ربيع الصفدي

Manage sales of paints in KSA.

- Prepare annual sales budget - identify and develop resources to support business growth, implement the market, pricing and distribution strategies in Saudi Arabia.
- To deliver targeted volume, revenue and gross margin.
- Develop and be accountable for the strategic direction in Saudi Arabia, deliver on agreed upon growth targets and develop sales growth with new accounts and new industry opportunities.
- Lead the planning, reporting, price implementation and margin management.
- Maintain close contact with key customers in order to develop sales in new projects.
- Monitor monthly sales performance; providing monthly reports and volume financial forecasts.
- Support development of key suppliers in the region. - Lead receivables collection and manage customer credit control to reduce overdue accounts.

 To allocate Sales Plans & Targets to the team.
 Monitor the performance on daily/ weekly basis.
 Organize a weekly/ monthly Sales plan by Sales Rep. by objectives by time framework/ tables in order to achieve those set target in a very efficient way.
 Setting of daily / weekly/ monthly route plans and call cycles to all field sales personnel. Checks workload and ground performance.
 Checks and approve all customers’ correspondences, in and out, orders and receipts forward, then send it to the concerned departments.  Checks delivered services and pending ones.
 Keep Sales Reps. informed. Follow-up customer's complains. Check applications of new customers on the ground…etc
 To visit all zones and channels, especially Key Accounts, at least once every month, alone or with this Sales Rep. to ensure proper follow-up and customer’s satisfaction.
 To check and make sure that customers are well serviced.
 To listen, acknowledge and discuss with individual Sales Reps. problems concerning customer’s issues, pricing, and special offers…etc. even the personal issues. Assist and train the Sales Rep. to solve those problems, at the right time, the right way and as per policy.
 To find ways and means for improving the performance of Sales Team and make recommendations to MD.
 In case of any problem that could hurt the business, ASM notifies and discuss immediately and without any delays with the MD while suggesting / come up with the right possible solution and Action Plan.
 To maintain a very close watch on receivables. Review receivables with Sales team on weekly /monthly basis. Make sure that all Statements of Accounts are confirmed and signed by customers. Assist Sales team on collection issues whenever needed. And inform the MD and Financial Manager immediately In case of any problems.
 Responsible for keeping old customers in good shape or even better, as well as, to target new accounts, sales opportunities and follow-up new potential customers while keeping a close monitoring on the Key Accounts, especially the one with Yearly contracts. To ensure that those contracts are well followed and fulfilled properly.
 Responsible for organizing, projecting, monitoring, suggesting, negotiating…all strategic customer’s
contracts.
 Yearly and Quarterly staff appraisals. Directing, organizing, supporting and motivating the team.
Helping and developing the team abilities and pushing people to improve, while penalizing the lazy and weak performers after trying every way possible to help.
 Organize daily, weekly, monthly Sales Reps. route visits and call cycles.
 Control and monitor that all staff are following their daily route plans, through Daily Sales Reports and field visits.
 To keep close coaching to the Sales Reps on how to service customers properly and also brand's in
charge of, for proper coverage at Co.’s set standards. Also, to ensure prompt services to their customers,
at all times.
 To report on Weekly and Monthly sales / business performance via targets to the MD, in the What/
Where/ Who/ When and How approach, with facts and figures, while always reports the competitive
market activities, as well as, the all required management reports.
 Develop policies, procedures and instructions necessary to ensure effective planning, operation and control of the department’s activities.
 Develop documentation necessary to ensure effective control of health and safety aspects of all activities and promote health and safety awareness within the department.
 Ensures quality & safety within functions/ tasks.
 Responsible for exercising due diligence towards health & safety of self & others in the organization.
 Ensures compliance with the applicable health & safety procedures, requirements, laws, regulations,
standards from customers, regulatory and statutory bodies.

- Develop a business plan and sales strategy for the market to ensure attainment of company sales targets, goals, renewals, and profitability.
- Lead, motivate and guide the sales force towards achieving sales projections and targets.
- Prepare individual and collective action plans for effective search of sales leads and prospects and penetration of new markets.
- Assist in developing and implementing necessary marketing plans in coordination with the Marketing Department to study new markets.
- Provide timely and accurate competitive pricing on all completed prospect applications submitted for pricing and approval, while maintaining maximum profit margin.
- Maintain accurate records of all sales activity reports submitted by the sales team.
- Prepare ready-to-use sales kits.
- Control expenses to meet budget guidelines.
- Liaise with the Operations and Accounting Departments to ensure the proper workflow.
- Maintain contact with all clients in the market area to ensure high levels of client satisfaction.
- Coach the sales team and place incentives on new products and promotions to push a new service or product forward in the market.
- Adhere to all company policies, procedures and business ethics codes and ensure their communication and implementation within the team.
- Follow up on monthly/yearly target achievement of all sales force as well as the renewals.
- Performs other related jobs / tasks as required.

- Supervises, guides, supports and motivates Protective sales staff in achieving the budgets and/or other set of objectives.
- Promotes and sells Protective Coatings and services to existing customers and develop new customers.
- Continuously strives for the development of staff's professional competence by regularly providing guidance and constructive feed-back on the Protective staff's performance.
- Prepares annual Protective sales budget and monthly forecast.
- Sets yearly individual sales targets and plans strategies toward achieving the target.
- Monitors Protective customer’s accounts receivables and resolves more serious payment issues and coordinates necessary corrective actions with Financial Controllers and Country Managers as necessary and as when situation demands.
- Sets Protective marketing plans and strategies and sets activities to monitor and understand the Protective market, customers and competitors.
- Supervises and Implement Protective marketing plans and activities for the region.
- Handles customer complaints in accordance with complaint handling procedure.
- Ensures that the Protective department has the right sales and marketing tools needed to help achieve budget.
- Maintains and adheres to all company policies and procedures.
- Maintains in a continuous close and personal contact/relationship with all important key customers.
- Prepares monthly Protective segment report.
- Performs other related jobs / tasks as required.

- Identifies prospective customers to achieve set revenue targets. This includes meeting existing and
new customers on a weekly basis, developing long-term relationships to strongly sustain company
and principals’ presence, achieve customer satisfaction, build brands’ awareness and explore
potential business opportunities
- Conducts regular meetings and discussions with clients/end-users on submitted subjects and proposals. Defines company’s position among the bid(s) participants, explains value added features of products to increase opportunities for securing successful deals.
- Attends tenders’/clarification meetings with customers to ensure participation in the tender process,
understands customers requirements and demonstrates interest in securing business.
- Assesses enquiries/requests for quotations and tenders with high level of technical and commercial
proficiency in view of the existing market trends, competition and historical sales data to prepare
customized and mutually beneficial offer(s)/bid(s).
- Negotiates optimum prices, quantities and lead time for product delivery to maximize revenue and
achieve customer satisfaction.
- Follow up the approvals required by key customers (ARAMCO, SABIC, MARAFIQ, RC …..etc).
- Prepare technical submittal and solutions for the customers.
- Prepares offers/tenders and techno-commercial proposals to maximize conversion of enquiries into Purchase and Service orders.
- Coordinates and arranges for technical briefing and demonstration meetings and seminars for the customers to generate better understanding of customer’s requirement and product features and build strongest relationships with them.
- Reviews and ensures that Orders are prepared with accurate technical specifications
and quantities before final sign-off is obtained from the management.
- Provides necessary assistance in resolving matters of technical nature with client(s), principal(s) and
Group Finance Department to ensure timely clearance of payments.
- Proposes ideas to strengthen customer relationships. This includes making recommendations to
minimize risk and introduce products that add value to the business.
- Meets with principals’ representatives on a regular basis and maintains positive relationships to
receive feedback/information on new products, discusses order quantities and delivery
schedules to efficiently support customer requirements.
- Carries out market intelligence activities to monitor competition, industry/market trends, build and
maintain an active data base of upcoming projects. Follows up, investigates for business opportunities and shares data with the line management to facilitate timely bidding against tenders while maintaining competitive positioning
- Attends product trainings conducted by the specialists to gain understanding of new products and
processes.
- Performs other related jobs / tasks as required.