خالد آدم

• Wear all hats of research tasks depending on business needs i.e. Director, manager, senior executive, and executive.
• Handle a diversified portfolio of clients across several industry platforms
• Utilize research and insights’ findings into situation analysis (SWOT) and hence as an input to strategy development
• Diversified strategic research and insights projects in different industries; CPG, Real Estate, Garments, Home Appliances, Chemicals, Steel, Education, Pharmaceuticals, Food & Beverages, Furniture, NGOs, Automotive, & Government.
• Leading subcontracted projects through managing the relationship with local research and consultancy firms
• Customized research consultancy solutions as per client need (one-stop-shop, ad-hoc, in-house consultant, short-term assignments, and retainer agreement)
• Leading client briefing and research design integrating several research methodologies across consumer, ad-hoc, tracker, & B2B research under:
o Qualitative and quantitative techniques (product test, design test, copy test, usage and attitudes, brand equity, concept test, customer satisfaction, consumer profiling and segmentation, brand health trackers/panels…etc)
o Expert interviews
o Syndicated research (Nielsen retail audit, Euro Monitor, GFK Durables Audit)
o Geographic scan and census projects
o Media content analysis
o Secondary research (using public and private sources)
o Other: price audit, distribution audit, mystery shopper, store observation, and other techniques
• Design, review and finalize draft designs i.e. proposals, questionnaires, discussion guides, checklists, analytic plans, final reports…etc
• Actively driving issue-based analyses, delivering proactive insights, and building effective analytical presentations and consultative story-telling to clients through insightful and actionable recommendations
• Complete involvement with the research operations team (data management, DP, and data collection) to ensure projects’ smooth flow and timely delivery.
• Complete involvement with the consultants’ team to be on top of required research input.

• Handling diversified portfolio of clients across several industry platforms
• Diversified strategic research and insights projects in different industries; CPG, Real Estate, Garments, Home Appliances, Chemicals, Steel, Education, Pharmaceuticals, Food & Beverages, Furniture, NGO’s, Automotive, & Government.
• Leading subcontracted projects from a healthy pool of local research and consultancy firms
• Customized research consultancy solutions as per client need (one-stop-shop, adhoc, in-house consultant, short term assignments, and retainer agreement)
• Leading client briefing/debriefing and research design integrating multiple research methodologies for business solutions. Leveraging primary methodologies across consumer, and adhoc researches under qualitative and quantitative techniques, syndicated research (Nielsen retail audit), geographic scan, mystery shopper, and content analysis. In addition to healthy experience in secondary research using public and private sources.
• Review and finalize draft designs i.e. proposals, questionnaires, discussion guides, checklists, analytic plans, final reports…etc
• Actively driving issue-based analyses, deliver proactive insights, and build effective analytical presentations and consultative story-telling to clients through insightful and actionable recommendations
• Complete involvement with operations team (data management, DP and data collection) to ensure projects’ smooth flow and timely delivery
• Building the research team and revamping research projects’ processes
• Enlarging the team through recruiting, selecting, training, development, and appraisal
• Driving company initiatives and reinforcing key message

Leading the organization during a critical phase under financial, human resources, technical, & processes challenges.

• Defining the business plan for Egypt office
• Accountable for the team financial KPI (revenue and margin commitment); continuous monitoring of actual versus budgeted performance
• Assessing teams and restructuring the organization
• Building the research team and revamping research projects’ processes
• Assessing the financial situation and initiating new revenue/expenses allocation.
• Leading client briefing and research design integrating several research methodologies across consumer and adhoc researches under qualitative and quantitative techniques, syndicated research (Nielsen retail audit), geographic scan, mystery shopper, & secondary research.
• Review and finalized draft designs (i.e. proposals, questionnaires, analytic plans, reports) prepared by team members
• Actively driving issue-based analyses, deliver proactive insights, and build effective analytical presentations and consultative story-telling to clients through insightful and actionable recommendations
• Handling the communication with external suppliers (research agencies)
• Complete involvement with operations team (data management, DP and data collection) to ensure projects’ smooth flow and timely delivery
• Enlarging Egypt team through recruiting and selecting the required caliber
• Training, development, and performance appraisal for Egypt office stuff
• Managing all administrative stuff with Egypt office manager (office physical evidence & legal)
• Leading and driving regular review/revisions of systems and procedures with the end goal of improving productivity and cost efficiency in the research unit.

Roles & Responsibilities:
Led IMS Research Unit during a critical phase of its life cycle and successfully managed a turnaround approach.
Achievements:
• Rebuilt the research team across research chain; data collection, data management, data processing, researchers, and business development.
• Revamped research projects’ processes, and gained back IMS market position as one of the most capable research consulting and marketing consulting firms.
• Regained IMS financial position after almost being declared bankrupted
• Upgraded and introduced new research techniques and hence integrated a well-diversified portfolio of research solutions among B2B and B2C sectors; secondary research, consumer and adhoc researches diversified across qualitative and quantitative techniques (product test, design test, copy test, usage and attitudes, brand equity, concept test, customer satisfaction, consumer profiling and segmentation, brand health trackers…etc), market scan and census projects, full-fledged retail audit (Nielsen), customized retail audit (in-house), price audit, mystery shopper, store observation, and other techniques.
• Enhancing Marketing and Strategy consultation with actionable tactical research insights and recommendations

Roles & Responsibilities:
• Handling diversified portfolio of multinational, international, local, and SMEs clients (33 clients/accounts)
• Handling research consultancy for clients across several Middle East markets; Egypt, KSA, Algeria, Lebanon, Jordan, and Syria.
• Managing a team of researchers and senior researchers
• Managing diversified portfolio of research (qualitative, quantitative, retail audit) projects across relevant stakeholders
• Review and finalized draft designs (i.e. proposals, questionnaires, analytic plans, reports) prepared by team members
• Actively driving issue-based analyses, deliver proactive insights, and build effective analytical presentations and consultative story-telling to clients through insightful and actionable recommendations
• Utilizing the diversified research business units under Nielsen umbrella to derive one integrated research solution using qualitative research, quantitative research, retail audit, census, and modeling & analytics
• Participate in Nielsen Egypt Annual Operating Plan
Achievements:
• Research recommendations are implemented by clients and market results were satisfactory.
• Consistently meeting and exceeding financial targets despite the critical economic situation of the country
• Successfully lead different commercial initiatives across different teams.

(Started as an Account Executive for half Year, and a Senior Account Executive for One and Half Year, then Account Manager)


Job Description & Tasks: • Handling a team of Senior Account Executives, Account Executives, & Data Analysts.
• Responsible for all client communications, conflict resolution, and compliance on client deliverables in parallel with revenue targets, making sure that all client issues have been dealt with in an effective & efficient manner.
• Review all major deliverables (i.e. briefs, proposals, objectives, technical spec, etc.) to ensure quality standards and client expectations are met.
• Responsible for creating all presentation analysis addressing major business issues that help the client understand the market/business as well as helping the client develop future plans and strategies for profitable targets.
• Presentation Analysis include; Market/Category Overview, competitor analysis, brand performance analysis, distribution analysis, opportunity cost of out of stock analysis, distribution efficiency analysis, distribution overlap analysis, promotion tracking, Price Analysis, SWOT analysis, Portfolio Analysis, Benchmarking Analysis, Pre & Post Launch Analysis, Brand Audit Analysis, ad hoc category analysis, adhoc studies, and other specific analyses.
• Overlooks Full Census projects across relevant functions and ensuring clients' comprehension.
• Among the clients handled: Coca Cola, Unilever, PMI, BAT, Savola (Egypt, Syria, Jordan, Iran), Gozour (Misrien/Enjoy/Dina Farms), Juhayna, Ahram Beverages, Rashidi, Domty, Arab Dairy, Beyti, ISIS, Dabur, Colgate Palmolive (Algeria), Faragalla, Americana, GSK, EVA, & IFFCO.
• Based on my experiences in specific categories, sometimes I attend presentation with other clients to provide support for my colleagues.
• Lead adhoc/internal projects with assigned committees.
• Own the negotiations for contract, contract renewals, & Prices for new & existing clients.
• Work closely with the project team (operation & support functions) to maintain a continuous knowledge of project status in order to identify potential issues and/or opportunities within or related to the project and handle discrepancies.
• Ensure that all processes and procedures are completed, quality standards are met, and that research projects are accurate, informative & profitable.
• Communicate the client's goals and represent the client's interests to the internal team and Top Management.
• Provide regular two-way communication between the client and the internal team, to provide strong team representation and set proper client expectations.
• Aware and in pursuit of opportunities for account growth and new business, involving the Account Director of all business development plans for existing clients and potential prospects.
• Understanding of company capabilities and service, and effectively communicates all offerings to the client.
• Training clients on Research Methodology as well as Retail Tracking software to insure expectations from research results and findings.
• Handling all issues that relate to client management i.e. invoices, follow up, Software, complaints etc.
• Development and maintenance of an excellent team.
• Performance appraisal for the team.

 Build and maintain the Balanced Scorecard System (BSCS) as a strategic management system, a measurement system and a communication tool, and perform associated tasks.

 Build, maintain and update the QPR (Quality Process Result) system

 Manage the collection and insertion of actual data on personal scorecards and QPR

 Assist business areas by identifying key objectives, measures, targets and initiatives for strategic objectives, Service Level Agreement requirements and critical business operations. Develop and monitor measures to clarify objectives, assure standardization, consistency, and implement control plans to lock down new processes.

 Support strategic alignment of goals, initiatives, people, processes and systems throughout the organization; assign measures/targets to objectives; align and prioritize projects/initiatives opportunities against business objectives; Set critical success factors and performance measurements.



 Lead the implementation of the BSCS company-wide, ensuring the alignment of objectives by cascading the objectives and measures to all levels of the organization and delivering a Personal Scorecard for each employee.

 Assist with the initial deployment of the BSC software and the ongoing training of relevant personnel as necessary.

 Test the balance and alignment of measures; assess correlations; track performance of input and output measures; review and measure objectives/processes against targets; assess data availability, quality and consistency.

 Review and validate scorecard initiatives against Strategic Objectives.
Conduct research on industry measurement standards and Best Practices to enhance continuous improvements to the BSCS.

 Conduct Financial as well as operational analysis and presenting the findings to Top Management on monthly basis.

 Conduct monthly/quarterly/semi-annual/annual Balanced Scorecard performance reviews and variance analysis of BSCS outcomes with Functional Units; evaluate and report progress to Senior Management

* Lecturing each class at least twice a week
* Primary courses of teaching: a- Marketing Research, b- Strategic Management & Business Policies, c- Managerial Marketing, d- Sales Management, e- Principle of Marketing, f- Introduction To Management.
* Add, remove, edit, shrink, or expand a topic according to the situation & need.
* Monitoring & evaluating students through quizzes, assignments, & exams.
* Responsible for constructing mid-term and final exams as well as correcting & evaluating them.
* Full authority & responsibility to use an approach of lecturing according to the situation.

* Responsible for each and every point and issue regarding the handled courses.
* Guide students through case studies to enrich their exposure, practical part & application.
* Meet with instructors/doctors & Assistants to exchange & explore new ideas & approaches of teaching as well as including new relevant & updated topics.
* Supervising the Assistant/Tutor to confirm the work flow, as well as guiding him/her if needed.
* Select the course project that supports the application part of the handled materials.
* Coordinate with our peers in Universities of Greenwich & Middlesex in UK to continuously being updated with the latest British approaches.
* Communicate our approaches to the British universities to help them evaluate our methodologies on a continuous basis.

* Member in a Team that is servicing major food & beverages multinational clients among which are: Pepsico International, Cadbury, and Kraft. Among other Non Food & Beverages Clients are Gillette, P&G, & Beiersdorf. Among local clients; EPC-Nefertari, Nile Telecom, & Harvest.
* Team Preparation and presentation of various focused analyses to clients regarding: distribution efficiency, pre-launch analysis, assessment of new launches, SWOT analyses, and other customized issues of interest to the clients.
* Handling and controlling client requests with other Departments i.e. Data Collection, Data Management System, Statistics, & Data Processing.
* Training Clients on Retail Audit Methodology as well as on the Company's soft wares.
* Assisting in all cycle operation in terms of writing proposals, assuring pick ups of new product launches, inspecting the overall category market before sending client deliverables etc

(Started as a Data Processor for one year, then a Senior Data Processor for another year, then a Data Processing Manager for two years)

Job Description & Tasks:
* Work as the Head of the Data Processing Dept in Egypt and directly reporting to the Middle East and North Africa Data Processing Manager in Cyprus
* Span of Control: 5 employees (2 Senior Data Processors - 2 Data Processors - 1 Support Data Processor)
* Monitoring the checking, cleaning and processing of the raw data of the research, received from the Data Management System.
* Coordinates with the Data Collection Dept. and the Data Management System to validate the checking process results.
* Back up the Research Executives in the process of complying to the clients' requirements, in terms of market segmentation, Ad hoc studies, new product launches etc
* Supervise the team, apply the company policies and regulations and control the workflow.
* Handle the communication with company different depts., locally and globally.
* Handling daily, weekly and monthly reports for the higher management.
* Handling the annual leaves of the team, as well as their annual appraisals for their salary raising, promotions or demotions.