National Sales Manager
Midad Group
Total years of experience :26 years, 6 Months
- Achieving growth and hitting sales targets by successfully managing the sales team.
- Designing and implementing a strategic sales plan that expands company’s customer
base and ensure its strong presence.
- Design the launching strategy and successful execution of launching activities
- Managing recruiting, objectives setting, coaching and performance monitoring of sales
team in all levels.
- IMS yearly budgeting by splitting to all regions areas channels & customers.
- Building a strengthen business relationship with key accounts by translating it to
profitable business and growth in profit for both parties.
- Ensuring accurate sales forecasting and account planning.
- Building a high performing sales team by providing strong mentorship, coaching and
guidance.
- Analyzing market trends and competitors activates and formulating strategies to respond
to these.
- Prepare short- and long-term sales forecasts based on analysis of sales trends,
competition, market potential, etc.
- Conduct Monthly/quarterly customer reconciliation and resolving discrepancies.
- Achieve sales collection target agreed with customer and obtain balance confirmations
on regular basis.
- Prepare, negotiate and implement account business development agreement targeting
growth in Sell-in, sell-out, market share, Stock Coverage and service levels.
•Management of all Retail channels including Modern Trade, Traditional Trade, Regional Retail & Drug Stores utilizing the Distributor sales and merchandising team.
•Developing the annual regional sales & execution plans per channel, area & sales person.
•Using multiple tools such as trade promotions, visibility, availability, distribution and NPD launches to meet regional targets (Volume, Revenues, Profitability, Spend Efficiency).
•Review performance daily to ensure accurate and timely forecasting of Distributor sales within the standard operating process. Presenting the opportunities and risks during business reviews with senior management.
•Key account management including budget control and execution of promotional plans.
•Open new customers in all channels with new business development agreements and long-term growth objectives.
•Increase Numeric and Weighted distribution across the region across multiple categories.
•Drive the portfolio expansion strategy to achieve all company brands objectives.
•Developing and achieving sales targets as defined in company Business Plan, control & monitor Sales budget to ensure optimum allocation.
•Enhancing go to market plan performance, establish channels strategies along with execute associated plans.
•Prepare trade promotional plan in designated channels with crucial customers, and Ensure marketing tools are provided to the trade to increase brand visibility and achieve business objectives.
•Improve performance of the Sales Team and motivate them, either through personal counseling and/or imparting training in selling skills.
•look for new business opportunities in order to safeguard the customer base and increase market share.
•Co-ordinate with Finance & Accounts to ensure compliance with all financial norms to control collections and receivables.
- Set up the field organization and optimize the field force management program such as allocation, performance management and compensation.
- Optimize store investment in terms of target store and investment items thru store profiling and data analysis.
- Identify RE initiatives, thus improving retail competitiveness and sell-out performances.
- Customize and implement RE guideline and tool thru training and RE performance monitoring.
- Designing and implementing sales plans to accommodate department goals for company products.
- Directing sales forecasting activities and setting performance goals accordingly.
- Interfacing directly with stocking to achieve sales goals, increasing market segment business awareness.
- Formulating and controlling budgetary allocations for the department, establishing/ meeting company objectives through training and motivation of employees.
- Creating cost-effective advertising programs and merchandising strategies to acquire major sales opportunities.
- Monitoring daily logs to verify sales on a regular basis and providing management reports pertaining to the same.
- Overseeing inventory in coordination with sales/marketing personnel. Tracking inventory to ensure sufficient stock to meet demand and meeting abnormal demand situations by ordering for replenishment stocks as well as maintaining safety stocks.
- Scrutinizing sales results, trends and key performance indicators (KPI’s) and conferring with representatives accountable for achieving targets.
- Acting as primary contact with General Manager - Regional Sales Head for all retail sales issues and keeping abreast of government & international commercial laws to ascertain their effect on agency’s sales & marketing performance.
•Create and propose annual sales plans based on growth potential in the market, control sales budget financial to attain the annual sales targets and acquire resources.
•Building division sales strategy, understand market trends and provide recommendations on brand positioning, pricing and promotions.
•Attend conferences, meetings, and industry events. Guide the sales and merchandising teams to provide best-in-class customer services.
•Ensure high priority by supply chain and other departments in terms of delivery and customer services.
•Preparing and controlling Weekly and monthly promotions plan and share the plan with Trade Marketing for approval.
•Provide “competitors monitoring” analytic reports and present it to the Head of Sales.
•Ensure compliance with business development agreements and handle escalations
•Assist to set clear directions for the team, review their work and handle escalations
•Ensure that the salesforce gets appropriate training to be productive in their jobs