Sales Director
Mondelez International
Total years of experience :22 years, 0 Months
• Execute all sales fundamentals across all Trade channels (Wholesale, Retail & Export), which includes the Sales plan & distribution nationwide; achieve the sales volume, market share & customer service objectives through effective leadership & maximum utilization of the workforce; reporting directly to the AMEA MD.
• Responsible for selling & distributing wide range of SKUs from Chocolates, Biscuits, Gum & Candy, as well as Powdered Beverage.
• Build & implement strategic plans to incorporate regional market analysis & trends, promotional calendar, evaluation of the competition, identification & tracking of new business targets, review of growth opportunities in key accounts, brand merchandising & customer service.
• Ensure proper and consistent coverage to all customers under responsibility according to each customer call frequency.
• Managing and adjusting selling prices & discounts’ schemes by monitoring costs, competition, and supply & demand situation; in coordination with various decision making related-departments (finance, marketing …etc.).
• Negotiate & finalize agreements with the Modern (Organized) trade accounts, each according to its classification & criteria.
• Ensure proper execution for an effective reporting system via monitoring Regional managers & sales supervisors’ performance and comparing/evaluating against global standards; such as Productivity, Voluntary Turnover … etc.
• Maintains & develop national sales staff by playing a pivot role in recruiting, selecting, orienting, training and retaining employees; as well as being engaged in the preparation/presentation of induction programs for newly hired employees.
• Provide on going coaching to all Regional managers & supervisors, and ensure they are properly equipped, trained and motivated to achieve their objectives.
- Joined the organization as National Sales Manager, responsible for the Retail sector (Feb 13 till Dec 14), and moved on upward career trajectories to earn a promotion to the position of National Sales Director.
• Map out and execute growth plans, offering clear and constructive strategic insight into regional/channel market trending and opportunities.
• Select, develop, and coach a professional sales team to meet or exceed specific objectives for profitable revenue growth.
• Cascade the unit sales and market development objectives to all supervisors.
• Ensure proper and consistent coverage to all customers under responsibility according to each customer call frequency.
• Managing properly the company pricing strategy, which includes both our products as well as competition pricing.
• Provide supervision through field visits, observations and measurement of results to include performance appraisals, market feedback. …etc.
• Ensure applying safety standards and measures set by the company.
• Reporting infrastructure requirements as per market needs, as well as reporting the competitive activities to the Sales & Marketing Director.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
- Business developer for Top accounts across Egypt. Examples of these accounts: Americana, Hilton, Marriott, Egyptair, Le Meridian, Emaar group, Vending machines project …etc.
- Achieve the company AOP targets and YOY volume growth along with increasing the market share among specific accounts in a designated area.
- Develop key accounts customers plan through: acquiring new / ex-competitor accounts, protecting and developing existing accounts and secure full product range availability within all accounts.
- Managing competition in the market especially when it comes to CDAs benefits, pricing…etc. as well as meeting the customers’ needs & satisfaction.
- Develop & maintain superior customer wiring system across all accounts in my designated line.
- Optimize the use of the escalated budget assigned for the international accounts to meet the targeted CPC, via using financials measures such as P&L, IRR …etc.
- Establish and negotiates CDA’s within the company policies and budget along with working with other Business - related units (Finance, Legal, Execution … etc.); as well as monitor the performance and compliance to CDA’s, taking corrective actions whenever needed.
- Maintain a physical field presence to reinforce the account strategy, execution of contract terms, identify top-performers, maintain strong and tight relation with the clients, resolve problems in the market, avoid any over-due, collect market feedback & report the competitors’ promotions and prices in the market.
- Develop & Execute a joint business plan (Promotional Calendar) and leverage of the marketing tools that are in favor of the business set by the company in coordination with the Marketing and Organized trade department.
- Responsible for promoting various therapeutic products in different therapeutic areas, achieving the company target and budget (unit & value), dealing with different types of customers (English / Arabic speaking), Key Opinion Leader (KOL) management, introducing and developing new products to the market, Key Account Management (KAM), organizing meetings and exhibitions, finalizing deals, following up the sales, collecting feedback, sending reports and implementing plans / counteract strategies are of the basics of my job description.
- Responsible for Implementing, Organizing and Following up for clinical researches and trials set by Sanofi-Aventis Medical Department.
- A team member in a project called the “VISION”, Responsible for:
1- Implementing and presenting SA/AV Vision to all company members.
2-Identifying and understanding SA/AV core values.
3-Clarifying the challenges and Objectives of SA/AV locally and globally.
Through preparing presentations, making quizzes, regular mailing follow up and creating visual aids needed to deliver SA/AV Vision.
- Created an online Reporting/Tracking system for the Team to enhance the productivity, efficiency and performance of the company members.
- Participated in revising the campaigns of various products, along with implementing of creative ideas and tools for promotion in the form of brochures, materials, visual aids, gimmicks …etc.
- Responsible for promoting and introducing new products to the market (antibiotics, vitamins and analgesics).
- Achieve the company target and budget (unit & value).
- Manage key customer / account needs and demands while achieving the budget.
- Studying modules in: Business Environment & Structure, Business Communication. Business Finance and Marketing Management.
