Business Development Manager
Salmon Farm LLC
مجموع سنوات الخبرة :21 years, 3 أشهر
Handling MT accounts & Other GCC- Export Sales for Salmon Chilled/ Frozen products, leading a team of Sales/Merchandising and Marketing to excel sales and execute the standardized Market Execution picture of success.
Business Development:
Analyzing & identifying markets to penetrate, appointing distributors, designing a focused sales plan to achieve increased growth & profitability. Working the market along with Supervisors / Sales Executives and giving the feedback showing them opportunities available in the market, analyzing the brand performance Vis a Vis competition
Handled QATAR & Other GCC-Export sales and distribution of MT/TT/HoReCa accounts. Leading a team of Sales/Merchandising and Marketing to excel sales and execute the standardized Market Execution picture of success.
Key Result Area
Joint Business Planning & Quarterly \review with top 5 MT accounts
Shopper Behavior study & aligning category activation.
MT Business annual agreement formulation closure.
Portfolio & chain wise P&L driven planning decision making.
Consumer lifestyle study & planning a long term business plan.
MT POS data study for determining basket penetration and category share.
Sales and Distribution Management, Market Analyses, MIS daily, weekly and monthly
Strategic Annual Business Plan, sales projection, System Alignment and Budget control
Pricing, Product Placement, Promotions, Visibilities and new product development
People management, Training & Development of Team.
Competition tracking, Negotiation and Client Relationship Management
Sales Support Functionalities like Samplings, Branding, Other Promotional Activities
KEY PURPOSE
To manage all sales and marketing activities; identify new markets, achieve sales and growth targets, supervise, develop and effective sales force, increase product and brand awareness and ensure customer satisfaction. Analyze competitor activities and suggest business strategies for the growth of existing and new business with the objective of achieving greater market share and profitability
Channel Sales and Team Management:
Appointing business partners to expand product reach in the market & mentoring sales team for effective functioning to ensure the stability. Regular monitoring of Receivable of all channels Restructuring Routes or Beats to maximize sales & coverage with low cost. Monitoring the day-to-day operations of total territory.
Successfully Re launched the brand AL Arabia & International and positioned this brand as a premium in the category and lower segment respectively, planning and executing product launches, analyzing new product performance by taking off take report from different channels and taking necessary actions.
Segregated the entire QATAR market in to 3 CHANNELS MT, TT and HoReCa to have micro level focus and coverage in terms of market penetration, Maintaining the daily MIS and accordingly preparing the schemes to enhance the sales based on the market demand and competitors offers.
Leading & monitoring the performance of team members to ensure efficiency & meeting of individual & group targets, Identifying & implementing strategies for building team effectiveness by promoting a spirit of cooperation between team members by addressing people concerns, Identify areas for training and development, Provide opportunities for learning to create a high performance work culture.
Job Achievement:
Achieved a total territory growth of 100% over last year sales volume for three consecutive years
Increased the territory sales by 400 % i.e. (QR 3Million to QR 18 Million)
Successfully re launched the Al Arabia Brand and positioned 3rd top brand in Qatar
Achieved the total KRA’s set by the management for all the years
Established a standardized sales control system based on market potentials
Successfully launched Al Arabia Brand in KSA (Eastern & Central Province)
Initiated and successfully placed private label brand AL MEERA one of leading chain of supermarkets and Hypermarket in QATAR.
Handled Bangalore sales and distribution of TT/MT accounts, lead a team of Area Growth Managers Sales Officers and distributors to execute the standardized and Perfect Market System in the market place.
Job Profile Description & Responsibilities:
Planning & executing sales promotional activities, enabling business growth by identification of new distributors, stockiest, super stockiest and monitoring performance, managing and identifying key accounts. Generating primary orders on the basis of secondary plans, inventory norms and monthly sales commitments. Merchandising i.e. getting done shelf displays for particular Range of products and newly launched products in each outlet, Planning and implementing coverage growth objectives, focusing on coverage drive and route optimization, Implementing proper sales and distribution systems at distributors point for proper control
New Market and Channel Development
Identifying potential areas for escalating business volumes to achieve sales targets, maintaining sound infrastructures of the distributors by proper routes, route size and frequency of visits to increase scale & rout throughput.
Increase range selling of products by product detailing, sampling, using retail pack by concentrating on all product variants in bazaar working, coordinating with distributors and the depot for proper supply of stock for the optimum distribution.
Reporting timely and maintaining all the records properly for assigned DPL & PDO of the market with prescribed MDM level based on MPV data.
New Product Launch
Successfully launched Saint Juice (100% Juice) and positioned this brand as a premium in the category.
Successfully launched LMN the lemon aqua in the market and done a LMN Cart activity, where in we had a LMN branded cart covering all major parts of Bangalore, Hubli-Dharwar and Gulbarga where we have done the sampling and sales.
Successfully launched Grappo Fizz and positioned as a premium brand in fruit based fizz drinks, Identifying outlets for signage’s and other marketing activities and ensuring implementation.
Leveraging relationships and been consistent. Reviewing & interpreting market competition trends for fine-tuning the marketing strategies and increase market share to meet the overall business objectives.
Job Achievement:
Build Appy brand equaling to frooti and made separate division and build infrastructure as per the business requirement.
Set up the entire distribution infrastructure for Appy brand exclusively in Bangalore
Achieved the total primary and secondary sales volume for all the years.
Successfully launched 100% pure juice under the brand name “Saint” and positioned in the premium category.
Proficient in designing & implementing Sales strategies to promote sales, expand business share & meet business and over all objectives with new distributors, stockiest and super stockiest, got promoted as senior sales executive in fast track.
Job Description & Responsibilities:
The main job responsibilities were planning, implementation and execution of sales and distribution, launching new products and assisting distributors in achieving sales targets and collecting receivables.
Planning and achieving secondary sales on the basis of width and depth of each product segment to increase the VPO, drive penetration through air space to increase secondary sales and generate primary orders accordingly.
Ensuring Implementation of schemes, sourcing and short listing RSA, maintaining discipline among them with regards to attendances, timing, attitude & behavior at the outlets.
Responsible to make Distributor invests on infrastructure, maintains FIFO/FEFO to have control on Expiries and sales returns (BBD), motivating distributors to stretch coverage on marginal outlets for sales improvement.
Plan and indentify the Marketing Equipments required for the territory, decide on the allocation and placement of same in to the outlets, Ensure maintenance and cleanliness and decide on pullover at times required.
Job Achievement:
Bagged “DALLAS AWARD” at International level in macro snacks category for LTC penetration.
Nominated for “Ring Of Honor”
Annual Platinum award Winner for 3 consecutive years 05, 06 & 07.
Achieved a total territory growth of 119% over last year sales volume for PEPSICO
Initiated super stockiest model in the region & made it successful.
Increased the territory sales by 294 % (Rs.18 lacks to 53lakhs).
Achieved the total primary and secondary sales volume for all the years.
Job Description & Responsibilities:
Responsible for generating primary orders on the basis of secondary plans and liquidating the same in accordance with RSA. Responsible for making the distributor invest on infrastructure and glass and maintain FIFO/FEFO & BBD returns at the warehouse / distributor depots.
Fixing targets for the distributors and ensuring that the same is achieved and Ensuring that the AR & COL is within the prescribed limit. Analyzing and planning the loading pattern based on sales trends.
Route riding with the RSA’s, Ensuring range selling by them based on the demography, opening new outlets, Training RSA’s on merchandising and cooler purity, Dominate and convince the outlets to sell our products instead competitor’s product.
Job Achievement:
Achieved the total primary and secondary sales volume for all the years
Have been successful in achieving 5 times the target, which was given for a year
Set up the Exclusive distribution for KENLEY Water and increased the distribution level
Placed Thumps Up and Sprite even in below 500 population town
Stabilized the distribution by reducing COL and AR