Sami Lutfi 514-***-**** ac8o75@r.postjobfree.com

Business planning and execution to exceed volume / value growth; and ensure shareholders / stakeholders satisfaction

PROFILE

15+ years’ of solid and holistic experience. Develop / manage strategy roadmap, planning and operations. Assess current

and recommend new business models while managing sales, marketing and business development daily operations

DELIVERABLES

Sales / marketing / operations management

Develop and execute sales strategies and operations plans to optimize sales revenues

Drive organic growth and relationships with major accounts (B2B / B2C / B2G / institutions)

Monitor performance with major accounts. Negotiate annual sales agreements

Conduct customer and market insights (socio-demographics / brand assessment / AC Nielsen / Focus Groups)

Articulate brand personality template. Analyse brand audits and customer insight. Conduct competitor analysis

Generate and execute marketing plans to increase brand health indicators and revenues

3rd party service providers’ management (advertising / event / research and logistic agencies)

Business planning, finance and general management

Conduct holistic and detailed company performance analysis and improve company’s functioning and competitiveness

Restructure financial model and monitor statements, balance P&L, minimize OPEX and overlook CAPEX

Formulate strategic company plans and operational plans including remodeling and restructuring

Financial Feasibility Studies to deliver business turnaround and cross-out distress situations

Drive top-lines, deliver bottom-line, control cost centres and develop pricing strategies

Analyse, develop new and implement procedures to maximize performance. Set and revise progress KPI’s

Business development / distributor management

Assess, appoint and manage distributors’, monitor margins, pricing and trade spend. Streamline forecasts and stock levels

Develop and integrate acquisitions and mergers. Special attention to contingency plans and conflict / change management

Drive for and inject ERP tools to enhance company’s performance, procedures, systems, policies and sales

Organization leadership / team management and development

Recruit, train (“on the job” coaching), empower, and leverage team diversity. Conduct regular performance reviews

Apply open-door work environment policy towards exchange ideas and communicate obstacles and risks openly

SKILLS

Fast learner with Multi-culture expertise and quick adaptation

Skilled at balancing tactical operations with long-term strategic objectives

Team player and extrovert. Excellent communication and leadership skills to mobilize resources

Deliver deadlines and manage priorities; especially in fast paced and stressful work environment

Results achiever. Creative with problem solving, multitasking and decision making skills

Communicate easily with and conduct Product Presentations especially to executives (CEO, Presidents)

Pragmatic and committed to inspire and “get things done” effectively and efficiently

MAJOR ACHIEVEMENTS

Gazzaoui & co – leader in electro-mechanical industry

Conceptualized new start-up with full Business plan to operate into DSD, part of vertical integration

Developed company architecture and DNA (role, values, guiding principles, policies, procedures

Formulated company plans with strategy, countries’ dynamics, brands, organization and people structure, sales strategy

and operations plan, financial models (P&L, cash flow, balance sheets). Full business plans with KPI’s, roadmaps,

timelines, critical success triggers, dependencies, risks analysis & contingency plans

Al Yasra Foods - Gulf region

New business module (strategy, re-structuring and financial module). Record revenue, 5% result (post EBITDA)

Continuously overachieved Danone top-line targets. Outcome is a 43k tpa processing & bottling plant for Activia

GULFCO- UAE

Business turnaround. Record $120m revenue and 4% bottom-line (first time profits in 3 years)

TECHNICAL PROFICIENCY / CRM

PeopleSoft, Lotus Notes, SAP, ORACLE, CITRIX, CT Wizard, Merlin, Activix, Dealersocket, SERTI, Microsoft applications

LANGUAGES

Fluent in French, English. Basic Spanish. Currently learning Russian

PRODUCT EXPERTISE

Food (dry, chilled, frozen), Dairy, Beverages, Spirits, Confectionery, Tobacco, Personal care, House Hold, Automotive, Aerospace & Defense, Industrial equipment, Electro-mechanical products

EDUCATION

LAU - Bachelor of Science in Business with secondary emphasis in Marketing

AXELOS – Office of Government Commerce – UK – Projects In Controlled Environments 2 (PRINCE2 degree - PMP)

MAJOR ON THE JOB TRAINING

Kellogg: “Business planning and financial model” DANONE: “Route to Market” sales planning and ROI

Colgate Palmolive: “Business Model Management” Mars: “Major Account Management and Best Practices”

British American Tobacco:

•“Sales Operations Planning”, “Sales Cycle Planning”, “Strategy and Operation Planning”, “Retail Channels strategy”

•“Finance for non-Finance Managers”, “Budget Spend Effectiveness”, “Performance Measures”, “Leadership skills”

NORTH AMERICAN EXPERIENCE

Montreal - Plant Manager - confidential - B2B 2018 - present

Reason to leave: Strategy change, no new plants in Canada. Cannot relocate to US with family. Not discussed when hired

Role:

Deliver strategic overall plant growth and profitability. More of tactical, achieve objectives of processing and selling goods

•Optimize utilization of human, material and capital resources. Achieve efficient/ on-time flow of goods at production chain

•Develop plant business plan and budget. Maximize plant KPI metrics. Manage P&L. Apply cost reductions

•Succeed all external and Corporate audits (“chemical vendor”, OSHA, wastewater, fire drill, ISO / HACCP)

•Conduct performance appraisals. Train, promote, empower, recruit, release. Apply self-improvement culture

Montreal - Manager, Sales & Accounts Development - Simex Defence - B2B/ B2G, Canada and US 2015 - 2018

Overachieved sales target by 16%, 5% margin increase. Successfully closed complex and long sales projects ($50k-$1M)

•Managed the sales cycles with clients and OEM (RFP, RFQ, products specs, pricing, contracts signatures, delivery)

•Visited Clients selling aerospace & defence equipment, electronic devices, industrial machines and electric equipment

•Developed and executed Major Accounts’ sales plans and negotiated annual contractual agreements

•Developed Suppliers’ business development plans and regularly updated management on monthly sales vs kpi’s

•Initiated contact, developed business plans and won market sales exclusivity of selected OEM’s (US, UK & Turkey)

• Executed pricing research / margins analysis. Conducted market / competition analysis

• Prepared and represented the company at CANSEC. Promoted product lines. Grew the network. Identified new leads

Snap shot of major accounts

ABB, FLIR, L3 Communications, Comrod, Motorola, Bombardier, Boing, Esterline, Atlas Copco, MSA, Pitney Bowes

Montreal - Sales Consultant - Hyundai 2015 - 2015

•Overachieved sales via web & social media search followed with cold calls and sales closures. Achieved CRM kpi’s

•Executed the sales track: establish trust, identify needs, conduct vehicle demonstration and test drive. Build quotes, upsell accessories and F&I products. Negotiate contract / payments terms and close the sale

INTERNATIONAL EXPERIENCE

Consultancy: Gazzaoui and Co - Electro-mechanical industry - www.gazzaoui.com

Built 3 years sales distribution plan with company structure, financials, timelines, KPI, risks, dependencies, contingencies

Kuwait, Saudi Arabia, Iraq and United Arab Emirates - Al Yasra Foods - General Manager 2009 - 2015

Set and steer the sales department to deliver progressive and profitable sales operational growth

United Arab Emirates - Gulf Trading - two roles: Director of sales 2007 - 2008

Developed and executed sales strategies and plans, business development and marketing plans, in B2B/ B2C

Managed 40+ sales and business development team

Middle East and North Africa - British American Tobacco (Imperial Tobacco) multiple roles: 2001 - 2006

Sales Manager - Middle East (2003 - 2006)

Major Accounts Sales Manager - Lebanon, Jordan and Syria (2002 - 2003)

On-Premise sales Manager (hotels, restaurants and cafes) - Lebanon - 2001

Prior 2001

Geaddah Bros - Senior Brand Marketing Manager

Scuba Diver Certified Red Cross “First Aid” Ref upon request

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