Mostafa Kamal

POSITION PURPOSE
To develop, lead and implement AJE Group sales strategies in Egypt, lead their execution and monitor it in Egypt Market. To support the achievement and maintain in market terms of sales volume, market share, profitability and product presence in the CSD and Juice category in Egypt.

Main Duties and Responsibilities
Distributor Management
•Improving the most important sales force and supply chain activities within our distributors that will drive sustainable growth for both of our businesses.
•Review the credit term and limit to avoid any overdue that cause any obstacles of business flow.
•Guaranty the minimum level of product availability.
•Focusing the sales force on Sales Drivers - Distribution, Shelving, Pricing and generates volume growth.

People Management
•To effectively recruit, induct, lead, manage, train and develop distributor manager and area managers to agreed procedures and standards.
•Foster the effective team and work environment to encourage initiative by individuals within the organization in order to maximize their potential in the job and enhance overall field sales force performance, create atmosphere of team spirit and motivation.
•Give support to staff so they have the opportunity to develop their skills in the role and to achieve growth in sales.
•Ensure that all performance issues are addressed in an appropriate way and in a timely manner, and ensure sales force appraisals are completed annually.

Structure
•2 Distributor Sales Managers Delta, Alex and UE (Solid report), 2 area sales Manager Cairo (Solid Report).
•Delta & Alex managed via distributors (10 Distributor), UE managed via distributors (10 Distributors)
•Cairo direct operation served via 1 branch for wholesale channel and retail Channel.
•1 Key account manager
Turnover
•Achieve Region revenue target about 60 Million EGP per annum.
Trade Management
•Channel management: Modern Trade, Traditional Trade and Export Business.
•Allocation of Sales Force resources based on outlets’ importance.
•Optimum call frequency and route plans, ensuring quality of in-store time and effectiveness and efficiency of Sales Force
•Continuously optimize existing coverage patterns through regular monitoring of define coverage, analysis of coverage effectiveness at each region.
Export Business
•To evaluate new opportunities, provide new business partners to enlarge export business within the neighbor countries (Libya - Palestine).
Sales Automation
•Update sales automation according to defined coverage and outlets layers to collect and analyze information that support management and channel in taken decision.


Categories Handled (Big Cola, Juice, Volt and Sporades)

Achieve regional sales operational objectives by achieving sales target and contributing regional sales information and recommendations to short term and strategic plans. Reviewing distributor inventory, visibility, distribution and sales force system.
Meet regional sales financial objectives by preparing annual budget, analyzing variances and initiating corrective actions. Manage the execution of accounts contracts and perform visual audits, identify sales opportunities. Sales team development via coaching, training, motivation. Liaise with the marketing team to make sure that market support and promotion was delivered to achieve the business objectives.

Main Duties and Responsibilities
Distributor Management
•Improving the most important sales force and supply chain activities within our distributors that will drive sustainable growth for both of our businesses.
•Guaranty the minimum level of product availability with a profitable product mix
•Review the P&L for the distributors on a quarterly basis with talk in the consideration increase the top line and decrease bottom line.
•Focusing the sales force on Sales Drivers - Distribution, Shelving, Pricing = generates volume growth.

People Management
•To effectively recruit, induct, lead, manage, train and develop area manager and district supervisors to agreed procedures and standards.
•Foster the effective team and work environment to encourage initiative by individuals within the organization in order to maximize their potential in the job and enhance overall field sales force performance, create atmosphere of team spirit and motivation.
•Give support to staff so they have the opportunity to develop their skills in the role and to achieve growth in sales.
•Ensure that all performance issues are addressed in an appropriate way and in a timely manner, and ensure sales force appraisals are completed annually.

Structure
2 Area Sales Managers (Solid report), 2 District Supervisor (Solid Report), 12 Supervisors (Solid report), 56 Salesmen (Solid report)
Turnover
Achieve Region revenue target between 110 Million EGP per annum, equivalent to 6 Million USD.

Trade Management
•Channel management: Modern Trade, Traditional Trade and OEM Business.
•Allocation of Sales Force resources based on outlets’ importance.
•Optimum call frequency and route plans, ensuring quality of in-store time and effectiveness and efficiency of Sales Force
•Continuously optimize existing coverage patterns through regular monitoring of define coverage, analysis of coverage effectiveness at the regional level.

OEM Business
•Original Equipment Business related to work with big factories (B2B) who is manufactured their brands and using Eveready brand as a part of their production.
Sales Automation
•Update sales automation according to defined coverage and outlets layers to collect and analyze information that support management and channel in taken decision.


Categories Handled (Eveready, Energizer

Achieve channel sales volume and market share objectives through managing; leading, developing and motivating sales force organization. Contribute to overall sales strategy development in line with long-term vision and overall business objectives by leveraging on business knowledge and professional expertise. Continuously enhance professional expertise, know-how, key functional business skills core and leadership competencies of the team; build business understanding and commitment to achieve business objectives via the team members by motivating, leading and providing opportunities for individual initiative and self-development.

Maximize revenue and increase customer satisfaction. Identifying new business opportunities, recruiting and training sales staff, assigning tasks, setting sales targets, and implementing marketing campaigns. Puts and emphasis on sales expertise, leadership, research skills, analytical thinking, self-motivation, and results orientation.

Main Duties and Responsibilities
Volume & Market Share Achievement
•Achieve country volume, market share, availability and visibility targets, guide their implementation, thus facilitating carrying out overall sales strategy and business objectives achievement.
•Channel management: Modern Trade, Traditional Trade, Horeca / Institutions and Wholesale.
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Managing Resources
•Plan, propose and agree relevant resources’ allocation, required to achieve country objectives with regards to volume, market share, availability and visibility, thus contributing to attainment of company business objectives. Ensure appropriate resource allocation and their cost-effective utilization.
Grasp Opportunities
•Identify country market opportunities and propose actions to increase coverage through existing trade partners, increase on new customers in order to ensure continuous volume and market share growth.
People Management
•Manage and lead sales team towards attainment of business objectives and individual goals, serving as a role model for the team members.
•Ensure regular guidance, coaching and propose professional training for subordinates to enhance their professional level, overall business understanding; develop critical functional business skills, core and leadership competencies.
•Promote effective team and work environment and encourage initiative to allow individuals to maximize their potential within the job and increase the overall performance of the sales field force, team spirit, motivation and commitment.
Structure
•1 Vice Sales Managers (Solid report), 8 Supervisors (Solid report), 79 Salesmen (Solid report) divided as following (60 Khartoum- 10 Trucks Up country - 9 Truck in branches).
Trade Management
•Ensure effective management of retail trade by field sales force in order to secure establishment, maintaining and continuous development of excellent business contacts with them.
•Assure a productive business partnership with retail key accounts based on defined account strategy in order to achieve volume, distribution and merchandising objectives.
Performance
•Ensure regular monitoring and analysis of all relevant market information in order to maintain comprehensive knowledge of the assigned country to support business decisions.
•Ensure that field force reporting are properly carried out and that results are analyzed in order to provide continuous up-to-date feedback on market trends in all relevant.
•Monitor Key Sales Indicators versus set objectives in order to secure accurate planning and timely appropriate corrective actions taken.
Trade Marketing
•Ensure Trade Marketing programs implementation within the sales channels by communicating field sales force, leading the team towards programs’ objectives’ attainment.
•Set program-related targets in terms of volume, visibility or both for the assigned sales channel in order to ensure that regional specifics are taken into consideration, thus securing their proper implementation.
•On a regular basis evaluate the effectiveness of trade marketing programs.
Categories Handled (Milk Powder, UHT Milk, Yogurt, Sweet Milk, Juice and Cheese)


Developing Trade & Operation Manager - IFFCO Egypt Edible Fats & Oils -

http://www.kraftfoodscompany.com

•Maximize Retail channels volume and revenue sales by translating sales strategies into specific operational sales objectives (e.g. pricing, distribution, share of shelf, volume, profitability and market share) including other KPI’s like gross to net margin, forecast accuracy, channel inventory levels, out of stocks and promotional performance)
•Lead and develop a strong sales team and create a motivating work environment
•Develop Customer marketing and team selling approaches based on trade needs, current capabilities and resource availability
•Drive the goal alignment process in order to identify the most important areas of focus and key priorities for the sales function, in alignment with the overall strategy for the organization
•Support SD in running Sales & Marketing coordination meetings via analysis of both channels previous performance and activities effectiveness and agreeing volume call and activities for rolling three months, ensures delivering target and distribution targets
•Supervise, track and develop activities to support Retail channels targets achievements in all regions.
•Provide sales director information and reports for his channel on market trends, competitor performance and level l of achievement of TM strategy and plans.
•Ensure distribution of Kraft brands via retail channel and handlers via wholesale channel, develop programs to improve distribution to defined targets and work on Retail trade programs to support Kraft presence at current Retail and to support recruitment of new retailers/handlers.
•Manage retail channel performance on a daily basis per region to guarantee achievement of monthly targets
•Manage the development, production and installation of in-store advertising materials (POS) for both channels in order to maximize the awareness, standing and imagery of strategic brands in his channels within budget and on time.
•Develop, implement and evaluate retail channel trade offers in order to maximize the return on investment and ensure adequate levels of trade participation so meeting the company’s market, brand and volume and profit objectives
•Collect and analyze data from trade, research, retail audits and customer/account sales in order to identify market, channel, outlet type and account priorities, weakness and opportunities order to provide recommendations and solutions to further enhance retail operation performance.
• Support new product launches via identification of the right POSM materials at retail channel and via supporting organization of any planned Sales events.
• Implementing Blitz Operation to increase retail pull effect on the wholesale channel through making the indirect retailers ask their wholesalers for the new product launch
Categories Handled (Powder Beverage, Biscuits, Cake, Crackers, Coffee, Condiments, confectionary, Chocolate and Gum)

http://www.kraftfoodscompany.com

Breakdown monthly sales targets by region, trade segment.
Calculate sales reps incentives based on achievement vs. preset monthly targets.
Tracking sales KPIs reports
•Tracking coverage.
•Tracking Distribution vs. Retail audit (AC Nielsen)
•Tracking Productivity per region and all Egypt.
•Developing and implementing monitoring system in the area of retail price
Evaluate and adjust distributors financial and logistics cycles to be in line with Kraft standards.
Refine Retail routes across all regions to have quality data as well as sales reps performance evaluation.
Preparing Selling & Distributors Budget
Tracking Selling & Distributors Expense Actual Vs. Budget
Implement activity calendar according to seasonality of product
Review company and competitor pricing structure and recommend change by category & SKU
Communication with sales force for the objective from the promotion
Promotion evaluator

Pre Post
•What I would expect to sell with no promotion
•The incremental I needed to offset total promotion costs
•Calculate the breakeven for base sell plus incremental sales
•Calculate ROI (Return on investment). •Evaluate promotion estimate cost vs. actual
•Tracking stock movement due to promotion

Categories Handled (Powder Beverage, Biscuits, Cake, Crackers, Coffee and Condiments)

Sales Unit manager South Cairo - Hero -Vitrac

Accounts receivable and credit terms section chief, Prepare accounts receivable reports, reporting to the financial Manager
Auditing and verifying the daily transactions, Prepare sales analysis report, Prepare return checks analysis report
Make stock reconciliation with the sales Rep’s, calculate Sales and Receivable Budget, Manage and supervise all receivable Account
Control the credit limit and credit terms.

Maintaining Customer Database, Follow-up with the customer & Timely Updating Delivery of Vehicle, Payment Completion as per policy, Complete Product Related Knowledge, Acquiring competition Knowledge Accessory and Value added Services Sales, Maximizing Customer Satisfaction, Forwarding Lost sales data on Daily basis to Sales Manager.