Sales Director
Confidential
Total des années d'expérience :25 years, 9 Mois
• Lead development of 5 Year Strategic Plan and achieving company profitability.
• Lead annual business plan development. Play important roles, marketing leads the process.
• Driving sales efforts involving effective, promotional activities, product, and awareness with high potential customers for growth and profitability.
• Conducting detailed market study to analyse the latest market trends and tracking competitor, activities; and providing valuable inputs
• Responsible for building Channels Strategies in, line with Category Strategies and Company, Objectives
• Develop Channels/ Customers’ plans focusing on, target Shoppers and identified opportunities.
• Responsible for channel growth target and agree, Operational Plan target by channel.
• Manage Channels & Customers Profitability, effectively and work on improving Company and Customers Profitability.
• Increasing company turnover by +%18.
• Building new sales team with better understanding to the market.
• Increasing market coverage, reaching more point of sales, sale efficiency.
• Exceeding monthly and annual targets .
• Reducing liabilities, changing cash van strategy to divide into two 2 team cash van.
• Increasing efficiency delivery time, waste control, inventory control.
• Managing a team of +500 employees, including, Channels Heads, RSMs, supervisors, team leaders, Merchandizers drivers and workers.
• Increasing Market share by +12%.
• Monitoring and controlling all financial work, accounting procedures, financial forecasting.
• Reduction operation costs and exceeding economic of scale and scope.
• Overseeing competitors’ activities, evaluating their sales performance and marketing strategies.
• SWAT Analysis of company activities in comparison with main competitors.
Driving sales efforts involving effective promotional activities, product, and awareness with high potential customers for growth and profitability.
Conducting detailed market study to analyze the latest market trends and tracking competitor activities; and providing valuable inputs for fine, tuning the selling and the marketing strategies.
Driving sales efforts involving effective promotional activities, product, and awareness with high potential customers for growth and profitability.
Conducting detailed market study to analyze the latest market trends and tracking competitor activities; and providing valuable inputs for fine, tuning the selling and the marketing strategies.
•Lead the development & execution of a designated channel of the business - MT
•Lead & inspires a team of National Account Managers.
•Coach the team to enhance their performance / ability and improve skills on gap analysis, analytical work to ensure achievement of targets.
•Develop & implements (through the field team) national account promotional activity that drives rate of sale and improves retention.
•Manage identification & execution of incremental point of purchase (POP) plan within existing outlets.
•Lead new business engagement which drives new distribution within the channel.
•Work collaboratively with the Licensing team.
•Constantly reviews the MT channel to identify key areas of growth and opportunities for improvement. Identifies areas of risk to business.
•Developing ACP & strategies to deliver to the plan.
•Create an annual channel plan (ACP) by identifying the appropriate volume, distribution, visibility & POP opportunities and strategies to maximise growth & achievement of AOP.
•Update ACP quarterly reflecting any variance to AOP. Develop plans to close gaps in ACP or maximise growth.
•Develop best in class understanding of customer / channel including the ability to articulate business unit MT customers’ own commercial goals and KPIs. Understand the value that business contributes to these goals.
•Visibility - maximizing brand visibility within brand guardrails.
•Promotional Activity - executing brand & national account activity to drive rate of sale.
•Range - securing incremental POP within existing custome ledger.
•New Business - securing incremental new business that also drives business brand equity.
•Analyses sales trends and contributes to monthly sales forecast.
•Shares best practices and regularly evaluates own performance and development areas with head of Business.
•Lead Modern Trade team contribution in local com
Mentoring& Following up Sales forecast on daily basis to ensure achieving across all brand in different. Channels Modern Trade as well as Tradition Trade , Promotion’s Calendar for speed retroaction against Competitors, Promotion tracing & evaluation by diverse customers to keep in CO ‘s records, CATMAN, market Share Monograph by brand, EVA, ROI & PR by customers for LTA to measure total spending VS customers’ Returnee. Market studies e.g. Rebate (%) / absolute $ - shopper high sensitive price or ironically ,
Promotions heresiarch, Impulsive yearly juggle plans based on business cognitive, Sales& Marketing Origination opportunities, managing trade spend and rebate accounts
LTA negation for MT customers as well as TT customers, business review for key customers MT&TT as well as Team building; Train &coaching, SMART objectives and managing KPI’s;Visbility, availability, pricing, Stability … Depot’s, managing, cost controlling, Forecast& Production plan by brand to all channel.
Price maintenance on MT &TT, promotion plan to be MATCHING, adequate& competent on different channel
Track record of NEW SKU’s LAUNCHING , Training SEESTION for Merchandisers team, Sales team and Depot’s to ensure 4p’s, Daily, weekly, monthly & quarterly reports; BDA, compliance, W/M consumption,
Price monitoring., competitive activities, POS plan by customers for each brand, YTD Customers target by SKU’s, . Customers &Category analysis for SS& Market share with SKU’s dimensions,
WEKA ..Wining every Key Account, customers guide manual per each KAC, P&L by channel. endless
Reporting to National sales,
Manage key accounts sales team (2Areas Sales manager +9 key accounts sales spv+ 20 Sales Reps +40Merchandisers)
Ensure best service for customers in time (product availability, promotional activities, business review)
Regular business review with customers and focus on promotions up sales results
Implement and manage business agreements with key accounts
Execution of national promotions with key accounts
Report marketing activities held by competitors
Sales analysis by area/ customer/ outlet/ SKU
Motivating, building effective team, developing subordinates
Reporting to National Modern Trade Manager
Manage key accounts sales team (5Key Accounts Spv + 10 Account executive + 22Merchandisers)
Ensure best service for customers in time (product availability, promotional activities, business review)
Regular business review with customers and focus on promotions up sales results
Implement and manage business agreements with key accounts
Execution of national promotions with key accounts
Report marketing activities held by competitors
Sales analysis by area/ customer/ outlet/ SKU
Motivating, building effective team, developing subordinates, coaching,
Reporting to Regional Modern Trade Manager
Manage key accounts sales team (2 Key Accounts Sales Spv + 14 Sales Reps + 20 Merchandisers)
Ensure best service for customers in time (product availability, promotional activities, business review)
Regular business review with customers and focus on promotions up sales results
Implement and manage business agreements with key accounts
Execution of national promotions with key accounts
Report marketing activities held by competitors
Sales analysis by area/ customer/ outlet/ SKU
Motivating, building effective team, developing subordinates
Manage 9 Sales Reps
Manage10 Merchandisers
Ensure best service for customers in time (product range, delivery, merchandising, collection, Visabilty&Avilapilty and Excecution)
Follow up collections
Market activity reports
Covering all wholesale customers in the area
Increase number of SKUs in each outlet
Merchandise all products as Plan-o-gram
Covering all retail customers in the area
Increase number of SKUs in each outlet
Merchandise all products as Plan-o-gram
• Building Customers Insight LOGIC Rabea Tea • Negotiations with Key Account Buyers LOGIC Rabea Tea • Coaching and Supervision LOGIC Rabea Tea • Basic Selling Skills LOGIC Rabea Tea • Key Accounts Management LOGIC Rabea Tea • Training New Representative Employee EU Co-op Juhayna • Negotiation Skills AUC Individual • Managerial Skills AUC Individual
Diploma in marketing 2000-2002 From Cairo university