Director Sales
Lesaffre Egypt
Total years of experience :29 years, 7 Months
- Responsible for P&L of brands, commercial divisions.
- Managing B2B and B2C sales and activities.
- Responsible to enlarge market share on expense of competitors.
- Creating and developing sales distribution network.
- Enhancing and developing product portfolios with co-operating with production, Finance & market research.
- Visibility studies for new commercial projects.
- Managing around 170 distributors.
- Managing and leading commercial team.
- Coach and hire new calibers.
- Managing all sales channels, MT, Traditional Trade, Pharmacies, HRECA and S.M.
- Analyze regularly the effectiveness of the sales operations in order to strengthen the present distribution channels through monitoring product penetration and developing future promising ones.
- Keep abreast of current trends in the consumer product industry, particularly with new products and prices through regular review of product strategies, competition movements and company’s growth objectives and take corrective actions.
- Developing company Sales & Marketing strategies in coordination with Division Sales and Marketing, as well as identifying market opportunities, (needs & trends) new markets, to sustain the company’s growth.
- Lead, manage and coach Sales and Marketing teams and develop high performers to handle more responsibilities.
- Manage the receivables, maintaining them at a low level and set the credit limit for customers and discounts (trade & cash) based on market dynamics, need and sales budget requirements.
- Workout with the GM in line with Human Resources careers succession path, for the sales force and develop a program for the potentials and high performers.
- Prepare, (negotiate if needed) and approve contracts/agreements with key accounts.
- Review and evaluate on monthly basis with RSM sales vs. Forecast Along with competitions moves and take proper corrective actions.
• Responsible for the marketing strategies & tactics for the future business plans.
• Responsible for marketing activites and objective in MENA Region.
• Plan & administrate the marketing operations budget.
• Manage & develop the team & build on their capabelities to ensure cumulative career progression & growth.
• Build up & implement the annual sales plan to realize the business objectives.
• Ensuring consistency of brand & marketing activity across different business units.
• Tracking & analyzing competitors & market trends.
• Develop campaigns, tactical marketing support & promotion ideas.
• Achieve financial targets in line with the firm directions & expansion plans.
• Responsible for setting marketing plans for export in MENA region.
• Maniging a sales team of five regional sales managers whom manage all type of trade channels
(Wolesale, Retail, Key Accounts and Public Sector) and +200 employee.
• Planning and emplement new strategies to increase our turnover and market share.
• Coordinate with other departments to exist and upgrade our policies.
• Presenting and negotiate with the board short and long term plans.
• Plan, organize, lead and control the sales organization to achieve set targets.
• Administer and monitor accounts receivables within approved policies and limits
• Assist MD/MM in developing marketing strategies
• Work closely with the executive team to develop and execute a high-achieving sales plan.
• Identify and establish sales priorities and plan for future staffing and resource requirements.
• Recruit, mentor and manage sales personnel.
• Develop strategies for target accounts and lead their execution.
• Coordinate, cultivate and produce customer leads and provide for customer follow-up.
• Interact with customers on all phases of sales prospecting, development, proposal and closing, including the identification and assessment of decision makers and their needs.
• Coordinate and manage new sales development activities, including gathering new requirements and current data, cost estimating, and project implementation planning.
• On an ongoing basis, suggest new markets and services for potential development by the company.
• Evaluate success and provide feedback on marketing programs for existing markets and services, and provide a sales feedback, which includes recommendations for improvement.
• Managing a team of unit salesvmanagers in West Delta region (4 governorates: Alex ., Behera, Matrouh and Kafr Al-Sheikh).
• Managing & Controlling 3 distributors to achieve company objectives.
• Setting annual markting activities with Markting dept.
• Forecasting and Budgeting the annual targets.
• Supervising & controlling the sales processes (Coverage/Distribution./Productivity).
• Recruiting and training sales staff to meet goals through understanding products, underwriting, systems technology and sales techniques
• Ensure company policies and all team members to minimize risk to the corporation adhere to procedures.
• Monitoring competition presence, in terms of products, pricing, and market strategies.
• Conducting performance evaluation for units in accordance with company policy.
• Manage region and all direct reports to meet assigned expense budgets.
• Promote the consistent use of Sales Call Reports, giving guidance on the effective use of the call report.
• Develop a quarterly sales plan, followed by a quarterly sales performance review for each unit.
• Coordinate weekly sales conference calls with USM’s to set expectations and cover any highlighted hot topics.
• Participate in quarterly and monthly Sales Meetings with the USM’s and Senior Management.
- Managing branch including Sales Team, Accounting
and warehouses (logistics &Distribution).
- Establishing New Distribution System Throug Distributors
- Handling Three governorates.
- Increasing the coverage (Retail & wholesale).
- improving the skills of my team via trainning plans and direct coaching.
- Achieving annual growth by 15%.
- Dealing with majore wholesalers .
- Responsible for Key accounts.
- Carried out a number of competition studies.
- Carried out a number of marketing researches.
- responsible for dealing with companies.
- Furnished the market with information about companies business.
- Responsible for after sales serves.
Commrcial College