National sales Manager (Saudi - kuwait) & Export
Bateel International
Total years of experience :23 years, 0 Months
• Drive sales operations and motivate the sales teams to maximize sales revenues and meet corporate objectives.
• Maintaining and increasing sales of Jomara and Liege brands by managing supply and demand, market trends, economic and seasonal indicators and competitors.
• Open new Market and build new structure, business in (Saudi- Kuwait)
• Ensure all finance process are within timelines and as per company policy and Service Level Agreements.
• Managing profit margins and taking prompt action in solving related challenges.
• Strive to achieve and exceed the sales budget and monitor P&L.
• Establish, maintain and expand customer base.
• Create and monitor monthly forecasts, sales target, stock movement
• Driving growth through robust plans to ensure sales growth across the product portfolio.
• Responsible for execution of strategies and plans.
• Understanding and handling competitive strategies.
• Managing the HR, CS & finance team in the regions
• Motivate teams and build cohesion of vision and goals.
• Handling all sales teams in each area by prepare and share the Market visit plan and put it by clear purpose, action, timing) and weekly, monthly, quarterly meeting
• Build new talent
• Increase market share and volume share for all Areas, channels
• Hiring and handling Distributors ( Margin & cost plus )
• Reviewing progress of both growth & Net Sales value and productivity.
• Handling all sales channels ( Key account - Wholesales - Van - New channels ) by efficiency’s and productive ways
Responsibilities:
Overall management and execution of strategies to achieve market share the goals for the Kimberly Clark
• Drive sales operations and motivate the sales teams to maximize sales revenues and meet corporate objectives.
• Ensure all finance process are within timelines and as per company policy and Service Level Agreements.
•Building and enabling sales and support teams driving activities as per seasonality and the ‘Promo Calendar’
•Reviewing progress of both growth & Net Sales value and productivity.
•Driving growth through robust plans to ensure sales growth across the product portfolio.
•Responsible for execution of strategies and plans.
•Understanding and handling competitive strategies.
•Motivate teams and build cohesion of vision and goals.
•Managing the HR, CS & finance team as dot line manager
•Handling In country and up country sales team by prepare and share the Market visit plan and put it by clear purpose, action, timing ) and weekly, monthly, quarterly meeting
Key Achievements:
Growth across channels and overall:
o 11 % growth over all YOY and leading the growth in KSA
o 10 %Growth in Key account
o 31 % Growth in Pharmacy
o 6 % Growth In WS
o 11 % Growth in Dist Van operation
Add 263 Kleenex stand in MT, SS & 171 stand in KA and PH through 2015 and this is the highest # of stand in KSA
Created a new structural and rerouted the Area to focus on sales and also in KPI to A chive 11 % growth by focus on active customers and increase the productivity and the number of SKU in invoice
Instrumental in achieving highest distribution Growth in Family care from 61% to 83% & FEM care 43% to 62% in Van operation and through Whole sales customer
High Year-End appraisals
- Plan and Achieve regional planned Sales & Growth targets (Annually, Monthly and Weekly by area, by unit to the phased plan Vs time gone), through company Process & tools.
- Achieve monthly target collection and manage DSO target according to the company policy and payment terms.
- Review/Ensure the reconciliations are done according to the Finance process and “Customer Reconciliation Calendar”.
- Collaborate with operations team to ensure excellence in “Order Cycle - Stock Arrival -Monthly stock forecast - Delivery” all on time to maintain SLA to the trade at high level, including Fleet Operation with Logistics.
- Collaborate with SC Team to ensure the success of “Sales Tools - Assists” to ensure excellence in availability to trade
- Collaborate with HR to ensure the delivery of best employee service, Recruitment, Gap Zero, Relative Training, Performance and Culture to maintain Engaging and Learning environment.
- Prepare yearly Business and Assets budget, Ensure all finance process are done on time and as per company policy and Service Level Agreement (SLA).
- Contract Agreement & Implementation: Administer/Contribute to the implementation of Contracts to maintain excellence in execution of the trade marketing guide line.
- Ensure the implementation of the Monthly and Seasonal Activities as per activity planned calendar “promo Calendar”, to maintain excellence in “on time/POSM/Location/ Planogram/price communication” through designated teams.
- Regularly visit the market to evaluate business opportunities/challenges, ensure excellence in execution and excellence in performance.
- Build strong relations with top accounts within the region.
- Development (Coaching & Training): Identify Team training needs and work with the Sales Teams and HR to ensure skills gapes are covered through systematic coaching and training courses & on the job coaching
- Building Team and Build regional pool of talents to allow for promotions from within and to supply the organization with capable Sales Managers, Supervisors & front lines.
- Team Building & Work Environment to Create and Maintain a vibrant, engaging and celebrative culture that deliver business excellence and promote personal learning & development and enhance company’s’ values within each individual.
• Drove sales and distribution operations to achieve sales and marketing objectives and developed key accounts
• Managed performance and trained 6 unit Managers in 6 cities across all channels with total head count of 130 associate to ensure adherence to Basics
• Ensured product quality and freshness spends in the trade and achieves records as well as quality execution of various trade activities in a timely fashion
• Reviewed progress of sales and productivity
• Ensured growth through robust plans to ensure revenue growth across the product portfolio.
• Responsible for all sales policies, practices and procedures
• Tracked market development and handling competitive strategies
Key Achievements:
Restructured the sales organization and equipped the same to deliver new business opportunities through planned market penetration.
Skillfully led the DSO team to target achievement, controlling trade spend and payout analysis
Appreciated for identifying and securing profitable new business for Mars products
Achieved consistently +20% growth for 3 years and +30% growth in developing categories
Highest ever Growth in this area of 28%
Recognized for speed and quality of execution of The Rout To Market project to achieve 100% productivity across all cities
Secured 4 New Modern trade customers to achieve 35% growth the Channel
Recorded 30% Saudization the highest in KSA
Enhanced revenue flow and maintained the lowest Daily sales outstanding of 2 days vs 21 days in 2010
Consistently rated high in Year End Appraisal for two years
Achieved the Highest YOY Growth in 2009 of 31%
Through a robust coverage project implemented 51 new Van sales for with enhanced productivity and coverage and recorded a growth of 220% growth the highest achievement across Egypt
Instrumental in achieving highest distribution Growth in FB& Home care(Ariel-Tide-Bounex) of over 29 % in Van operation and through Whole sales customer
Known for developing leaders ensuring 40% from the team getting promoted to various higher levels
Led 3 distributor BY ROI system and achieved highest profitability (6%) and sales growth (21%)
• Efficiently communicated negotiated with key customers to acquire new business and retain existing business.
• Maintained excellent in execution of contract implementation, Activity implementation, Plan o gram, availability and POSM.
• Developed and maintained positive relationships with all key accounts and obtained & organized key customers' information.
• Created a strategic selling and customer development plan. Identified major appropriate prospective key accounts.
• Acquired the tools needed to better understand customers' needs, took customer feedback & competitive value analysis and enhanced competitive advantage and stay ahead of the competition.
• Monitored sales performance and analyze positive and negative achievements on monthly / quarterly basis.
• Planned and conducted various promotional calendar activities.
• Collaborated with marketing department in recommending and executing marketing initiatives & promotions.
• Developed and maintained positive relationship with all key accounts by addressing their needs and concerns.
• Received Certificate in 2003 for highest growth ever for modern trade 47%.
Develop and maintain sales volume and customer base - Maintain and develop our shelf share at supermarkets - Assigns sales territory to sales representatives - Organize and participate in trade shows at key customers - Provide sales force with training to qualify them to deal with their customers and achieve their goals