Sales & Business Development Manager
Al Jisr International Co.
Total years of experience :30 years, 6 Months
Company Profile: Al Jisr Int’l Co. has been operating in the Kuwaiti market since 1976, distributing a range of well-known food and non-food brands, e.g. Rabee rose water, Lenny & Larrys protein cookies ’, Snappy Tom pet food, Safcol Tuna, Cyrus sardines and Flamgo charcoal lighteners. In addition to a wide range of private label canned, bottled and packed food that are well known to the local & expatriate consumers.
Sales & Business Development Manager
• Buildup the sales policies and procedures for the sales dept.
• Buildup a business planning model and enhance the forecasting.
• Re-evaluating the ROI of the market spends.
• Develop an internal annual promotional calendar, and actively participating in the KA promotional campaigns.
• Re-evaluate the profitability of the existing business portfolio, by discontinuing the non-profitable line and adding new profitable ones.
• Re-structure the sales channels’ coverage, and implement the necessary logistical developments.
• Review the sales team performance and setting up necessary trainings to improve the productivity.
• Managing 02 distributors (Jassim & Al-Wazzan & Son) and (Al-Bustan Al-Khaliji Co.) for the entire business brands (Kleenex-Kotex-Huggies-Scott)
• Ensure implementation of the sales fundamentals: coverage, distribution, and visibility.
• Review the monthly sales plans with the distributor, thus ensuring reaching the country’s targets.
• Quarter review of the market share of KC brands, and the setting the action plans.
• Plan the necessary monthly promotional activities for the sales channels.
• Monitor the distributor team in the region to best achieve the region’s targets.
• Regular visits to all the areas and markets.
• Control and navigate the operating costs of the market.
• Track the rental and rebate agreements to ensure alignment with the company policy.
• Managing 01 distributor (Baqer Mohebi Ent.) for the entire business portfolio.
• Review the monthly sales plans with the distributor, thus ensuring reaching the country’s targets.
• Plan the necessary monthly promotional activities for the sales channels.
• Monitor the distributor team in the region to best achieve the region’s targets.
• Regular visits to all the areas and markets.
• Control and navigate the operating costs of the region.
• Track the rental and rebate agreements to ensure alignment with the company policy.
• Retention team.
• Managing a corporate book of 50 clients in the Eastern region.
• Achieves the annual retention targets.
• Prepare annual seminars’ plans for the major clients to educate their members.
• Manage the debtors' report of the assigned portfolio.
• Managing Johnson & Johnson (consumer).
• Managing a sales & marketing teams consisting of:
• Brand manager & marketing coordinator.
• 01 Key account manager, 01 rep & 03 merchandisers.
• B’ Class filed sales manager with 04 reps & 03 merchandisers.
• Pharmacies field sales manager with 05 reps & 01 merchandisers.
• Van sales supervisor with 04 reps.
• Regular review of the stocks’ ages and value, and setting the proper actions.
• Receivables management.
• P&L management.
• Setting the monthly sales targets for each section in coordination with the respective supervisors/managers.
• Improving the sales channels coverage and distribution.
• Implementation of the principal's sales & marketing plan.
• Managing a sales team consisting of 63 members: 10 sales supervisors, 15 sales reps, 35 cash van, 02 district supervisors and 01 local section head.
• Managing a sales support team consisting of 08 members: 01 supervisor and 07 staff members
• Prepare the monthly sales forecast in coordination with the production dept.
• Setting the monthly sales targets for all the members.
• Improving the distribution & coverage in all the areas, and adding new areas under the coverage
• Proper implementation of the setup annual marketing plan in all the channels.
• Monthly review of the
• Monthly review of the annual budgeted expenses.
• Review of the training basket for sales team.
• Quarter review of the organizational chart with the HR dept.
• Managing the consumer division which consist of 09 FMCG principals: Beiersdorf (Nivea), GSK Consumer, Heinz (Farley's), Abbott, Boots (Strepsils), Zetra (Brylcreem), Merisant (Canderel) & Fine Fragrances (Fade Out).
• Managing a sales team consisting of 15 members: 01 sales supervisor, 09 salesmen and 05 merchandisers.
• Planning the Beiesrdorf annual marketing plans in Qatar in terms of budget, consumer promotions, trade offers and the indoor/outdoor sampling campaigns with the agencies.
• Preparing the monthly sales targets for the sales team.
• Implementing the marketing plans of the other principals.
• Preparing the monthly sales targets for the sales team.
• Quarterly review of the sales route/journey plans
• Regular business review with the major clients.
• Market studies on the potentials of new products to add to the division.
Procurement Dept.
• Daily correspondence with the suppliers.
• Raising the POs (Purchase Orders).
• Preparation of the public tenders' documents.
• Responsible to achieve the monthly sales targets.
• Covering 'A' class, 'B' class and W/S trade channels.
• Responsible to apply the monthly planned consumer promotions.
• Responsible for tracking the price stability in my area.
• Responsible for the negotiations of the visibility contracts in my area.
• As a training, I was given the responsibility to review the monthly pipeline orders with the principals' factory in KSA.
• As a part of the same training I was given the responsibility of supervising the P&G and Master Foods cash van operation.
FMCG sales manager