Key Accounts & Catering Distributor Supervisor
Nestle Kuwait General Trading Company
مجموع سنوات الخبرة :17 years, 10 أشهر
- Supervising the daily activities of the KA team & the catering distributor's team.
- Implementing account plans along with monthly sales reviews, being aligned with business objectives
- Establishing & developing business relationships with current and prospective customers in the HORECA channel and expanding current business opportunities.
- Managing the catering distributor via in depth analysis of their performance by Channel, sales rep, SKU and at customer level and reviewing this with the sales team on a weekly basis and the management on a monthly basis.
- Successfully grew the Catering Distributor by 11% in 2013 and YTD April 2014 by 14%.
- Ensuring appropriate stock levels and supplies at the distributor and with internal supply chain respectively.
- Negotiating yearly Business Development Agreements for Key Accounts.
- Achieving annual targets by category within the designated Key Account by developing effective activities to meet marketing objectives & customer (s) needs
- Responsible for reconciling customer statements of account on a periodical basis.
- Producing in depth Business reviews and delivering the presentations to higher management at the Dubai Head Office on a quarterly basis.
-Ensuring development and execution of Category & Channel Plan in line with business requirements.
- Analyzing and reviewing Nestle Professional sales & growth rates for Kuwait, Qatar & Bahrain.
- Supporting KA management team in planning and execution of customer specific activation.
- Assisting sales head in monthly target setting by Channel / FSR based on activity plans
- Improving demand planning accuracy and reflect real demands in MFR.
- Managing TTS & PFME budgets & allocate approved PFME budget.
Implementing P2C activities with a proven record to improve NNS.
- Managing the TTS budget, analyzing spends by channel and customer.
- Measuring and evaluating trade promotion performance ensuring ROI level required.
- Collaborating with peer CCSD to share Category Channel best practices/insights, liaise with Marketing, Field Sales, Finance and Supply Chain to drive Category, Channel and Consumer related initiatives
- Responsible for building annual marketing commercial plans for each category in each country.
- Responsible for effective implementation of new brand launches and other marketing activities.
Accountable for the achievement of a monthly customer NNS, OG targets by category.
Generating leads for Nescafé & Nestea beverage solutions in the market.
- Monitor Key account business performance and jointly develop action plans to accelerate growth & address any shortfalls.
- Effective handling/ use of POSM & Premiums.
- Working on activity plans for existing customers to create awareness and build consumption.
- Follow up on capturing monthly orders from existing vending/ beverage customers.
- Frequent visits of recruited customers to build relationship & ensure maximum level of service.
- Analyzing sales and performance records & interpret results of overall sales.
- Assisting management in developing and reviewing the sales budget and rolling sales forecast. Guiding sales people (key account, regional sales, etc) in entering accurate forecast, generate reports for forecast and collaborate forecasts into weekly & monthly reports. Communicating sales reporting and sales forecasting to senior management.
- Responsible for preparing the sales report by channel, by product & by customer.
- Organizing activities like road shows, launches and outdoor activities.