Sales Director
Cigalah Group
Total years of experience :31 years, 5 Months
Sales and distribution of FMCG for Various multi national companies in Saudi Arabia.
Building new sales operation team. Complete the structure of mimimum 100 sales person.
-Internal Coaching and traing to the team to improve the Capability and to ensure productivity .
-Implement Hand Held System.Build productive routes.
-Ensure coverage of minimum10, 000 Customers
- make a successful sales process, procedures and ensure successfful implementation.
-Successful launch of new products. Plan and execution to increase market share.
- Work closely with the Manufacturer to improve the quality of the current products
Responsibilities:
- Achieve AOP objectives. Volume, value and revenue.
-Managing the Distributor Business.
-Build new market sales operation.Fix The Basics.
-Maintain a profitable market.
-Ensure the highest market share.
-Ensure a successful launch to all products and build its image.
Achievement:
- Build a new professional routes for direct sales operation and made daily sales plan for each routes.
- Expand routes from 10 to 50 routes. Add more than 70 small vans.
- Expand direct sales from 5% to +25%.
- Expand sales operations in remote region . increased contribution from 7% to 30%.
- Successfully launched new products like Doritos, lays max and popcorn.
- Achieve 13% above AOP. Increase sales from $ 35 million to +$45 million.
- Increase the profatibility +15% by adding new products and increasing the SDV/Kg and focusing on high SDV/Kg products.
- Increase market share from 35 to 50. +15 points.
Execute the the annual sales plan for the region and achieve the sales target volume + $ 80 MILLION, revenue and net profit.
Preparation of monthly target and distribution to all managers to ensuure proper achievement of all objectives.
Provide on going training and coaching to the sales managers to improve capability . Train The Trainers., motivate the team.
Ensure that all sales team are fully equipped, trained to achieve their objectives.
Ensure proper roll out and sustain the implementation of the Best Practise Tools within the region.
Develop a strong relationship with all key account customers.
Report all competitors activities and act accordingly .
Estimate the infra structure requirements as per market needs .
Assees the region sales staffing and skills reuired. Develop plan to address short and long term capability and resource needed .
Kpi control: monthly sales target, market share, rack penetration.
Conduct Annual & Semi Annual appraisals to the direct report managers.
HHT implementation, re routing, daily journey.
Managing a huge Sales Team of +200. +150 Direct Dales Trucks.
Successful implementation of daily journey, improve the productivity by route, increase the success call rate and maintain proper drop size.
In market stock management and stale control.
Deal with cash as KING. Proper control to credit sales and ensure maximum cash sales
Achievements:
- Routes re engineering.
- Hand Held implementation
- Convert Direct sales from credit to 100% cash sales.
- Minimize stales and expiries from 3.5% to zero %.
- Handle returnable cases project and save $ one million .
- Revenue growth was +2% than volume growth.
- Significantly improved the market share from 39% to 65%.
- Successfully Managed all orgonized trade LTA, S and increased shelf space from 40% to 65%.
- Improve the contribution of orgonised trade sales from 10% to 15%.
- Reduce the credit limit at OT BY 30%. And the credit terms 30 days.
- Won RING OF HONOR. Highest CEO
Responsibilities:
.Managed a front line sales team of all channels DTS, OT, WHL in West, O.West & North Regions.
Define the monthly target, objectives & allocate to the sales team.
Execute the sales strategic plans to achieve monthly target & AOP volume.
Execution of all trade deal promotions .
Provide a high standards of customer services objectives & build a unique customer strong relationship.
Execution of LTA’s.
Execution of the DTS expansion plan and route re structuring.
Proper stock controlled market place.
Proper control of all receivables & collections.
Coaching & training the sales team.
Empowering, building trust & motivating the sales team
-based on my study ,accounting and economics, i have succeeded all of my exams from the first attempt and successfully graduated on time. a part of my studdy , i have joined several courses in computer programing . in addition , i continue the study and joined ASCA.. which give me a big knowlege in my main speciality as accountant.