Business Development Manager
Pepsico
مجموع سنوات الخبرة :19 years, 0 أشهر
Brought on board for the transformation and optimizing the cost of distribution GTM model after 2 years of field sales execution management - main objective to transform the way the market is served from hot sell to pre sell approach ( Project based, . Cairo was being served by 200 DSD truck inflating the S&D cost with significant impact on company profitability performance. Maximized the assets utilization, and optimizing the cost to serve - (Initial phase was to transform Cairo region ( 40% contribution) . 2nd Phase 1st global PO1 pilot test- Distributor transformation to serve PCE and CFI PO1 - Started with 2 DC’s analysis, Fleet re-design, RTM design through presell, Operation process setup, and executional action plan
Drive implementation of continuous improvement of DSD channel on project basis by identifying the opportunities to significantly increase efficiency and leading the implementation effort to achieve these savings
Work on DSD optimization initiatives ( Presell-rerouting) surveying best practices within PepsiCo globally initiating and leading and implementation and evaluation of DSD initiatives
Drive presell expansion for 4 DC’s in Cairo - and sustained GTM mosaic within the sales unit - by reducing CTS - S&D cost/case by 26% with saving of $300 K ( Plan was to finalize 4 DC in 2015 - Actual : Finalized by June 2015)
Design and develop commercial proposition related to presell customers ( D&A, segmentation, visibility tools) and sustaining absolute D&A investment in 2014 with proposed volume enhancement by 10% and redesigning investment to contribute 40% to trigger pulling activities and address to the consumer
Worked closely with the different functions ( HR) to optimize HC - new hiring and physical warehousing, (Sales Capability)- Reallocate released trucks, (Supply chain) stock virtual site managing -( Technology team)
CPS ( Controlled process schedule) to assign actions with timelines to each stakeholder-to be able to deliver project on time
Monitored closely presell KPIs, and ensured closing ( 90%+Call completion, strike rate 50%+, and minimizing zero sales customers)
Deep Distributor sales volume analysis, and data mitigation between 2 companies
Designing commission scheme, operational process, dispatching process, new PO1 trucks launch, sales execution standards, and training of presellers, and Delivery
KPI’s analysis and ensuring focus of quality execution for both companies
Managing a team of 85 ( Supervisors, Customer representatives, and helpers) through a fleet of 23 trucks - by managing different channels of distribution( Direct, Indirect, Presell and W/S) with an annual business of $10 M sales revenue (RB and NRB business) through a coverage of 920 retailer and 45 W/S customers
Execution of all sales fundamental under area coverage - through achieving sales and distribution plans and developmental objectives through effective leadership and maximum utilization of the unit sales team in addition to managing weekly forecast and minimize forecasting errors and bias.
Manage and control sales KPI’s (Call completion, strike rate and drop size) - and also include analysis and identifying opportunities from retail audit data - and build up a CPS to capture.
Led D&A budget - and control of provisional budget(rate/case) for the ISD channel across West Cairo region in a way to serve customer segments and ensure pricing strategies execution
Maintain quality market execution through cooler display and maximizing the utilization of capital investments ( Coolers, Glass Float) - deployed 580 cooler + 30 K glass float in a way to enhance the sales
Provide ongoing coaching and training to supervision within the unit and ensure they are properly equipped, trained and maintained to achieve their objectives
Led the change management of the DC in the introduction of the HH system for the team - by creating a change environment, team engagement, and highlighting on its benefit
Managing trade marketing and operation of personal wash category across 7- countries ( Egypt, Sudan, Iraq, Lebanon, Jordan, Syria and Palestine) ( $70 M business) with its different formats (Bars, and Liquids) by optimizing the trading investment line in the P&L and ensure product and country mix management to achieve category profitability
Building up category activity plan by country through OP plan breakdown- and assigning trading investment throughout the year( in terms of customer promotion, visibility and share of shelf, and pulling activities)
Agree with brand building/demand planning through monthly meeting conducted for 18 month to go forecast by sku/country - taking into consideration all logistic constraints ( Lead time, Raw material, Frozen period) and ensure forecast accuracy and bias exceed 85%.
Conducting shopper understanding researches and leverage on the outcomes through customized trading activities (Promotion, Visibility, Call to action) - taking into consideration customer strategy.
Responsible for launches & innovations with right mix to the trade & ensure proper setting of objectives & the supporting tools -through having a strong database of competition margins, trade positioning & brand competitive edge
Managing a team of 20(Account Executives, Customer representatives and merchandisers ($3 M) - Managing 4 outlets across total Unilever portfolio operating in 17 categories
Manage and develop successful relationship with the customer and maintain level of collaboration- this include contract negotiation and ensure that each term has a clear counterpart to maximize sales revenue, share of shelf, events and activities to serve categories market share ( conducting trade selling story through retail audit data analysis - and expected profitability to the customer)
Workout a joint business plan and share company strategy and objectives of annual plans
Responsible for customer trade investment and managing the customers P&L and provide scenarios for customer profitability in terms of front and back margin - and ensure that all categories are operating efficiently
Manage operation and execute sales plan, monitor and review with the account executives available opportunities.
Responsible for all operational level to manage Carrefour outlets (5 outlets - 4 hypers, and 1 express format) - leading team of 5 account executives and 20 merchandisers for a $8.5M business
Execute all sales fundamentals by category by outlet to achieve sales objective plan
Manage Account virtual site “CR4” to ensure full range availability in terms of reserved stocks vs. the plan, , coordinate for stock replenishment, monitor Unilever production plan and projected OOS and reserve promotional quantities according to forecasts
Prepare promotional grid evaluation sheet. Follow-up with channel marketer on required approvals and amendments. Creating required Pos., communicate with buying department on purchasing items, quantities, quality, deliver, and cost
. Follow up with Activation team on required activities, mechanics, designs, ushers, flyers, stickers, uniform. Facilitate the execution in-store and merchandising team on required visibility items production, artworks, installation, and extra merchandisers
Follow-up on co-packing operations with co-packing agency on samples, cost, stock availability, co-packing schedule line and material and align with all store
Execute and update CWT(Category development), production and responsible for Create Listing sheets for new SKUs, follow-up on deactivated items and reactivation items
•Responsible for all sales of Lipton in all premium outlets in Egypt and achieving value targets in money terms and area coverage.
•Responsible for the availability of Lipton in premium outlets.
•Finalizing large scale chains deals.
•Responsible of all premium outlet activations.
•Responsible of Wet sampling in premium outlets and chains.
•Responsible of implementing summer activations and Ramadan Sponsorship.
•Leading Sales Representatives and dividing targets received from Regional Sales Manager among sales representatives according to market distribution and their qualifications.
•Estimates date of delivery to customer, based on knowledge of own firm's production and delivery schedules
•Develops and maintains relationships with purchasing contacts
•Investigates and resolves customer problems with deliveries
•Prepares reports of business transactions and keeps expense accounts
•Sells services or distributor to business and industrial establishments or individuals at sales office, store, showroom, or customer's place of business by performing the following duties
•Compiles lists of prospective customers for use as sales leads, based on information from newspapers, business directories, industry ads, trade shows, Internet Web sites, and other sources
•Travels throughout assigned territory to call on regular and prospective customers to solicit orders, or talks with customers on sales floor or by phone
•Displays or demonstrates product, using samples or catalog, and emphasizes salable features
•Quotes prices and credit terms and prepares sales contracts for orders obtained
•Estimates date of delivery to customer, based on knowledge of own firm's production and delivery schedules
•Prepares reports of business transactions and keeps expense accounts
•Works with inside sales representatives to keep account activities and literature up to date
•Enters new customer data and other sales data for current customers into computer database
•Develops and maintains relationships with purchasing contacts
•Investigates and resolves customer problems with deliveries
•Manage and develop existing key accounts.
•Develop new accounts and sales leads.
•Understand client’s requirements and prepare written proposals.
•Ensure client’s requirements and expectations are managed and Met
•Maximize revenue from each client.
•Meet revenue based targets.
•Coordinates workload distribution to ensure efficient program operation.
•Interacts with managerial, legal, technical and other professionals to evaluate. Problems and determine reasonable solutions.
•Participates in meetings and individual conferences with agency management and professional staff in order to resolve complex problems, address policy issues, update knowledge and exchange information related to departmental decisions and activities.
•Participates in the development and implementation of program policies, procedures and activities.
•Evaluates information received from consumers to determine the appropriate action