Business Development Manager
United Printing Company
مجموع سنوات الخبرة :14 years, 9 أشهر
- Developing current customer base in terms of business opportunities as well as exploring new business collaborations.
- Adding value in organizational development projects and inter- function processes
• New cluster & channel build up project for new supplier distribution to head Modern Trade Channel on KSA level
• Role was dispensed due to restructure changes
• Managed Modern Trade Channel (Hypermarkets &
Supermarkets on KSA level) for FMCG Confectionery & Frozen products (Key brands Loacker, Storck, Bahlsen, & General Mills)
• Exited 2022 with 7% growth
• Channel & Sales strategy planning, Budgets allocation, BDAs & contract management, Stock forecasting and Promo activity planning (4 Key principle companies, 17 brands)
• Direct reports; 5 Key Account Managers, plus approx. 45 sales team members. 6 Area Sales managers as indirect reports (they managed cross-function divisions between Modern Trade and Traditional Trade)
• Managed KSA Center & East (On site)/OMAN & BAHRAIN (Remotely)
• Provided solutions to CHEP clients (both Retailers &
Distributors) through pallet pooling and supply chain solutions
• Prospected new business opportunities, grew current customer base, increased company revenue & volume flow
• Contract negotiations and deal closures (secured a min of 15% profitability margin)
• Managed Modern Trade Channel on KSA level (Tableware industry). Hypermarkets, Supermarkets as well as other retailers (Key brands Luminarc, ARCOROC)
• Business agreements negotiation & sign off; target allocation by customer by region (Macro & Micro level); Stock forecasting and supply (Core & promo SKUs); Sales & promo activities planning by customer by region
• Grew business by 8%
• Managed all Modern Trade customers in the region Hypermarkets, Supermarkets as well as other retailers
• Developed and implemented key account strategies and sales plans to optimize revenue contribution and return on investment ($1.2 M revenue equivalent to 12% growth)
• Developed productive collaboration with ARC distributors to create and promote company brands,
• 1 direct report, sales executive
• Prospected ARC HORECA potential customers, secure new partnerships and distributors for HORECA business as a double hatting role
• 3M PERIOD DUE TO TRANSFER TO ARC INTL
• Managed & executed the day-to-day Retail Van Operations (RVO)
• Led a team of 45 salesmen and 5 Sales Supervisors
• Prepared and implemented strategic growth plans for territory based on company goals emphasizing Journey plans compliance, implementing proper routes & coverage plans, advocating right
product distribution drives & coverage, and executing brand distribution schemes with sales team.
• Managed sales planning & execution, contracts, business negotiations and reporting for Modern Trade accounts center region worth over SAR 45 M. Key channel "Supermarkets Channel" and "Modern Convenient Stores Channel" (approx. 48 accounts)
• Exited 2014 with approx. 17% growth & 2013 with approx. 10% growth
• Direct report 5 salesmen. Contributed to team growth and development (promoted 4 out of 5 team members to sales supervisors in 2 years)
• Managed a portfolio of approx. 20 Supermarkets A Class customers to retain existing relationships and grow share of business.
• Channel sales planning & execution, development, and team building (4 direct reports) plus account management of central region. Salesmen route plan & customer coverage, business efficiency improvement.
• Grew the business by around 30%
• In charge of store execution. Governed close relationship with store managers to maintain maximum SKU assortment per category per store (Key customer was Othaim Hypermarket)
• Grew Othaim business by average 33% in 3 years.
• Worked closely with merchandising team to ensure proper stock movement and store replenishment
• Handled special sales project covering Othaim Tabouk for 9 Months (monthly visits). Exited 2010 with growth of 32% for that region.