كمال Kaiss

• 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