FMCG Sales Manager
JASHANMAL & PARTNERS General Trading Co
مجموع سنوات الخبرة :13 years, 8 أشهر
Developing business plans & sales objectives in-line with organizational vision of top line and bottom line.
Building annual sales forecast by (Regular and promo) products by customer & spending budgets efficiently.
Driving business expansion vertically and horizontally through developing new business opportunities alongside enhancing the quality of distribution within current customers’ network.
Analyzing sales performance trend and pattern for identifying risk and opportunities.
Conducting business review meetings with partners periodically and negotiating agreements professionally with commercial team based on (win-win) situations with ensuring to achieve the best ROI. (Return On Investment)
Managing monthly & annual marketing BTL (Below the Line) activities in line with customer’s Marketing calendar, with excellent execution.
Leading and directing the sales force handling daily sales operations in the trades and guiding & supporting them for delivering sales target Vs. healthy sales phasing.
Recruiting caliber sales staff for meeting the planned business objectives.
Ensure collection and credit facilities of all accounts adhere to the company’s policies.
Reporting directly to the CEO.
Based on principal-agent relationships, I’m authorized to communicate with the principal of agency for negotiating our annual business plans, sales budget, marketing calendar, presenting our accomplishments in the markets and meeting with them for arranging field visits.
1- Kuwait Indo Trading Co. (Kitco) from Jan 2019 - Dec 2020
2- Conserved Foodstuffs Distributing Co. (Khazan) Jan 2021 - May 2023
In both companies, the sales revenues are based DSD Sales, managing a fleet of large number of van salesmen that each has his established route to supply directly the shelves at the selling area in retail stores.
I joined the business in Kitco for salty snacks products to manage annual sales revenues of around 2 million KD, as I succeeded to cope with tough challenges and turned them into great extra miles of accomplishments towards planned business objectives, and based on my great success over 2 years spent in Kitco, I was offered by the commercial director to move to Khazan (the sister company of Kitco within Mezzan Group) for a new challenge managing all sales operations in channel of modern trade and down trade, including E-commerce.
Responsibilities:
Leading sales force of 30 employees consist of 1 FSM, 4 Supervisors, 15 Van salesmen, & 10 Merchandiser to manage daily sales operations.
Developing Marketing activities (BTL) monthly at assigned major accounts.
Building sales forecast by item and by customer vs. sales target and spend budgets for full year with reviewing quarterly.
Analyzing sales trend and developing business plans to meet planned sales goals.
Negotiating business agreement proposals and Managing business review meetings with partners.
Organizing and executing central marketing campaigns and monthly promotional activities.
liaising with company's departments of central marketing, production, procurements, warehouse logistics and finance to support and maintain achieving sales objectives 100%.
Evaluating sales team performance and their productivity to exceed or meet sales goals and recruiting new manpower.
Reporting directly to the GM of Division and weekly to the Commercial director of Mezzan Group.
Key accomplishments:
In Kitco
Succeeded in increasing market shar from 18 points to 24.2 points in one & half years.
Achieved sales revenue growth up to 19% YTD.
Raised up share of shelf visibility from 22% to 35% in major accounts.
Increased the efficiency of distribution and coverage, up to 95%.
Increased products availability from 50% to 85%
In Khazan
Improved the efficiency of distribution and coverage by more than 50% Vs. previous years.
Improved products availability and visibility per store, which in turn impacted effectively on the brand position within market share in major customers.
Represented Khazan brand as a sponsor by participating in food festival events with Lulu hypermarket.
Recruited high caliber manpower which contributed significantly to meet monthly business goals.
Managing modern trade channel of Coops
Leading sales team of (19) sales personnel that consists of (5) Sales Executives - (11) Merchandizing Staff - (3) Public Consultants (promoters).
Setting sales KPIs and spending budget plan matching with sales objectives.
Recruiting new staff, mentoring & coaching them to use creative selling techniques at their respective accounts to implement it in every sales cycle, and create incentive scheme for supporting them to achieve extra miles of positive hits.
Identifying risks and opportunities to measure performance periodically.
Developing Business Agreements with partners under the concept of (win - win) relationship.
Key accomplishments:
Succeeded in maximizing scale sales growth up to (80+ %) over (3+) years long, achieved in exceed of
(2 million, 500, 000) KD annual sales turnover.
Applied the strategy of (20/80) that targeting Top major accounts generating sales revenue by (80%) of total turnover from total number of customers’ network.
Developed new accounts besides activating small, dormant, and inactive accounts that make up (25%) from total number of customers network within assigned territory.
Overcoming the challenge of reducing bad stock drastically, that executed an effective action plan by changing the rules of supplying slow-moving goods while maintaining the availability to cover shelf demand without affecting target achieving.
My leading role was Key Account Executive, taking the lead of performing the best market practices along with the passion of challenging, and commitment for achieving monthly sales goals Vs. healthy sales phasing.
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