Regional Sales Manager
FIRST INTERNATIONAL FOOD COMPANY
Total des années d'expérience :12 years, 9 Mois
● Administrated sales (local & export) as well as distribution & marketing of KDD (Juices, tomato paste, thick cream & Ice Cream), Taj Al Mazzaq (Rice) Brand Peeled Tomato & Tomato Paste Brands.
● Managed sales and distribution for the brand across Modern trade, General trade, Wholesale, & HORECA Channels as well as export sales.
● Performed Annual Sales budget and monthly sales forecasting and competitive analysis to determine accurate performance levels & need for growth into current and additional vertical markets and products category.
● Managed accounts and exceeded targets relating to revenue growth, profit margin, mix of products and services sales customers retention and acquisition to ensure maximum satisfaction levels.
● Planning and execution of theme based periodic promotional activities, negotiation on prices, costs. Delivery specifications with buyers and category managers.
● Provide in depth analysis of markets, industry trends, competitors and clients to improve strategic planning and decision making.
● Proven competency in implementing promotion events and strategies including ATL & BTL promotional activates and event management.
● Facilitated route planning /route for general trade and modern trade while ensuring maximum utilization of manpower and resources towards maximizing sales opportunity.
● Maintained terms and Trades /Business agreement with modern trade chain like Lulu Hypermarkets, Panda, Danube Carrefour, Al Othaim, Farm Stores, Universal cold storage and Nesto etc.
● Played a pivotal role in developing distributor networks; negotiated with catering and institutional Customers like Nesma Catering, Tamimi Catering, NCMS Catering, Amwaz catering, Teyseer catering, Casta Pasta, Saudi Airlines Mowsath Hospital, Military Camps and Biscuits and al Bark etc.
● Facilitating long term Business negotiation with MNC, B2B Clients and tenders; developing Products as well formulating ling term business strategies to maximize profit.
● Regular monitoring of Bills Receivable from All Channels & clearing Claims in Time.
● Monitored the performance of the team by establishing a system of reports and communication including sales reports, cyclical sales meeting to achieve Sales target and organizational goals.
● Establishing recruiting requirements by studying organization plans and objective; interfaced with assistance sales supervisors and Managers to discuss needs.
Significant Accomplishments:
● Extended supports in managing all potential sales opportunity including distribution strategies, reseller agreement and products segment.
● Developed business unit products strategy for high end products which resulted in increased profitability
● Managed sales and marketing strategy development products planning., profit and revenue targets.
● Achieved a total territory growth of 100% over last year sales volume.
● Increased the territory sales by (SR 95 Million to SR 135Million)
● Established a standardized sales control system based on market potentials
● Administrated sales (local & export) as well as distribution & marketing of KDD (Juices, tomato paste, thick cream & Ice Cream), Taj Al Mazzaq (Rice) Brand Peeled Tomato & Tomato Paste Brands.
● Managed sales and distribution for the brand across Modern trade, General trade, Wholesale, & HORECA Channels as well as export sales.
● Performed Annual Sales budget and monthly sales forecasting and competitive analysis to determine accurate performance levels & need for growth into current and additional vertical markets and products category.
● Managed accounts and exceeded targets relating to revenue growth, profit margin, mix of products and services sales customers retention and acquisition to ensure maximum satisfaction levels.
● Planning and execution of theme based periodic promotional activities, negotiation on prices, costs. Delivery specifications with buyers and category managers.
● Provide in depth analysis of markets, industry trends, competitors and clients to improve strategic planning and decision making.
● Proven competency in implementing promotion events and strategies including ATL & BTL promotional activates and event management.
● Facilitated route planning /route for general trade and modern trade while ensuring maximum utilization of manpower and resources towards maximizing sales opportunity.
● Maintained terms and Trades /Business agreement with modern trade chain like Lulu Hypermarkets, Panda, Danube Carrefour, Al Othaim, Farm Stores, Universal cold storage and Nesto etc.
● Played a pivotal role in developing distributor networks; negotiated with catering and institutional Customers like Nesma Catering, Tamimi Catering, NCMS Catering, Amwaz catering, Teyseer catering, Casta Pasta, Saudi Airlines Mowsath Hospital, Military Camps and Biscuits and al Bark etc.
● Facilitating long term Business negotiation with MNC, B2B Clients and tenders; developing Products as well formulating ling term business strategies to maximize profit.
● Regular monitoring of Bills Receivable from All Channels & clearing Claims in Time.
● Monitored the performance of the team by establishing a system of reports and communication including sales reports, cyclical sales meeting to achieve Sales target and organizational goals.
● Establishing recruiting requirements by studying organization plans and objective; interfaced with assistance sales supervisors and Managers to discuss needs.
Significant Accomplishments:
● Extended supports in managing all potential sales opportunity including distribution strategies, reseller agreement and products segment.
● Developed business unit products strategy for high end products which resulted in increased profitability
● Managed sales and marketing strategy development products planning., profit and revenue targets.
● Achieved a total territory growth of 100% over last year sales volume.
● Increased the territory sales by (SR 95 Million to SR 135Million)
● Established a standardized sales control system based on market potentials
Modern Trade /General Trade
Wholesales, Catering and Institutional Business)
● Managing a group of 4 Field Sales Supervisors, and 18 Van Salesmen in Eastern and North Region
● Developing business of Food & Non Products, like Detergents, Flour, Frozen & Ice Cream in KSA Market by implementing strategies to penetrate the existing customer base and expanding the coverage of Retail Distribution Channel
● Develop sales plans, strategies, objectives, measurements, policies and work procedures in alignment with company objectives related to expanding the sales volumes, visibility, customer and profitability.
● Develop and execute plans and strategies for business development by, growing the customer base and with the existing customers and execute plans for distribution expansion
● Develop the annual sales budget and establish individual sales goals of sales staff for their respective region.
● Developed and implemented an integrated range of brand marketing concepts, and sales strategies consistent with projected growth rates
● Manage operating & sales budgets, and regularly monitored performance to budget parameters allocated targets and territories to sales force. Spearheaded marketing initiatives and promotions to create sales openings
● Defined and developed sales objectives and goals based on research and competitor assessment, compiled annual budget for sales and implemented pricing and margin management control
● Plan and execute training and development plans for new and existing staff.
● Participate in planning and execution of Company’s marketing and promotional strategy.
Develop and communicate the annual business plan which includes volume, new market penetration, asset distribution, and manpower, spend, trade activity implementation
Channel Sales Management:
● Regular monitoring of Bills Receivable from Key and Modern Trade Account & clearing Claims in Time.
● Restructuring Routes or Beats to maximize sales & coverage with low cost.
● Monitoring the day-to-day operations of the assigned territory or profit center. Planning and allocating POPs to distributors.
● Segregated the entire Saudi Arabia market in to Four Channels. Modern Trade, Organized Trade OR Traditional Trade, (I-e Down Market), Catering Accounts and HORECA to have micro level focus and coverage in terms of market penetration.
● Maintaining the daily MIS and accordingly preparing the schemes to enhance the sales of our company based on the market and competitors offers, recommending the company to appoint new distributors based on the volume per outlet.
Job Achievement:
● Listing Of new Products in Carrefour, Lulu, Nesto, Danube, Farm & Panda Hypermarkets etc.
● Developed Eastern & Northern region by Distribution drive and gave a growth over 60% over last year. This showed a rise in numeric and weighted distribution in Saudi Arabia region.
A SUBSIDIARY OF Z Z (A SUBSIDIARY OF ZAD HOLDING COMPANY S.A.Q)
Focus Areas:
▪ Sales and Distribution Management and Market Analyses.
▪ Strategic Annual Business Plan and Forecasting
▪ System Alignment and Budget control.
▪ Developmental Projects and new product development
▪ Team building, motivating and people management
▪ Competition tracking, Negotiation and Client Relationship Management
▪ MIS daily, weekly and monthly
▪ Pricing, Product Placement, Promotion and Visibilities
▪ Sales Support Functionalities like Samplings, Branding, Other Promotional Activities
KEY PURPOSE:
To manage all sales and marketing activities; identify new markets, achieve sales and growth targets, supervise, develop and effective sales force, increase product awareness and ensure customer satisfaction. Analyze competitor activities and suggest business strategies for the growth of existing and new business with the objective of achieving greater market share and profitability
Business Development:
Analyzing & identifying markets with low share & volumes, designing a focused sales promotion activity to achieve increased growth & profitability. Building Brand in the marketplace by creating visibility at right display point. Working the market along with Supervisors and Sales Executives and giving the feedback and showing them the opportunities available in the market.
Channel Sales Management:
Appointing, motivating and ensuring stability of business partners to expand product reach in the market & mentoring sales team for effective functioning. Regular monitoring of Bills Receivable from Key and Modern Trade Account & clearing Claims in Time.
▪ Restructuring Routes or Beats to maximize sales & coverage with low cost. Monitoring the day-to-day operations of the assigned territory or profit center. Planning and allocating POPs to distributors.
▪ Segregated the entire Saudi Arabia market in to 4 CHANNELS. Modern Trade, Organized Trade OR Traditional Trade, (I-e Down Market), Catering Accounts and HORECA to have micro level focus and coverage in terms of market penetration.
▪ Maintaining the daily MIS and accordingly preparing the schemes to enhance the sales of our company based on the market and competitors offers, recommending the company to appoint new distributors based on the volume per outlet.
Team Management:
● Leading & monitoring the performance of team members to ensure efficiency & meeting of individual & group targets.
● Identifying & implementing strategies for building team effectiveness by promoting a spirit of cooperation between team members.
● Address people concerns, identify areas for training and development, provide opportunities for learning and growth and create a high-performance work culture.
Job Achievement:
▪ Achieved a total territory growth of 100% over last year sales volume.
▪ Increased the territory sales by (SR 1.2 Million to SR 2.5 Million)
▪ Established a standardized sales control system based on market potentials
Job Role and Responsibility:
•Reporting directly to Area Sales Manager
•Primary and secondary sales
•Handled 26 stockiest (Distributors )
•Setting targets to zone stockiest and sales representatives
•Navigating sales team comprise 7 Sales representatives.
•Planning, Motivating & Team management.
•Budget planning, Designing and conducting local sales promotions every quarter.
•New Distributors appointments.
•Manage commercial hygiene
•Implementing promotional strategies to achieve successful product launches and enhance brand visibility.
Job Achievements:
•Made No 2 zone (Bijapur) from 5th position in entire Karnataka.
•Handled market issues appointed new distributors.
•New initiative Chemist stockiest activation brought in system
•Started village sales coverage by appointing a separate stockiest
•Achieved planned Targets
•Registered 46% consistent growth year after year
Area: North Karnataka (Hubli, Dharward, Haveri, Gadag & Bijapur)
Areas Handling : Bijapur & upcountry
Product line : WLL Services & mobile connections
Working period :
Marketing Projects