Business Development Di
Boecker International
Total des années d'expérience :15 years, 10 Mois
• Business Value Landscape: Route to market Service enhancement Budget/ P&L optimization
• General portfolio management
• Sales & Operations development and strategy setting for all operating markets Levant/GCC/Africa
• Merger & Acquisition/ Opening new branches in different countries based on feasibility studies and market segmentation
• Defining competitive landscape
• Systematic growth based on fact-based decisions and long-term thinking
• Management of business aspects through country managers and distributors
Handling Johnson & Johnson lines of busines (brands) accross all channels in Lebanon
Team management
Budget control
• Territory analysis and planning
• Effectively allocating resources (e.g. people, tools, budget) to ensure solid sales fundamentals and territory business growth and contribution to overall results
• Managing a team that consists of territory supervisors and executives
• Actively participate and support in the customer development process (JBP/ Customer Contribution Statement…)
• Analyze the essential 8 C’s of the successful demand generation (country, channel, customer, communication, competition, category, shopper & consumer) and make recommendations based on the obtained insights in terms of : Pack/ Price/ Product (I&R) / display opportunities i.e POP drivers
• Championing regional and country specific promotions
• Championing the Shopper Insights in Lebanon across all categories
• Develop and manage appropriate POSM and in-store displays
• Develop category planograms and merchandising guidelines
• Develop core distribution range by channel
• Develop the Commercial Plan for the country from a category and channel perspective by aligning as well with sales management (Locally) and brand team (HO Dubai)
• Joint Business Planning with top customers to lock yearly targets and activities
• Optimize effectiveness of consumer/shopper activity at a local level
• Championing Talent Recruit at Nestle across all functions and levels
• Responsible for category volume/value targets set and achieved in the country (Target achieved with a growth of 15% for 3 years)
• Responsible for the TTS & PFME budgets delegated to the country for the category and ensuring efficient spending (Achieved in 2013/2014/2015)
• Set actions based on the analysis of the retail audit (A/C Nielson)
Achieving a record market share of 98% on Soups and 97% on Bouillon
• Tailor category and channel strategies to country requirements
• Training 3rd parties (sampling agencies) to deliver based on Nestle standards when it comes to in-store executions
• Translate category and brand objectives into channel category objectives in coordination with the respective channel manager
• DCG and Catman
Modern Trade Tier 1 (National Accounts)
•Managing The Sultan Center (TSC- Kuwait)
•Market expertise and competitive assessment to influence the business plan/strategies
•Meeting expectations behind Sales Fundamentals and volume by continuously developing and recommending tests / programs that deliver results with cost efficiency.
•Responsible for communicating volume forecasts and leading the execution of business plans to deliver them
•Working frequently with Section Managers, (at all levels of the trade) to understand customer systems / needs to develop effective approaches that exploits these systems for better business results
•Taking a proactive leadership role in selling to customers; anticipating and resolving emerging problems
•Responsible for all personal development areas of the team by doing this through a thorough W&DP process
•Identifying key development people and able to provide accelerated training / development to such candidates
•Ensuring training programs are in place for developing superior sales skills, strategies / conceptual selling and category management
•Establishing the team spirit by leading by example and motivating people
•Managing all budgets and allocations professionally.
•Creating fun in the unit, through endorsing a “learning environment” and managing well balanced recognition programs
•Coming up with breakthrough ideas that change the business draft
•Holds a monthly standard unit meeting to agree on action plans, objectives, and priorities
•Analyzing on a monthly basis the unit results, action plans, and update management with progress through a monthly letter
•Committing with 70% field work to master all the job activities and priorities
•Training, developing and promoting people to higher position to raise the managerial skill standard
•Putting in place the optimal unit structure that leads to best productivity results
•Handling multi-national brands (P&G/Clorox/Wella/Pringles/Goody)
Modern Trade Tier 1 (National Accounts)
• Managing The Sultan Center (TSC- Kuwait)
• Accurately reporting and monitoring, on a timely basis, stores' results
• Analyzing the market to develop merchandising plans and in-store activities
• Carrying out distribution, shelving, and display and pricing objectives
• Covering 14 outlets all over Kuwait
• Developing and implementing plans to sell and grow P&G brands and win vs.
competition
• Developing strong healthy relationship with customer
• Handling multi-national brands (P&G/Clorox/Wella/Pringles)
• Managing a team of 21
• Participating in re-models and resets of stores
• Understanding customers’ systems, objectives, strategies and incentives
•Yearly sales target equal to $40, 000, 000
Modern Trade Tier 2
• Conceptual Selling
• Control professionally budgets and allocations, and - where applicable - ensured
payments from trade are collected on time
• Ensure excellent deployment for the shelving, visibility, or displays contracts
• Establish goodwill
• Establishing Local Market Share and Penetration
• Grow/Develop brands and brand equity
• Managing people (a team of 11)
• Help the trade customers resell our brands.
• Logistics (follow up on deliveries and deadlines)
• Manage trade inventory levels as per set targets
• Market exploitation (branding, deploying thematic displays, increase shelf share)
• Observe/Report/Analyze/Counter competitive activity
• Operate efficiently and economically
• Reflect core values and principles in daily work with customers, employees,
colleagues, and management
• Sell Volume, distribution, merchandising, shelving, and pricing
• Set action plans
• Take the initiative to recommend breakthrough ideas that leads to business
development
• Team building efforts in supporting colleagues and other functions to deliver unit’s
results through Search, Share and Reapply proven successes in my section
• Train, coach, monitor, and motivate the merchandisers on a daily basis to ensure
getting maximum productivity.
• Understanding each brand in order to reach higher results
• Understanding Shopper behavior (Decision tree, FMOT, POG, price sensitivity)
• Updates Unit Manager with the requested data accurately and on time (stocks,
estimates, daily Sales, pricing, competition …)
• Utilize Efficient Consumer Response (ECR) and Category Management approach
where applicable
• Yearly sales target equal to $10, 000, 000
• Attending Seminars
• Comparing numbers and results versus last period
• Prepared monthly reports based on Balance-Sheets and Income Statements using the Navision software
• Presenting finding to the Finance Department
• Working in a team in order to complete different tasks
• Coordinated appointments between sales agents and clients
• Offered excellent customer services with combined responsibilities, resulting in customer loyalty, recurring business, and profitable sales.
• Processes invoices, correspondence, inventory reports, billing, and weekly payroll.
• Supervised up to 6 people
Courses include: Banking operations, financial markets and institutions, Economics, international economics, security analysis and portfolio management, monetary theory and policy, managerial finance and senior study-finance. • Member of the Finance club at LAU from 2007-2010 (Vice president spring 2010) • Member of the Red Cross Committee from 2007-2008 • Vice President and one of the founders of the Women’s Voice club Spring 2010 • Distinguished List Fall 2009 (3.66/4.0) • Distinguished List Spring 2010 (3.71/4.0)
