GENERAL MANAGER NESTLE PROFESSIONAL(FOOD SERVICE)UPPER GULF(KUWAIT,QATAR,BAHRAIN)
NESTLE
Total years of experience :15 years, 0 Months
RESPONSIBILITIES:
-Reporting to EMENA Business Head; Business value of 75 MIO USD in 2016; Manage and lead 39 internally & 162 externally.
-Build an effective Coverage RTM model for Priority channels (Hotels, B&I and RESTAURANTS) as well as focus channels (EDUCATION, CATERING, AIRLINES, ARMY &OIL SUPPLIERS)
-Grow and Retain Key Accounts (MC DONALDS, SODEXO, JAZEERA & QATAR AIRWAYS, INTERCONTINENTAL GROUP, etc..)
-Lead the sales team to deliver agreed objectives / sales plans by building the business relationship with customers / distributors to ensure the best Nestlé products commercialization, and maximize trade investment return.
-Accountable to deliver on Key Financials (RIG, OG) as well as full P&L responsibility.
Responsibilities:
-Reporting to Country Manager; Business value of 86 MIO USD in 2016; Manage and lead 11 internally & 137 externally.
-Implement annual Country Execution Plan to achieve corresponding targets assigned for food service channels (HORECA, CATERING, AIRLINES, EDUCATION, RESTAURANTS & B&I) and deliver monthly sales KPIs for the categories.
-Manage a Key Account Managers team responsible for potential and strategic FMCG key customers: Develop annual business plans with national key accounts and secure excellent business relations.
-Monitor, control and ensure cost effective promotional activities with the PFME/Trade support funds allocated.
-Ensure discipline in the market with no cross channel infiltration/trading.
-Manage forecast, delivery of sales target through expansion strategy and product mix penetration.
-Work jointly with the marketing & brand team to develop effective customer/consumer promotions in the priority FOOD SERVICE channels to drive sales with existing customers and recruit new customers.
-Actively manage & facilitate internal relationships related to the business (finance, supply chain, Sales etc.).
-Full P&L responsibility including pricing and product mix, in line with regional targets.
-Managed global accounts (MC DONALDS, INTERCONTINENTAL GROUP, HILTON GROUP, SODEXO, etc).
NOTABLE ACHIEVEMENTS
-Played a pivotal role in building & managing distributor operation from the scratch (BUGSHAN food distribution est.).
-Grew Nestle Professional food service business in 2016 by 40% in HORECA, STREET & EDUCATION channels vs 2015.
-Successfully achieved the highest MS in 2016, 2015 among other regions in Saudi for NESTLE's Food & Beverage platforms (46%) through managing and developing 2215 customers.
-Lead on the kick-off of South operation from the scratch that includes assigning distributors.
-Played a key role in turning the Food & Beverage business direction from high stock in pattern into high consumption.
-Functioned as a division custodian in the Kingdom to collaborate with other NESTLE divisions with common business interest to approach the market as one ENTITY.
-Global Initiative; Listing food item in Saudi SKYSALES.
Responsibilities:
-Responsible to Execute KSA Plan to achieve corresponding sales targets assigned for pharmacy channel for infant formula (NAN) and cereals (CERELAC).
-Full responsibility of sales and marketing of infant formula (NAN) and cereals (CERELAC) in KSA.
-Managed a team of 4 Sales Managers & 27 Medical Delegates.
-Responsible for designing, implementing, and facilitating annual marketing plan for the firm.
-Ensured betterment of the team through regular evaluation and coaching.
-Delivered assigned sales targets and aligning field activities to the strategic initiatives of the brand.
NOTABLE ACHIEVEMENTS
-(26%) growth in infant formula (NAN) sales & (2%) growth in CERELAC market share.
-Increased Horizontal expansion in pharmacies by (23%) in KSA.
-Best in class launch for CERELAC dates, NIDINA in Saudi Arabia.
-Project leader in Saudi for NESTLE - WYETH acquisition.
RESPONSIBILITIES:
-Achieve yearly sales targets & agreed horizontal & vertical coverage for Infant formula & Cereals in West & South region.
-Handled a team of 12 subordinates (8 in Jeddah and 4 in remote areas) and was responsible for setting & distributing forecast for different areas in accordance with the company targeted MS.
-Responsible for setting clear expectations and evaluating compliance to company`s Regulatory Standards and Promotional Policies for all team member in their areas of responsibility.
NOTABLE ACHIEVEMENTS:
-Accumulative growth of (44%) for all infant formula range (NAN) during 2009 to 2011.
-Enlisted NAN infant formula in 21 potential hospitals in the west & South region.
-Enlisted NESTLE's special formula's in the institutional sector (46 hospitals).
-Received the Top Performer sales Manager Award in2010 across Middle East.