Regional Sales & Marketing Director
NewellBrands
Total des années d'expérience :23 years, 8 Mois
• Manage Sales and Marketing of high value FMCG brands in the Middle-East (UAE, KSA…), Asia (PK...) and Africa (SA, Egypt…).
• Set up annual budgets in agreement with the production teams at different factories and the breakdown per brand per market, roll-out of the brand’s strategies, GTM, NPDs and developments.
• Select, drive and review distributors in order to develop the brands in different countries, channels (Retail, WS, B2C, B2B, E-Com…).
• Put in place yearly sales targets and different plans: pricing, marketing, promotions, incentives, Rebates, KPIs … per brand/market.
• Make sure that the distributors are using the right strategies, resources, brand guidelines…and hitting the expected targets.
• Lead local and remote Teams (Marketing, Sales, Merchandising…), execution of retail strategies, trainings…, kits deployment: POS displays, visuals, assets… and make sure they’re applied in the different markets in order to provide the best customer experience.
• Set up weekly forecast meetings with the customers and different factories & monthly reviews in order to follow up the achieved results Vs targets and launch new action plans.
• Follow the P&L of the brands and the performance of multiple accounts, teams, KPIs (IMS, MOS, Net Sales, GM, SGA, ROIs…).
• Making sure to constantly hit and overachieve the MBO targets of the teams, region and company.
Manage sales, marketing and distribution of Samsung products and solutions in the MENA region.
Set the yearly sales & marketing strategies in line with the company’s targets and guidelines and validate it with the CEO.
Prospect and select the distributors and vendors in the different territories and discuss their annual targets and developments,
business and marketing plans, operations, incentives, back margins, marketing investments, promotions, recruitments
Lead the managers in setting directions: channel strategies, pricing structures, margins, GTM, brand activations, road shows.
Manage a team of sales, product & marketing managers, support and oversee their SMART MBOs, motivation and developments.
Make sure that the compliance guidelines are adhered to and respected in all the day to day activities.
Evaluate the needed resources: HR, budgets, partners… and improve the operational processes, investments, synergies…
Consolidate the 3 months sliding forecast window with the customers and relay it to the factories while following up its accuracy on order execution and put action plans to fix its issues.
Oversee the sale’s performance (sell-in, sell-out, PSI...) of the main distributors and channels (B2B, Modern trade, Telecom
Operators, Traditional, Proper, E-commerce…), bids proposals (RFIs, RFPs…) and lead the actions with the main players.
Manage the P&L of the business and performance of the logistical, operational & financial KPIs, HR scorecards …
Achieved unmatched performance in the history of the company: number one in sales in 2013 (IDC).
• Co-founded this company that is active in FMCG production, distribution & services in Saudi Arabia.
• Built a business plan that evaluated all the milestones, investments, returns, risks …
• Completed the registration processes, company setup and set its office, show room, warehouse…
• Managed, negotiated and partnered with different vendors, suppliers, partners, distributors & resellers in many areas.
• Hired and organized the HR forces and the setup of the different teams, processes, procedures...
• Set the different organizations per channel: Sales, Marketing, Services, After-sales, E-Commerce, admin...
• Negotiated and closed the annual strategic plans: business plans, marketing programs, target KPIs & ROIs, CAPEX & OPEX, cost controls and the launch of new products, services and programs…
• Completed the acquisition of a company that expanded the scope and reach of Tajtec portfolio & services.
• Spearheaded, coached and motivated the sales, marketing, admin organizations and the support teams…
• Followed up the sales forecast accuracy and achievement scores of the sales and marketing plans, promotions, correction plans…
• Monitored the monthly sales, bids proposals (RFI, RFP) and annual financial reports (P&L, CFS, BS).
• Managed Sales, Marketing and distribution of the company's Lifestyle business in Morocco and its exports regions (in Europe and Africa).
• Set the products, sales and marketing strategies and budgets, yearly pricing, branding and distribution’s plans with the President.
• Managed the relationship terms and conditions with the group internal factories (Richbond’s) and other external suppliers.
• Hired and managed a team of sales, channel, account, marketing, product, merchandising, export and payment collection managers.
• Orchestrated the “GTM” plans of the new products, launches and activations and followed up the field response and recommendation.
• Consolidated and share the field and opportunity intelligence with the product’s and designer’s teams.
• Followed up the evolution of the sales forecast and the sales, marketing, logistical and payment KPIs.
• Tracked the sales results in the different channels (Modern, Traditional, proprietary stores, Franchises, B2B, Export, E-Commerce…)
• Managed the P&L of the company, budgets, projects execution and presented the results to the president.
• Lead the pre-sales and delivery of HP consulting services.
• Built and managed high value critical accounts in the Middle-East and Africa that had a Total annual turnover of more than $7m in IT infrastructure projects (Datacenter, computing, storage, networking...) and turnkey solutions (ERPs, CRM, Billing, BI…) and $2m in direct services (audits, delivery, support, training...).
• Drove the marketing & presales of OSS/BSS solutions to the main companies in Telecoms, Banking, O&G, Airlines, mining…
• Kept the highest standards on technical support and SLAs and won the “Best mission-critical 24/7 services company in the MEA” for many years!
• Lead and animated a network of Partners and VARs that generated deal flows from remote territories.
• Developed the expansion of the company and the creation of regional offices in 3 countries.
• Improved the company’s share of wallet in these accounts by more than 30% YoY on average.
• Managed the Sales & Delivery teams (Local and remote Pre-sales, Engineers & Project Managers).
• Engaged with the customers at the upstream level and advised them in their bids (RFIs & RFPs).
• Coordinated the proposition & delivery plans with the companies’ CXOs and Senior Executives.
• Lead the development of customer care programs that improved many operational KPIs .
- Managed and supported the operation’s Service Level Agreement.
- Trained other engineers in new products and processes.
One of the TOP 10 MBAs worldwide.