محمد خليل فرج

• Achieve the revenue, sales and other targets set by the company through a perfect acquisition of all the continuous developed products and services.
• Managing a team of 11 sales supervisors & Account managers.
• Member of the team that design and implement VIVA’s Indirect Sales Strategy and Dealers commission structure.
• Manage the operation of the distributor end to end.
• Implementing series of programs with the distributor (marketing plans, product and service formation, and dedicated Sales support).
• Developing, motivating and maintaining an effective network of distributors to achieve sales targets and objectives.
• Monitor distributors’ daily performance and take the necessary actions to ensure that they will meet their targets.
• Managing Indirect Distribution channel department strategy.
• Controlling sales for more than 1, 000 sub-dealers
• Enhancing the distribution foundation.
• Coaching distributor sales team on the field to ensure proper product understanding and develop sales skills, cascading the knowledge to sub dealers and dealers’ channel.
• Monitor Distributor and sub dealer stock level and drive the sales team visits assuring the availability, control and visibility of VIVA products and merchandising items at all channels under the consideration of VIVA objectives and required targets.
• Ensure a good relationship between the distributor and the sub dealers through conducting field audit.
• Ensuring full coordination with other departments within VIVA, mainly Marketing, Sales and Technology
• Review the quality of service provided by distributors (follow up on line activation, lead times and troubleshoot service difficulties)
• Transform the market feedback into actions and opportunity.
• Proactively take responsibility for self-improvement by staying well-informed of developments, knowledge and innovations in relevant field of expertise.
• Responsible of increasing brand visibility over the distribution network (Installing more than 250 signage board in MKT).

• Management and development of Prepaid voice & data business according to the company’s & segment objectives.
• Full profit and loss responsibility and budget ownership for small screen.
• Plan and execute the Voice & data strategy according to the company’s & individual segment objectives.
• Strategic management and development of the Voice & data product portfolio, offering & lifecycle management for both small & large screen.
• Work with senior manager and Lead the Voice & data budgeting, business & Roadmap planning
• Be product owner for Voice & data throughout the life cycle. Conduct multi-year product planning to determine product life-cycle decisions, ensure consistency with overall marketing and corporate strategy.
• Full P&L ownership of a hundred million dollar size product portfolio. Work with senior manager to Develop and implement the Voice & data Business Plan Yearly Activity Roadmap.
• Responsible for subscriber target, acquisition & revenue for the entire segment.
• Manage Voice & data ARPU development through strategies and tactics built on and using segmented offering, penetration, usage, recharge, bundling, packs, pricing, etc.
• Use Customer Segmentation for the Segment as per customer value segmentation, Customer behavioural segmentation, Customer life cycle segmentation & Customer Value migration.
• Set the pricing strategy and positioning for the Voice & data offering.

• Align pricing with the other segments and overall pricing strategies.
• Approve Product Description Documents (PDD) for the Product Development team for technical implementation.
• Assist in technical implementation as required by the leading PD team.
• Approve RFBT and TRFS for new product launches.
• Monitor and report segment KPI and status against targets and budget.
• Perform competitive analysis to evaluate product capabilities, pricing, promotion, distribution; analyse how these impact market share. Recommend and implement changes required to be competitive.

• Achieve the revenue, sales and other targets set by the company.
• Manage the operation of the distributor end to end.
• Implementing series of programs with the distributor (marketing plans, product and service formation, and dedicated Sales support).
• Developing, motivating and maintaining an effective network of distributors to achieve sales targets and objectives.
• Monitor distributor daily performance and take the necessary action to ensure that he will meet his target.
• Coaching distributor sales team on the field to ensure proper product understanding and develop sales skills.
• Monitor Distributor and sub dealer stock level and drive the sales team visits.
• Ensure a good relationship between the distributor and the sub dealers through conducting field audit.
• Manage the distributor shops according to OOREDOO guidelines.
• Review the quality of service provided by distributors (follow up on line activation lead times and troubleshoot service difficulties)
• Transform the market feedback into actions and opportunity
• Proactively take responsibility for self-improvement by staying well-informed of developments, knowledge and innovations in relevant field of expertise.
• Successfully completed the franchise model and hand it up and running to the retail team.

• Dealers bank accounts reconciliation.
• Management daily sales summary reports.
• Monthly dealer performance report which helps in the evaluation of dealer performance.
• Salesmen & major a/c Commission, Bank charges, Interest entries, preparation & provisions.
• Reconcile Dividend Accounts.
• Accrual of dealer’s commission, Cooperation fund-quarterly commission -promotion commission -loyalty bonus preparation & provisions.
• Dealers commission payables.
• Signage board claim analysis & payment.
• Monitoring activation process of prepaid and postpaid SIM to calculate the amount payable to dealers based on number of activations.
• Maintain the custody of postdated cheques received from dealers, follow up the process of depositing the cheques and prepare monthly report.
• Assisting in preparation of quarterly financial reports which is submitted to Kuwait stock Exchange & Ministry of Commerce.
• Collection from dealers for bill payment as BP.
• Follow up different sales dealer promotion.