Key Account Manager
HL Display Middle East
Total years of experience :21 years, 11 Months
APRIL 2011 TO PRESENT DAY
HL Display Middle East
Role - Key Account Manager
Based in Dubai, I have responsibility for building and then maintaining sales, with primary focus on Key
Brand Accounts. Priority markets are within the GCC countries, with further focus on emerging markets. I
have the responsibility for facilitating the HL Display Middle East sales process. This is a multi-functional
role including active management of assigned retail and brand accounts, including evaluating and exploiting non-direct selling opportunities as well as marketing and developing new procedures and ways of working to increase productivity. Responsibilities include:
• Developing a strategy and executing a structured plan for business growth across the region
• Expanding sales portfolio within existing customers
• Developing new customer business in Target Markets in line with agreed objectives
• Building sales of new products in line with agreed quarterly objectives
• Negotiating annual pricing with agreed limits and ensuring regional/European harmony
• Using CRM tools to monitor account performance and highlight potential
• Overseeing order deliveries and take pro-active action on any supply issues
• Ensuring customer payments are made in line with offer terms
• Providing timely and accurate planning and status updates to Regional Manager
• Maintaining overall sales and profit responsibility for the Brand Trade Channel
• Managing implementation and test phase of new product concepts with Retail & Brand customers
• Evaluating & exploiting non-direct channels such as email, trade advertising & exhibitions
• Production of HL catalogue and Key Account price lists
• Management of sales support staff
• Managing communications to global stakeholders
Based between York Head Office for Confectionery and London Croydon Head office for F&B, I have been responsible for the implementation of a new external field team focusing on multi category sales within both the confectionery and food and beverage business, as well as managing the communications on an ongoing basis. Responsibilities include:
• Producing field sales execution plans that are aligned to the CCSD priorities and the business strategy
• Producing plans on an annual, quarterly and period basis
• Managing monthly and quarterly planning cycle meetings with key account managers to ensure first class execution of agreed activities within their accounts
• Managing core and cycle tasks for the field sales team ensuring all communications are delivered effectively and all information is loaded onto the relevant systems
• Ensuring account priorities and tasks are communicated accurately and in a timely manner to the field teams on a 30-60-90 day rolling calendar
• Providing the right sales and business information to enable the field sales teams to exploit maximum value from in store tasks (Scorecards, category, brand and competitor information)
• Co-ordinating the production of visual sales aids for the field team
• Managing the field teams point of sale tool kits, forecasting and logistics
• Setting monthly, quarterly and annual targets for the field sales team aligned to the business’ KPI’s
• Reporting results back into the business in various arena’s to the relevant stakeholders
Role - Business Development Manager.
Working in the North East Region managing a team of 13 Business Development Executives as well as managing an area delivering un-missable visibility of Nestle products to gain share in the market place.
Responsibilities include:
• Training
• Coaching
• Delivering national sales training to new starters with the field capability team,
• Recruitment
• Auditing
• Managing monthly team meetings
• Chairing weekly conference calls
• Creating and managing a precise, timely and relevant line of communication to our operations team and the individual account teams.
Business Development Executive. Responsibilities include:
• Driving distribution and sales of Nestle products.
• Exceeding monthly targets/KPI's.
• Providing excellent customer service, with both internal and external customers.
• Building and maintaining effective relationships.
• Managing administration and working to deadlines.
• Taking on Champion roles of NPD, category and accounts
• Promoting and selling ‘Direct Payments’ support service, which gives people with disabilities the ability to take control of their life and care.
• Selling the advantages of the service to people with disabilities.
• Advising clients of their options.
• Training clients in employment law and legislation.
• Provide training to recruit staff.
• Ongoing support and advice.
• Advising on additional support from Social Services.
• The development of the support service to increase the number of users of Direct Payments within the local authorities.
SEPTEMBER 2003 TO JUNE 2004
The Computer Shop - Sales Consultant.
SEPTEMBER 2002 TO SEPTEMBER 2003
Wurth U.K. - Territory Manager in FMCG's.
OCTOBER 2001 TO SEPTEMER 2002
Phones 4 u - Store Manager
JULY 2000 TO OCTOBER 2001
REG VARDY - Sales Advisor for Alfa Romeo.
SEPTEMBER 1992 TO JULY 2000
Borge Restaurant - Restaurant Manager.