Sales Manager

MOHAMMAD HAMMOUD

DIRECTOR, SALES & OPERATIONS (FMCG - CIT - OF)

Riyadh, Saudi Arabia 009**-***-****** **********@*****.***

sa.linkedin.com/in/mohammadhammoud1

Summary

Accomplished senior marketing/sales & operations Leader with over 20 Years of experience in Saudi market, proven track record, and having the following leadership strengths:

Distinguished leadership profile building top-performing organisations igniting performance, translating strategy into precise execution plans. Adept at creating a vision, plotting strategic roadmap, and translating strategy into precise execution plans, articulating clear messaging to deliver results quickly despite adverse market trends and economic climates.

Executive leader managing sales, marketing, planning, and business development with additional experience in logistics, distribution and supply chain functions. Direct P&L responsibility with a proven record for exceeding plans for revenue, profit and share growth while managing operating expenses

Work History

Oct 2013 -

Present

CIT Operations Director

Cash Transportation Services (CIT), KSA

360 Accountability for annual operational planning, staing, financial relationships development, resources, day-to-day ATM & CIT operations and P&L performance Managing all aspects of CIT Operations, Solutions, & Security of the Cash Services business in Saudi Arabia (over 200M SAR, 250 CIT/ATM Routes)

Assured eective customer service and relations through timely delivery of high quality ATM replenishment & CIT services.

Made frequent hiring and staing decisions within Company's operations department which has impacted overall business results Directed and controlled the work and resources of the CIT operations. Ensure maintenance of high level of security, control and performance standards adhering to SOPs, policies and guidelines prescribed by the company.

Promoted and maintained a secure and safe working environment within the CIT Operations in line with company policy - Control and maintain over 250 cash vehicle fleet and equipment to ensure compliance with government legislations and regulations.

Lead continual inter-departmental communications to enhance organization effectiveness in dealing with critical issues Feb 2011 -

Jun 2013

GM, Sales & Marketing

Ali Reza Group, KSA

Direct and oversee company’s sales, marketing, and promotional campaigns (over 300M SAR, 200 Sales Routes)

Developed and managed sales & marketing budget, optimised the use of funds and generated an incremental return on investment Periodically reviewed of Volume/performance with strategic customers, given feedback on the achievement of volume targets set in the contracts and discussed collaborative solutions to achieve growth Lead approval and critique of promotional programs with the objective of improving effectiveness and efficiency in trade spending and brand Skills

Sales Capability Leadership

GTM Sales & Promotions

Management

M-Million P&L Management

Multi-Channel Distribution

Management

IT Sales Transformation

Projects Management

Profitable Contract

Negotiation

Strategic Organisational &

Market Planning

KPIs,Rewards, & Recognition

Development

Annual Budgeting & Revenue

Growth Mapping

Brands & Channels

Brands:

Pepsi/7UP/Mir/M.Dew - Aquafina Water

- Bario Beer - Gatorade - Lipton Ice-Tea

- Tropicana

Delta Water - Al Ain Water - Bambini

Baby Water

Steelcase Office Furniture Products

Channels :

Modern Trade & W/Sales Channels

Direct Distribution Channel

On-Premise Channel / HORECA

Convenience Outlets Channel

Banks & Associations

https://www.visualcv.com/mohammad-hammoud1

consumption development

Managed margins and profitability by bottled water product, by category and channel type

Monitored, analysed sales and market trends across all sales channels Targeted new customers and new sales opportunities and initiated action plan to approach and secure new business by channel Lead the sales & marketing teams to deliver annual set performance metrics and GTM (go-to-market) strategies & tactics execution in match with AOP objectives

Improved the efficiencies & productivities of multi-channel distribution which impacted on territory/regional % sales revenue growth (by 20%) Feb 2009 -

Dec 2010

Sales Logistics Manager

Pepsi Aljomaih Bottling, KSA

Institutionalised Best Practice Tools, Conventional Territory Planner: modern trade Road Net that delivers on Company’s Plan for effective resource utilization.

Re-engineered the pre-sell order-to-collect process by adopting flexible systems and processes that enabled ABP to best serve its customers in the changing business environment at the optimal cost to serve Supported the development of process guidelines and templates to assist implementation and adherence to processes

Built appropriate accountabilities for Fleet Utilization through system generated KPIs and measures to ensure Cost eective and Eicient Deliveries.

Developed "Dispatchers and Delivery Rep Capabilities" through Implementation and Sustaining of Systems and Procedures. Established a World Class Tel-Sell operation that delivers on ABP Customer Transformation Plan.

Lead a "Sales Routing Ops Unit" to provide Support to the Franchise DSD Channel using currently available UPS Systems (Territory Planner). Implemented Territory Planner & Road Net Systems to eectively improve on delivery Lead Time and efficiency/productivity. Jan 2007 -

Jan 2009

Key Accounts Manager (CSD - Tropicana Juices - Aquafina Water - Sports Drinks)

Pepsi Aljomaih Bottling, KSA

Negotiated agreements within (CDAs) company's budgets & strategies. Delivered against key business metrics annually including gross sales revenue (50M-75M SAR), share growth (92% Share Point) and 25% net margin

Eectively participated in all areas of business planning: forecasting, internal and external communication, reporting, financial accounting, administration and customer service

Developed call plans that warrants appropriate contacts are made on the agreed frequency

Increased Sales and Profitability of Assigned Customers by Channel Profitably grown portfolio of high volume/outlet chain Accounts Conducted quarterly internal presentations to ensure senior management alignment on plans and strategies

Activated local and national marketplace initiatives and promotions to build brand development and maximize brand performance Jan 2003 -

Dec 2006

Sales & Distribution Systems Manager

Pepsi Aljomaih Bottling, KSA

Trained & implemented handheld sales system across 22 sales centers in the Franchise covering Central, North, and South Regions. Built centralized data bank of detailed customer level information for all outlet universe within Franchise

Ensures that all sales transactions are electronically processed and posted Selected Top

Achievements

100% Successful implementation of

Sales & Distribution Automation

system across KSA (300 sales routes, 1.7B SAR turnover, & 22 Sales Centres)

- 2006 PepsiCo AlJomaih (MENA Award)

Won the biggest sales project 62M SAR

(Furnishing Hilton Makkah Hotel) - 1994

Aljeraisy Group

Led the market launch execution of

multi-packs "fridge It" including Pepsi

core Brands which has impacted sales

volume performance in MT channel by

20% - 2002 PepsiCo Aljomaih

Led price increases of top 100 key

residential & commercial contracts

which has positively impacted

contractual profitability by 15% - 2012

Alireza Group

Delivered the growth of market share of

86.4% in 2002 PepsiCo Aljomaih

Franchise

Attended Courses

Finance for non-finance managers,

GPi, Jeddah Jan 2010

Pepsico Contracts (CDAs)

Negotiation Skills, Jeddah 2007

Pepsico Strategic Key Accounts

Planning, Bahrain 2008

The 7-Habits of highly effective

people, Stephen Covey, Dubai

June 2004

Steelcase Product Training, MI USA

Dec 1997

Pepsico WEKA Workshop, Riyadh

Jan 2003

Steelcase International Sales, MI

USA Dec 1997

Steelcase Encompass Product

Training, Riyadh Jan 1994

Gung Ho! (developing and

improving organizational culture

and performance) Riyadh Sep 2006

IT Skills / Knowledge

Advanced User Of MS Package

MS Project Management

Proficient User Of MS Access

MS SQL Database Management

https://www.visualcv.com/mohammad-hammoud1

to both Finance (A/R) and Supply Chain.

Concluded an accurate net calculation by package from Franchise down to account level.

Fully automated “ Operations Cycles- S2C, P2P, HRMS ” across Franchise Apr 1998 -

Jan 2003

Franchise Merchandising Manager

Pepsi Aljomaih Bottling, KSA

Managed all merchandising in-store/trade activities insuring quality executions of annual Pepsi promotional programs and standards implemented & maintained in 300 modern trade outlets. Participated in setting account development plan in terms of promotional support, presence, problems solving, and push for sales volume targets. Measure performance of merchandising executions based on the Pepsi Int. Standards. Manage all point of sale materials.

Supervise, continuously, implementation of presence contractual terms. Managed and trained merchandising sta (70 merchandisers of SR 2 M Annual Cost)

Apr 1993 -

Dec 1997

Projects Sales Executive, Office & Hotel Furniture AlJeraisy Group, KSA

Secured & developed key potential office furniture projects (Size 5M - 60M SAR)

Managed key accounts (SAMBA Bank - Saudi Al-Hollandi Bank, Hilton Hotel/Makkah, Alrajhi Bank, PTT Jizan, PTT Najran, Aseer Imarah) with total 2M SAR monthly generated revenue

Participated in strategic and tactical planning related to marketing activities, pricing and organizational planning.

Insured that the achievement of annual sales revenue and implementation

/ execution of sales/marketing activities plus best in-class delivered service Developed business communications with suppliers and negotiated for better deal/contractual terms in Europe & USA

Developed business relationship with key consulting firms to secure/track projects.

Shortlist Sample of Completed Projects

(A) Oracle Order Management Implementation - Pepsi Aljomaih Bottling - Jan 2009 Drive & Sustain Operations delivery system to achieve the following KPIs:

- SKU fill Rate 95% - Order On Time Rate 95 %

- OTIF Rate 85 % - Shipment Accuracy 92 %

(B) UPS Routing System Implementation - Pepsi Aljomaih Bottling - Sep 2009 Institutionalised Routing Department, Maintained sanitized customer master file to perform quarterly Routing for Direct Sales Channel all Satellite Sales centers (22) delivering the following:

- Balanced & defined Boundaries of Routes - Daily sequential Call plan & Geo-coding

(C) Tel Sell / Pre-sell Transformation Implementation Re-Designed the Tell-Sell/Pre-sell Call center introducing a modified system in collaboration with business solutions team to improve efficiency, Tracking of order taking to deliver the following: - Call Success rate 95 % - Call Compliance Rate 95 %

(D) Sales Operations Handheld System & OLAP Implementation Developed cross-functionally sell-to-collect cycle including process, procedures, and policies Implemented the sales system across 22 sales enters in KSA, for 300 sales routes and built a strong reliable customer data base for better decision-making Design the standard sales reporting system and implemented successfully business intelligence

(BI) for score carding, dashboarding, and analysis suites BI OLAP (Analysis Suites ) -

Executive Sales & Operations

Scorecards & Dashboards

UPS System Routing & Planning

Awards

Holder of Guinness World Of Record

2001 - Biggest Football In The World

& Marketing Event

Pepsico Sales Outstanding

Performance 2002

MENA Pepsico Execution Excellence

2001

Pepsico Best Sales System

Implementation 2006

Alireza Group Certificate of Sales

Performance Achievement 2012

Ring Of honour 2002 - Outstanding

Sales Performance

PepsiCo Execution Excellence of

Sales Transformation Achievement

2010

Eduction

B.SC Mathematics, 3,88 GPA -1993

King Abdulaziz University, KSA

https://www.visualcv.com/mohammad-hammoud1

MOHAMMAD HAMMOUD

DIRECTOR, SALES & OPERATIONS (FMCG - CIT - OF) Riyadh, Saudi Arabia 009**-***-****** **********@*****.***

sa.linkedin.com/in/mohammadhammoud1

Summary:

Accomplished senior marketing/sales & operations Leader with over 20 Years of experience in Saudi market, proven track record, and having the following leadership strengths:

1.Distinguished leadership profile building top-performing organisations igniting performance, translating strategy into precise execution plans. 2.Adept at creating a vision, plotting strategic roadmap, and translating strategy into precise execution plans, articulating clear messaging to deliver results quickly despite adverse market trends and economic climates.

3.Executive leader managing sales, marketing, planning, and business development with additional experience in logistics, distribution and supply chain functions. 4.Direct P&L responsibility with a proven record for exceeding plans for revenue, profit and share growth while managing operating expenses Eduction

B.SC Mathematics, 3,88 GPA -1993 King Abdulaziz University, KSA Skills

1.Sales Capability Leadership

2.GTM Sales & Promotions Management

3.M-Million P&L Management

4.Multi-Channel Distribution Management

5.IT Sales Transformation Projects Management

6.Profitable Contract Negotiation

7.Strategic Organisational & Market Planning

8.KPIs,Rewards, & Recognition Development

9.Annual Budgeting & Revenue Growth Mapping

Brands & Channels

Brands:

Pepsi/7UP/Mir/M.Dew - Aquafina Water - Bario Beer - Gatorade - Lipton Ice-Tea

- Tropicana

Delta Water - Al Ain Water - Bambini Baby Water

Office Furniture Products

Channels :

Modern Trade & W/Sales Channels

Direct Distribution Channel

On-Premise Channel / HORECA

PAGE 6

Convenience Outlets Channel

Banks & Associations

Work History

Oct 2013 - Present

CIT Operations Director

Cash Transportation Services (CIT), KSA

360 Accountability for annual operational planning, staffing, financial relationships development, resources, day-to-day ATM & CIT operations and P&L performance Managing all aspects of CIT Operations, Solutions, & Security of the Cash Services business in Saudi Arabia (over 200M SAR, 250 CIT/ATM Routes) 1.Assured effective customer service and relations through timely delivery of high quality ATM replenishment & CIT services.

2.Made frequent hiring and stating decisions within Company's operations department which has impacted overall business results

3.Directed and controlled the work and resources of the CIT operations. Ensure maintenance of high level of security, control and performance standards adhering to SOPs, policies and guidelines prescribed by the company. 4.Promoted and maintained a secure and safe working environment within the CIT Operations in line with company policy

5. Control and maintain over 250 cash vehicle fleet and equipment to ensure compliance with government legislations and regulations.

6.Lead continual inter-departmental communications to enhance organisation effectiveness in dealing with critical issues

Feb 2011 - Jun 2013

GM, Sales & Marketing

Ali Reza Group, KSA

Direct and oversee company’s sales, marketing, and promotional campaigns (over 300M SAR, 200 Sales Routes)

1.Developed and managed sales & marketing budget, optimised the use of funds and generated an incremental return on investment

2.Periodically reviewed of Volume/performance with strategic customers, given feedback on the achievement of volume targets set in the contracts and discussed collaborative solutions to achieve growth

3.Lead approval and critique of promotional programs with the objective of improving effectiveness and efficiency in trade spending and brand consumption development 4.Managed margins and profitability by bottled water product, by category and channel type

5.Monitored, analysed sales and market trends across all sales channels Targeted new customers and new sales opportunities and initiated action plan to approach and secure new business by channel

6.Lead the sales & marketing teams to deliver annual set performance metrics and GTM

(go-to-market) strategies & tactics execution in match with AOP objectives PAGE 6

7.Improved the efficiencies & productivities of multi-channel distribution which impacted on territory/regional % sales revenue growth (by 20%) Feb 2009 - Dec 2010

Sales Logistics Manager

Pepsi Aljomaih Bottling, KSA

Institutionalised Best Practice Tools, Conventional Territory Planner: modern trade Road Net that delivers on Company’s Plan for effective resource utilisation. 1.Re-engineered the pre-sell order-to-collect process by adopting flexible systems and processes that enabled ABP to best serve its customers in the changing business environment at the optimal cost to serve

2.Supported the development of process guidelines and templates to assist implementation and adherence to processes

3.Built appropriate accountabilities for Fleet Utilisation through system generated KPIs and measures to ensure Cost effective & efficient deliveries. 4.Developed "Dispatchers and Delivery Rep Capabilities" through Implementation and Sustaining of Systems and Procedures.

5.Established a World Class Tel-Sell operation that delivers on ABP Customer Transformation Plan.

6.Lead a "Sales Routing Ops Unit" to provide Support to the Franchise DSD Channel using currently available UPS Systems (Territory Planner). 7.Implemented Territory Planner & Road Net Systems to effectively improve on delivery Lead Time and efficiency/productivity.

Jan 2007 - Jan 2009

Key Accounts Manager

(CSD - Tropicana Juices - Aquafina Water - Sports Drinks) Pepsi Aljomaih Bottling, KSA

1.Negotiated agreements within (CDAs) company's budgets & strategies. Delivered against key business metrics annually including gross sales revenue (50M-75M SAR), share growth (92% Share Point) and 25% net margin

2.Effectively participated in all areas of business planning: forecasting, internal and external communication, reporting, financial accounting, administration and customer service

3.Developed call plans that warrants appropriate contacts are made on the agreed frequency

4.Increased Sales and Profitability of Assigned Customers by Channel 5.Profitably grown portfolio of high volume/outlet chain Accounts 6.Conducted quarterly internal presentations to ensure senior management alignment on plans and strategies

7.Activated local and national marketplace initiatives and promotions to build brand development and maximise brand performance

Jan 2003 - Dec 2006

Sales & Distribution Systems Manager

PAGE 6

Pepsi Aljomaih Bottling, KSA

1.Trained & implemented handheld sales system across 22 sales centres in the Franchise covering Central, North, and South Regions.

2.Built centralised data bank of detailed customer level information for all outlet universe within Franchise

3.Ensures that all sales transactions are electronically processed and posted to both Finance (A/R) and Supply Chain.

4.Concluded an accurate net calculation by package from Franchise down to account level.

5.Fully automated “ Operations Cycles- S2C, P2P, HRMS ” across Franchise Apr 1998 - Jan 2003

Franchise Merchandising Manager

Pepsi Aljomaih Bottling, KSA

1.Managed all merchandising in-store/trade activities insuring quality executions of annual Pepsi promotional programs and standards implemented & maintained in 300 modern trade outlets.

2.Participated in setting account development plan in terms of promotional support, presence, problems solving, and push for sales volume targets. 3.Measure performance of merchandising executions based on the Pepsi Int. Standards. 4.Managed all point of sale materials.

5.Supervised, continuously, implementation of presence contractual terms. 6.Managed and trained merchandising staff (70 merchandisers of SR 2 M Annual Cost) Apr 1993 - Dec 1997

Projects Sales Executive, Office & Hotel Furniture AlJeraisy Group, KSA

1.Secured & developed key potential office furniture projects (Size 5M - 60M SAR) Managed key accounts (SAMBA Bank - Saudi Al-Hollandi Bank, Hilton Hotel/Makkah, Alrajhi Bank, PTT Jizan, PTT Najran, Aseer Imarah) with total 2M SAR monthly generated revenue

2.Participated in strategic and tactical planning related to marketing activities, pricing and organisational planning.

3.Insured that the achievement of annual sales revenue and implementation / execution of sales/marketing activities plus best in-class delivered service 4.Developed business communications with suppliers and negotiated for better deal/contractual terms in Europe

& USA

5.Developed business relationship with key consulting firms to secure/track projects. Top Selected Achievements:

PAGE 6

1. 100% Successful implementation of Sales & Distribution Automation system across KSA (300 sales routes, 1.7B SAR turnover, & 22 Sales Centres) - 2006 PepsiCo AlJomaih

(MENA Award)

2. Won the biggest sales project 62M SAR (Furnishing Hilton Makkah Hotel) - 1994 Aljeraisy Group

3. Led the market launch execution of multi-packs "fridge It" including Pepsi core Brands which has impacted sales volume performance in MT channel by 20% - 2002 PepsiCo Aljomaih Franchise

4. Led price increases of top 100 key residential & commercial contracts which has positively impacted contractual profitability by 15% - 2012 Alireza Group 5. Delivered the growth of market share of 86.4% in 2002 PepsiCo Aljomaih Franchise

Attended Courses:

1.Finance for non-finance managers, GPi, Jeddah Jan 2010 2.Pepsico Contracts (CDAs) Negotiation Skills, Jeddah 2007 Pepsico Strategic 3.Key Accounts Planning, Bahrain 2008

4.The 7-Habits of highly effective people, Stephen Covey, Dubai June 2004 5.Steelcase Product Training, MI USA Dec 1997

6.Pepsico WEKA Workshop, Riyadh Jan 2003

7.Steelcase International Sales, MI USA Dec 1997

8.Steelcase Encompass Product Training, Riyadh Jan 1994 9.Gung Ho! (developing and improving organisational culture and performance) Riyadh Sep 2006

IT Skills / Knowledge:

Advanced User Of MS Package

MS Project Management

Proficient User Of MS Access

MS SQL Database Management

BI OLAP (Analysis Suites ) - Executive Sales & Operations Scorecards & Dashboards UPS System Routing & Planning

Selected Awards & Honours:

1.Holder of Guinness World Of Record 2001 - Biggest Football In The World

& Marketing Event

2.Pepsico Sales Outstanding Performance 2002

3.MENA Pepsico Execution Excellence 2001

4.Pepsico Best Sales System Implementation 2006

5.Alireza Group Certificate of Sales Performance Achievement 2012 Ring Of honour 2002

- Outstanding Sales Performance

6.PepsiCo Execution Excellence of Sales Transformation Achievement 2010 Shortlist Sample of Completed Projects:

(A) Oracle Order Management Implementation - Pepsi Aljomaih Bottling - Jan 2009 PAGE 6

Drive & Sustain Operations delivery system to achieve the following KPIs:

- SKU fill Rate 95% - Order On Time Rate 95 %

- OTIF Rate 85 % - Shipment Accuracy 92 %

(B) UPS Routing System Implementation - Pepsi Aljomaih Bottling - Sep 2009 Institutionalised Routing Department, Maintained sanitised customer master file to perform quarterly Routing for Direct Sales Channel all Satellite Sales centres (22) delivering the following:

- Balanced & defined Boundaries of Routes - Daily sequential Call plan & Geo-coding

(C) Tel Sell / Pre-sell Transformation Implementation Re-Designed the Tell-Sell/Pre-sell Call centre introducing a modified system in collaboration with business solutions team to improve efficiency,Tracking of order taking to deliver the following: - Call Success rate 95 % - Call Compliance Rate 95 %

(D) Sales Operations Handheld System & OLAP Implementation 1.Developed cross-functionally sell-to-collect cycle including process, procedures, and policies

2.Implemented the sales system across 22 sales enters in KSA, for 300 sales routes and built a strong reliable customer data base for better decision-making 3.Design the standard sales reporting system and implemented successfully business intelligence (BI) for score carding, dashboarding, and analysis suites PAGE 6

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