Senior Key Account Supervisor
PepsiCo. Inernational
Total years of experience :10 years, 1 Months
. Managed Dubai & Northern Emirates Organized Trade
customers holding a business of about 25 Million AED annual
revenue.
. Lead a team of 3 sales executives and 15 merchandisers across
Sharjah & Northern Emirates handling UAE Modern Trade
accounts of which: Carrefour, Spinneys, UAE Cooperative
societies, LULU Hypermarkets, Safeer, etc.
. Coach and train the team based on the required set of
responsibilities of each role.
. Implementing “work with” & “route control” with the team on
ground operational level.
. Implementing annual contractual business development
agreements with all assigned key accounts while ensuring
agreements are in line with trade strategy and investment
framework.
. Leading and executing deployment plans and coordinating with
branch/account managers to ensure that all marketing activities
are met prior to event.
. In charge of monthly promotions and excellent in-store
implementations and execution.
. Responsible for display rental, leaflet participation & driving in
store outputs.
. Ensure adequate spending of budget across all key accounts in
parallel with accounts management promotion plan.
. Financial monitoring of payment allocation, balance
confirmation, credit terms, & account reconciliation.
. Responsible for increasing market share and achieving set
annual operating plans.
. Preparing monthly reports summarizing the actuals vs. target
achievements per account with deep dive analysis.
. Coaching and leading team members while enhancing
individual talent.
. Tracking daily reports and identifying areas of opportunities
in each category segment across different accounts.
. Analyzing distribution reports and ensuring proper
distribution in each account across different regions.
. Formulate account business development plans inline with
set operational agenda from key account managers.
. Preparing quarterly business reviews, monthly meetings,
coaching calendar.
Accountabilities:
. Achieve year to date “YTD” sales target of pure 100% new business across the geographic scope of all Dubai area.
. Develop tailored solutions on industry-specific level aimed at clients
key transportation and delivery needs.
. Establish strategic partnerships between clients across multiple industries.
. Increase market share revenue and profits by generating new business
. Mitigate financial risk that might be associated with a new onboard client.
. Ensure payments are collected in a timely manner and within agreed credit terms.
Business Management:
. Leads in effective communication established between all departments involved in the delivery process.
. Build strong relationships with business executives and key influencers in target accounts.
. Specializes in bridging between the client and the company by being sufficiently organized to handle requests from both sides efficiently.
Reporting:
. Manages and tracks reporting on top ‘revenue’ customers and top ‘strategic value’ customers on a monthly basis.
. Reviews scorecards with the team on a quarterly basis through set performance KPI’s.
. Manage a clientele portfolio of existing accounts in a designated area in
Dubai.
. Establish good channels of communication and rapport with the clients.
. Manage expectations and deliver required services based on given
requests.
. Achieve yearly target of retained business based on actuals of last year and speculation increase of current year.
. Capture un-gained business by cross-selling into multiple service products.
. Maintain current cash flow and decrease leakage.
. Manage effective cold calls and sales visits for existing client portfolio of 80 accounts and new prospects in the pipeline.
. Effectively manage resources at disposal to increase retained business and win new clients.
. Achieve Annual sales target on cumulative products list including: life, property, casualty, health, automotive, retirement, investment.
.Develop existing account relations and gain new account clientele.
. Calculate premiums and Investment schemes.
. Serve policyholders in analyzing insurance programs and suggest additions or changes to beneficiaries.
In Depth knowledge of how multinational Organizations and corporations are strutted with a detailed study on the operational framework of such corporations.
