Sales Manager
Ali Bin Ali Group
مجموع سنوات الخبرة :9 years, 9 أشهر
Product Portfolio:
Consumer Channel: Cosmaline.
Team Managed:
2 Sales Executives, 4 merchandisers, 4 Beauty Advisors, 1 cash van.
Key Responsibilities:
1. Setting annual budgets and sales forecasts.
2. Setting the yearly marketing plan & investment plan.
3. Managing the implementation of the agreed marketing plans and monitoring the
expenditures through Credit Notes and POP trackers.
4. Setting a price structure considering all margins required.
5. Placing timely orders to ensure stock availability across the year.
6. Monitoring existing stocks to avoid near expiries and overstocking.
7. Negotiating and finalizing the business agreements with the customers.
8. Monitoring new listings, product distribution, stock availability, brand visibility and product expiry dates.
9. Managing payment collections and supporting the finance team with the reconciliations.
10. Managing the sales team performance by setting objectives & KPIs, while providing training and coaching programs, and doing periodic appraisals.
11. Analyzing information gathered through multiple data sources (Oracle, Epos, etc.) to ensure accurate forecasts, ROI, marketing plans & distribution.
12. Optimizing existing resources to improve brand visibility and off-take across all channels.
13. Maintaining a healthy service level with our customers.
14. Ensuring a healthy growth rate Calendar & Fiscal year.
15. Ensuring targets are met on a monthly basis.
Main Achievements:
1. Achieving 60% Horizontal Distribution and 65% Vertical Distribution.
2. Creating brand guidelines and sales foundations for the team.
3. Entering the DPH market in its maturity with calculated and reasonable ROI.
Product Portfolio:
1. Consumer Channel: Al Wadi Al Akhdar, Bonne Maman, Krikita, Les Gavottes, Melitta, Pez, SNCI.
2. Pharmacy Channel: Procter & Gamble, Nestle.
Team Managed:
1 unit manager, 7 sales executives, 15 merchandisers, 2 van sales executive, 1
trade marketing executive.
Key Responsibilities:
1. Setting annual budgets and sales forecasts.
2. Setting the yearly marketing plan & investment plan.
3. Managing the implementation of the agreed marketing plans and monitoring the
expenditures through Credit Notes and POP trackers.
4. Placing timely orders to ensure stock availability across the year.
5. Monitoring existing stocks to avoid near expiries and overstocking.
6. Negotiating and finalizing the business agreements with the customers.
7. Monitoring new listings, stock availability, brand visibility and product expiry dates.
8. Managing payment collections and supporting the finance team with the
reconciliations.
9. Managing the sales team performance by setting objectives & KPIs, while providing
training and coaching programs, and doing timely appraisals.
10. Analyzing information gathered through multiple data sources (Ess-base, Epos, etc.) to
ensure accurate forecasts, ROI, marketing plans & distribution.
11. Optimizing existing resources to improve brand visibility and off-take across all channels.
12. Maintaining a healthy service level with our customers.
13. Ensuring a healthy growth rate Calendar & Fiscal year.
14. Ensuring targets are met on a monthly basis.
Main Achievements:
1. Market Reach Growth from 60% to 85%.
2. IMS growth by 12%.
3. Price restructuring to be more competitive in the market.
4. Initiating Cash Van operations.
Product Portfolio:
Ariel, Tide, Bonux, Pampers, Always, Fairy, Downy, Febreze, Head &Shoulders, Pantene, Herbal Essences, Wella, Silvikrin, Gillette, Olay, Kolestone, Old spice, Oral-B, Crest, Vicks.
Team Managed:
5 Sales Executives, 17 merchandisers, 2 promoters.
Key Responsibilities:
1. Ensuring a healthy growth rate with the account, Calendar & Fiscal year.
2. Ensuring targets are met on a monthly basis.
3. Setting a quarterly promotional plan in-line with the account promotional calendar.
4. Setting a quarterly Investment plan and insuring optimal ROI.
5. Tracking product distribution, initiatives depletion, POSM implementation & KBD
execution.
6. Monitoring the sales executives’ performances and achievements.
7. Monitoring & reporting competition activities.
8. Monthly Brand/Branch Performance Analysis.
9. Maintaining a healthy business relationship with both commercial and operational team.
10. Quarterly business review with the account.
Main Achievements:
1. Account weight of business growth from 18% to 23%.
2. Account growth by 9% inorganic and 4% organic in 2016.
3. Account growth by 8% inorganic and 3.5% organic in 2017.
4. Minimizing unnecessary expenditures and reinvesting it for optimal returns.
5. Developing and maintaining an excellent relationship with the customer’s operational and
commercial team.
Product Portfolio:
Ariel, Tide, Bonux, Pampers, Always, Fairy, Downy, Febreze.
Team Managed:
6 merchandisers.
Key Responsibilities:
1. Planning the journey cycle and daily target split.
2. Implementing monthly promotional and initiatives plans.
3. Insuring full range product distribution based on store classification.
4. Monitoring & maintaining our shelf shares and planograms based on P&G guidelines.
5. Planning the merchandisers’ journey cycles based on delivery schedules and customer
WOB.
6. Highlighting any risks a week ahead of month end.
7. Maintaining customer’s trust and satisfaction.
8. Monitoring and reporting competition activities.
9. Monthly submission of initiatives photos as proof of performance.
Main Achievements:
1. Weight of business growth from 8% to 11%.
2. IMS growth by 14% inorganic and 8% organic in 2015.
3. Developing and maintaining an excellent reputation with the Store managers and
supervisors.