Head Of Sales
Arla Foods
مجموع سنوات الخبرة :37 years, 8 أشهر
Modern Trade National Field Sales Manager, leading a team of 55 people and covering all Modern Trade customers in Saudi Arabia with a total annual turn over of US$ 160 Million. Working very closely with the marketing team to implement the monthly marketing priorities and maintain best in class execution for Arla categories across all outlets in KSA.
Responsible for the annual forecast by customer and the P&L for each customer and total KSA.
Make sure to achieve the distribution level / SKU/ Category / Trade Channel.
Train the field sales team in the field as to improve our customers relationship and be their captains.
Strategic Planning:Collaborate with the senior management in strategies to match with organizational business objectives; conduct root cause analysis on potential business impact related to change; implement various service improvement plans/ budgetary controls for enhancing existing business processes as well as maintaining consistent cash flow
Sales Management Proven ability in leading a direct sales team and handling all trade channels ( Modern Trade & Traditional Trade) through effective and strong leadership skills. Proven excellent results and achieving the annual set sales targets.
Distribution & Channel Management Proficient in setting up an efficient distribution network to enhance market penetration; Adept at guiding distributor personnel in enhancing business generation by customizing business strategies based on local market trends
Process Improvement Evaluate existing processes and procedures for redundancy and design new processes to match market dynamics. Analyze critical customer issues for identifying trends and implement effective mitigation plans for minimizing business impact
Liaison & Coordination Known for effectively coordinating and collaborating with senior management, customers, business partners, stakeholders and team members
Team Building & Leadership Visionary & decisive leader, noted for sound, practical management style and excellent organization, communication, presentation & interpersonal skills; Proven ability to lead and motivate large cross-functional and multi-cultural teams to maximize productivity, ensuring technical solutions meet business requirements
Lead a big sales team of 80 people to achieve the annual target of USD 70 million and
Main Responsibilities
I. Achieve the set annual objectives and targets through effectively leading, controlling and managing the sales team.
II. Prepare the annual forecast by SKU/ Category/ Month/ Channel
III. Ensure effective implementation and execution of the various marketing, trade and consumer activities and plans taking place in the “Region” as per the OPL guidelines and in line with Channel / Category Plans.
IV. Ensure effective control and management of the budget.
V. Train the sales team either in the market or through the formal trainings and keep them motivated all time
Responsibilities -Performance Management
1. Responsible to prepare the annual forecast by SKU/ month for the Region.
2. Responsible to achieve the annual Objectives, as well as the monthly sales volume / value targets
3. Responsible to breakdown targets by area / Field Sales Rep/ category
4. Responsible to ensure implementation of channel distribution and visibility objectives.
5. Accountable and responsible to track performance against plans and, in coordination with the trade marketing manager, recommend corrective measures.
6. Accountable to undertake systematic market visits to the points of sale throughout the region based on the monthly time plan.
7. Responsible to identify and seek new business opportunities, channels, …..etc. and follow up on the solutions in coordination with Trade Marketing Manager.
8. Responsible to develop, manage, coordinate and ensure implementation of the monthly category and channel plans; trade-related, tailor-made .
9. Responsible to ensure effective and timely implementation of various regional consumer programs and new launches
10. Responsible to ensure effective control and management of the budget
11. Monitor implementation of the business development agreements and agreed activity plans and report any non-compliance
Administrative Management
1. Responsible for building and maintaining good commercial relationships with key customers.
2. Accountable and responsible to develop effective channel and customer plans.
3. Accountable and responsible to evaluate and report on the different promotional activities
4. Responsible to study, analyze and summarize retail audit reports in coordination with the trade marketing manager.
5. Responsible to monitor and report on key competitive activities
Lead a Sales team of 95 people of the Central Region of Saudi Arabia covering all trade channels except the Key Accounts to achieve the agreed annual target of USD 80 Million through perfect implementation for the monthly activities and the proper leadership for the business and the team.
Mazen Alsharif
Amman-Jordan
Telephone: +962 79912 1907 (Mobile)
Email: mazinalsharif@hotmail.com
Dear Sir,
I am writing to outline my extensive experience and successful track record within Sales, and distributors management roles. I believe I possess the education, skills, qualifications and vital experience necessary to make a very significant contribution to your organization.
In my current role, the projects I have devised and implemented have been successful both in developing existing customers relationships and in achieving high sales growth’figures. As you will note from my enclosed resume, I have delivered a substantial increase in business revenue by implementing numerous innovative business growth solutions. My business skills and negotiating efforts have resulted in a major impact on the company's bottom line.
Additionally, I offer over 30 years of FMCG multinational experience and am an excellent communicator with strong knowledge of strategic sales and trade techniques across trade channels, including both food and non-food industries. My key qualities include expertise within strategic business planning, building distributor’s capabilities, driving profits, process reengineering and designing route-to-market initiatives. In the workplace, I hold a reputation for being an engaging and successful leader, able to effectively lead and influence both teammates and clients, alike. I hold a strong focus on developing and fostering positive working relationships and serving as a mentor for new recruits.
Currently, I am looking for a challenging new leadership position within the FMCG industry. Specifically, I am seeking to contribute to a reputable organization while satisfying my future career ambitions and utilizing my extensive Sales and Distributors’ management’ background. Upon reviewing the available job description requirements, I am confident my professional and business skill set, along with my extensive management experience, is a perfect match.
Kind regards,
Mazen Alsharif
1/4/2011 17/05/2013
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Palestine- Ram Allah
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P&G sent me on a special assignment to Palestine to head the sales operation across its distributor to reestablish the sales organization which was consisting of 44 employees with a turn over of $ 20 Million. I did not complete the assignment of 2 years due to the "Uprising"
30/11/1999 29/2/2000 Jeddah Regional Sales Manager P&G' Distributor Abu Dawood Lead & manager a sales team of 65 employees with a total turn over of SR 2 Billion.
1/7/1997 29/11/1999 Taif Area Sales Manager - Makkah, Taif & Baha P&G' Distributor Abu Dawood Lead & manager a sales team of 40 employees with a total turn over of SR 216 Million.
2/2/1994 to 30/6/1997-Taif
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Lead & manager a sales team of 40 employees with a total turn over of SR 72 Million.
1/12/1989 to 31/1/1994
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1/6/1987 30/11/1989 Makkah Section Sales Manager P&G' Distributor
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1/11/1986 to 30/5/1987 Jeddah-Section Sales Manager
Direct responsibility for a sales section covering 33 customers with a turn over of SR 82 Million
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P&G' Distributor
Started my career with Abu Dawood as a sales section manager and worked on a training program in the van as a van salesman for two months to know the basics and roots of the job.
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