Sales and Marketing Director
Norica for food industries
Total years of experience :26 years, 0 Months
Develops an efficient region sales program to ensure the achievement of the targeted sales forecast
Develop cross selling opportunities in close cooperation with the sales team
Suggests efficient means for sales performance optimization
Suggests any changes to the region area sales strategy, policies and procedures
Ensures the proper implementation of the established sales policies and procedures
Coordinates and supervises the daily sales operations within the specified region area.
Manages and controls the sales team activities in distribution, to ensure their efficiency.
Controls the sales supervisors' performance through the comparison of targeted vs. actual productivity per brand and customer.
Coordinates with the sales supervisors on the most efficient means to optimize the sales performance through reviewing and discussing the problems encountered during the daily sales operations across all channels (retail, modern and traditionaltread, whole sale and HORECA)
Coordinates with superior on advertising or promotional campaigns to improve the sales operations.
Monitors and follows-up on the competitor's prices and sales strategy.
Marketing
Implement a marketing strategy that develops and grows the designated brand, encompassing both existing products and new product development.
Implement a marketing strategy that develops the organization in building share and equity in the designated brand realizing improved market share performance, sales revenue and gross margin.
Set Sales strategies, decide on the best sales model and structure to enhance distribution, profitability and achieve efficiency.
Make all plans and marketing strategies for organization
New business development
Implement a marketing strategy that develops and grows the designated brand, encompassing both existing products and new product development.
Building brands and launching new products
Set Sales KPIs ex: distribution and merchandising for all districts in Egypt.
Monitor operation execution to achieve sales plans.
Responsible to drive sales of the category across all channels (retail, modern and traditional tread, whole sale and HORECA)
Direct all sales supporting tools and systems
Control sales budget to achieve targets with less cost.
Monitor market development and competition activities, develop data base for new trade channel / promotion offers in the market.
Develop all Sales managers to maintain high efficiency of achievements.
Hire, evaluate, promote and replace sales force.
Recommends, approve training and development programs for sales force in coordination with Human resources.
Manage, direct; motivate sales force to achieve sales planned targets.
Ensure consistency for product availability through follow up with Supply chain.
Co-ordinate and follow up on consumer activity calendar with marketing department
Marketing
Make all plans and marketing strategies for organization
Building brands and launching new products
Trade allowances system, trade promotion, trade marketing activities and distribution projects.
Set credit policy jointly with finance and pricing structure in-coordination with marketing and finance.
Directly responsible for the management, planning, and administration of sales and distribution of designated sales territory.
Achieve sales revenue numbers, budget & profit goals.
Maintain consistent contact and provide sales and service to all customers (retailers, Key account and HORECA) in specific assigned region.
Develops a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability
Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
Plan and direct staffing, training, and performance evaluations to develop and control sales
Assist the GSM with promotional ideas to increase business within region
(Market Shares and Trade KPIs objectives, cooler penetration, SKU distribution)
Provide input on the preliminary sales forecast for the region and recommend changes to the sales forecast to General Sales Manager.
Marketing
Provides an input in establishing the strategic vision and manages the organization to realize the 5-year plan through annual marketing planning and the company’s overall goals and objectives.
Implement a marketing strategy that develops the organization in building share and equity in the designated brand realizing improved market share performance, sales revenue and gross margin.
Assist in managing annual sales budgets and objectives within region.
Developing sales strategies and setting targets.
Understand and utilize syndicated data to identify sales opportunities and develop Sales presentations for assigned region.
Provide feedback to management from key retail and distributor customers.
Make regularly scheduled sales calls on all major customers within region.
Attend trade shows as required to benefit the business.
Follow up the performance of sales section manager and the way he presents our products to customers
Follow up the execution of month priorities and the distribution percentage in the market.
Follow up the active distribution for the month priorities to identify the number of customers bought month priorities.
Marketing
Deal with companies of Advertising, Promotional, and Packaging & Research.
Manages dialogue with cross functional heads and senior managers in Primary Supply Chain, TRD, Sales, Finance and Production on strategic issues and developments
Follows up the Annual Operating Plan (AOP) And Cascades targets on Different territories sales volume, profitability and market share by package channel and SKU to AOP
Hold weekly meeting/manage a sales team of branch managers, key account managers, sales supervisors and salesmen
Ensure that all key performance indicators are communicated to sales team and review their performance on regular basis
Develop and manage team incentive program
Ensure sales force are properly equipped, trained and motivated to achieve their objectives.
Build/maintain strong contacts with Key customers and assist sales team in building profitable volume outlets
Responsible for trading conditions (annual negotiations, business review), budgets, and profitability of Key Accounts
Proven track record in setting monthly sales targets and review performance against target.
Managing sales budgets and trade rebates
Strong follow-up on receivables and collection as per company trading terms
Establish a proven system to reduce returns and damages from the trade
create and maintain an effective coverage/routing plan for market and develop efficient productivity per resource/person.
Planning trade visit and monitoring availability and visibility of company product with the assistance of the key account managers
Identify new business opportunities via expansion of the customer base, promotional activities, and range extensions.
Follow up morning meeting in all trade channels to give instructions to supervisors considering the market and the overall performance of the company.
Reviews daily reports including sales by package/ channel/ SKU, credit limits utilization and profitability figures and discusses action plans with the territory Development Supervisors to address any issues.
Follow up rejections in (Whole sale and grocery).
Make sure that all SALES staff in the market by 10:30 am to start daily activities.
Follow up sales generated versus target sales for the unit as a whole and for every trade channel.
Coordinate with supervisors to make sure that all basics of selling are applied.
Follow up the performance of supervisors.
Evaluate product status in the market versus competitor's products and activities.
Degree: Bachelor of Business Administration. Major: Marketing.