Key Accounts Manager
Philip Morris International
Total years of experience :7 years, 5 Months
• In charge of Commercial Strategy development across Key Accounts and Wholesale Channel
• Lead the negotiation process of Key Accounts yearly contracts; with a budget of above 5 mio USD, mainly focusing on rationalization of spending versus deliverables
• Developed a new tailor made trade program called “The Ambassador”, which transforms Key Account retailers into PMI brand ambassadors and rewards them upon improvement in share of market
• Expanded Key Accounts reach by contracting 2 new customers (Lulu and Nesto), and introducing the first ever tobacco category within a hypermarket chain in Saudi
• Distributor Management: Leading a Sales force consisting of 3 Sales Supervisors and 17 Field Sales representatives on Go-To Market strategy and sales volume achievement
• Consumer Engagement: Managing a team of 35 promoters, to ensure effective point of sale activation & communication of consumer selling messages to legal age smokers
• Retail Engagement: Developed, piloted, and nationally implemented the “Cycle Brand Target” Program, which rewards retailers with gold coins upon achievement of brand sales volume targets
• Trade Development: Increased the weighted coverage of PMI contracted universe from 29% to 35% while maintaining the same top line rentals budget
• Controlling the yearly area tactical budget on trade offers to Wholesale and General Trade
• Working closely with Demand Planning and Supply Chain team on forecasting future In- Market Sales Volume by SKU/Channel
• Managing all Trade Marketing & Commercial activities for “Olay” skin care brand in Saudi
• Accountable to approve direct investment spending on yearly Joint Business Plans with large Modern Trade and Pharmacy Channel Customers
• Principal Management: Lead the coordination between Tamer and P&G commercial team
• Conduct monthly demand review meetings with P&G to amend & set future volume targets
• Allocate budgets on initiatives and promotions by channel/district & track spending
• Analyze market reading value & volume share versus competition
• Work in parallel with Regional Sales Managers through developing winning strategies, tools, and plans to ensure volume achievement
• Heading Nestlé’s Pharmacy Channel Business in Riyadh (Brands: Nido, Cerelac, & Nan)
• Leading a team of 8 people. 6 Account Executives and 2 Van Salesman
• Allocate the unit's volume & value Target by Brand/SKU/Account/Salesman
• Manage receivables, customer credit terms, customer balance conformations, & invoice collection
• Control spending & allocate promotional budget by account to ensure maximum ROI and achievement of BTL objectives
• Negotiating yearly Joint Business Plans & Key Business Drivers with class A customers
• Ensuring the implementation of Visibility & Availability fundamentals through coaching Account Executives & aligning with merchandising units
• Effectively managing joint business with National Key Accounts
• Handling the Sales & Collection from Danube & BinDawood Moden Trade accounts in Jeddah
• Yearly Contract (Joint Business Plan) negotiation.
• Conducting Year to Date Business reviews versus JBP
• A complete workout of the entire sales process, from order generation to final delivery
• Heading a team of Five merchandisers to ensure the implementation of Availability & Visibility standards
• Weekly featuring of Sanita brands across Danube & BinDawood stores
B.S. in Business Administration with emphasis on Marketing Distinction student, Cumulative GPA of 3.50