Sales Support Manager
Nestle Saudi Arabia
مجموع سنوات الخبرة :20 years, 11 أشهر
Key Responsibilities:
Directed the monthly rolling sales forecasts cycle, and best sales estimates of 8 Business Categories across 8 Business Units/Regions (total annual turnover: US$832 million) to ensure that overall strategy are achieved by providing the required sales and financial data, deadlines, cut offs, and other support as required by Category, Channel, and Regional Sales Managers.
Led the Monthly Sales Review and Sales Forecast meetings with Country Manager, Head of Sales, Country Finance Manager, Category and Channel Managers, and Regional Sales Managers by providing and presenting data-driven business insights to drive action plans in achieving growth and profitability.
Trained Category and Channel Managers on the concepts and application of Systematic Product Promotion Evaluation (SPPE), both for Pre and Post, to ensure that trade deals / discretionary spend are aligned with the strategic criteria as set by Country Manager and Head of Sales.
Managed the daily tracking of sales targets and planned trade development spend (annual spend: US$102 million) versus actuals to ensure that revenue and sales margins are achieved as per commitment to EMENA zone.
Key Achievements:
•Implemented KPI Dashboard that controls and optimize trade discretionary spend (annual spend: US$86 million) to ensure that monthly spending was within the budget.
•Recognized by Management Committee for leading the automation of the forecasts consolidation processes of 8 Business Units / Regions and 8 Business Categories. This initiative drastically reduced the consolidation turnaround time by 88%, from 32 to 4 monthly working hours.
•Initiated Standard Operating Procedures (SOP) for Long Trading Agreement (LTA) that improved the reporting accuracy of Customer Contribution and Profitability Statement by reducing accruals reversals by US$4 million.
•Successfully implemented the Order Automation Systems by conducting training and post implementation support to almost 200 Field Sales Representatives and Field Sales Supervisors located across 10 different regional and remote locations.
Key Responsibilities:
Directed and coordinated the annual financial planning and budgeting processes of the biggest Region (West Region, with US$500 million annual turnover) covering 6 Business Units that contributed 27% of the overall company business.
Engaged in driving growth and profit improvement by providing robust data driven analysis and business insights to Regional Sales Managers, Finance Manager, and Regional General Manager.
Directed strong compliance of regulatory and established internal controls by all Business Units to ensure that risks of fraud and error are minimized, and that business decisions are grounded in sound financial criteria.
Supervised the consolidation, review, and final submission of Balance Sheet, Profit and Loss Statement, and Cash Flows Statement to Head Office.
Accountable for evaluating, approving, and maintaining product price discounts for more than 9, 000 customers spread across Business Units to ensure that collection disputes are minimized.
Improved the cash collection management by ensuring that all Business Units were in compliance with Credit Control Policy and that collection disputes are resolved thru customer and sales team collaboration.
Accelerated the timely publication and review of daily, weekly, and monthly sales and performance reports to different business stakeholders to drive actionable information in achieving targets, growth, and profitability.
Key Achievements:
•Awarded the Best Region Compliance Award three times —— years 2010, 2013, and 2014. The award recognized the Region with highest ratings in terms of policy and standard operating procedures compliance.
•Achieved zero 90-days overdue every year end (monthly average receivables: $27 million).
•Converted successfully the 3 satellite depots into 3 independent fully operational Business Units. Acting as a project lead, the projects involved meticulous operational contingency planning, resource allocations coordination, and cross functions collaboration.
Managing a team of 6 accounting staff focusing on financial accounting and reporting of two company subsidiaries with 18 branches and two main Distribution Centers (DCs) servicing premiere hypermarkets in Riyadh, Dammam, and Jeddah. Primarily responsible of internal control implementation, preparation of company's Financial Statements, and monthly management financial reports.
Played a key role in the merging process with another company by facilitating the takeover of financial and operational issues to the new management team.
Lead 5-member team and worked with foreign trade partners (Franchise Suppliers) to implement the upgraded systems for store and backroom operations.
Successfully implemented the control of cash sales and all credit card transactions.
Supervised the implementation of operational and financial controls of Company's biggest branch with more than 20 Distributors, 4 store caravans/satellites, and more than 4, 000 subscribers. Prepared consolidated reports of monthly installment sales, cash collections, commissions, incentives, and stocks withdrawals and deliveries.
Managed 6 accounting staff and 22 area collectors.
Recognized by the executive committee in reducing collection defalcation by 97%.
Implemented Computerized Official Receipts Accounting System (CORAS - Oracle) to strengthen cash and check collections controls, enhanced accounts receivable management, and accurately pay Distributor’s commissions and incentives.
Assigned by VP-Sales to lead and managed 4 weeks Warehouse Sale project. The project produced P3M ($73k) sales.
Prepared and consolidated Balance Sheet & Income Statement of the branches for submission to General Accounting Department.
Reviewed and finalized Bank and Accounts Receivable Reconciliation and recommended adjusting entries for proper disposal of reconciling items.
Performed daily bookkeeping of branch transactions, produced "just-in-time" Statement of Condition, Branch Profit & Loss Statement, and other management and statutory reports. Ensure the compliance of branch controls and procedures in both "front" and
"back office" operations.
Prepared Financial Statements and management reports using the sophisticated AS 400 and Equation systems.
Worked at different branch locations as a team member in implementing the Company's computerization projects
Closely monitored purchases of housing materials and its issuance to different Contractors.
Graduated as Scholar