Commercial Manager
Beiersdorf
Total des années d'expérience :17 years, 8 Mois
Head of Modern Trade Channel in Central & Eastern regions in KSA for Beiersdorf brands such as Nivea, Labello, 8x4, Nivea Sun, Nivea For Men, Hansaplast
-Handling Modern Trade Channel in central & Eastern Region with customers such as Othaim, Lulu, C4, Tamimi Farm as Head Office & customers such as Panda & Danube as Operational supervision
-Managing a team of key account managers whom each manage a team of key account executives / sales representative in each region
-Managing a full yearly budget for modern trade customers whilst keeping a monthly tracking for committed /planned budget versus actuals from the trade
-Ensuring all operations are compliant with Beiersdorf conduct & policies
-Close contact with distributor (Naghi) for maintaining & optimizing all sales transactions i.e delivery tracking process, return process …
-Negotiating BDA contracts with top key account customers & initiate Joint Business Planning module for long term period to have higher ROI
-Highlighting any risks & suggested steps to the region for issues in the trade
-Focus on company’s priorities throughout planning & operation
Enhance coverage through man power recruiting & new territory expansions
Modern Trade East Region in KSA
Handling Modern Trade customers in the East Region for P&G joint venture - Ismail Abudawood Trading Company for P&G & Clorox portfolio.
Roles:
* Team Leader: Managing a team of seven individuals allocated to handle Modern Trade retailers.
* Sales: accountable for acquiring the volume for all modern trade customers in the eastern region. Customers such as Farm, Tamimi, Consumer Oasis...
* Budget Control: in charge of splitting featuring, promotion & point of selling material budgets across Modern Trade customers. In addition, a full review for implementation takes place to verify if the activities took place
Sales Function)
Handling an upper trade customer: Danube account in P&G's joint venture- Ismail Abudawood Trading Company for all P&G portfolio along with other principals (Pringles, Purina & Tilda) abroad KSA
Roles :
* Sales :
- negotiating with the buyer for purchase orders, promotions & leaflet featuring
- making orders to the central warehouse along with some Direct Store Deliveries for food items
- providing safety stock in the customers warehouse to prevent out of stock in the store level
- following up with the in-store IATCO team regarding the transfers from the central warehouse to the stores
- locking deals with the customer for displays & point of selling materials in the store for multiple brands monthly
- Implementing P&G fundamentals & guidelines whilst implementing all the above
* Contracts :
- Negotiating & signing yearly contract with the customer
- making sure of its implementation on the store level
* Finance :
- Yearly financial reconciliation with the customer for all Danube IATCO's activities
- tracking sheet for all financial activities to compare the provided budget from P&G VS. committed budgets with the customer
All that take place whilst maintaining a mentality to grow the partner which is the customer to increase the amount of sales along with improving/ speeding the cycle of delivering the product to the end shopper on the shelf,
Managing initiatives, Marketing principles & marketing strategies on multiple brands. Managing trade channel customer & corporate events on entire P&G brand portfolio in Saudi Arabia
Roles:
•Managing with a multifunctional teams : logistics, production agencies, creative agencies, CBD teams (sales & trade services), individual MS&P and Shopper Marketing managers(AP&P) & retailers
•Developing marketing strategies that are customer specific whilst staying in line with P&G rules and guidelines in order to maximize marketing & sales potential at any event and create a win-win situations for both teams
•Managing all of the above whilst taking into consideration strict budgets, short timeline & deadlines, and taking into account targets & objectives as a result of market investments
•Plan and launch company initiatives on various brands within the category
•Monitor and report competitive activity to management and marketing team
and distributor of other world leading brands) -Key