Regional Sales Manager
Abdullah Abbar & Sons Cold stores
Total years of experience :28 years, 11 Months
Notable Achievement
• Achieve extra ordinary performance in the Deli category with growth of 25% from 2016 to 2017 driven by sales of Frico Edam Ball and Frico Cheese Slices.
• Increasing the distribution rate of Penotti from 42% to 87%
• Increasing the distribution of Bahlsen Pick Up to 84 % in traditional trade within 60 days.
• Reach to zero wastage in key account customers.
Key Responsibilities:
Sales Functional Leadership:
• Develop and implement Customer Business and Strategic plans.
• Set sales and financial targets for Customers to achieve or exceed the annual business plans.
• Effective membership of the Sales Leadership Team, ensuring the right representation of his Customer and the right cascade of the aligned sales and business strategies and objectives.
• Customer Understanding, Penetration action plan, development of annual collaboration planning, meetings and Joint Business Plans.
Key Accounts Management:
• Responsible for driving in store outputs, by planning and negotiation of annual contractual Business Development Agreements with Modern Trade Customers.
• Ensure agreements are in line with trade strategy, investment framework and availability model guidelines and follow up on the contract implementation with the field sales team
• Formulate account Business and Development Plans, set and achieve growth objectives by category by account by implementing the Key Accounts Management process; rolling Quarterly Business Reviews, timely meetings and contract implementation follow-ups.
• Activity planning and timely communication to the field sales team and the Accounts
• Own full listing and drive distribution of New Product Introductions
• Personally manage relationships with key decision-makers in accounts. Ensure that we maintain a documented understanding of the customer’s strategic objectives, organization structure.
• Capitalize on in store opportunities to maintain a competitive advantage
• The development of Customer Roadmap, formulation of complimentary Strategies and accountability for the execution plan (as Perfect Store and Category Leadership plans) across the Customer stores.
Notable Achievement
• Achieve extra ordinary performance in all categories of fresh milk with yearly average growth never less than of 12% up to 25%.
• Increase the number of routes in Riyadh from 24 to 42 within 1 year
• Increase the distribution in traditional trade for fresh milk and laban to above 90 %
• Minimize the wastage of dairy to below target which increases the profit.
• Recruiting national accounts like Costa Coffee and Baskin Robbins.
Key Responsibilities:
• Develops Sales plans and budgets to achieve and exceed the annual sales objectives for the region.
• Monitor and control the sales budget to ensure optimum utilization of resources in the region.
• Generate sales of company products in the region through a team of 64 salesmen in order to achieve and exceed the monthly sales targets.
• Conduct regular market visits to check route coverage, competitor activity and continuously search for new opportunities in order to increase sales in the region.
• Provide customers in the region with information about new or improved products and services in order to improve sales.
• Develop and maintain an efficient distribution network to ensure the comprehensive availability of company’s products and services across the region to achieve or exceed the sales targets.
• Establish and ensure that all sales administration procedures relating to the region are properly implemented to support the sales teams in their efforts to accomplish the sales targets.
• Co-ordinate and follow up with the storehouse supervisor to ensure that adequate inventory stock of product is maintained for the Region in order to meet the sales delivery schedules and provide the distributors with superior levels of service and meet the needs of the customer.
• Liaise with the Marketing team to ensure that adequate marketing support by way of merchandising and promotions is available in the region in order to provide brand visibility and promote sales in the region.
• Develop the necessary Regional Sales Management organization structure and ensure the right caliber of staffing and appropriate training to meet all job requirements.
Key Responsibilities:
• Managing all Key Account customers at Riyadh area.
• Manages objectives and plans through a field team or through internal associates.
• Lead and use successful sales teams at key accounts pragmatically.
• Prepare and implement a major account sales strategy.
• Briefing with sales team discussing on: Daily Sales Report, Current day sales targets, Current SKUs stocks, MTD performance against target, Way forward by Sales representative (Implementation of the action plans), Follow up with each sales representative on collections.
• Review on last week’s activities and action plan, finally agreeing on the next week’s action plan and committing to its implementation.
• Follow up the outlets with limited listing and Monitor the listing of all SKUs in all outlets.
• Monitor report weekly on competitor activities (big events, new products, promotions)
• Supervise action plans and schedules to identify specific targets and to project the number of contacts to be made in accordance with the set routing plan.
• Maintain an overdue free aging record.
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Distributing the whole range of Mars and Galaxy confectionnery through all Groceries.
Instructor Dr. Ashraf Abo El Eineine
Instructor: Mr. Hossam Bahjat-Business Development Manager of Tetra Pack Saudi Arabia
500 hours training and implementation of Standard route distribution. Program name: PBSDM0C Program Version: 1.80 Spec name: BSDC0180
Instructors: Mr. Ahamad Bayoumi, Mr. John Webb
Instructor Ayham Abboud
Instructor Ayham Abboud
Instructor Ayham Abboud
Instructors: Mr. John Hassan and Mr.John Webb,Mr. David Beaven,Mrs Lama Artabawi
Instructor Mr. Pepe Cavilla
Instructor Pepe Cavilla
Instructor Pepe Cavilla
Instructor Pepe Cavilla