nashwa alotaibi

- handling key accounts ( modern trade / drugstores/ e-commerce)
- Leading, managing, & developing the sales team of the Key Accounts in GTC Operations.
- Ensure delivery of sales, distribution & display objectives of the Key Accounts Channel in the region through implementation of Trade Marketing & Sales Operational Plans in line with the brands strategies.
- Responsibility of developing business & execution of plans in Pharmacies as well as identifying business growth opportunities.
- Develop, implement & monitor sales targets & forecasting for the sales team.
- Lead and direct the sales team through leadership by example & direct involvement &
market visits. Also, co-ordinate, resource and manage staff training needs.
- Ensure achievement and utilization of the budget In Market Sales, by Brand for the
region. Maximize return on investment on promotions & visibility agreement with
pharmacies.
- Ensure POS material & proper consumer communication is executed in excellence.
- Ensure all logistical aspects of new SKUs listing is achieved before execution.
- Negotiate with the customers (contracts, execution of product launch programs, and
implementing the agreed plans..etc.)
- Manage Inventory levels with the customers to maintain acceptable stock holding based
on shelf life levels.
- Ensure collection & receivables are as per Receivables policy.

- Handled 60+ corporate customers kingdom wide.
- Maintaining the target and forecasting.
- Collection and making sure to collect payments on time.
- Developing the customers by conducting regular meetings. Analysis on sales and
progress on monthly basis.
- Training the team by shadowing me and building their skills to be my successors.
- Resolve problems faced with customers, improve operations and provide exceptional
customer service.
- Managed quality assurance program including on site evaluations, internal audits and
customer surveys.
- Negotiating agreements & deals with customers to clarify misunderstood directions and
resolve conflicts affecting performance.
- Implement discount codes and deals with customers.

• Handling Governmental / Semi-Governmental sectors.
• Research prospects and generate leads, Identify and develop new business through networking, courtesy and follow-up calls.
• Manage follow-up with sales and sales appointments with current and potential customers.
• Manage a prospect database and continually update all prospects.
• Conduct cold-calls in order to create interest in service solutions, generate new business leads and arrange meetings.
• Understand customers' diverse, specific business needs and applying IT solutions knowledge to meet those needs by adopting a consultative approach.
• Market and promote a portfolio of service solutions by writing and designing sales literature and through attending industry events.
• Network with existing customers in order to maintain links and promote additional service solutions.
• Lead and appointment generation through outbound calls.
• Develop effective sales plans using sales methodology.
• Prepare and deliver customer presentations and demonstrations of Wareef’ service solutions, articulately and confidently.
• Handle customer reports of service degradation and referring on to specialist operational colleagues
• Respond to tender documents, participate in writing proposals, reports and supporting literature.
• Identify marketing opportunities by identifying client’s services/solutions requirements.

• Develop Customer Account Plan for the allocated accounts that are aligned across the business system.
• Reflect the customer calendar with our yearly calendar to do promotions.
• Negotiate and sign the CDA with customer on time and as per AOP and Financial Guidelines.
• Customer Management: Develop an excellent Business Relation with Customer Head Office Team & PepsiCo Management Team as well as at Stores Levels.
• Agree with Customers for listing all new Skus in Customers systems on time & as per CDA term.
• Field Communication / Support for Execution Team.
• Make sure the Account Plan is being implemented in Full & in Time. Specifically: Deliver Volume, revenue, net revenue per Kilo, spends and gross profit as agreed.
• Implement the Activity Calendar.
• Customer administration.
• Issue the KA scorecard on a monthly basis.
• Forecasting to the agreed standard.
• Budget management and monitoring, as detailed in the KA Monthly scorecard and budget tracker.
• Account administration as required (eg: promotional preforms, listing forms, customer reconciliation, etc.). Leverage the Key account operating processes as outlined in selling edge to ensure that field is aligned to relevant activities and execution standards within the allocated accounts.
• Proactively report performance status versus objectives to track business performance.
• Regular Visits to the Stores as per agreed schedule.
• Motivate the field to ensure appropriate local activity is delivered within the allocated accounts.
• Lead any reconciliations problems at Customer Head Office level if required.
• Undertake store checks alongside account visits to ensure Execution 100% implemented as per CDA & Plans.
• Evaluate key activities/ promotions to determine what works best as a basis for future plans.
• Get all required Updates from Team & sent to PepsiCo Head Office on time especially Weekly Activities & Visibility Audit.

• Select and brief external suppliers to provide the required POS materials promotional activities to deliver competitive and cost effective advantage in-store. Ensure these materials are effectively and promptly distributed.
• Translate Marketing initiatives into Trade channel/ account activity plans including: in-store targets, promotional guidelines, selling stories etc.
• Provide all necessary physical support materials (sales aids, buyer boxes, samples etc).
• Develop and roll-out New Channels expansion plan.
• Manage the New Channels & Convenience Contracts and customer support plan.
• Manage the key accounts in both Convenience and New Channels.
• Working as a link between Field & internal department (i.e. Finance…etc) and Leverage the channel operating processes to ensure that field are aligned to relevant activities and execution standards within the allocated accounts.
• Follow up with the final activities and its implementation in the market by the filed within the allocated accounts through complete reporting system that compare between the achievements & the planned figures.
• Prepare monthly sales reports by SKU comparing the plan Vs. actual
• Maintain sales history data for performance analysis.
• Maintain the monthly/quarterly targets and break it down by customer.
• Follow up on credit limits compliance to ensure that all customers are within their assigned credit limits & terms.
• Follow up with customer & finance department to ensure proper implementation of the following:
• Customer Incentives./Credit notes implementation & posting./ Monitor short deliveries & returns.

• Working as a link between Field & internal department (i.e. Finance…etc.) and Leverage the channel operating processes to ensure that field are aligned to relevant activities and execution standards within the allocated accounts.
• Follow up with the final activities and its implementation in the market by the filed within the allocated accounts through complete reporting system that compare between the achievements & the planned figures.
• Prepare monthly sales reports by SKU comparing the plan vs. actual.
• Maintain sales history data for performance analysis.
• Maintain the monthly/quarterly targets and break it down by customer.

• Source and screen candidates to meet search requirements.
• Review candidates CV’s.
• Coordinate and follow-up with recruitment agencies.
• Conduct telephone and face-to-face interviews.
• Maintain and update candidate database.
• Handling Career Fairs.
• Worked on the MPA for AOP2013 phase two for planning department by cost center and function.
• Participating in Kenexa training. And launching it in KSA for all L3+. Once launching the system in April, system was utilized. (Opened almost 176 position)