Nestlé Kuwait Channel Manager
E
Total years of experience :17 years, 1 Months
* Leading a multi-sector channel with annual turnover of $ 70 Mio (Grocery & Pharmacy distributor, wholesale,
self-service, E-commerce and electronics)
* Accountable for the achievement of the channel sales volumes, Organic Growth (OG), and Volume (RIG) targets
* Ensure that core distribution, coverage and visibility objectives are met
* Optimize the route to market strategy and seeking new business opportunities
* Negotiate annual contracts & BDA’s for all respective customers & distributors
* Develop, negotiate, implement & monitor Customer/Channel Business Plans in alignment with Business
Objectives
* Ensure investment is optimized and maintained within or below plan
* Coordinate with CCSDs to ensure local promotions are consistent with Area/Unit/Category objectives and
successfully implemented in the trade
* Monitor customer performance and jointly develop action plans to address any business opportunities. Develop
and manage long-term effective business relationship with customers
* Participate in the Monthly Business Planning Cycle (MBPC) Process
* Lead, manage, develop, and inspire the Field Sales Team and identify training needs
* Ensure collection and financial reconciliation is made in line with Nestlé set payment terms
* Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the
WHO International Code of Marketing of Breast-Milk substitutes and Nestlé Instructions and local country codes.
• In charge of a business of $89 MIO and a team of 6 Unit Managers & 18 Section Managers
• Accountable for the achievement of the sales target, the proper implementation of the trade fundamentals along with setting up the right team structure
• Design the channel / team objectives in line with the overall 2018 AAW / CGD Targets
• Negotiates the annual agreements (KBD’s) for top customers with the full ownership on trade budgets
• Builds up the channel forecasts for the full year target (BB) by business by brand based on the IMP’s aligned with P&G and approved by the country MS&P’s (Trade Marketing team)
• Develops action plans to “Simplify, Standardize, and Mechanize” the core work processes through utilizing various regional and/or multifunctional resources through Search, Learn, and Reapply
• Presents the channel performance (On Quarterly basis) to AAW top management highlighting the key achievements and the challenges / way forward
• Manages the involvement of the sales team with the cross functional team & ensures alignment at all fronts
• Proactively inspects the sales fundamentals & initiative implementations to ensure quality execution
• Prepares a detailed training calendar for the sales team to improve their capabilities
• Builds peer support and strong internal-company relationships with other key management personnel
Manage a team of 9 FSR, 2 Sales Supervisors and 33 merchandisers with an annual turnover of $ 55 Mio
* Accountable for the achievement of the channel sales volumes, Organic Growth (OG), and Volume (RIG) targets
* Negotiate annual contracts & BDA’s for all respective customers & distributors
* Lead, manage, develop, and inspire the Field Sales Team and identify training needs
* Ensure the mission & vision of all key retailers is in line with Nestle VOST, and enhancing it through JBP’s &
customer centric events
* Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the
WHO International Code of Marketing of Breast-Milk substitutes and Nestlé Instructions and local country codes.
March 2011 - March 2012 Nestlé Malaysia & Middle East Project Manager - (CP&M)
* Redesign the Customer & product Hierarchy as per the requirements of Nestlé systems & reporting standards.
* Understands the current planning setup across the different channels in the market & suggests improved / new
ways of going forward.
* Aligns the plans with other departments of the business (Trade marketing, Brand team, Supply Chain & Finance)
& build up the marketing Mix to achieve unified master plans
* Facilitates X-stream communication and issue resolution within the Market including the involvement of other
streams.
* Monitors, reviews and reports overall project progress
* Ensures identified Change Management is implemented in the Market.
Handle the confectionary category & in charge of the sales volumes, OG & RIG
* Aligning the brand team VOST with the country OSTA and finalizing the ICP of the country
* Ensure effective new product launches & line extensions through in-store Best In Class (BIC) executions
* Responsible for the pre and post evaluation of activities/promotions.
* Track and monitor competitor activities on a channel level & provide insights/plans to drive competitive
advantage
* Ensure development / efficient utilization of hard and soft POSM for generic and local activities, including
evaluation of its effectiveness at the point of purchase
* Analyze and provide recommendations /action plans on retail audit reports
* Maintain, update, and implement the core distribution priorities and merchandizing guidelines by channel
AAW / P&G Kuwait Head of National Accounts
* Lead the contractual agreement negotiations for KA customers (Full portfolio)
* Lead a team of 4 UM, 1 CTLM, 1 shopper marketing, 3 SM & 25 merchandisers.
* Negotiate budgets for Shopper Marketing events for all Kuwait NA’s & ensuring all requirements are perfectly
met (incrementals & BIC in-store exploitations).
* Ensure the mission & vision of all key retailers is inline with P&G OGSM, and enhancing it through JBP’s &
customer centric events.
* Institutionalized true scorecard, and smart pricing to capture and commercialize Joint Value Creation
In charge of The Sultan Center, the biggest retailer in Kuwait having 5 main supermarkets & 6 wholesale stores
with all P&G, Wella & Clorox portfolio.
* Lead the negotiations for the annual agreement locally and rolling it across other TSC stores in Oman & Jordan
* Lead and Implemented 12 shopper market events and local Fingerprint events (customer specific/centric), with
TSC.
Manage P&G / Clorox portfolio across the Coop Sector
* Implement distribution, shelving, merchandizing and pricing principles
* Supervise and managing a team of 18 personnel (merchandisers & Promoters)
* Organize, facilitate, and lead several negotiation plans and contract signings
* Explore unconventional trade channels to develop new, unexploited business potentials
TRAININGS & SEMINARS
* P&G CBD I (Customer Business Development) College (Dubai - UAE)
* P&G Strategic negotiation (CEEMEA) College (Dubai - UAE)
* P&G Key Accounts College & SBVC College (APPIC) - (Jeddah - Saudi Arabia)
* P&G Presentation Skills (Dubai - UAE)
* Nestlé Train the sales trainer (Dubai - UAE)
* Nestlé Leadership & Coaching college (Dubai - UAE)
* Nestlé Management Essentials (Dubai - UAE)
* Nestlé customer Planning & Management (CP&M) project management (Thailand & Malaysia)