Field Sales Manager
Nestle
مجموع سنوات الخبرة :22 years, 5 أشهر
Managing Makkah & Taif office and a team of 2 Supervisor 9 sales representatives “divided between the 3 main channels Key Accounts, Wholesale and Planned Shopping” and 56 merchandizers in the market.
** Wholesale and Planned Shopping (Traditional Trade Channel) Responsibilities:
-Develop and achieve or exceed the sales volume/revenue goals targets as defined in the Business Plan for the sales channels and control/monitor the Sales budget to ensure optimum allocation of resources to different businesses of the company.
-Accurately forecasts annual, quarterly and monthly revenue streams.
-Coordinate with the Human Resources and the Line Managers to efficiently implement HR initiatives so as to motivate and lead a High Performance Team. Check individual performances of the Sales Team and motivate them, either through personal counseling and/or imparting training in tactical selling skills to improve and enhance their capabilities and sales performance in addition to Recruiting and training sales staff.
-Conduct regular market visits to check route coverage and availability of company products in the market, competitor’s activities and look for new business opportunities in order to safeguard the customer base and increase market share.
-Co-ordinate with Finance & Accounts to ensure compliance with all financial norms to control collections and receivables.
-Coordinate the execution of marketing & promotional activities in the market place to derive maximum benefit out of such promotional initiatives.
-Sales Negotiation: Effectively exploring alternatives and positions to reach mutually beneficial sales agreements that gain customers' acceptance and commitment.
-Guiding Sales Opportunities: Developing strategic sales solutions and courses of action for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities, and probable consequences; clearly connecting solutions to business needs.
-Sustaining Customer’s Satisfaction: Supporting customers during the implementation of sales contracts and throughout the relationship; seeking and taking appropriate actions on customer feedback; resolving difficult issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.
-Coaching & Developing Others: Providing feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; planning and supporting the development of individual skills and abilities.
***Modern Trade (Key Account Channel) Responsabilités:
Ensure achievement of Trade Channel Sales Objectives by Category, in both Value and Volume, as per Annual Operating Plan.
-Ensure delivering all sales fundamental KPI’s through close partnership with team.
-Lead the efforts to implement In-store planograms, branding in full compliance to company's Merchandising Strategy,
-Work closely with Regional Sales managers in developing accurate Sales Forecast as a mean to develop Business, eliminating Out-Of-Stock (OOS) in Market across the assigned Trade Channels.
-Analyze market, Sales & Distribution reports, and come up with solid recommendations for the assigned Trade Channel to drive both Volume and Distribution through a well-designed Trade programs, targeting shopper and/or customer.
-Develop and maintain an updated market fact-book capturing all Market and Sales performance reports, to follow up on Sales Performance, improve business understanding and lead Sales organization to drive results.
-Ensure full compliance to Customer Development Agreement (CDA), in collaboration with Channel managers, to increase return on trade spend.
-To maintain trade spend as percent of Gross Sales Value in line with Budget Plan set target.
-Achieve targeted Sales & Distribution targets behind developed Tactical plan, for the assigned Trade Channel.
Train and Coach the Key Accounts team (Sales and Merchandisers).
Prepare and finalize the annual trade agreements.
Initiating and Maintaining a fact book for each account .
Preparing the Monthly targets.
Controlling the financial process (collection, balance confirmations, etc).
Maintaining an efficient journey cycles.
Monitoring the trade activities implantation. .
Monitoring the Branch stock level.
Responsible of wholesale customers in Jeddah.
Keeping in contact with existing customers in person and by phone.
Making appointments with and meeting new customers.
Agreeing sales, prices, contracts and payments.
Meeting sales targets.
Promoting new products and any special deals.
Advising customers about delivery schedules and after-sales service.
Recording orders and sending details to the sales office.
Giving feedback on sales trends.
Planning the trade marketing activities.
Analyzing the monthly/Annual Sales performance.
Participating in the Annual Sales Budget preparation.
Managing the Merchandising teams .
Tracking the implementation of the trade marketing Activities .
Managing the stock levels.
Coordinating the sales team connection with the relevant departments.
Train the new candidates (Key Accounts Rep, Merchandisers).
Develop the Annual Contracts terms and Methods.
Monitoring the competition activities and new launches.
Handling (General trade, Pharmacy trade & Super Market) customers in Jeddah.
Keeping in contact with existing customers in person and by phone.
Making appointments with and meeting new customers.
Agreeing sales, prices, contracts and payments.
Meeting sales targets.
Promoting new products and any special deals.
Advising customers about delivery schedules and after-sales service.
Recording orders and sending details to the sales office.
Giving feedback on sales trends.
Supervising the Merchandising team Performance.
Prepare and finalize the annual trade Contracts.
Initiating and maintaining a fact book for each account.
Controlling the financial process (collection, balance confirmations, etc).
Supervising the delivery process.
1-Handled all operation in company (Sales & Collection & delivery & account of customers )
2-Handled all customers (wholesale & Retail) in my area .