Key Accounts Manager
binzagr company
Total des années d'expérience :14 years, 5 Mois
Managing the Modern trade operations in bahrain,
14 years versatile experience from ksa, oman and present bahrain with all most all covered categories in the business. Experience in handling top tier customers nationally like Carrefour, lulu Etc
• Responsible for Muscat Customer Development in Modern Trade Customers (Carrefour, the Sultan center, Local Hyper & Super Markets & Outstation Region Markets.
• Contributing 47 % to the Oman Targets.
• Responsible for Entire IFFCO Dry & Frozen Category ( Rahma Olive oil, Sunny oil, Noor Oil, Tiffany break, Confectionary, Culinary .London Dairy, Igloo )
• Managing the sales team for Sales & Execution for Service Accounts like Lulu, Al Meera, Mars, Spar, Spinney’s, and Ramez.
• Managing a team of 15 merchandisers, 5 Pre-seller & 1 Merchandising supervisors.
• Reporting to the modern Trade Head Oman.
• Responsible for Bda & Trade Marketing Customer Central Signoffs & Customer Marketing Calendar signoffs.
• Consumer Promotion National Activation.
• Tracking NPD & Osa as well as sales Daily report by eco ( Effective Customer Outlet )
• Alignment & business Follow Ups with Outstations Branch Officers.
• Responsible for Customer Development of Modern Trade Supermarkets central region.
• Contributing 44% to the regional targets of Supermarkets in the entire KSA.
• Managing a Team of 5 Merchandisers, 1 Merchandizing Supervisor and 1 Sales Supervisor for MTSM.
• Reporting to the National Key Accounts Manager & Unilever Kam
• Covering 4 Major MTSM customers of Riyadh Region.
• Preparing the monthly sell in central region allocation plan for Riyadh & Outstations
• BDA and Customer Marketing Negotiations plus sign offs.
• Stocks and Promotion forecasting.
• In store Activation for NPD and HPC category.
• Preparing weekly & Monthly sales plan for retails customers
• Weekly regular Order & Promotion order deliveries with store Stocks replenishment.
• Getting Budget Allocation from Budget Owner for special Promotional Event & Customer requisition.
• Target vs. Budget handling.
• Executing Trade Promotion sales in plan and various Promotions to the retailer.
• Perfect Store Execution & achieving the yearly compliance.
• Making sure of market execution standards implementation vs BDA.
• Sales plan for Hindustan Unilever Export Sku into the Asian Oriented Customers.
• Alignment with unilever counterparts and Kam over the daily sales and in store Activities.
• Planned to grow MTSM (Modern Trade Super Markets) by 10 % vs. last year.
• Responsible for Sales Management & Execution for entire Unilever portfolio i.e. around 900 sku regular & 500 promotion sku.
• Experienced in handling Retail customer i.e. local hyper markets & international chain like lulu & c-class conveniences store (C Class outlets )
• Handling 35% of Our Team monthly Operational Target.
• Quarterly BDA customer growth reviewing.
• Alignment for customer rebates achievement with the customer.
• Developed comprehensive account plan for designated key accounts that included account set up and on-going customer support and training on data, software, and custom solutions resulting in the discovery of major up-sell opportunities
• Ensuring Sales Activity & Promotions (SAP) update is followed and monthly promotions of accounts are listed accordingly.
• Increased revenue retention by enhancing and aggressively pursuing integrated customer relationships resulting in decreased customer cancellation requests.
• Negotiating annual contracts with customers and following non-compliance monitor.
• Ensuring monthly Store Check list is done on time for the Hypermarkets & Supermarkets and handed over to the respective National Key Account Manager
• Well versed in SAP ERP- Sales & Marketing Module.
• Ensuring no discrepancies in Share of Shelf (S.O.S) following the given Plano grams and the target percentage match the actual.
• Making sure 6p’s are implemented in every customer retails stores.
• Listings of new variants & brands and also their listing on Flyers for promotions.
• Identified and pursued new sales opportunities as well as current customer up-sell potential resulting in significant new and add-on business for region.
• Currently working on Perfect Store Execution Delivered the target percentage for last year perfect store. i.e. 60 % compliance
• Covering 3 customer sales head office & managing c class customer’s i.e. DSD orders via pre sales man.
• Handling a team of 10 merchandisers for markets related to execution ….
• New NPD activation & customer event implementation
• Analysis on Weekly Stock movement report from warehouse to the retails stores.
• Handled Modern Trade Customer Supermarkets Riyadh Region
• Preparing customer sales plan and finalizing yearly development agreements
• Sales target achievement
• Follow up on operation (deliveries, stock shipments and receiving)
• Stock forecasting in alignment with sales plan
• Executing promotions, activation, & displays
• Manage listings and price changes
• Maintaining KPI’s for Availability, visibility and pangrams
• Ensuring implementation perfect store model
• Managing merchandising team.
Graduated in Arts.