Business Manager
SADAFCO
Total years of experience :17 years, 4 Months
Products Portfolio: - Milk, UHT Milk, Juice, Cheese, Tomato Paste, Milk powder, Cream, Butter, Ice cream, Chips & Snacks, Flavored water, Location: - Jeddah (Saudi Arabia)
Managing Topline Revenue of $600m by developing Cost Effective 650 Cash Van Sales Routes, Distribution & Operations in 4 Countries Saudi Arabia, Jorden, Bahrain, Kuwait … with FTE of 1400 employee delivering product portfolio of 180 SKUs to 60, 000 Customers across Traditional Trade, Modern Trade, Wholesales & OOH Channels …Credit Sales Collection within 30day; Inventory Turnover ratio below 5.2 & Bad Returns below 0.4%. with Availability & Distribution up to 95%
Key Responsibilities:
• Set Target for Depots by Channels/ Salesforce; monitor, guide, and motivate BMs, ASM, SS, TL, and Merchandising Supervisors in their performance to effectively manage & control the Van sales operation to realize the Sales Targets.
• Monitoring the daily operations of depot including manpower planning & work allocation; tracking vehicle movement, keeping in mind the companys goals and financial-cost improvement plans
• Driving trade /sales schemes for retailers; formulating major volume customer schemes, distributor incentive program, discounting structure for trade. Formulate the Right Stores and Perfect Stores Strategy based on agreed guidelines.
• Ensure incorporation with Finance that the implementation of agreements and contracts with key accounts/Supermarkets and negotiate long-term promotional activities with the co-ordination of Trade marketing.
• Implementing credit policy, assessing creditworthiness, performing periodic credit reviews of existing customers and managing aging balances and push collection through sales and collection channels.
• Maintaining inventory stock counting/inventory accuracy checks; applying FIFO to reduce the stock expiry in the warehouse, monitoring returns and developing a depletion plan and avoiding overstocking the points of sales.
• Ensure management and control of the Depots logistics operations to realize the planning delivery of finished products in line with distribution policies; manage the maintenance and repair activities for cars, refrigerator, and forklifts at the depot in line with supply chain to ensure maximum availability of vehicles at a low cost.
NAME OF THE COMPANY DURATION DESIGNATION
Products Portfolio: - Beer / Malt/ bottled Water Location: - LAGOS (Nigeria)
♦ Gross Revenue ♦ Net Revenue/ P&L ♦ Business Development ♦ Expansion & Execution ♦ Business Development ♦ Sales & Distribution ♦ Channel segmentation ♦ Resources Optimization ♦ Process Improvement ♦ Credit Management ♦ Channel Partner Development ♦ RTM & Distribution Recruited to lead Sales Team at strategic level managing the effective cost-efficient Distribution Network by improving Commercial, Financial & Operational Efficiencies for West Africa/Nigeria/Ghana. The role Executes all in-market activities to deliver the P &L, Net Revenue of $500m, Volume - 8m H/L & Market Share according to the Business plan, manages all local customer (Partner) relationship in West Africa, and localizing the global strategy to achieve Business Development & Market Shares Goals. Directly responsible for sales and Distribution for West Africa and co-ordination of work with President West Africa.
Accomplishments: -
• Redefined GTM process to shopper centric. Developed processes, KPIs and tools for sales and marketing to enable execution of AB-InBev Instore execution strategy.
• Developed customer-focused strategies, improving commercial and operational efficiencies, enhancing revenue and profit margin, guiding cross functional & multi-cultural large team, and driving sales and profit growth
• Formulated the Right Stores and Perfect Stores Strategy based on global guidelines while carefully augmenting in local needs, for both Traditional trade and Modern Trade channels
Key Responsibility: -
• Deliver the Operation excellence across the organization. Primary goal is to increase the Productivity, Efficiency & Profitability.
• Directing All Performance Metrics Revenue, Profit, Volume, Market share, Distribution Cost, Operations, and lead for BU
• Expanded the scale of operations, enlarge the customer and employee base and increase the revenue and ensure larger bottom-line contribution.
• Redesigned all strategies and processes with cost control, guided an organizational restructure and change management initiatives that transformed the organization into a cross-functional, target oriented and customer-focused team.
• Crafted trade marketing & investment plan brand-wise across the region. Control on trade spends, revenue leakage, maintaining profitability by brand & achieving targeted EBITA. Optimize Cost to serve models by rationalizing and optimizing resources at a different level of distribution, trade, logistics, and team.
• Work effectively with multiple stakeholders employees, customers, suppliers, Government agencies including the board, central leadership, etc. Manage expectations and information flows using a structured approach.
• Innovate and Improvise Route-to-Market capabilities through Resources Optimization, Distributors Infrastructure building, Channel Segmentation Strategy and Creative POS development and deployment.
• Supported the retail expansion plan by creating an enterprise with local mini distributors using Keke Scheme and supporting retail with infrastructure and expansion of the affordable brand portfolios with the Retail Development plan
NAME OF THE COMPANY DURATION DESIGNATION
Products Portfolio: - Pepsi, Mirinda/7up/Teem/Soda/Aquafina/Can Location: - LAGOS (Nigeria)
♦Double-Digit Volume Growth ♦ Sales Volume 35million c/s ♦Revenue of $ 180 million
♦Cash Receivables ♦ Market Expansion & Execution ♦Market Shares
♦Infrastructure Development ♦ Sales Manpower recruitment ♦Control Trade Liabilities
Achievements: -
• Market share of pet 67% from 58% and overall, 57% in 2015; Credit receivable 2X down by 52%. from 52 million Naira in 2012 to 27 million Naira in 2015
• A successful transformation from direct distribution to (distributors model), which 7 UP Bottling Company had a significant impact on the Topline and Bottom-line. This led to shutting down all 16 depots and simplifying our business model, along with converting 96% of business from uncontrolled credit to cashless prepayment
• Outsourcing of the distribution department, and completely shutting down the fleet department. This had a big impact on cost and cash flow, due to eliminating CAPEX and the need for spare parts while reducing headcount.
• Revised the timings of the warehouse to reduce the cost of night stay and improve the TAT of Vehicles.
Key Responsibility: -
• Develop RTM with the deep channel, customer & category understanding - General Trade, Modern Trade, Institutional Trade, Hub, and Spoke Rural distribution
• Plan & Execute Sales/ Trade promotion, Loyalty programs, POS, POSM, Trade Assets utilization, cold Availability to drive Consumer KPIs, and incremental sales. Retain score of retail customer audit & Distribution KPIs
• Managing Redistribution: Outlet Mapping, Target Setting, Daily Route Coverage Plans, Beat Plans, PJP, Productivity
• Salesforce Productivity scorecards (Direct coverage, effective coverage, productivity, the line sold...)
• Reporting System including DSRs, Retail Cards, monthly reporting, monthly claims, Damage, or Shortage claims.
• Distributor Management: Customer details, briefing, Order management, Stock Management, Credit management, ROI calculation, complex negotiations, deal structuring.
• Develop and implement common sales process/systems & tools across categories. Implement sales and distribution metrics, Drive efficiency and productivity of our Salesforce, and Redistribution assets
• Route Optimization devise appropriate checks and balances to Increase numeric & weighted Distribution; involve in Annual Sales Budget for Primary and secondary sales forecasting
• Conduct Market research, to engage new customers, analyse trade insight, market intelligence & competitor activities; manage complex negotiations, Trade terms/pricing; timely reposition strategy for competitive advantage.
• Recruit & train sales staff, career progression, and performance evaluation. Retain Harmoniously Interpersonal relationship with Traditional Trade, Corporate Bodies, Modern trade outlets, Trade partners, and government agencies
• Plan and execute all sales Promotion activities, maintain Stockiest agreements, Marketing Initiatives, point of sale solutions to drive Consumer KPIs and Incremental Cases.
• Work on Sales Automation in the medium to long term, identify capability needs of the sales organization in terms of skills and competencies based on the business & sales
Products Portfolio: - Biscuit, Beverages, Canned Fish, Baby Food, Milk Powder, Chocolate, Mayonnaise, Tomato Ketchup, Green Peas, Fruit-Juice, packed fish, Dairy products
Brands Portfolio: - McVities, Pringles, Ovaltine, Mars, Ferrero, Vitamilk, Geisha canned fish, Friso, Kerry gold, Complan, Heinz, Tropika juice, SMA baby food, P&G Location: - LAGOS (Nigeria)
Managing General Administration of Lagos Branch… Revenue of $15M… with the product portfolio of 50 SKUs of 15 MNCs Companies with the mandate to expand the brand portfolio through the introduction of New products in Nigerian Traditional Trade Channel and identifying alternate Sales & Distribution strategy looking into future prospective …Credit Sales Collection within 30day & Returns below 1%.
MBA
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