Regional Sales Manager
Hariss International
Total years of experience :23 years, 0 Months
Leading Sales Team of 10 Area Sales Managers, 60 Sales Supervisors, 210 Route Salesmen and 60 Distributors Worked in East, Far East Regions and currently working in Central Region of Uganda
· Managed Fujairah Branch Sales and Distribution operation. Managed all Sales Channels Traditional Trade, Wholesale, Key Account and HORECA
· Achieved Sales Target, Provided Annual Double Digit Sales growth (Highest 17%)
· Developed Permanent Journey Plan for customers to facilitate Sales Team and better customer Service
· Set SMART objectives and clearly communicated these objectives to all team members
· Followed up daily with Sales Team on achievement of Sales Target and KPI (Completed Calls, Productive Calls, Drop Size, SKU Distribution, Rack Induction, Prime Location, Time spent in Outlet)
· Worked with the team to provide the best selling and merchandising skills and ensured that the steps of the call were implemented.
· Regularly visited the market to identify new opportunities and Gaps for continuous improvement
· Provided feedback to management on customer business development, competitive activity and product performance to assist in the development of marketing plans
· Negotiated with customers for the placement of Racks on prime Location and to ensure full range of products availability and display according to Plano gram
· Followed up on invoices and statements to ensure customers pay the due amount in time.
· Managed sales Team (3 Sales supervisors, 18 Pre sellers and 18 Salesmen) serving 2300 customers (18 Routes)
· Provided Double Digit Sales Growth (Highest 27% ) by developing existing outlets, creating new outlets, inducting freezers and additional sales vans
· Planned Annual, Quarterly, Monthly, Weekly and Daily Area, Territory, Route, Brand, Category, SKU Wise Sale keeping in view company vision, previous year sales, Competition and Market Trends
· Ensured that all SKUS of company are available at the maximum possible number of outlets according to demand and potential of market
· Ensured proper merchandising of products according to Plano gram, Achieved the best place in Shop for the placement of our product
· Provided services to customers professionally- Managed to deliver products in time, provided complete knowledge about product quality, price and promotion, resolved customer Complaints
· Managed van sales operation efficiently and effectively -PJP, Sections, Routes, and Territories planning to reduce cost and time to serve customers
· Proposed and implemented the Trade Marketing Plan in terms of Trade Discount, Business Development Agreement, Plano Gram, and POS Material and On Store Sign Board and other visibility Mediums to ensure that products are available in good quantity at outlets and are well displayed
· Properly maintained and updated Sales Information System (Number of outlets in area, Outlet type, outlet classification, outlet channel, outlet section, outlet route, outlet PJP, outlet daily weekly monthly, annual sale, territorial maps, route wise territory wise, area wise channel wise SKU wise sales VS target achievement, outlet wise section wise route wise daily weekly MTD productivity)
· Managed pre and post launch product activities. Market Survey, Negotiation with customer, Managed product delivery and display in time
· Developed and managed distributors, maintained effective working relationships with them. Ensured adequate stock cover, market penetration and judicious use of market credit and discount
· Performed additional responsibility of Regional Visibility Manager and managed Team of 4 Merchandising Supervisors and 18 Merchandisers Monitored Visibility and Trade Marketing Activities in Region Plano gram, POS Material Utilization, Cabinet/Freezer Display, Coordinated with Advertising Agencies for POS Material (Poster, Bunting, Mobile Hangers, Wobblers) Retail Shop Media (Backlit, Front lit and Unlit Fascia, Product Availability Sign, Window Graphic, Freezer Graphic) and OOH Media (Road Hoarding, Umbrella, Table Chairs for OOH Channel
· Managed Sales Team (12 Customer Representative, 2 Account Development Representative and 1 Territory Coordinator serving 1500 Outlets (12 Routes)
· Received Best Territory Manager Award with Cash Prize in 2002 in Jhelum Territory by providing 58% Sales Growth over last Year. Provided 15% and 23% Sales growth in 2003 and 2004 respectively
· Launched Mountain Dew and Aquafina. Achieved 150% growth over Target for Mountain Dew
· Increased Pepsi Market Share by converting outlets from Coke to Pepsi or Mix to Exclusive Pepsi or exclusive coke to mix and by Creating new outlets, inducting company freezers and additional sales van
· Developed profitable new business and grew existing base by selecting, training, coaching Sales Team.
· Set and clearly communicated SMART Objectives for each member of Territory Sales Team, Reviewed progress versus the objectives at weekly meetings and took corrective action if there was deviation
· Completed WORK WITH ( on job coaching of Sales Team, showed desired behaviour to complete the call), ONE ON ONE (Assessed frontline performer capabilities & provided development feedback)
· Solved Problems ( Issues related to Operations & issues in the trade )
· Achieved Monthly Sales and Distribution Targets
· Managed and fully utilized company Assets (Coolers, Racks)
· Managed Debt ( Collections of outstanding in the market ) Liaised with IT/Finance/Logistics
· Provided Performance Appraisals for Sales Team
· Maintained physical presence in Market and kept an eye over competitors Activities
MBA (MARKETING) 1998 -2000 INSTITUTE OF MANAGEMENT SCIENCES BAHAUDDIN ZAKARIYA UNIVERSITY MULTAN, PAKISTAN
