Corporate Sales Manager
United Carton Industries Co.
مجموع سنوات الخبرة :15 years, 10 أشهر
Major Contributions are:
•Formulation & development of sales strategy and its implementation. (Y21/Y22) Reassured Paper supplies turmoil & prices upshots to protect business share along with +9% growth in Sales & 56% avg. price increase, conceded to key clients.
•Budgeting & Profit Control: Develop the sales budgeting and by opportune tunings of RSCs, RDC, DROs & HGs, SKUs pricing vs client’s volumes to take full advantage of profitability. Tweak the areas of idle capacity Lines Vs high load to balance the avg. sales / volume.
•Leadership: Steering the sales KPI (Volume / Tonnage, DSO, PPKG, Stocks, Reporting’s, Business Development) & ensure the effective achievement of sales objectives through the leadership of the Sales team.
•Customer Relationship Management: Liaise with key influential contacts at important strategic customers to broaden the relationship, improve communications and ensure satisfaction.
•Grow Sales, Execute sales agreements: Participate in industry / customer events and conferences to promote UCIC. Develop pricing strategy for new business and decision basis for pricing issues on existing business, Lead the development of supply contracts and agreements with potential customers and work with senior management for final approval.
•Resolution of internal Issues: Support Sales team in resolving issues with other group managers within the company that are barriers to success (e.g. Specs, planning & production scheduling priorities, manufacturing quality, customer complaint resolution etc.) Ensure customer service, technical service, accounting, logistics feel part of the sales execution team.
•COMMUNICATIONS & WORKING RELATIONSHIPS: All executive and departmental managers in the monthly sales / plant performance meetings reporting of sales performance versus budget.
•Direct reports on an ongoing basis in mentorship role to ensure that anticipated progress has been made against the achievement of individual and departmental objectives.
•Ad hoc coordination with Financial Group to review financial terms of new customer contracts,
•Ad hoc with other managers to resolve internal issues that become barriers to success (i.e. scheduling, manufacturing quality, Product development, commercialization issues etc.)
•Customers on a frequent basis to discuss plant trials, sales variance from contract, pricing, supply contract development and new marketing initiatives.
•Potential customer’s cold calls introductions / support of sales team
Responsible to handle a portfolio of Key customers like; Pepsi- Menabev, Sadafco, Binzigar Coro, Unilever, Clorox, Almarai, IFFCO, NBCC, NFIC, MARS, Arrow Juice, Goody, Rabea Tea, SPIMACO, PSI, Delta, Alyoun, Sama Water & many more leading brands, as supplying to more than 15 industries having diversities like RSC, Die Cut, Wraparound, Trays, Jumbo boxes to high graphics POS and custom design boxes.
Major Accomplishments / Workings:
• Generating Revenue of SR 250+ millions /pa, having lucrative GP / PPKG, Tonnage 50, 000+ M.Tons.
• Proactively maintaining the 90%+ share of Key customers along with the gradual increase of gross margin.
• Reporting &analyzing the client business like Gross Margin, Tonnage off-take, Forward loads, Actual vs Budgeted, Per KG rate derivation, SKU to SKU exclusive Vs standardized pricing strategies.
• Keeping eyes on industry trends about international paper prices, RISI Test liners & Flutings, buying trends of
B2B& consumers. And forecasting / formulating the pricing & share winning strategies by customers wise.
• Fetching the information about customer TCR (Total corrugated requirements), allocated Share Vs off-take
trend, the allocated share to competitors, and stressing to improve own share.
• Annual Contract signing, Price & volume negotiations, legal clauses interpretations & alterations by safeguarding the company’s interest.
• Performing periodic customer Visits, follow ups & quality complaints resolve and complete business intelligence activities.
• Recommending to Key Accounts about the cost-effective, Paper (Kraft, Brown, Coated / Non-Coated, Test liners, Fluting) combinations of BGs, GSM, flutes ranging from B flute, C, E &BC, BE flutes as per application like food, beverage, poultry, home care, oral care, etc.
• Price negotiations with clients by advising appropriate printing (Normal, High Graphic, Digital).
• Liaising with design /AW teams to execute the complicated design of clients by ensuring rapid turnaround by meeting the customer needs.
• Managing the complete boxes approval process, extending from development of specifications, Key Lines, Artwork, Size fitting, Mock-ups, Chroma-line / Print-proof & sample approval.
• Ensure On-Time& In Full (OTIF)&JIT deliveries to customers by aligning with automated, integrated production planning and manufacturing teams across all 5 plants
• Liaising with planning & production teams to club any contingencies of clients with ongoing corrugators slitting to link with converting & printing machines.
• Elimination & minimizing the credit notes due to production or client’s conflicts with negotiation on the win-win situation by proving customer approvals, discounts, reprinting, etc. solutions.
• Reducing the DSO (Days Sales Outstanding), adherence with Credit Period & sidestepping the company auto account block system & customer payments behavior to interrupt customer deliveries & orders.
Responsible to handle a portfolio of Rigid Plastic Packaging having main products PET Preforms, Caps & Closures, PET & HDPE Bottles & Jars, ABL & PBL Laminated tubes, disposable PS utensils. Generating revenue of SR 450 million from key accounts like MNCs Pepsi- Cola, Coca Cola, Nestle, Unilever, SC Johnson, Almarai, Sadafco, Savola, Mazola, SPIMACO, Nova, Luna, Rabea, etc. Ensuring that existing and new customer relationships are strengthening to grow and that revenue and profit targets are achieved.
Achievements:
• Managing a portfolio of 24 Strategic customers Local & Export & achieved sales revenue of SAR 450.00 Million in 2019.
• Handling the SKUs of 200+ plastic packaging products by upselling & cross selling to potential clients.
• Achieved a target of 60, 000 Tons Resin (PET, HDPE, LDPE) with 70% only PET converted products sold during 2019.
• Achieved annual average growth of 11% in sales of 2019 despite of economic recession.
• Project leader for implementation of Ultra-Light Weight (ULW) 29/25 neck PET perform new innovation in MENA for leading
Beverage & Water Companies from high neck-finish 1810 to 1881 & 30/25 to 29/25 weight preform & closures to lower weight.
• Successfully earn additional business by new innovation to clients in CSD closures as Injection Molded “Single piece Closures” liner less, which gives consistent performance with reduced cost to clients.
• Proposing & getting approve the cost effective AWs, Clichés logos, additives, Master Batches, Colorants, UV barriers with improved shelf life of the potential customer’s products.
• Won & completed different injection molded caps projects like brand RAID, Beygon, Sunsilk, Dove, DWC, Comfort Softener, Mazola Oil Caps, DWC, Juice caps, Pharma Caps Stymlyn, measure caps, etc.
• Projects completed for several HDPE & PET bottles like oil bottles 1.8ltr, Liquid Hand Wash Bottles, Shampo Bottles & Multi-layer Milk Bottles for leading brands.
• Won & increased the business share of ABL collapsible laminated tubes and generated additional revenue of 50.00 mln SAR during 2016.
• Participating in yearly Resin procurement & conversion objectives and successfully achieved the best planning of year by minimizing shortage & surplus of material at any point of the Year. And won handsome rebate by complying the agreed contact’s quantity from Resin Supplier on time.
• Worked on assignments of cost minimizing project of key products like Preform & closures by making pricing more competitive and initiated the change of packaging which saves cost of packaging up to 30% and contribute in profit margin.
• Successful complying JIT system by closely planning with sales, production, procurement and storage which returns minimum tie-ups of funds in RM & FGs, best space management, less loss of production efficiency in Y-2018 comparing with last three years.
• Participated in many Petrochemicals & Plastic manufacturer Exhibitions etc. by developing attractive booths & representing the group to potential stake-holders.
• Won highest rating in customer’s satisfaction and service level survey during Y-2018.
• Won ISO & BRC audit best remarks & compliments during audit of 2014 for implementing best control & documentation in Sales Dept.
• Participated with audit team in many yearly audits of MNC’s clients like PEPSI, Coca cola, UL, etc. and won the satisfactory certificate from clients by followed their desired criteria.
• Prepared and updated the best Sales Operations Procedure in SOP updated volume on the directions of Legal & Policy department of company.
• Worked with Project & Operation manager to count efficiency of more than 200+ lines & molds and prepare the Investment plan for less efficient lines by categorizing Refurbishments, New acquisitions and Dispose-off machines & molds.
Responsible to handle portfolio of Flexible Plastic Packaging having main products, Shrink Film (PE Plain & Printed), Stretch Film (Jumbo/Machine/manual), BOPP Labels, printed poly bags etc.
About 3P Flexible Co.
Responsibilities & Activities:
· Have to deal with different types of clients such as Dairy, Beverages, Confectionery, Cosmetics, Dry foods, Shrinkage Material.
· Dealing with Stretch film buyers of; 5 and 7-layer co-extruded, LLDPE (Cast technology), with a guaranteed stretch of 150% to 300% mostly transparent & color. The Thickness of the film between 15-40 microns depends on the valuable customer’s requirement.
· Selling main Stretch film products; HS -12 Hand Roll Stretch Film, SS -16 Standard Stretch Machine/Jumbo Film, AS -18 Above Standard Stretch Machine/Jumbo Film, PS -24 Power Stretch Machine/Jumbo Film, SPS -30 Super Power Stretch Machine/Jumbo Film.
· Handling clients of Shrink film comprises on Polyethylene (PE) Plain & Printed Shrink Films sold for Multi-pack are for the Juice & Beverages Industries. PE Plain & Printed Rolls are for the packaging application (FFS) in Food & Detergent industries.
· Selling Standard, High & Power types of Shrink film, 3 layers Co-Extruded lm, High clarity, High gloss finish, High shrink ratio, Excellent mechanical properties (high strength and stiffness), Suitable for wrapping bottles, can, carton packs etc.
· Mainly selling shrink ranges 50U with BUR 3.1 using LLDPE & LDPE resin grades, Thickness 25-120 micron, width 250mm to 3000mm, Roll weight 15 to 100 Kgs.
· Selling OPP & BOPP printed labels, to Water, Juices, Carbonated, Foods companies like Pepsi, Coca Cola, Nestle etc.
· Labels having ranges width: 30-1300mm, Repeat Length up to 1110mm, Inner core dia, 3” to 6” paper core having Flexo Printing, Bobst, F& K technologies.
· Work with Sales Team to accomplish sales of 75, 000 M-Tons of Film in Y 2014.
Duties & Responsibilities:
• Solicit new quality business to build up sound asset base with focus on segments as identified/defined from time to time by bank.
• Timely preparation of quality credit proposal (fresh booking, yearly renewal/reviews, enhancements), conducting in depth analysis of financial & market position, security/collateral, technical capability of borrower and calculation of risk rating, etc for credit decision.
• To ensure that all security documentation is completed by the client before any disbursement of the loans or assumption of any risk by the bank.
• Periodic visits to customer’s premises to promote bank’s business prospects and make proactive identification/assessment of any signs of deterioration in risk indication of the borrower/s.
• Responsible for maintaining and safekeeping of credit files and ensuring that credit files are properly kept and are updated with latest record regularly.
• Analyze the industry / business segment. To closely monitor industry trends & economic changes effecting client’s position & keep on eye on transactions/financial conditions / operations of allocated customers & report any anomalies that may affect bank’s risk in future.
KEY RESPONSIBILITIES:
• Assist in the assessments on credit proposals by preparing a report which analyzes the various credit risk facts to measure a final credit risk rating including an assessment of the requested facility and guarantees provided, client management and background, industry analysis, country analysis, external agency credit rating (if applicable), financial and cash flow analysis and the risk rating from the credit risk rating tool.
• Support the Senior Officer Credit Administration and Credit Analysts in preparing a recommendation to extend, decline, or request further structuring/ guarantees/ collaterals to the deal to minimize credit risk to meet HBL credit risk standards.
Coordinate activities with business units to ensure the timely processing of customer credit requests within established TATs.
• Use standardized process for evaluating credit proposals ensuring that all approved credits are within HBL’s Credit Risk Strategy.
• Perform credit assessments, and comply with established/ approved credit risk policies and procedures, Regulator guidelines of SBP.
• Adhere to the Turnaround Times (TAT) specified in the SOPs.
• Coordinate with Relationship Managers for the timely receipt of customer documents/ other information required to evaluate the credit worthiness of the proposed borrowers.
• Maintain utmost confidentiality in regards to customer information gathered in the credit assessment process.
• Provide timely and accurate information to the external and internal auditors and the Compliance function as and when required.
Major workings were;
• Handling diversified portfolio of SME assets of Rs.750 M
• To expand the SME portfolio of customers across a variety of industries and sectors and ultimately winning business from competitors.
• Attract new customers to bank through personal relations and existing customer referrals.
• Cultivate existing relationship, understand and anticipate client’s needs as well as identify incremental portfolio growth opportunities.
• Dual focus on acquisition of new customers (by leveraging bank efficient network and referral partners) and growth of wallet share with existing customers.
• Prepare, assess and recommend finance products applications and furnishing proposals for sanction of financial facility approval by Credit Risk Management.
• Prepare all management reports relating to credit approvals, excesses, extensions and other housekeeping tasks.
• To provide a high quality customer service, while ensuring bank’s operating procedures and compliance guidelines are adhered to, towards achieving maximum customer satisfactions.
• Syndicate with and mobilize key internal stakeholders to ensure seamless delivery to client.. Key partners in this respect include bank dedicated Credit Risk Management, CAD operations team.
• Proactively drive forward product solutions on the basis of client’s new business needs and requirements.
• Improve the quality of the portfolio through regular monitoring of the relationships and assessment of risks.
MBA Banking & Finance 1st Division 70 %
Gold Medalist:
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