National Sales Manager T.T
The Clorox Company
Total des années d'expérience :12 years, 9 Mois
• Manage a team of 42 member.
• Lead development of Distributor/customer relationship including joint business planning (ICP), support definition of Field Sales Strategy to implement Channel Category and Customers Plans.
• Lead, develop, and ensure implementation of sales plans that are aligned with overall business strategies, and that support achievement of profitable sales objectives.
• Accountable and responsible to ensure achievement of agreed targets/KPIs targets/KPIs (Organic Growth, Real Internal Growth, Net sales, Demand Plan Accuracy, Numerical & Weighted Distribution).
• Identify geographic opportunity in Egypt to extend potential Brand & Category reach in the market.
• Ensure development of careers, succession plans, development and coaching of direct reports.
• Ensure adherence to all Company principles and policies including Clorox Management Leadership Principles, Trade Spend, local Trade policy, local Trade Terms, Safety and local regulations.
Planning
• Understand the company polices.
• Make SWOT analysis.
• Implement ERP system.
• Set the Sales Forecast per SKU and make the LRP.
• Prepare distribution plan for total Traditional Trade.
• Prepare the retail scorecard per region.
• Prepare the spend budget with sales team.
• Set the people development plan with HR.
• Set the Launch plan for the NPDs
• Interview with the Sales People.
• Work closely with trade marketing and marketing team in POSM.
• Direct the activation plan with sales and marketing team.
• Prepare with the distributor the expanding plan.
• Set the reroute plan.
• Route to market.
Organizing
• Hiring the sales team.
• Allocate the sales members.
• Set the role for each sales member.
• Segment the customer.
• Manage the depots capabilities.
Leading
• Follow up the distribution plan.
• Follow up the sales plan.
• Increase the distribution to meet the retail scorecard.
• Guide the route to market team.
• Lead the ERP Project.
Controlling
• Achieve the company objective.
• Ensure the result of both Sales and distribution plan.
• Ensure achievement of the retail scorecard.
• Complete the sales staff.
• Tracking the Sales per SKU, Region, Customer, Sales Rep.
• Ensure all the sales team are ready against the competitors’ actions.
• SWOT analysis for T.T.
• Prepare sales plan for Cairo Region.
• Set the Loyalty program to the customers.
• Split the Sales Target per Customer, DSR, Supervisor, Area and Region.
• Detect the KPIs that needed in region to develop and serve the sales and distribution.
• SWOT analysis.
• Detect the area of improvement for my team.
• Achieve monthly Sales Target including volume, value (In & out) and all KPI's.
• Ensure all my sales team and ready and quick react to the competitors threatens.
• Ensure all goals and objectives of products availability, Planograms, quantities, products turn over quality and expiry date are achieved for the region.
• Launch the new Products and make sure of its availability in the Market and in Warehouses.
• Coordinate with the supply chain and the distributors to reach the best stock availability.
• Create the Primary orders with the distributors.
• Follow up the sales, Active customers, NPDs and other KPIs.
• Stock management in and check the stock hold to reach the best stock availability.
• Follow up K-customers sales performance.
• Follow up the impact on the sales for the customer we supported them with POSM.
• Follow up the merchandizing operations.
• Track the compositors in the market.
• Prepare channel sales plan and the promotion calendar.
• Set the Loyalty program to the customers.
• Target the segment of customers that we are going to cover.
• Split the Sales Target per Customer, DSR, Supervisor, Area and Region and focus SKU.
• Detect the KPIs that needed in regions to develop and serve the sales and distribution.
• SWOT analysis.
• Detect the area of improvement for my team.
• Responsible for the Sales Operation and Route to Market in the Pharma Channel.
• Achieve monthly Sales Target including volume, value (In & out) and all KPI's.
• Ensure all my sales team and ready and quick react to the competitors threatens.
• Ensure all goals and objectives achieved.
• Launch the new Products and make sure of its availability in the Market and in Warehouses.
• Innovate campaign we need to go through.
• Coordinate with the supply chain and the distributors to reach the best stock availability.
• Create the Primary orders with the distributors.
• Follow up the sales, Active customers, and other KPIs.
• Stock management.
• Follow up K-customers sales performance.
• Follow up the impact on the sales for the customer we supported them with POSM.
• Follow up the merchandizing operations.
• Track the compositors in the market.
• Responsible for the Sales Operation and Route to Market in the Pharma Channel.
• Split the Sales Target Per Customer, DSR, Supervisor, Area and Region.
• Follow up the sales target on daily basis vs achievements and make the correction decisions if any shortage happens in any area.
• Detect the KPIs that needed in regions to develop and serve the sales and distribution.
• Follow up the KPIs and discuss with the team in the weekly meeting and in the market visits.
• Check the market demand and missing SKUs.
• Develop and serve, distribution, visibility and coverage plan for the region.
• Ensure all my sales team and ready and quick react to the competitors threatens.
• Ensure all goals and objectives of products availability, Planograms, quantities, products turn over quality and expiry date are achieved for the regions.
• Meeting with Key customers.
• Follow up the merchandizing operations.
• Follow up the impact on the sales for the customer we supported them with Floor Stands and Counters.
• Forecast the market demand comparing the sales plan.
• Launch the new Products and make sure of its availability in the Market and in Warehouses.
• Follow up the NPDs on daily basis “Volume, Value, Active customers” Per DSR.
• Follow up the contracts of the Key Customers and check the situation of each one of them and the ROI for each one of them comparing with the Percentage of the discount he take or the rent we pay or service we apply.
• Set the Supervision Plan.
• Reroute the routes if needed.
• Follow up 600 Perfect stores and execution and visibility in the Market.
• Make sure to take our market share in the market in all channels and increase it through market visits Comparing to A C Nielsen readings.
• Finish with the marketing the campaign we need to go through.
• Track the compositors in the market.
• Meet with the distributor sales force and we build good relationships with them.
• Follow up their sales targets and achievement.
• Stock management in all the distributors’ branches and check the stock hold to reach the best stock availability.
• Create the orders with the distributors.
• Follow up the credit of the distributors.
• Finish all the debit notes and review the debit notes of the distributors.
• Coordinate with the supply chain and the distributors to reach the best stock availability.
• Make the analysis every month and Present to heads of the sales team that show all the control on the regions.
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