Regional Commercial Manager
Dow Chemical
Total des années d'expérience :21 years, 0 Mois
Sub. Saharan Africa (SSA)
Strategy:
Design & Implement strategic mile stones for ICEE* in SSA
o Startup first production facility for Dow in Sub-Saharan Africa in
2015
o Hire, Onboard and Train SSA* commercial team
o Design route to market for Systems Business
o Building Organization Capabilities in preparation for SADARA
Achievements:
o PU Systems: Double SSA Volumes for the second year in a row,
becoming the market leader in South Africa and across Sub
Saharan Africa in 2016
Commercial Management:
Sales management with the responsibility on the SSA Std. Margin targets
for each region.
o Business Units:
Polyurethane Components (Key Industries: Bedding &
Furniture)
Polyurethane Systems ( Key Industries: Appliances,
Automotive, Refrigeration & Cold chain & Mining)
Propylene Glycols (Key Industries: Food & Beverage,
Pharmaceutical & Industrial Markets)
Forecasting for Sales and Raw Material planning
Participates in regional & operations planning
Pricing Management: Ensure the maximization of the value of
transactions with reference to floor pricing
New Business Development
Integrate the sales channels with the marketing, technical sales,
regulatory and supply chain functions of the business, as well as with
customer service
Ensuring the alignment between Direct Account Managers and
Distribution Account Manager (PU Components)
Value Creation: Maximize the synergies at core accounts (Binders, Visco,
pre-blends, etc..)
Portfolio Management: Review, Design and Optimize current direct and
indirect business as to ensure maximum efficiency and profitability
People Management:
Hiring: Hired and On-boarded 100% of the resource plan of SSA
Training & Development of current and new resources as to acquire
timely the needed skills needed as to perform and develop in their roles
Lead and develop a high performance sales and technical sales team in
SSA.
Establishment of Local Warehousing and Selling Capabilities in South Africa
Designing and implementing participation strategy in SSA
Initiation of establishing a local blending asset in South Africa with collaboration with Dow Coating Materials
Profit & Loss Responsibility
Managing sales and marketing activities for Sub Saharan Africa
Designing and Accountability for the Geographical Expansion strategy
People Hiring, Training and Management
Distribution-Ship Management
Food Industry Leader for North Africa and Middle East, responsible for the
identification of new customers in Food and beverage promoting DuPont food
ingredients, Bacteria Identification Systems BAX, Water Treatment, Corian
surfaces, Food Packaging & other products)
Delivered a complete Market Assessment for the Food Industry in North Africa
Key Account Management
Driving business growth in N.A. and Middle East
Working on market penetration projects in the region
Building growth strategies for different Strategic Business Units (SBU
Responsible for selling Packaging Glue mainly to the Food and Beverage
Industry.
Grew the business and doubling SOM* to reach 50% by the end of 2007
Building a strong customer base especially in Libya & Sudan
Key Account Management
People Management
Coordinating cross departmental activities as to meet export requirements
Business Development initiatives in North Africa
Continuously exceeding sales targets
Turn around the trading business of Loctite division accumulated losses to break
even in one year and reaching the first Million in Sales in the second year.
Product launching of various product lines under the Loctite brand (Teroson,
Hysol, etc)
Building the distribution & retailer networks in Egypt
Building the Sales Force for the division
Create an environment of product awareness through various Product Seminars and
Exhibitions
Maximize value extraction through an Economic Value Calculation techniques
Continuously exceeding sales targets
Designed and Initiated the Production Planning Department
Designed & Implemented operation management modules
Designed monthly production plans & Schedules
People Management
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