Regional Business Development Manager
Iffco Group
Total des années d'expérience :19 years, 7 Mois
IFFCO GROUP, established in 1975, is a business house based in the United Arab Emirates. It is part of the Allana group, one of the largest producers and retailers of processed food products and agro commodities.
Duties and Accomplishments:
Working as a Business Manager for IFFCO Out of Home in GCC & Middle Eastern market to handle OOH sales & marketing activities, distribution management, working directly with Horeca, Food service and wholesale clients.
Handling all OOH products such as bakery ingredients, Oil & Fats, Wet Line, Creams and Dry Production.
Besides working with Direct customers in UAE, KSA, Oman, Kuwait & Bahrain. Handling Sub distributors in these countries for planning of stocks, orders & supplying of OOH products.
Managing label creation, listing of product with municipality, MOQ of stocks and branding of products in different sector of market.
Managing contracts, sku listing - de listing, quotations and negotiations on prices.
Overall day to day activities for products starting from manufacturing if the product till supply of the product to end user.
Lee Kum Kee is a 200 year old brand of authentic chinese & asian food condiment. Currently they have operations and distribution all across the world with their manufacturing units in USA, CHINA, HONG KONG, EUROPE & MALAYSIA.
Working as a Business Manager for Lee Kum Kee in Middle East & Africa market to handle all the sales & marketing activities, services, distribution management, working along with current distributors, global customers and appointing new distributor & sub d’s in the region.
➢ Currently handling a portfolio of USD 3 million (11 million dirhams) annually with 17 direct distributors in Middle East & Africa.
➢ Improvising sales with own contacts, links in market and working closely with sales & marketing teams of distributors in local & regional food services, Horeca, flight catering & Retail sector.
➢ Currently handling distributors & sub distributors in Middle East and African market for direct or indirect supply, sales & marketing of Lee Kum Kee products & services.
➢ Monitor all the Sales, Inventory of stocks, Orders, ATL & BTL promotional activities with Distributor & Sub D’s in the region for Retail, Food Service & Catering sectors.
➢ Working closely with R&D, Marketing & Budgeting team for introducing new product development and for revamping existing range of products in market.
➢ Acquiring new market & distributors in the region and working on assigning new distributors to supply Lee Kum Kee products in market for different sectors.
➢ Forecasting and obtaining orders from distributors from the region and maintaining P&L, price distribution, rebates & claims from the distributors & Sub D’s.
➢ Travelling all across the Middle Eastern & African region to monitor sales & inventory stocks of LKK products and to meet key customers in Retail, Food Service & Catering.
Managing and further developing key accounts of the company in Modern Trade, Retail, Horeca, QSR, Food service and Distribution sector (Carrefour, ADNH, Landmark Group (VIVA Supermarket), Lulu Hypermarkets, Choitrams, West Zone Group, Al Maya Group, Baqer Mohebi Supermarkets, Agthia (Al Ain Juice) and Mohebi Logistics).
➢ Acquiring new clients by generating leads through my existing contacts in industries like FMCG, Horeca, Food service etc and by thorough research about the client’s needs/requirements which in turn helps to enhance the portfolio of the company.
➢ Developing and working on tenders and contracts for the key clients to run a hassle-free process in maintaining the supply of products and services for a quarter or yearly basis.
➢ Creating P&L while working closely with finance and production team to generate quotations and price request for existing and prospective customers.
➢ Stimulation of new Brands/Products in market through BTL activities which involves events and promotions, in store activities with major retailers and key accounts to enhance their sales and creating awareness of our brand with end consumers.
➢ Currently handling a portfolio of 3 million + in different sectors of the market.
➢ Handling wholesale of Fruits and Vegetables through direct sourcing from farms in various part of the world with growers and packers.
➢ Forecasting, procuring and delivering fresh products by bulk booking of containers and whole shipments for key retailers in the market.
Managing and further developing key accounts of the company in Horeca, QSR and Distribution sector (McDonald’s, Americana (KFC, Pizza Hut & Hardees), Burger King, Emirates Flight Catering, Etihad Airways, Subway, Jumeirah Group, Emaar Hospitality & Hotels, Marriot Group, Al Wasl Hospitality & Starwood Group, MH Al Shaya, Hyatt Group of Hotels, Sofitel, Dunkin Donuts and more.
Bringing new accounts by approaching them directly or indirectly through references and previous contacts.
Maintaining sales report, sales gained & drop for existing and new accounts on daily, weekly and monthly basis. P&L for prices and raw materials, quotations and generating operating income for product.
Forecasting and projecting all the products for each client to avoid wastage and other daily issues.
Creating and maintaining tenders for contracted clients and adding new products.
Liaising with various departments like logistics, production, Q&A, sales order processing, accounts & finance for smooth running of operations.
Prospecting the new corporate accounts.
Managing key accounts of the company in Horeca and Catering channels (Emirates Flight Catering, Abela & Co., Bin Hendi, Atlantis, Carrefour, Spinney’s, Jumeirah Group, Starwood’s Group, Hilton, Rotana and more.
Sales presentations with the clients, marketing of new and existing line of products.
Developing sustainable pipelines that results in new account acquisitions.
Acquire the product knowledge for the pre-sales meeting presentation.
Entering into the negotiations with the decision makers before closing the sales.
Co-ordinate with the operations for the on-time delivery as committed to the clients.
Prepare and present the weekly sales reports to the Corporate Sales Manager.
Maintaining a portfolio of 15 to 20 executives under the supervision of relationship manager.
Cross selling various products to existing and new clients (walk-in & field).
Intensive Cold calling for generating new data and following up with new Clients.
Collection activities (outdoor & indoor) for existing clients.
Handling queries and guiding high profile consumers.
Maintaining a track record of sales report, collections, MIS, and target achievement.
Tele-sales for new clients and existing clients for new products such as personal loan, credit cards, auto loans and business loans.
Outdoor marketing of new products and generating new data for tele-sales.
Collecting from existing clients and debt collection from delinquent and skip clients.
Maintaining a track record of sales and collection done on monthly and quarterly basis.
Handle High Value A/c’s and try to resolve them.
Held over a 100% average target to goal ratio during my tenure.
Responsible for monthly target.
Guiding & Helping other collectors to achieve Individual & Team Targets to Enhance Team Performance.
Extensive knowledge base development in skip tracing, US culture, along with process development and account work optimization.
Handling a team of 15 executives as a supervisor after 2 years of working with the same process.
Managing individual shifts, total operating hours for each executive, transport roaster of the team, daily target, team and individual performance report on weekly and monthly basis.