Area Sales Manager
Nestle Pakistan Ltd.
Total years of experience :21 years, 11 Months
Strategic Sales Planning and Management of Bike operations (5 regions) and all other responsibilities like:
• Sales force management
• Forecasting sales
• Responsible for delivering growth across all categories of the company.
• Strategic business expansion and growth strategy formulation
• Development and execution of Trade Spend plans/Category Activity plans
• Ensuring implementation of Nestle Business Principles at all regions/distribution level
• Claims management
• Increasing numeric and weighted handling.
• Leading a team of 105 people as a part of distribution sales team.
Strategic sales and operational management of local modern trade which includes:
• Budget planning to achieve desire results with quality of sales.
• Trade and distribution claims management.
• Strategic Merchandising agreements with trade to get better visibility.
• Effective placement of company asset in trade like Visi Chiller, Gondolas, Vending Machines etc.
• Customize promotional activities for accounts to excite and better interaction with consumer.
• Management of vendors for trade promotional activities.
• Team development to get efficient and amplified business growth.
• Administration of all sales data and correspondence with HO on as and when basis.
• Make Commercial plans for the key accounts and part of Zonal Commercial planning team as well.
• Generating revenue PKR 1.15 billion/year from 31 local Key Accounts and managing operations from 6 Distributions.
• Highest growth-40% across nation in 2011 with best utilization of merchandising budgets.
• Initiate performance based merchandising agreement in local modern trade.
• Involve in sales and operations of International customers (MAKRO, METRO).
• Generate orders with the coordination of store management and maintain stocks as per agreed norms.
• Achieve primary sales objectives and ensure smooth liquidation of stocks.
• Seek better and unique merchandising way for improved visibility.
• Planned and best in class execution of all promotions.
• Continuous effort to minimize credit days.
• Vendors’ management to get better business results.
• Daily Sales Analysis.
• Analysis of RIG (Real internal growth) of Region/Area/Distribution.
• Projected/forecasted volumes for next month/year as per company requirement.
• Distributor Stock Management.
• Calculation of P&L, capacities, norms of distributor according to forecasted volumes.
• Develop routes effective serving in trade.
• Addition of new shops and provide service plan to the team according to the potential of trade.
• Closely monitor brand wise growth & target achievement on per day basis.
• Effective controls on Trade spend budgets and execute schemes whenever required taking ASM in loop.
• Keep market hygiene and ensure business operations as per the given guidelines.
I was responsible for the better penetration and proper distribution of stocks in trade. Develop new markets and serve them better through local distributor. Also responsible for required infrastructure and healthy ROI of distributors.
Ensure retail coverage, generate revenue and proper distribution of new skus in trade.
Will complete in 2013
2.8 CGPA
1st Division
1st Division