Territory Development Supervisor
Oman Refreshment Company
Total years of experience :8 years, 10 Months
Key Deliverables: Directing the execution of business plans, policies, and SOPs, strategizing and planning the allocation of resources for a diverse portfolio of brands including Pepsi, Mountain Dew, 7 Up, Mirinda, Shani, and Aquafina to maximize sales and market coverage. Managing a sales team consisting of 4 Sales Executives and 4 Merchandisers, ensuring their alignment with set targets and objectives, and providing leadership and guidance for optimum performance.
Developing and executing Customer Development Agreements (CDA), focusing on effective negotiation strategies with clients to optimize terms and conditions. Implementing strategies to enhance in-store execution, strategically placing products to increase access points and drive impulse buying, resulting in improved sales performance.
Collaborating with cross-functional teams, including Logistics and Finance, to facilitate internal communication & ensure seamless execution of customer development initiatives.
Directing the formulation and implementation of effective sales strategies aimed at surpassing established targets, involving the analysis of market trends and competitor activities for identifying growth opportunities. Analyzing market trends, competitor activities, and customer needs within the territory to identify opportunities for growth.
Leading team meetings, conducting performance evaluations, and setting clear performance goals, fostering a culture of accountability and achievement within the sales team. Cultivating robust relationships with key clients and accounts, addressing their concerns promptly to maintain high levels of customer satisfaction, while incorporating valuable customer feedback into sales strategies.
Proficiently utilizing sales technology and Customer Relationship Management (CRM) software, ensuring accurate and real-time recordkeeping of sales activities, facilitating informed decision-making and efficient sales operations.
Leading a substantial customer portfolio comprising more than 300 clients, including key accounts, mini markets, TT, cafeterias, and restaurants, effectively managing diverse customer relationships. Notable Achievements:
Achieved remarkable success with over 10% overall growth for Carbonated Soft Drinks (CSD) and an outstanding 42% growth for Juice compared to the previous year.
Spearheaded the successful launch of the Top Fruit Premium range and Mountain Dew diet, contributing significantly to the product portfolio and market expansion.
Engaged in preparing and negotiating Business Development Agreements with clients.
Led a sales team comprised of 6 Key Account Executives (KAE) and 18 Merchandisers.
Initiated processes of establishing a robust sales organization, identified shifts in market demands, and adapted strategies for market share expansion and revenue goal attainment.
Implemented National & Local Promotional business strategies, enhanced revenue generation & profitability in challenging market scenarios for major accounts like Lulu, Carrefour, and Nesto.
Led the development and implementation of strategic Sales, Distribution, and Marketing plans with a focus on Cost-to-Sales Ratios, led successful new product launches, vendor relationships, and Go-to-Market strategies.
Formulated Joint Business Plans for Key Accounts, negotiating terms and ensuring product visibility, while training and motivating Key Account Executives and merchandisers for successful execution.
Proactively addressed customer issues, drove performance improvements, and managed monthly objectives.
Conducted regular sales reviews and prioritized financial reconciliation, contributing to substantial revenue and profit growth in Oman.