Channel Manager
Nestlé Middle East
مجموع سنوات الخبرة :11 years, 7 أشهر
• Planning and executing the overall commercial strategy by channel and category.
• Lead the negotiation process of Business Development Agreements of 10 retailers.
• Developing specific trade marketing and distribution plans to achieve the leadership of Nestle brands.
• Managing the sales team to maximize sales revenue and ensure the optimum utilization and execution of company systems, processes, and internal benchmarks to maximize productivity.
• Delivering top and bottom-line results while maximizing price, volume, and mix
Key Achievements:
• Reversed a 2020 outlook of -15% to land the year at +1.4% vs previous year and 106% vs target, delivering on commitments to 7/8 categories which was a key contributor to overall Kuwait achievement with COOPs being 60% of our business.
• Landed at 106.5% NNS/KG growth driven by instilling the ROI mindset, intensified focus on new product launches, and optimizing investments.
• Through driving the data driven mindset across the organization, delivered plans that resulted in market share gains on the top two challenging segments: Confectionery (from 13% in 2019 to 18% in 2020) and Coffee Mixes (from 71% in 2019 to 78% in 2020)
• Developed a new Route-To-Market covering all 9 sectors of Kuwait to ensure full distribution and coverage to over 600 outlets.
Main Responsibilities:
• Planning and executing the overall commercial strategy by channel and category.
• Developing specific trade marketing and distribution plans to achieve the leadership of Nestle brands retail market share and brand preference in the channel with a focus to advance the value-added portfolio and increasing the coverage.
• Managing the sales team to maximize sales revenue and ensure the optimum utilization and execution of company systems, processes, and internal benchmarks to maximize productivity and distribution of workload amongst the team.
• Delivering top and bottom-line results, maximizing price, volume, and mix, with respect to previously agreed upon guidelines.
• Responsible and accountable for an implementation of the picture of success for the channel/shop type in each category and work with the Brand Team to define picture of success, based on Nestle strategy, shopper/channel relevance and shopper insights.
Key Achievements:
• Overdelivered on highest commitments internally and externally for 3 consecutive years through solid bottom up forecasting, planning, and execution.
• Developed a new SOP tackling reoccurring financial and reconciliation struggles with the customer which resulted in an overall drop of 3% disputes - the same standard was replicated across the organization
• Partnered with Lulu Hypermarkets and to deliver new projects such as Pet Carnival, Nestle for Healthier Kids, and numerous CSV initiatives, that further established Nestle as a preferred supplier.
Main Responsibilities:
• Develop a strong relationship with the customer and initiate negotiation of the contract (visibility, shelve space, promotions, and implementations.)
• Accountable for the sales forecast, budgeting, and customer development plans; annually and monthly.
• Develop and implement Join Business Plans with the customer to achieve target sales volumes, share growth, and in-store fundamentals.
• Energize and enable direct reports by monitoring, coaching, and providing constant feedback and building capabilities to deliver the business objectives in line with the personal growth objectives.
Accountable for the achievement of Lulu Abu Dhabi sales volumes by category.
• Achieve the core distribution (listing of new SKUs, Picture of Success targets, and the agreed visibility and
other elements in the Business Development Agreement)
• Ensure shelf and warehouse stocks are correctly audited, rotated, and the short expiry issues are properly
handled in line with company policy.
• Follow up with Merchandisers on their daily journey plan and resolve any issues that may arise. Provide
constructive feedback on stock handling and implementation of the products on the shelves, checkouts, and
any off-shelf displays.