Business Development Manager
Kraft Heinz
Total years of experience :16 years, 0 Months
Delivering annual competitive Growth across Regions and Channels
Driving & Negotiating Profitable Business Development agreements
Maximizing Weighted distribution and Winning in Market share
Leading on Channel /Customer Forecast planning & Strategies
Channel / Customer specific GTM plans
Winning In-store through Perfect Stores initiatives
Delivering Annual Competitive Growth
Budget Management and Spend Efficiency
Joint Business Plans to deliver on Annual Growth targets and KPI deliverables
Leading and delivering on Customer & Shopper Activation Plans
Empowering Category / Brand Market Shares
Coaching Channel Fundamentals for Execution Excellence
Planning and Executing Customer Marketing Initiatives in line with brand strategy
Negotiating & Closing Business Development Agreements of profitable & productive terms
Managing account-specific promotional budgets & weekly sales demanding forecasts
Delivering on Market share KPIs
Responsible for Sales phasing and service level enhancement
Perfect Store Enrolment
Annual Budget Spent Optimization
Pepsi Cola - Saudi Arabia Central Franchise
Key Accounts Manager (January 2012 - Present)
Operates through a wide Premier beverage portfolio ranging from Carbonated Soft Drinks (Pepsi, Mirinda, 7UP, M Dew, Shani) to Non Carbonated Beverages (Juice Tropicana, Water Aquafina, Beer Bario, Ice Tea Lipton, Sport Drinks Gatorade, Energy Drinks AMP)
KEY RESPONSIBILITIES & ACCOUNTABILITIES:
§ Managing & Developing Institutional Channel with sub channels
§ Report directly to Organized Trade Manager
§ Reporters: Direct ( 3 Key Accounts Executives), (5 Salesmen)
§ Building and developing sustainable solid customers’ relationships
§ Accountable for an annual revenue plan equivalent to $ 13 million
§ Negotiating & Closing Customer Development Agreements of profitable & productive terms
§ Delivering Account Quarter Financial Reconciliation
§ Developing along with Sales Operations Functions (Pre Sell, Merchandising, Logistics) productive Go-To-Market standards
§ Managing account-specific promotional budgets & weekly sales demanding forecasts
§ Planning & Implementing Accounts' Specific plans for New Products Positioning & Launching
§ Carrying on regular cross-functional coordination with Sales Operations, Marketing, Supply Chain, Finance, & Information Technology functions, to deliver on all customer, consumer, & trade requirements
§ Conducting periodic customer business reviews to gauge progress, pinpoint opportunities, & develop action plans
§ Maintaining & updating records on customer, consumer, & competition profiles
§ Accountable for annual sales plan by category, brand and package
§ Establish a well business development strategies to enhance customer growth
§ Delivering Portfolio growth within the customer
Handling 4 key retail Accounts, namely Panda, Jazirah, Meed, & Euromarche
Accountable along with KAM to an $ 10 million annual revenue plan
Conducting regular market visits to monitor product availability, stock cover, product/price communication, merchandising execution, visibility compliance, competitive activities, & initiating tactics to capitalize on trade opportunities
Delivering account specific promotional implementations and monitoring consumer off-take
Assisting KAM in negotiating & closing contracts
Listing new product lines / Extensions
Expanding visibility at store level
Reporting directly to Senior Key Accounts Manager
Report directly to Direct Sales Director
Support the development of AOP (Annual Operating Plan), forecasts, periodic business assessments
Develop trend analysis (volume, share, distribution) and benchmarking to monitor Brands/Packages/Regions/Units/Routes performance and identify opportunities
Support Franchise Trade Marketing Manager approaches to Franchise’s Channels and Customers to deliver the Company’s annual plans, New product launches and on going business development
Support FTMM in all GTM plans and Promotions
Ensure proper in trade execution of any new product launches , promotions and generic displays
Act as resource / Point man in all pricing matters, Shoppers insights, market development and competitor activities
Ensure full compliance of CDA terms by sales and customers ( VPO, access points, cooler integrity and Payment Terms
Managing Multi Sales process Projects
3 Semesters on Distinguished List Major GPA 3.8 / 4 Cumalative GPA : 3.19 / 4