Key Account Manager
Transmed
Total des années d'expérience :13 years, 9 Mois
Transmed is a key distributor of Procter & Gamble products in Middle East and Africa. The company also operates a well-established food service division, supplying a wide range of hotels and restaurants across the region.
Sales development
• Increasing sales for restaurant chains (The Cheesecake Factory, Shake Shack, Five Guys, Paul, Denny’s etc.)
2019: Onboarding new chains customers (+AED 110K monthly sales)
2019: Sales growth on meat portfolio (+AED 65K monthly sales)
• Managing a portfolio of customers accounting for a total revenue of AED 140 million per year.
• Building and maintaining strong relationships with customers to ensure loyalty and long-term partnership.
• Regular market visits to anticipate customer needs and identify new business opportunities.
• Offering tailored 3PL/4PL solutions to meet customers requirements.
• Collaborating closely with the category team to expand the food service portfolio and create bespoke prod-ucts.
• Setting and negotiating the contract terms and conditions with the customers.
• Collaborating with the category team to set optimum pricing and new promotions to drive sales.
• Coordination with logistics to maintain the best service levels (above 98% orders in time and full).
• Coordination with supply chain to secure optimum inventory KPI (< 2 months cover), to minimize stock ex-piries (<0.5% of sales) and non-moving stock (- 4.2% inventory on selected slow-moving items since Jan 2019).
• Ensuring all receivables are within the agreed payment terms to sustain the company cash flow levels.
• Compiling various sales and stock reports as well as presentations for the senior management.
Nissan is one of the world's automotive leaders.
Planning and Marketing:
• Increasing accessories sales and profit in GCC/MED countries through line-up extension and standardization:
2017: + 150% profit increase vs 2016 after launching the standardization of floor mats (+ $1.5 Million), Map Care (+$ 0.4 Million) and Parking system (+$ 1.1 Million).
2018: + 125% profit increase vs 2017 after the standardization of trunk mat (+$ 1 Million), extension of Map Care & Floor Mats (+$ 0.5 Million) and the Retail line-up (+$ 0.2 Million).
• Preparing the accessory business plan aligned with global aftersales business plan (2017 BP: $ 20 Million).
• Collaborating with Marketing to introduce accessories for tactical campaigns and to support vehicle life cycle.
• Supporting accessories development activities including supplier selection, supplier pricing negotiations, defining logistics scheme, development milestones, compliance to Nissan standards and local regulations.
• Mystery shopping at distributors to evaluate accessory promotion and up-selling techniques.
• Collaborating with Product Marketing and Field staff to improve current accessory offer.
• Market visits and benchmarking of competitor’s offer to identify accessory needs and trends.
• Coordinating with distributors on availability of promotional tools: brochures, leaflets, website, displays etc.
• Coordinating with Dealer Network staff to implement new accessory launch and merchandise display
Al-Futtaim Motors is the largest distributor of automotive products in the United Arab Emirates.
Demand & Supply Planning:
• Strategic order management of 11, 000 Lexus vehicles to ensure annual sales and market share objectives are achieved (annual vehicle orders average worth AED 1.7 billion).
• Maintaining optimum inventory levels (2 months cover) to support annual sales plan.
• Recommending an order plan by model based on market demand and stock levels.
• Negotiating with Toyota Motor Corporation (TMC) on stock allocation and pricing subsidies.
• Vehicles purchase order creation, pricing and product data maintenance in SAP.
Distribution & Logistics:
• Monitoring incoming shipments and ensuring efficient vehicle allocation across the UAE network.
• Aligning with logistics on port/customs clearance, pre-delivery inspection, storage and delivery process.
• Handling logistics requirements for Marketing activities such as model launches and events (ex: Motor Show).
• Conducting meetings and training with relevant stakeholders to improve stock management at showrooms.
• ISO 9001 QMS Auditor Certified - Responsible for Lexus Supply Chain Process certification
Sales & Marketing:
• Carrying out show rounds to promote hotel facilities.
• Cold calling potential customers to prospect for new business.
• Creating tailored events proposals based on customer requirements.
• Completing organisation of events from confirmation to post-event follow-up.
• Creating and implementing promotional events reflective of sales and marketing goals.
• Preparing sales reports and presentations for senior management.
Purchasing & Administration:
• Processing F&B (Food & Beverage) invoices, purchase orders and payroll reports.
• Sourcing and negotiating prices with suppliers.
• Interacting with suppliers about deliveries and sampling requests.
• Coordinating the F&B department meetings and training sessions.
Marketing:
• Working closely with the F&B team to develop special packages and promotions.
• Creating and printing menus & promotional pieces (brochures, cards etc.).
• Maintaining customers database to generate new business.
• Analysing the F&B customer satisfaction surveys and providing recommendations for improvement.
• Compiling various reports, presentations and internal notes for the F&B department.
• Representing and promoting the hotel in various hospitality events.
Cost & Financial Analysis:
•Placing purchase orders, matching invoices, following pending orders and checking delivery notes.
•Assisting Cost Controller with beverage inventory and F&B sales reports.
•Drafting daily food cost report and analysing complimentary expenses levels.
•Preparation of 2010 Budget and sales forecast.
•Preparing weekly sales reports for management team.
•Analysing gaps between Budget and Actual on operational expenses and making recommendations.
Project Management & Sales:
Setting up and supervising a prospecting campaign in twenty Parisian High Schools.
Achieved 13% increase in turnover compared with previous year campaign.
Training the sales team on essential sales strategies and processes
2010-2011 Dauphine University, Paris, France Master's degree in International Business: International Marketing, International Financial Strategy, International Economics, International Geopolitics and Intercultural Business.
2008-2009 Dauphine University, Paris, France Master's degree in Strategic Management: Business Case Studies, Corporate Finance, Marketing Strategy, Business Administration & Sociology, Financial Analysis and Business Law.
2005-2008 Dauphine University, Paris, France Bachelor's degree GEDESS: Economics, Human Resources, Management, Law and Social Sciences.
2004 La Providence Lycée, Dieppe, France Scientific Baccalaureate diploma, majoring in Mathematics and Physics (First class Honours)