Area Food Service Manager - Central Province
Sunbulah Group
Total years of experience :14 years, 10 Months
- Leading and Managing a team of 2 Sales Supervisors and 8 Sales Representatives in Riyadh Area and Qassim Area
- Responsible for the Recruitment, Coaching, and Training of the Sales Teams in Both above Areas
- Sets Sales and Business Development Targets Base on a Defined Strategy and Plans to Achieve the Target
- Implement and Monitor a Well Defined Performance Standards that are based on Sales Areas and Business Development Areas
- Developing and Managing the Sales and Business Development Strategy for the Central Region
- Developed a New Incentive Plan that is based on Sales Performance + Business Development Performance to Ensure a Consistent Business Growth
- Managing and Recruiting Tier1 and Tier2 Distributors Which is Aligned with the Strategic Sales Plan of the Food Service Division in the Central Region
- Managing the Inventory Levels through Weekly Demand Management with Customers and Sales Teams and Ensure all Products are Available for the Customers
- Developing the Food Service Key Accounts i.e. Chains Restaurants through Creating and Managing a Strategic Account Planning with Each Account and with Collaboration with the Project Management Department
- Keeping a Close Distance of the Local Competition through Weekly Market Reviews with Sales Teams i.e. Market Prices, New Innovations, New Entrance, New Trends, and Exploring New Areas to Develop
- Managing the Credit Control with Sales Teams and with the Customers with High Collaboration with the Credit Control and Finance Management
- Responsible for Managing the Local Expenses as per the Agreed P&L of the Food Service Division
- Establishing the Unilever Chains channel operations through a continuous collaboration with our external partners
- Prepare and manage the strategies and business planning of dealing and approaching KSA’s key accounts
- To manage all normal key account management responsibilities for the Chain restaurants and catering channels such as forecasting, TMI control, customer marketing plans, customer annual plans and price changes
- To ensure the implementation of best Unilever practice with Chains and Caterers retailers in order to ensure business growth
- Working with UAE office in developing the business with international and local chains restaurants
- Prepare all the necessary documents for the supply chain management in terms of inventory management, logistics coordination, exporting coordination, and supplying schedules with Chains accounts as well as with the distributors
- Manage Unilever’s distributors in terms of sales efforts, rout plans for their sales representatives, inventory management, and supply chain management
- Coordinate with marketing department in setting the best promotions and offers for KSA’s Key Accounts
- Managing all the contracts with Unilever’s key accounts in terms of pricing, supplying, and quality assurance
- Providing market study and analysis that includes competition analysis, current and future trends, cultural movements all on two- months basis
- Prepare all the reports that are related to operator’s operational functions and strategies in order to offer them the best solutions to their operations
Working within the HORECA channels where we have to gain a better understanding of how Hotels, Restaurants, and Catering are operating in order to offer them our solutions.
-Ensuring target achievement against set KPIs & sharing it with all stakeholders
- Daily monitoring and business development by forecasting sales, escorting customer in formulation of joint business plan and monitoring the team performance
- Manage the distribution channels (local distributors) in terms of inventory management, sales targets, incentives, and sales achievements
- Ensure the development of sound sales strategies and plans to meet sales objectives.
- Gain & devise competitor intelligence information & ways to counter.
- Use SSD to identify area for improvement and opportunities
- Development, execution and monitoring of contact strategies and resulting route plans for secondary sales force keeping in mind efficient sales force ROI.
- Ensure forecast bias and accuracy are within agreed levels.
- Motivate the TMs & distributor sales reps reporting to me to set up high benchmarks for themselves and encourage them to achieve sales beyond the set targets.
- Ensure data integrity & protection (e.g. OTM, Sales & Stock report, etc.)
- Maintain record of company assets and ensure their just utilization.
- Leads sales meetings for contract business with current clients using company sales process and co-facilitates for complex new business opportunities with BDM/Account Director
- Forms appropriate pricing strategies based upon current portfolio and growth opportunities/sales objectives to drive negotiations with clients
- Ensure effective distribution and customer service level whilst keeping a check on damages and expiry.
- Ensure distributor ROI is within agreed levels.
- Resolve operational issues such as stock availability and orders’ status through respective PUSH manager, maintaining a positive culture within the team.
- Extremely sharp analytical skills with valid market knowledge provide the tools to comprehend and respond against the issues.
- Train subordinates by carrying out field assessments & coaching; thus confirming the personality development and skill sharpening of all direct reportees
-I’m responsible for opening the HORECA channels for the company as a new business line.
-Responsible for the business plans, sales plans
-Responsible for the whole Marketing Support Plans i.e. budgets, materials, events and promotions, ROI
-Responsible to lead and manage the sales team by providing them the needed marketing data and lead them where to go and where to hit
-Responsible to receive all the sales reports on daily basis and analyze and solve all the problems
-Responsible to work with my team in prospecting and to be in the market with them
-Market studies and analysis
-Looking for new opportunities by signing with new global partners and develop the Saudi market for them based on market data and customers need
-Responsible to achieve the annual growth and sales plan
-Responsible to manage all the expense of the business development
Business Development Manager for a Start-up company (IT and Business Consultancy).
I’m responsible to:
- Create and manage an annual business development plan
- Full Industry and Market analysis
- Sales Management (Prospecting, Close Deals, Recruiting)
-Create and Manage the Sales and Business Development standards and procedures i.e. KPIs, S.M.A.R.T
- Responsible for the pre-sales team (3 members)
- Pro-actively identify new and different business opportunities to provide increased sales
- Develop new global partners and manage all of their contracts, plans, and market development
-Prepare, review, and negotiate partners and customers contracts e.g. NDAs, VARs agreements
- Prepare and manage P&L Statements and Profitability models for each business line
- Participate in making the annual budget of the business development department and make sure that all expenses are managed
- Provide market, industry and competitive analysis and stay informed of competitive services in the marketplace
- Create mechanisms to ensure seamless communication within the department through creating a valuable and efficient workflow that integrated with the rest of company's departments
- Collect customer’s requirements and analyze these requirements along with the technical teams
- Managing all of our projects to make sure of delivering them on time and set projects rules and responsibilities for projects teams.
Business Developer of the trading division of E.A Juffali & Brothers.
I was responsible for:
-Gathering market and customer information; Monitor market conditions, product innovations, and competitors' products, prices, and sales
-Respnsible for developing the market for Juffali's partners in USA and Europ and develope business plans and sales plans for them
-Identifying prospects where products and services can be sold (Identifying the industrial markets)
-Defining product needs for the existing high end Industrial Market. Dealing with ARAMCO, SABIC, MAADEN as well as others in gathering information and managing projects in term of installing the equipments
-Prepare for needed sales calls, qualify customer's prospects and assess their needs.
-Write proposals and deliver a sales presentation, also demonstrate our products and advise clients on how using these products can reduce costs and increase sales.
-I have achieved 95% of my target in the year of 2011, and I was ahead of the sales plan (120%) till my last day with Juffali.
-Coordinate with our office administrator to make sure that all goods are on the right path from their origins until they reach our end.
-Sales reports on monthly basis to present to the Management
-Product statistics per client
-Follow payments closely with accounts and administration
-For the assigned accounts, organize products technical / operational training for the staff members, with the help of technical stuff.
-Regularly make field trips to supervise, organize, and coordinate all field activities, to ensure successful business.
-Identify Short / Medium term issues that must be addressed.
I was responsible for the coordination between Mobily (Customer) and the sub-contractors in terms of installing Samsung's equipments in Mobily's sites, in-charge of the distribution of the materials to the sites, making sure that all equipments been installed according to Mobily's standards, in-charge of accessing Mobily's sites,
I was the team-leader for the Eatern province team in auditing Mobily's sites before and after putting the site to be On-Air for service.
A challenging business development training program that requires a strategic project and covers business development fundamentals. I am applying best practices, processes, and strategies to help grow a business and gather new clients or customers. Main focus was on: - Business Development Planning & Execution - Marketing & Sales Best Practices - Client Pipeline Management & Development - Authority Construction & Positioning - Influence & Persuasion Strategies