volume sales forecast based on the aligned sales plan.
• Manage full yearly targets on designated brands.
• Responsible for Budget management - Spending and Claims.
• Accountable to forecast accurately the Stock on Hand.
Financial Matrix
• Responsible to deliver Top line and Bottom line on the brands through accurate forecasting, budget management and through viable commercial propositions across relevant channels/customers
Formulating developmental strategies for achievement of goals and targets by identifying & developing new
avenues for long term growth.
Designing new methods for cost reduction to bring profits to the organization.
Creating detailed Business plans for the coming year complete with channel activation and new launches & pack
changes.
Performing sales analysis by product categories, SKUs and markets to identify sales variances to YTD, budget &
targets.
Developed new modern methods to Audit markets for the sales team in Azerbaijan & Iraq.
Monitoring performance of key customers in terms of their regular sales & promotional activities.
Supporting in creating annual trade marketing calendar for promotional plans/discounts/other impulsive activities
in Key Accounts/ Wholesale and other channels and ensuring the activity gives a positive financial impact.
Highlights:
Reviewing & interpreting the competition & market information to fine-tune strategies.
Identifying prospective clients and generating business from the existing clientele, thereby achieve business targets.
Developing the Distribution Channel, resulting in deeper market penetration and reach.
Interacting with decision makers, business partners and key influences to strategically manage beneficial and
profitable associations / alliances.
Driving BTL Activities, Visibility campaigns and new product launches
Ensuring proper claim management, handling compliance issue.
Analyzing competition scenario & reporting the same. MIS handling
Accountable & Responsible for the business and operations in North Vietnam.
Managing a team of 50 and helping them deliver & outperform.
Plan & implement Distribution Infrastructure for market coverage.
Drive Numeric Distribution & Geographical Expansion.
Flawless execution & Merchandising excellence on visibility.
Establish strong Route -to-market / Good Distributor management
Develop & recommend trade schemes for sales promotion.
Implement & monitor trade schemes.
Business development: - Brought in 725 new customers in Rural and urban areas to Pepsi distribution.
Upsized the Assets to deliver more value to sales and visibility-directly resulting in gain in market share.
People Management - Maintaining conducive professional relationship with all business partners
Managing Team - Keeping them motivated, providing guidance, monitoring performance
Assets Management- Keep in track the no of company assets in market
Business development: - Developed an area with 4 Distributors with annual revenue of
People Management - 4 Pilot sales man, 6 sales man
Driving BTL Activities, Visibility campaigns and new product launches.
Monitoring Budgets and utilizing the same to optimum level.
Managing Depot - ensuring proper claim management, handling compliance issue.
Analyzing competition scenario & reporting the same. MIS handling
Managed the retail channel and wholesale channel sales, F&B & various business development initiatives to ensure
smooth sales operations.
Sales and Merchandiser team handling and visibility
Innovative plans for sales growth
Sound market knowledge.
Sales target for consecutive years.
Best in class Visibility and new outlets enrolled and maintained in the market.
Overachieved the sales growth targets.
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