Key Account Manager
Dubai Refreshment P.J.S.C. - Pepsi Cola Bottler
Total years of experience :11 years, 6 Months
•Developing and Maintaining productive long-term relationships with Top Modern Trade & E-commerce Customers in the U.A.E
•Acting as the Key point of contact for all existing and new Modern Trade/Ecommerce Customers.
•Building and developing Annual Business Development Agreements in line with company's profitability/sales targets for all customers.
•Developing in-store visibility plans & promotions in coordination with Customer's management; and follow-up to achieve timely & effective implementation.
•Following up on Market Execution through regular Market Visits & developing action plans to further grow and achieve our Annual Sales Plan.
•Managed Modern Trade Accounts: Union Coop, T.Choithrams, Spinneys, Al Maya, Emirates Coop, Abu Dhabi Coop, West Zone
•Managed Ecommerce Accounts: Amazon, Noon, Talabat, Instashop
Business development and sales teams to achieve our sales/distribution targets.
•Responsible for recruitment of new customers and migrating existing customers towards our e-commerce website.
•Work Directly with Marketing Team to coordinate marketing/promotional activities.
•Analyzing Sales numbers to identify market gaps and work together with the relevant teams for further optimization.
•Regular Market visits to monitor any competition activities and maintain good rapport with our existing base.
•Targets include various products including Unilever Food Solutions, Heinz, Nestle, GSF, Café Najjar.
• Ensure Sales Target Achievements within the Key Accounts Channel (Nokia, Lenovo Handsets)
• Develop and Maintain strong relationships with customers through compliance of their business needs.
• Negotiate/Renew and Execute contracts to establish contractual benefits based on mutual benefit.
• Implement programs/promotions with customers to push revenue sales through co-marketing activities.
• Analyze and Identify upcoming business opportunities within the market.
• Ensure smooth operations through following up on order deliveries, on-time payments to ensure a healthy cash flow.
• Report competition’s activities within the market to management in a timely manner through regular market visits.
• Organize and Lead the team of Supervisors, Sales Representatives towards achieving Sales Targets.
• Ensure proper execution/merchandising of products according to Contractual Benefits.
• Optimization of Route to Market to ensure proper order generation and on time deliveries.
• Compiling and Analyzing Sales Numbers to identify lost sales opportunities
• Regular market visits to monitor any change of situations/competitor activities and communicate to National Key Accounts
Manager.
• Ensure proper communication and understanding of promotions/promotional bundles to our customers.
• Achieving YTD growth of 11% above planned budget.
ideas and information on Coca Cola range of products to retailers and customers.
•Plan with partners and execute promotions and activations at retail/non retail accounts.
•Plan, coordinate and participate in promotional events tied to brand image.
•Utilize Sales tools to identify sales opportunities and communicate them at store level.
•Deliver tools of trade, point of sale material and merchandise at retail accounts.
•Plan and execute Marketing Plans for New product/category launch.
input and support the implementation of the Bottler Business Plan
•Track and Monitor business performance through the review and analysis of the daily sales numbers
•Build understanding of Route to Market and support projects designed to improve market development and execution
through daily market visits.
•Monitor Bottler, wholesaler and trade pricing and make recommendations where necessary
•Identify and provide clarity around initiatives that deliver differentiated value to the company
•In-Store and On-Ground activation for maximum optimization of various marketing campaigns
•Achieved, with Bottler partners, 62% Volume Share increasing gap with competition from 6.5% to 30%
the total position of Assets Under Management in my Portfolio
•Identify the needs of customers in order to design a tailored financial plan to meet such needs
•Acquire new clients through meetings, area scans and outside sales calls.
•Generate sales to meet Monthly Sales Targets.
•Up-sell and cross sell CIB's retail products & services.
•Execute transactional processes while ensuring zero-error and project an image of trust.
•Pursue personal development of skills and knowledge necessary for the effective performance of the role.
Majored in Economics with a minor in Business Administration