Country Manager
Lootah perfumes
Total years of experience :16 years, 9 Months
Strategy
• Designs overall vision and roadmap for the Sales Team.
• Prepares the Annual Sales Plan, sales, and investment & expenditure budgets of the UAE in line with the company's strategic and financial objectives and continuously align Sales Operations with these objectives.
Operations
• Agrees on a yearly calendar of sales and sets appropriate targets for UAE per district.
• Focus activities in sell-out figures and exceeds the targets.
• Manage potential shortages, review orders. Coordinates and reviews with SCM Department with regards to orders, forthcoming discontinuations and/or any corrective actions
Expansion
• Oversee the development of new territory and new opportunities around the UAE
• Negotiate new and profitable distribution/kiosk agreements to enhance business.
Reporting
• Record, monitor and analyze market trends, competitors’ activities.
• Provide the management with quantitative and qualitative reports using data from market studies and in-house systems.
Business Development
• In conjunction with Marketing team, be responsible for ensuring the full implementation of the appropriate (well-suited and well timed) and agreed upon marketing strategies and programs.
• Follow-up on the implementation of the strategy during distribution, including pricing
• Work together with the Marketing team to forecast existing lines, novelties and promotional items
1. Handling salon professional sales division which includes all brands related to Hair care - Skin Care - Nail Care - Make up - Waxing - Beauty Projects, etc.
2. Responsible on achieving the gross margin target and net profit sales.
3. Working closely with the sales team to achieve target, by setting a “Go to Market Plan” and direction to support them on how to achieve them.
4. Increase the number of new doors by department to increase the sales and to get new business.
5. Will create/develop a strong sales system, as well as be accountable on its implementation.
6. Manage Brands Portfolio & present all brands for key accounts professionally to reflect the brands image to distributors.
7. Plan & execute in converting competitors doors (conversion of targeted high turnover
doors).
8. Achieve collection target as per SOP credit system.
9. Increase number of client count through consistent high turnover door opening with
minimum order value maintained that will reflect an increase on sales.
10. Ensure no client account loss; set team proper route for regular / periodic visit; problem solving and key account follow up, handle client request related to brand.
11. Build client database, provide market intelligence & research reports about competitor's sales & marketing activities.
12. Get new project leads for any new Salon / SPA / Nail Bar etc... Opening or for any
renovation opportunity.
13. Contribute in developing marketing plans, execution of events, seminars & various
marketing Activities.
14. Ensure zero stock & unavailability by assisting in replenishment & ordering activity to ensure no sales opportunity loss.
15. Accountable on managing the professional trainers and Educators.
16. Handle more than one /different trade channel if assigned by the company or more than one /different business unit if required.
17. Motivates and leads sales team, provides support, guidance and training as necessary to increase productivity and improve performance;
Brand Strategy
» Know and inform of the brands’ strategy and promote the brand within the given countries
» In conjunction with Marketing, be responsible for ensuring the full implementation of the “appropriate” (well-suited and
well timed) and agreed upon marketing strategies and programs
» Follow-up on the implementation of the strategy during distribution, including pricing
» Work together with the Marketing team to forecast existing lines, novelties and promotional items
» Develop the brand portfolio the network of local agents / TR clients
» Visit clients and follow up on all commercial matters
» Implement Brand guidelines taking in consideration each market specifications.
Sales Strategies
» Agree on a yearly calendar of sales and defined shipment schedules with the distributors (Sell-In)
» Follow up periodically on the wholesales figures per line / brand and stock at hand(Sell-Out)
» Reconcile Wholesales figures with sell-in figures and distributors closing stock against forthcoming sales projections
» Focus activities in sell-out figures.
» Manage potential shortages, review orders and inform distributors and clients on the status
» Coordinate and review with Logistics Department with regards to orders, forthcoming discontinuations and/or any corrective actions
» Coordinate all sales forecasts with Forecast Planners
Customer Service
» Ensure continuous update of system data entry for orders
» Keep informed about ongoing distributors’ shipment details
» Monitor weekly status of all maintained system Back-Orders
Reporting
» Record, monitor and analyze market trends, competitors’ activities
» Provide the Department/Division Manager with quantitative and qualitative reports using data from market studies and in-house systems
Financial Management
» Define the sales and investment budgets per country
» Define expenditure and investment budget
Coco Box is a General Trading Company family owned business with 2 offices in Dubai - UAE and Beirut - Lebanon. Currently under the company's different retail and distribution businesses in Woman Fashion with brands such as Jessica, Renee Derhy, Rhea Costa, Nicole Bakti, and Tadashi Shoji in stores such as Gallery Lafayette, House of Frazer, City Walk in UAE, moreover City Center Beirut and Verdun 732 in Lebanon.
• Improve the operational systems, processes and policies in support of company’s mission -- specifically, support better management reporting, information flow and management, business process and organizational planning.
• Manage and increase Sales of 3 Stores in the UAE and 2 stores in Lebanon
• Play a significant role in long-term planning, including an initiative geared toward operational excellence.
• Oversee overall financial management, planning, systems and controls.
• Management of budget in coordination with the Managing Director.
• Development of individual program budgets
• Payroll management, including tabulation of accrued employee benefits.
• Disbursement of checks for agency expenses.
• Organization of fiscal documents.
• Regular meetings with Managing Director around fiscal planning.
• Supervise and coach store managers on a weekly basis.
Regional Sales & Training Manager (During which was located in KSA for 1 year (May 2011 to May 2012) Then relocated back to UAE) May 2011 - December 2013
Handling brands like L’Oreal Paris, Maybelline New York and Garnier
• Region covered: UAE, KSA + Rest of the Gulf
• Develop & implement retail, education and sales out strategy for Regional Sales Manager and the Beauty advisors that ensure attainment of company sales goals and profitability.
• Develop strong professional relationships with key accounts, be their privileged business partner (Provide trainings, space, stores visibility, market share, animation plans, category management projects...)
• Provide trainings of new launches to exclusive Beauty advisors and non-exclusive sales people belonging to different retailers
• Develop, educate, motivate and manage the team. Ensure development of expertise and know-how and support organization changes
• Provide Sales Techniques Trainings on a regular basis for Beauty advisors and sales team
• Hire and work with different companies that provide different sales techniques trainings by professionals and offer different activities based on sales techniques for product managers, brand managers and Trade Channel managers in the region to increase sales.
• Locate and Identify local Trainers in each of our Markets.
• Develop a career path program for the Beauty Advisors (BA/Senior BA/Counter Manager/Make up Artist)
• Control Training expenses to meet budget guidelines.
• Propose action plans based on detailed analysis (SWOT, etc…) of area
• Establish a relationship of trust with department store floor managers
Handled perfume brands like Giorgio Armani, Ralph Lauren, Diesel, Viktor & Rolf, Cacharel, Stella McCartney, Boucheron and Zegna
• Together with the Area Manager, develop and set up a global Sales strategy to reach objectives in terms of turnover growth and profitability, on a short, middle and long term perspective, on all duty free in Middle East
• Develop turnovers and profitability; manage operating accounts of all Duty Free in ME.
• Ensure brand development as well as their market share and image, using designed and suitable business and marketing plans
• Negotiate the best level of sell in with Clients (Duty Free) and follow up on orders
• Recruit, lead and develop teams on the field (Regional Trainers, and Beauty Advisors) based upon pre-determined priorities and objectives
• Gather, analyze and coordinate information and tools available (ex. local markets panels, media plans, passengers traffic...etc) to become an expert on the geographical zone
• Become a key actor in the TR Business Unit between the different departments: Marketing (ex: animations policies), Management (ex: prices, P&L), Logistics (ex: MAD products), Customer Service (ex: orders), Design (ex: projects in stores) and Training
• Develop & implement a retail strategy in conjunction with brand strategy of regional market.
• Set targets for Beauty advisor to increase brands sell out.
• Work commercially on negotiating the best locations and interesting appearance in the duty free.
• Propose action plans based on detailed analysis (SWOT, etc…) of area
• Guarantee brand image at counter in the area allocated
• Establish a relationship of trust with department store floor managers and clients
• Report competitor information, regional trends & opportunities
Performed Marketing Research tasks
Executed sales administration tasks, i.e. pricing, re-pricing, release of inventory, targets, etc…
Generated PR news & activities of Tameer Dubai Business Unit (DBU).
Organized events for Tameer DBU.
Identified opportunities for road shows and exhibitions, locally & internationally.
Coordinated within the Marketing Department & with the Sales Department
Participated in the production of brochures, flyers, DVDs & models.
Sales for wholesale customers locally & internationally
Executed sales administration tasks, i.e. pricing, re-pricing, release of inventory, targets, etc…
Identified opportunities for exhibitions locally & internationally
Supervised the sales of 4 retail outlets around UAE
Coordinated between inventory supply and the sales needs
Handed procurement administration and coordination with main company in Paris, France
Coordinated between the sales team