National Sales Manager
Halwani Brothers
Total des années d'expérience :18 years, 6 Mois
Annual Business turnover ( 216 M, S.R).
Main Achievement :
- Reversed sales decline from -2% to +7% growth (volume & value )in 6 months.
- Double digit growth in October 2013 (12%).
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- Responsible for Region annual sales plan & to recommend ATL/BTL activities for all channels ( Retail, Wholesale & HORICA).
- Responsible for set & Achieve annual Sales Development Plan ( annual sales target achievement per SKUs, Active customers, new customers, active customers, No. of active invoices, vans productivity & Routes efficiency ) within implement KPIS to evaluate Sales Force performance.
- Responsible for (Planning, Organizing, Follow up, Control, Coaching, Orientation, Leadership, Training & Monitoring) sales & trade marketing team in my region.
- Responsible for discover all opportunities for improvement through market analysis & SWOT analysis.
- Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.
- Responsible for the Sales, Trade Marketing & Merchandising team (6 Branch Managers, 23 Sales Supervisors, 102 Sales Rep., 1 Merchandising Manager, 5 Merchandising supervisors, 60 Merchandisers ).
- Good relationship with the key client specially ( PANDA, Carrefour & Danube ).
- Monitoring the Competition Situation & And Competitors activity.
- Establishes sales objectives by creating a sales plan and quota for districts in support of national objectives.
- Maintains and expands customer base by counseling district sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
- Implements trade promotions by publishing, tracking, and evaluating trade spending.
- Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
- Accomplishes sales and organization mission by completing related results as needed.
- Responsible for region annual business plan "Sales & Marketing".
- Responsible for discover all opportunities for improvement through market analysis & SWOT analysis.
- Responsible for the Sales & Marketing team (2 Branch Managers, 5 Sales Supervisors, 2 Marketing Supervisor, 24 Sales Representative, 15 Distributors & 32 Merchandisers)
- Responsible for the Sales force Development.
- Responsible for all channels ( Direct Retail, Large Grocery, K.A, Catering, Horica & Distributors.
- Responsible for Achieving Annual Sales Development Plan ( Annual target achievement per SKUs, Active customers, New customers, Vans Productivity & Routes Productivity) within implement KPIS to evaluate Sales Force performance.
- Responsible for Organizing, Follow up, Control, Coaching, Orientation, Leadership, Training & Monitoring) Sales & Marketing team in my Region.
- Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.
- Monitoring the Competition Situation & And Competitors activity.
- Establishes sales objectives by creating a sales plan and quota for districts in support of national objectives.
- Maintains and expands customer base by counseling district sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
- Implements trade promotions by publishing, tracking, and evaluating trade spending.
- Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
- Accomplishes sales and organization mission by completing related results as needed.
- Implementing Nestle KPIs through Increasing the active customers vs Trade Universe, aggressive Penetration plan & Increasing Items Distribution, Focusing in the Drop Size per area, Measuring the Numerical / Weighting Distribution.
- Managed organization's for largest region in Libya (65% from total Business) and performed full sales cycle duties, increasing annual sales by 40%.
- Responsible for discover all opportunities for improvement through market analysis & SWOT analysis.
- Prepare annual Business Plan for all areas in my region per ( Channel, area, Item & Sku ) volume & Value.
-Follow up & control for each brand in each channel in my region through (KPIs).
-Prepare & review sales reports, competition situation and other performance data to measure productivity and goals achievement and determine areas needing improvement.
- Accomplishes regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning, and reviewing compensation actions; enforcing policies and procedures.
- Recognized as a top sales generator, increasing sales level by 60 % in 2009 alone.
-Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.
-Meets regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
