Freelance Sales & Marketing Consultant
Freelance Sales, Marketing & Business Development
Total years of experience :28 years, 8 Months
Over 20 years’ experience in sales, marketing & business development in different industries enabled me to have industries insights, the expertise and hands-on practical experience to help my clients achieve their most significant growth goals. Whether it is an individual marketing plan or a firm wide plan, lead generation for a niche or hiring a sales professional for the entire firm, or sales coaching for one partner or marketing training for all professional staff, meeting all of your growth, marketing, and business development needs. Experienced in working with SMEs from a wide range of industrial sectors including engineering and manufacturing to provide expert advice to plan and implement processes which achieve business objectives. I have worked with clients to establish their market position and determine their company’s strengths, opportunities and limitations and generate a maximum return on investment. I get close to my customers and really understand what they need to succeed. As a business development consultant, I develop a strategy for SMEs to reach their objectives - whether this is through training, mentoring or implementation and providing ongoing support through the complete business development process.
I have delivered Sales, Marketing & Business Development services for the following industries:
Food & Beverage. Pharmaceutical. Home Appliances Consumer Electronics Chemicals. Information Technology Telecommunication. Real Estate. Agribusiness.
Industry: Dairy, Juices, Bottled Water & Ice Cream
Responsible for directing, controlling, and coordinating the sales & marketing and related activities of the Company and for securing maximum volume of sales through the effective development and execution of marketing programs, procedures and policies for all products.
Marketing Activities:
Initiate and establish long - terms and short - terms marketing & sales plans and strategies
Design, develop and establish sales routes and measure performance effectiveness
Establish and run Retail Audit cycle.
Run and administer the all routine market survey reports.
Initiate, approve and display advertising and other promotional and marcom activities.
Design and administer an effective system to monitor competitors and market trends.
Initiates, develops and implement in trade marketing activities
Developing and launching new products and services
Key contributor to developing the strategic plan.
Responsible for understanding of market potential by researching size and location of markets, industry sales forecasts, current and potential customer requirements, product positioning and pricing
Create and recommend and implement marketing strategies related to branding strategies and marketing collateral
Research, analyze and report on competitors activities.
Provide management with information by collecting, analyzing and summarizing data and trends
Analyze sales results by tracking sales, categorizing data and preparing summaries of sales volume and percentage of market
Create and align standard reporting tools within sales and marketing operations
Collaborate with senior management to create and implement promotional strategies.
Analyze growth trends and macroeconomic factors to establish goals and objectives for agents and distributors
Develop, implement and evaluate strategic marketing plans for the designated countries in close consultation with in-country agents, in order to meet these goals and objectives for each market segment
Manage business building efforts between agents in the region, and other regions, on the development of country pair initiatives
Share projects and experiences with other PF & B sales and marketing team members and with the larger community in order to implement best practices and to ensure compliance with global policies and initiatives
Supervising the design, execution, analysis and reporting of research projects
Delivering meaningful reports/ presentations of results
Monitoring and supervising research field and office work
Effectively balancing workload of team members to ensure deadlines are met and encouraging cross team working
Managing product portfolios and gaining exposure to leading firms in a variety of business sectors.
Conducting and attending relevant training sessions
Run research and make presentations on critical customer, and market trends.
Sales Activities:
Establishes, supervises and maintains an efficient sales organization.
Prepares and conducts regularly scheduled formal sales training meetings.
Plan and conducts meetings on promotions.
Assigns, duties, delegates’ responsibilities to ASMs.
Controls expenses and operates within the approved budget.
Set compensation of sales department personnel, develops and recommends special incentives directed toward the attainment of particular sales goals.
Reviews results periodically and appraises the job being done by department.
Carry out Company objectives and policies as they pertain to the operations.
Recommend desirable changes in important policies or practices for the approval of the president.
Provide forceful, aggressive leadership for the organization and co-ordinate all activities.
Review and appraise, regularly and systematically, the results obtained by the respective units of the business and to take prompt corrective action, whenever needed, to improve performance.
Marketing Strategy
Formulation of a strategy for the sales, marketing and business development of Sudan market in order to grow the business
Setting Objectives
Sets goals and objectives for Regions, Areas and Resellers of each area according to market conditions in order to ensure the execution of PF& B growth strategy
Sales Planning
Review the yearly budget for the sales & marketing and prepare the Sales forecast for all Sudan
Channel Development
Build, foster and maintain relationships with Agents in order to ensure loyalty to PF& B, and avoid unfair pricing policies.
Collect information on reseller’s performance in each area and appoint / dismiss agents or centers as deemed necessary for the business
Centers Development
Set the strategies and policies for evaluation of potential new Centers locations.
Market Research
Conduct market research and competitive analysis in order to study the market potential and identify prospective customers.
Key Account Management
Set KA sales and marketing strategies and decide on the final price in order to maximize PF& B profitability and brand equity.
Pricing Strategy
Setting pricing strategies and review of market data gathered by the Marketing team and provide recommendation to the GM about the pricing strategy.
Marketing and Promotion
Setting, developing, preparation, issuance, and delivery of sales materials and promotion programs.
Ensure that effective and efficient Sales and Marketing support is provided to sales team in order to assist them in the achievement of their sales targets.
Direction of Subordinates:
Setting of Sales & Marketing structure for all Sudan and ensure alignment with PF& B strategies, goals & objectives.
Organize, manage and supervise the activities and work of the sales & marketing department
Track staff performance and recommend training programs as required.
Policies & Procedures:
Recommend improvements to departmental procedure
Build a Trade Promotion Effectiveness capability-including the supporting processes, analytical tools and organization structure.
Identify and evaluate new business opportunities
Achieved budgeted Market Sales, Brand profitability and inventory levels by brand for all company portfolios.
Achieved Distribution objectives through promotional plans & setting priority by brand.
Developed annual Operational Plans covering monthly promotional calendar.
Set promotional cover priorities based on distribution/ display objectives.
Worked with sales force to ensure objectives are met implementation as per Cycle priorities.
Maximized return on investment on trade promotions and visibility agreement with trade.
Managed all relevant brands spend within Budget to achieve objectives.
Accomplishments:
Leveraged prior experience in establishing distribution network and brand marketing by channel which result in growth of more than 10%.
Established contacts with all merchandizing materials supplier which enabled placement of current display units of BAT in trade.
Sales, operational, and P&L responsibility for all area activities. Direct the sales activities for the industry segment, selling Coca Cola products to more than 1500 customers. Manage the biggest area that delivers $5 + million in annual revenue (largest volume of all sales areas countrywide).Manage sales team of 10 sales professionals to consistently high performance levels. Create and nurture a well-balanced, diverse, focused team through motivation, leadership, training, and establishment of sales process as the foundation of business success.
Create and execute the annual sales business plans.
Set & achieved the annual sales and Expense Budget Objectives.
Set-Up the weekly and monthly objectives.
Analyzed & followed up the sales on regular basis, and took corrective Actions if the performance is behind the plan baseline.
Managed and executed the customers' service policy.
Managed the team with motivation and discipline & set up the annual training & development plan.
Set Annual Sales & Expenses budget and took corrective actions if there are deviations.
Set up of distribution routes & channels and continual update and adjustment of them when required.
Managed all export sale and marketing activity for the Group which include Nile Power (Dry Cell Batteries), Al-Yamamh Factory (Macaroni & Pasta) & Al-Mabrouka (Plastic products).
Develop and coordinate export channels and methodology.
Research and develop strategies and plans which identify marketing opportunities, direct marketing, and new project development.
Analyze and evaluate the effectiveness of export, methods, costs, and results.
Develop and manage export & Trade Fair budgets, and oversee the development and management of internal operating budgets.
Supervise the planning and development of company marketing and communications materials.
Represent the company at various community and/or business meetings to promote the company.
Supervise the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs.
Responsible for the growth of company annual sales to over 1 million USD through supervision of medical representatives to ensure company goals & objectives of sales and distribution are achieved.
Coordinate sales activities and special projects to ensure quality and meet timetables.
Direct medical representatives in the development, analysis, and preparation of call.
Supervise medical representatives in accordance with company policies and procedures.
Schedule and conduct medical representatives meetings.
Communicate with other Supervisors and Managers
Sales, operational, and P&L responsibility for all Sudan activities.
Call on Clinics, polyclinics, hospitals and pharmacies to promote & sell company products.
In top 2 of 10 representatives selling products to gynecologists, dermatologists and labs Technicians.
Achieved strong sales that made Shering A.G products are number-one products.
Turned around struggling operation, achieving profitability within 8 months and remaining profitable ever.
Led district to 1996 revenue of 149% to budget and operating income of 393% to plan.
Established a strong customer base of 80 accounts.
Developed quarterly and monthly plans; submitted weekly reports.
Sales management responsibilities included budget-to-plan, 10% growth, days outstanding, and 25% margin on net income.
Built close client relationships with 15 hospitals and more than 200 pharmacies.
Increased market share 30% through aggressive cold-calling and follow-up.
Prepared and delivered in-service presentations to physicians & pharmacists.
Transformed a $25, 000 loss into profit of $15, 000 in 6 months by controlling P&L.
Doctorate of Business Administration DBA - Marketing (Will finish by 2017)
