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Sales Manager. Business Development

Location:
Dubai, United Arab Emirates
Salary:
24$ per hour
Posted:
September 30, 2018

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Resume:

+971********* / +971*********

ac68az@r.postjobfree.com

https://www.linkedin.com/in/zaidmomani

ZAID AL-MOMANI

Key skills

Experience

Regional experience GCC - LEVANT

FMCG experience : Food & None Food

Operations Management

Sales Management : Modern Trade, Traditional Trade, Horeca & QSRs, Van Sales

Export Sales & Distributor’s management

Retail and Merchandising Management, Category Management & Strategies.

Marketing & Trade Marketing Management: ATL/BTL

Brand Activation & Management, E-commerce solutions

Strategic Planning / Business Development and leading B2B

P&L Management / Budgeting & Cost Control

Inventory & Stock Management

Leader ship, Team-building, Training & Coaching

July 2018 Till date

Leifheit Group Germany

Regional Manager, Export sales & Trade Marketing – MENA, Based in UAE

Managing the distributors within the MENA region by leading the sales and trade marketing guidelines of our brands.

Lead and set the Sales & Trade Marketing strategy across a portfolio of brands for distributors in MENA countries

Plan, propose, negotiate and execute annual business plans with all distributors

Lead and oversee short &long terms Sales & Trade Marketing projects and promotional activities

maintain brand guidelines at all times and adhere to processes

Provide guidelines for the sales development and execution to all distributors within the MENA region

Providing brand activation & guidelines to the distributors on trade marketing, merchandising, in-store activities, POP Materials, trade events, retailers promo activities & BTL in general

Support distributors to ensure projects and sales support activities are completed to specifications and deadlines

Monitor agreed trade promotions and ensure they remain on brand strategy, then following up with appropriate requirements and report on effectiveness

Ensure ‘best in class' in-store execution across all retailers within all countries

Implement annual sales and promotional plans to achieve top-line targets for assigned accounts

Develop existing businesses for growth as well as exploring new opportunities

Develop strong partnerships with designated accounts by having intimate knowledge of their processes and activities to maximize opportunities

Develop creative programs that drive POS revenues, secure additional business opportunities, increase profitability and retail turns that are aligned with consumers demand and shopping behavior

Prepare and ensure the achievement of the company’s objectives & sales targets

Reporting to the Export Director

Aug 2015 – June 2018

Al Nabil Food Industries Co

Regional Export Manager (Sales & Marketing) – MENA, Based in UAE

The Company: Al Nabil Food Company is based in Jordan and it is one of the largest manufacturers in the region producing more than 200 products including Frozen Processed Meat Products, Cold Cuts, Pastries, Ready Meals, and Sweets. The company is an approved supplier for International Quick Service Restaurants “QSRs” such as McDonald’s, Subway, Charlie’s Subs, Papa John’s, Domino’s Pizza, YUM (Pizza Hut) and many others.

The Role: Leading a team of 6 export sales managers with sales budget of 15M USD, targeting growth of 10%.

Sales development by reaching new markets and new clients on a global scale (mainly distributors)

Preparing sales & marketing budgets and objectives

Preparing dedicated analysis and market research in order to generate business plan for new sales channel introducing new processes into the company.

Developing cooperation with internal divisions in order to maximize markets and brands potential

Responsibility for P&L of the export sales

Ensuring distributors efficiency and influencing their performance within their local markets

Securing optimal product mix, in addition to activities & promotions (A&P)

Responsible for development of existing & new market

Establishing B2B Business deal, HORECA & retail distribution in major Middle East markets, and handling Business development activities.

Performing with targeted business revenues achievement, assuring with under controlled profitability.

Responsible for entire export Sales.

Visiting distributors’ markets (GTM) regularly along with their sales team and keep close approach about product sales performance, market coverage and bound to make stock holdings.

Presenting guidelines to distributors

Negotiating the distribution commercial agreements with the distributors & business partners

Reporting to the CEO

July 2011 – July 2015

FHP, Freudenberg Household Products – Vileda / Germany

Regional Manager - Export Sales & Trade Marketing / GCC

Support the management of distributor's sales and trade marketing function to develop and grow the business in the relevant aspects of distribution, sales, key account management and trade marketing, with a sustainable growth of 8% year over year.

Sales:

Prepare OP targets & plans.

Achieve net sales to trade & export sales targets by country. Monitor the right distribution & coverage levels by channel through continuous market visits & maintaining the proper on shelf availability by category.

Conducting periodic business reviews to assess situation per country, workout weaknesses & resolution while improving current strengths.

Monitor & evaluate planned & unplanned marketing activities and provide guidelines for activities & promotions.

Continuous analysis of sales reporting (including EPOS data) to identify and resolve negative trends & maintain positive trends.

Monitor stocks & shipment situation by country to make sure we maintain adequate stock levels by country.

Prepare & amend planograms and merchandising guidelines by country.

Analyze & provide feedback on distributor performance while trying to develop capacities of distributors.

Conduct annual products training by country and whenever needed.

Monitor & analyze competition in market & provide plans to counter competitors.

Develop current businesses through defining new business opportunities and/or required new products developments (NPDs) to complement the range.

Implement country specific projects to develop a certain category through proper market development approach

Marketing:

Ensure each country sets up a full year marketing plan & properly implements it. This includes customer specific marketing plans.

Help develop & utilize POSM.

Planning and execution of ATL/BTL plans

Ecommerce business solutions

Finance:

Monitor & maintain sales figures & ensure healthy P&L.

Monitor top customers annual contracts & assess ROI per customer.

Maintain & amend price structures per country.

Ensure proper A&P spending.

Ensure payments are delivered on time.

Reporting to the MENA Director.

Feb 2009 – June 2011

FEDERAL FOODS / Dubai-UAE

Senior Channel Development Manager / Retail sales

Role :

Responsible to expand/develop the business and brands portfolio of the company within UAE. Also to expand the company’s retail business operations with new territories and partnerships across the UAE throughout meetings and negotiations with key account costumers to secure the best agreements for the company, leading a team of 3 channel managers,15 Key account managers and 50 + merchandisers to deliver sales worth of 55M USD.

Accountabilities:

Prepares the Business Development Plans.

Develop and implement strategies for new products.

Establish and maintain the market and statistical reports to develop potential business opportunities.

Provide direction, guidance and training to the team to ensure alignment with the Company’s strategies.

Design and develop market initiatives to support targeted prospects and plans.

Sourcing new business opportunities and developing leads that can be converted to business for the company.

Developing relationships with key account costumers

Support the operations by defining and developing the Organization structure as per the business needs.

Operate business as per the International Standards by applying suitable policies and procedures.

Develop and ensure sufficient resources are available to capitalize on the short, medium and long term goals of the Company’s Operations

Budgeting/forecasting and playing a vital role in setting the strategic objectives.

Managing P&L related to the concern channels in term of products launching budget, marketing budget, listing budget, pricing budget, HR budget (within the channel).

Setting yearly/monthly sales targets and sales development objectives to be cascaded to sales team, by segment / brand / SKU / customer etc...

Reporting to the sales & marketing director

Nov 2006 – Jan 2009

PEPSI – Al Jomaih Bottling Plants / Riyadh-KSA

Senior Sales Manager (Riyadh region )

Leading a group of TDS's (territory development supervisors) and their teams of 60 people or more to deliver the unit's case sales( worth of 38M USD) and net revenue plan through best practices, set market executions and customer service standards for the various channels served, targeting yearly growth of 8% year over year (YOY)

Accountabilities:

Ensure people roll out and sustainability in the implementation of best practice tools within the unit

Convert the unit sales, net revenues and market development objectives to all TDS's within the unit

Provide ongoing coaching to all TDS's within the unit and ensure they are properly equipped, trained and motivated to achieve their objectives

Deliver market executions and customer services as per standards

Review progress versus objectives at weekly meetings and take corrective action as appropriate

Develop strong relationship with key accounts within the unit

Report competitive activities to the RSM (regional sales manager) as and when it happens

Assess the unit sales staffing,skills requirements and administrative support to address short and long term HR needs

Report infrastructure requirements (coolers, truck,glass float and etc) within the unit as per market needs to the Regional Sales Manager (RSM)

Oct 2004 – Oct 2006

Geant Hypermarket - Group Casino / Dubai – UAE

Merchandise Manager – FMCG Food & None Food

Category Management – Sourcing – Buying – (Merchandise planning) management

Leading the FMCG category management

Leading merchandise/assortment plans

Leading the planning, development and execution of budgets

Targeting to Grow revenue

Global / Local sourcing initiatives

Manage purchasing strategy

Maintain 6,000 or more active SKUs

Lead private label strategy ( Casino brand); secure supplier base options for national brands

Establish pricing, promotional strategy, and liquidation plans to maintain inventory relevance and limit aging stocks

Product innovation, inventory management, and healthy marketing

Effective execution of market analytics, channel management, pricing, customer service

Mentoring competitors pricing, activities, promotions and assortments

Escalate sales and ROI performance through creative market and merchandising strategies and promotions

Train and develop staff in category activities for the business lifecycle

Leading the negotiations with the key suppliers / partners

Increase turnover of sales and ROI, and support from suppliers

liaise with the store managers for the imperative issues

Reporting to the ( GCC merchandise group head )

Jul 1997 – Sep 2004

LIFCO Group Of Companies / UAE

Sales & Marketing Manager

FMCG - frozen, dry, chilled and beverages.

Leading a team of 2 supervisors & 15 salesmen

Setting plans for the supervisors ; schedules, follow up, promotions, market studies to run the team accordingly

Problem solving

Meeting with the key accounts managers for expanding business and solving occurred issues

Working on targets given by the G.M

Giving targets to the supervisors and the salesmen

Planning to increase 20% of the targets yearly

Key accounting hypermarkets and A/class outlets

Budgeting the expenses according to the available support from the principal or from the company it self

Pricing new products

Launching new products to the local market

Launching monthly promotions

Planning & launching of promotional campaigns, such as: back to school, Ramadan …etc.

Corresponding with the principals and suppliers

Meeting with the principals inside and outside the U.A.E

Delegating and negotiating with them for several issues such as: setting the orders, shipments, prices and budgets

Corresponding with international companies aiming for new products and agencies

Reporting to GM

Sep 1994 – Jun 1997

UNILEVER International / Amman-Jordan

Sales executive

Skin care products, perfumes and shampoo

Key accounting A/class outlets in the local market

Introducing products in the market

Achieving the monthly target

Maintaining the best displays of the product

Reporting to the sales manager

Education

1989–1993 University of Jordan Amman-Jordan

B.A. Political Science/Public Administration

Other skills

English language

Inventory and stock taking skills

Analytical skills

Trainings & Courses :

Key Account management – Held in Germany

Advance negotiation skills – Held in Germany

Ecommerce solutions – Held in Germany

KPIs – Held in Germany

Creative managers

Time management

Winning every customer / WEC

Product handling

Communication skills

Presentation skills

Customer demand forecasting / CDF

Territory university / TU

Problem solving

P&L management

Effective Habits Building

Advanced Excel 2007

Selling skills /Brain Power Institution-Dubai

Personal Information

Born 1972

Private driving license (Jordan, UAE, KSA)

Married /No children

Jordanian nationality



Contact this candidate