Head of Sales, Retail and Digital products, MENA
RED Entertainment Distribution
Total des années d'expérience :19 years, 5 Mois
Created and delivered sales strategies across retail, digital and export channels to ensures delivery of revenue and profit targets. Developed an effective sales team and efficiently managed the manpower plan.
• Lead Red’s move into digital products and successfully established, developed and executed short and long-term plan within MENA region. Identified products, offering, technical requirements and go to market approach for each channel.
• Undertook a lead part in creating Red’s direct approach to end users through “Red Vault” APP working closely with developer, top management internal departments.
• Developed new and existing markets within the MENA region by building strong multi-level business relationships with existing and potential retailers and distributors, identified their key stake holders and ensured implementation of most effective approach and business plan is in place for each customer.
• Initiated, developed and evaluated strategic Sales and Trade Marketing plans for the sales team, influencing the consumer to increase up take.
• Reviewed and identified resource requirement for business expansion and territory development.
• Established plans and strategies that maximized revenue potential of existing customer base across all territories Red operates in and developed training and educational programs for retail clients and the sales team.
• Continuously evaluated performance of customers in all territories and ensured profitability, evaluating the Return on Investment margin versus operational cost.
• Established performance goals with direct reports, ensuring they are in line with the overall company strategy and conduct regular one to one meeting to ensure objectives are being delivered and any development requirements are addressed.
Oversee efficient sales and marketing operations by monitoring adherence to budget, achieving growth and profitability, and directing activities of 8 staff including the Marketing Head, Digital Manager, PR & Events Manager, an Operation Officer, 2 Regional Managers, and 2 Country in Charge/Representatives).
•Lead sales processes by monitoring activities including planning, pricing strategy, new product introduction, forecasting, promotions, sales KPIs and performance.
•Support marketing efforts by supervising campaign planning, creation, execution, product launches and activations, consumer events, PR, analytics and trade marketing processes.
•Monitor operations by managing supply and demand planning, customer services and repairs.
•Manage appointed Middle East Distributors and regional Retailer relationships (commercial, communication and planning aspects).
•Contribute to building future demand through improving services and sales processes by cultivating strong client relationships with brand partners including but not limited to: Coca Cola, Nissan, MasterCard, beIN, RedBull and McDonalds.
Maintained operations efficiency by developing and overseeing 3 Regional Sales Managers and one coordination team leader, including composing 1, 2 and 3 year strategic business plans for the interactive retail business.
•Boosted revenue growth by developing and implementing strategic sales and trade marketing plans, and developing and implementing promotional deals.
•Aid in business expansion and territory development by consistently researching and identifying resource requirements.
•Evaluated Return on Investment margin versus operational cost by evaluating performance of customers in all territories to ensure profitability.
•Developed new and existing markets within MEAN by building strong multi-level business relationships with existing and potential retailers, and negotiating retail and distributors contracts.
•Ensure smooth and continuous operations by remaining knowledgeable of territory regulations and liaising with government bodies when necessary.
Conducted hiring, training and coaching of sales team including 11 staff, 3 Account Managers, 2 Coordinators and 6 Merchandisers; and designed new salary and incentive structure that improved distribution by 32%.
•Drove company’s new structure by developing and implementing SOPs & RPs manuals.
•Achieve sales revenue numbers, budgets & profit goals for region by coordinating a regional sales plan to identify major customers, new opportunities and grow strong business relationships.
•Established annual forecast, sales, budgets and objectives by developing ATL & BTL plans with key accounts and measuring affect on territory sales.
•Identified sales opportunities by learning and utilizing syndicated data, monitoring industry trends, distributors’ changes, opportunities and segment variations, attending trade shows, and recommending action plan.
Contributed to territory development, grew customer base and ensured profitability by supervising, training and coaching sales team including 35 staff, 11 salesman, 16 helpers, 6 merchandisers, and one sales coordinator and ADR.
•Ensure satisfactory team performance by setting company and market share objectives, monitoring progress versus objectives, and taking corrective action as needed.
•Maintained clear communication and compliance by ensuring accuracy of pricing and promotions, and providing forecasts for products lines and out-of-stock situations.
•Improved processes by coordinating and analyzing new business contracts and P&L’s.
•Streamlined operations by overseeing delivery, backroom management, merchandising and equipment processes.
•Maximizing the return on the company's infrastructure investment through the achievement of sales targets and penetration objectives.
•Measure and influence disrepute's productivity (Volume growth, out of stoke, delivery, price).
•Develop new business opportunities with individual accounts within the territory.
•Support Customer Representative in growing accounts by selling new distribution and programs.
•Manage the development of specific regional accounts within the territory.
•Negotiate & drive the execution of all CDAs within the territory.
•Ensure that all targeted accounts in the territory are compliant with Pepsi cola merchandising & presence standards, & keep account files to Pepsi standard.
•Demonstrate selling techniques and problems solving through joint calls with Customer representatives.
•Certificate of Excellence awarded for employee of the month. Apr/2005.
•Supervised, managed and trained 9 sales staff.
•Create and configure client’s database and develop relations with main existing customers.
•Design, demonstrate and implement new promotions and trade offer.
•Prepare for meetings with member sales staff and suppliers on upcoming events and plans.
•Review sales, market and competition reports and drive future steps in coordination with managing director.
•Distribution of company products (FMCG) to A/B class supermarkets, hotels, wholesalers and restaurants in the view of the monthly target.
•Trained 13 promo lady, 11 helpers and merchandisers during promotions (back to school & Ramadan).
•Prepare and sign layout agreements for spaces on shelves and displays.
•Ensuring availability of products in outlets in terms of ordering level and avoid excess or out of stock situations.
•Be active in taking steps towards new markets and lunching new products.
•Collection of payment and statement settlement.
•Provide feedback about market information, competitor’s activities and report to sales manager.
•Systemically educate clients about the company product (Timeshare).
•Participate in the team effort to create the sufficient environment that helps closing deals.
•Supply the after sales service to customers and completing collection.
•Discuss deals of the day and suggestions for future marketing strategy.