Sales & Marketing Director
Allayan General Supply
مجموع سنوات الخبرة :23 years, 11 أشهر
Managing modern trade business for P&G section .
Managing Western & Northern Responsible for the development and performance of all sales activities in assigned market. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and Account Executives. Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability. Responsible for the performance and development of the unit managers. Prepares action plans by individuals as well as by team for effective search of sales leads and prospects. Initiates and coordinates development of action plans to penetrate new markets. Assists in the development and implementation of marketing plans as needed. Conducts one-on-one review with all UM’s to build more effective communications, to understand training and development needs, and to provide insight for the improvement of UM’s sales, leadership & activity performance. Provides timely feedback to senior management regarding performance. Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin. Maintains accurate records of all pricings, sales, and activity reports submitted by UM’s. Creates and conducts proposal presentations and RFP responses. Assists UM’s in preparation of proposals and presentations. Controls expenses to meet budget guidelines. Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team. Recruits, tests, and hires Account Executives.
• Manage, develop and grow Key Accounts by developing business programs supported with performance related contracts. • Grow volume, revenue, and profitability by developing key assigned accounts • Build and grow volume, revenue and share point for all the range of the product (CSD, Gatorade, Tropicana, Aquafina Water and Lipton Ice Tea). • Develop and keep updated an account plan to the PEPSI-COLA standard for all accounts. • Ensure all key decision makers within the account are wired and the appropriate contacts are made on the agreed frequency. • Develop account specific standards for merchandising range, promotions, pricing and equipments. • Communicate Model Stores standards to the field and follow-up implementation. • Establish, plan & negotiates Customer Development Agreements within company’s policies & budget. • Monitor performance and compliance to contracts, taking corrective action where appropriate. • Issue a promotion calendar on a trimester basis as per PEPSI guidelines. • Maximize volume and revenue in key assigned accounts by utilizing fact-based selling methods • Develop/Secure new business opportunities with individual accounts within the Market. • Coordinating and developing business relationships and Builds-up a strong partnership and a channel of mutual benefits with the accounts based on the company strategic plan. • Analyze business trends to develop business growth strategy • Leading the business through the execution team to achieve business targets.
•Put (sales & territory) targets & objectives.
•Leading the team by specific plan to achieve the targets.
•Implementing the CDA's & Promotions.
•Maintain a physical presence in the field to reinforce the account strategy with field locations
•Ensure pricing guidelines and merchandising standards are fully executed
•Manage the merchandising of all products within plan expenses
•Developing the manpower.
•Report the offers, activities and promotions of the competitor in the market and inquire about their financial and commercial situation
•We succeed to raise the Market share to 88.7% by growth 7.6% in 2006.
-Achieving the sales Targets.
-Leading the Team to achieve the area targets.
-Make very good relations with the customers .
-To have new Customers and raise the market share .
-Route riding with the Salesmen (Learning/auditing/sales studies).
-Sales studies like ITMO (In Trade Marketing Opportunities).
-Monthly / Daily Reports .
-Distribution and interpersonal communication implemented to gain more volume.
-Tracking the asstes in all the Kingdom by RSS (Route Settelment System) .
-Tracking the coolers/racks contracts.
-Makeing Sales analysis :
1.Coolers Performance.
2.Coolers Accuracy.
3.Coolers penetration.
4.Zero sales Coolers.
5.Low performance coolers.
6.Coolers costs / Year.
-Tracking the Data entries work & Warehouses keepers.
-Tracking the coolers maintenance reports and requiers.
• Key Account Management with PEPSI int’l: , 4 Training programs in customer insights and customer proposals. • Advanced Negotiation Skills with PEPSI int’l: awarded March 2007. A training program in sales planning related negotiations with the trade • WEKA with PEPSI: awarded Feb. 2007, Training program which reach wining every Key account situation. • New Product Development with PEPSI int’l: awarded Nov.2006. A training program in NPD. • Customer Management with PEPSI int’l: awarded Oct.2006. A training program in managing customer – profile. • Customer business development with P&G int’l: awarded Feb 2013. • Situational Leadership with P&G int’l: awarded Feb 2014.