Business Development Manager
The Coca-Cola Bottling Company
Total des années d'expérience :30 years, 6 Mois
Job Profile & Achievements: Leading the vertical expansion in Modern Trade/ HORECA and E-commerce Leading the Acquisition of new Key Accounts, by negotiating a winning formula based on ROY. Periodic reviews with Key customers to formulate a winning formula to develop each business Planning periodic marketing / promotional customer-specific campaigns in coordination with Marketing. Work closely with the regional teams to evaluate the current state of the business and devise corrective plans to improve the top and bottom lines. Liaise with Coca-Cola International to support new product launches and extensions to existing products Plan the Launch of Global marketing campaigns with the regional teams and support execution.
Job Profile & Achievements: Leading the Riyadh Sales and Distribution Operations (Retail, Wholesale, Modern Trade, HORECA, and E-Commerce). Championed the transition of channeled-based distribution and re-routing since getting on board. Leading the growth in Key customer accounts across all channels, with individual growth plans set by account, ensuring ROI. Leading a team of sector managers, delivering on KPIs, leading to market share growth, with a notable growth trajectory in Weighted and Numeric distribution. Leading an aggressive expansion plan into the General trade, HORECA, and E-Commerce platforms. Delivering on Top and Bottom lines for the region
illustrious path to become Sri Lanka's benchmarked leader in the market. Head of Channel Development - (LION / CARLSBERG beers) Lead the channel development team to achieve periodic growth of the organization with full accountability for results, and its people, while advancing share of throat. Developed the annual channel Marketing plan, and budget, for the entire channel team, and achieved targeted KPIs. Ensured Channel Marketing plans are initiated within budget and the stipulated timeframe. Championed and drove all beer culture-related activities, ensuring execution met stipulated standards, within budget, and set timeframe. Pursued new opportunities to drive growth within channels and keep abreast channel specific current and new trends. Ensured channel guidelines are met together with Channel and Sales operation teams. Actively participated in Channel negotiations together with the Sales team to identify channel-specific opportunities. Worked alongside the NPD & Brand teams, bringing to life channel-specific activity. Lead and managed the Party line operation, Brewery Tour initiatives, to further facilitate the growth of beer culture.
A company with 100% Saudi Capital, having its headquarters in Riyadh, Saudi Arabia. It's one of the pioneering and leading companies in the Drink, Juices and Dairy categories. Director Sales and Distribution Leading a team of, 5 National Managers, 6 Regional heads, 28 branch managers and 900 + Sales and operations staf Lead the organization in establishing a strong General trade business, moving dependency away from the traditional trade. Complete revamp of the RTM strategy resulting in implementation of a robust channel specific distribution plan, resulting in an increase in numeric reach to nearly 6000+ new customers serviced. With a fleet of 223 DSD and 35 Presale Routes. Doubled the retail channel growth over the 2012/ 16 periods, resulting in increased profitability, numeric, and weighted distribution. Lead the expansion of business into export markets, with focus into Central Asia, Africa, and the America's Was instrumental in achieving improved service levels, through an upgrade to the CRM system tracked by GPS, resulting in achieving superior service and execution standards, with easy to measure systemized reporting through templates Lead and participated in the monthly S&OP process to align demand to expected sales delivery Increased placement of SGA's into the trade, resulting in increased chilled visibility. Further implemented a tracking system to measure productivity. Spearheaded the launch of multipacks, with the objective of improving take home consumption. Set up, and lead the HORECA channel to achieve a growth of 45% over the 2014 / 15 period Established periodic training and development plans for all employees.
Set up the company from inception to represent key brands such as PRESTIGE Kitchenware by Meyer Group UK, SOLA Cookware / Cutlery Netherlands. In the short span of operations, distribution was achieved throughout KSA. Products were launched for both brands, which captured market share from key competitors, and today boast of a strong presence in the modern and traditional trade. Lead the Negotiation and finalizing of the distribution agreement with principals. Lead the Setting up of infrastructure and operations to service all major KA across KSA. Achieved the preferred vendor status in the category at PANDA HYPER markets (The largest retailer in Saudi Arabia) Was responsible for delivering an annual turnover of SAR 35Million in a short span of operations. Ventured into the Food Service channel with leading table wear brand SOLA from the Netherlands, successfully concluding listing with key hotel chains such as Marriot, IHG, Radisson and other key restaurant channels such as Steak House Developed a range of New Cutlery with the principals of SOLA for the retail trade, which was launched in global markets and in major KA in KSA, which was a major success
Lead a team of 4 Regional managers, Finance controller, Warehouse Logistic manager, Fleet manager, with 19 branches and 260, DSD and Presale routes across channels. Achieved a great career path during my 11 years of leadership in the organization in various capacities, being the 1st appointed head of the KSA business unit from the subcontinent. Responsible for formulating, monitoring, and leading the implementation of annual business plans. Delivery of Top and Bottom lines, by way of new initiatives and improved eficiencies. Lead the further expansion of the general trade business and Modern Trade, by continuous periodic evaluation of route to market plans. Set up a HORECA channel to improve on premise consumption. Re-engineered the Bahrain sales operation, resulting in improved coverage and channel specific distribution, and substantial operational cost reduction. Re defined the Job descriptions of the Regional managers, empowering the function to improve eficiencies Lead the roll out of company Values and Behaviors. Saw the completion of a CRM system, with successful migration from manual to sales automation. Continuously delivered the set sales targets year on year.
Responsible for Developing established and new export markets, with the objective of Putting the LION brand on the international market. Was instrumental in getting into the Maldivian market with KEG BEER (Draft) for the 1st time. Captured key resorts from key competitors such as Heineken and Tiger brands. Responsible for managing all export customers / distributors for the company. Was instrumental in introducing new world wines from California and South Africa into the portfolio. Was also responsible for the day to running of the subsidiary company Brodies, importers of an international portfolio of wines and spirits.
Was responsible for introducing the E&J Gallo range of premium Californian wines to the entire southern region of the country. Introduced the house wine/wine by glass or carafe concept. Was instrumental in developing the wine list of key resorts and training staf on wines. Conducted the 1st Bartenders Mixology competition in coordination with the Ceylon Hotel School.