Sales & Marketing Director
MEA-Delta Aromatic International
مجموع سنوات الخبرة :30 years, 10 أشهر
for implementation of company’s policies and achieve their goals realizable commensurate with the requirements of the market through the sales managers and sales coordinators.
•Supervision and follow-up the export process fully and make sure to finish all the procedures to the fullest.
Principal Accountabilities & Authorities:
Managerial Authorities:
•Continually reviewing, ensuring and evaluating that the action plans, operational systems and processes and policies and procedures; where applicable, are adhering and in compliance with Delta’s predefined requirements and objectives.
•Identifying areas in need of change/enhanced procedures and recommending solutions to correct current and/or anticipated problems.
•Setting and monitoring KPIs criteria.
•Carrying out and managing semi-annual performance appraisals to his/her subordinates.
•Reviewing and authenticating job descriptions of his/her subordinates with the coordination of the HR Representative.
•Performing the role of counselor and coach to his/her subordinates in order to ensure development & progression with the coordination of the HR Representative.
•Providing input and guidance into the staffing process in order to hire and recruit new talented and qualified members with the coordination of the HR Representative. Approving and confirming the suitable candidate in order to be approved by the Chairman afterwards.
•Approving all the personnel related matters; attendance, leaves, absence, work mission, permissions; etc., for his subordinates.
Functional Accountabilities:
•Forecasting sales, "the annual sales plan, " and supervise its implementation at specified intervals.
•Participating in the prices and distribution policies.
•Set the credit policies to customers and suggest the discount rate and the duration of credit to customers develop and determine the credit ceiling for each individual client.
•Full supervision of the salesperson and customer follow-up orders and completed as soon as possible and resolve all the problems.
•Overseeing the efforts of the sales managers to increase the number of clients and spread in the market and make sure to provide them with tools and advertising sales and advertising.
•Coordinate sales activities with other departments; planning, stores and Finance.
•Urged the sales managers to be picky in choosing their sales representatives and counselor and coach to his subordinates’, training them on sales and marketing techniques and evaluate their performance.
•Market and promote the company's products to increase the number of clients and open new markets outside of Egypt.
•Provide a monthly report to the director of the company that includes all the items previously mentioned and how to achieve, as well as statistical data for sales numbers and the collection and analysis of these numbers.
•Awareness of customer complaints, follow-up and try to solve if needed.
•Awareness of customers’ voting as a result of their opinion in the quality of the company's products.
•Note and overseeing the quality of products for corporate competition and to inform the development of results management and compared the quality of the company's products as well as packaging for tools.
•Compared to the prices of the company's products with competitive products companies.
•Proposal to the discount rate and the duration of credit to customers and determine the credit ceiling for each individual client.
Determine the potential the clients and overseeing creation to a full database.
•Determine the degree of clients’ importance VIP \ A\ B \ C.
•Updated customers’ database that ended their activity or new customers.
•Reporting on the selling activity and statistical data for sales numbers and the collection and analysis of these numbers to take the appropriate corrective actions by the director of sales and export and general manager of the company.
Supervision and follow-up the export process fully and make sure to finish all the procedures to the fullest
To Develop and Execute national and trade marketing plan for Egypt
annual unit and gross-profit plans by implementing marketing strategies.
•Analyzing trends and results.
•Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories.
•Projecting expected sales volume and profit for existing and new products.
•Implements national sales programs by developing field sales action plans.
•Maintains sales volume, product mix, and selling price by keeping current with supply and demand, Changing trends, economic indicators, and by counseling and disciplining employees.
•Planning, Monitoring, and appraising job results.
•Maintains professional and technical knowledge by attending Educational workshops
•Reviewing professional publications.
•Establishing personal networks; participating competitors. Establishes and adjusts selling prices by monitoring costs, competition, and Supply and demand.
• Completes national sales operational requirements by scheduling and assigning Employees.
•Following up on work results. Maintains national sales staff by recruiting, selecting, orienting, and training employees.
To Develop and Execute a National Trade Marketing & Distribution plans which meet brand, volume and profit objectives for strategic trade channels and key accounts through the most effective and efficient utilizations of budgets and manpower in order to achieve national trade marketing objectives in KSA.
•Achieving sales targets set
•Developing appropriate Sales to achieve such sales target.
•Execution of all pre-sales and post sales activities and managing customer relationship.
•Key member of sales and marketing team with accountability for achieving commercial goals and participation in the sales strategy development process.
•Planning & projection of Sales Force requirement for the Sales Department.
•• Responsible for devising the Strategies for increasing the market Share of the Company.
•Responsible for determining the appropriate & practical Sales & marketing Strategies for beating the competition, increasing the Sales Revenue & strengthening the bottom line.
•Responsible for projecting accurate, precise & realistic demand & sales forecasting for the company.
or exceed set sales volume as well as the set gross profit margin for the assigned segment.
•Ensure that all customer orders are fulfilled according to required quantity, quality, and delivery date as defined by customers.
•Monitor the market momentum with regard to pricing, new products, and competitor’s movements and translate the information into business opportunities.
•Take appropriate steps to ensure that company maintains or increases its market share of profitable business for the assigned sales segment.
•Actively participate in the successful introduction of new products, designs and marketing concepts.
•Actively participate in all advertising and promotional activities related to segment sales in local, Middle East & international exhibitions and forums as and when advised by the segment sales management.
•Prepare, update, and maintain customer list for the assigned segment on regular basis as set by the segment sales management.
•Develop and maintain good business relationship with key customers through regular visits
Create Sales support data base through continuous market visits and sales information analyses.
•Follow up products shelf life and dispatch and stock liquidation as well as goods returned.
•Follow up the efficiency of in store activity and reselling.
•Set product priorities.
•Review number of outlets covered nationally.
•Collect national sales data.
•Collect national competitive activity (price, trade, consumer promotions).
•Follow Up the Customers Orders.
•Follow up the customer Balances and Aging to make the orders.
•Follow up the customer Balances and Aging to Make the Orders.
•Check the Available inventory on the factory.
•Customer aging analysis to follow Up overdue customers
•Daily Sales report, comparison between actual sales with targets.
•Follow up the market sales representatives
To Develop and Execute Area Trade Marketing & Distribution plans which meet brand, volume and profit objectives for strategic trade channels and key accounts through the most effective and efficient utilizations of budgets and manpower in order to achieve national trade marketing objectives in EGYPT.
•Handle Greater Cairo with 55 sales representatives.
•Designing and implementing a distribution strategy and policies to be implemented in Cairo, including changing the payment method from consignment bases to credit and cash, pricing, priority setting, sales routes, and KPI’s by channel.
•Planned and implemented a unique distribution strategy for remote regions using existing distributor assets and sales teams to focus primarily on key dealers and wholesalers, which resulted in an increase in sales by 80% in sell through at no extra cost.
•Business development in remote areas consisted of identifying new opportunities in the market (sales and marketing) using innovative methods that increased sales by 20-30% with minim
local and international key accounts in Eastern region KSA. For coca cola international
•Managing a team of 86 people; assigning them tasks and motivating them to meet deadlines.
•Develop & Deliver branch Plans:
•Volume/ Value
•Brand Display (Planograms) Promotional Plans, Sales forecast, Launches/ Listing
•Marketing managers
•Financial managers/ coordinators
•Warehousing
•Conduct quarterly business reviews with account to agree way forward and corrective actions if necessary.
•Maintain & develop relationship with accounts
•Ensure best Customer Service ( supply, coverage, support, stocks movement, frequency of orders, returns¼etc)
•Develop an updated account database (sales, stocks, shelf off take, basket value, etc.) and manage Post Evaluate activities success rate
•Conduct Routine trade visits & follow up on field force visits
•Develop an updated account database (sales, stocks, shelf off take, basket value, etc.) and manage payments, invoicing & debtor
•Follow up on competitor activities, margins, prices, expenditures, and deals. Plan & manage count
courses: Training Courses Attended: •Sales Techniques Program by AUC Cairo, Egypt June 86 till July 86. •Professional Selling &Management Skills by (EFFEMEX – MARS) Riyadh - KSA
