Sales Manager
Resume:
HASSAN AL ATTRACHE
* *-****: ***********@*****.**.**
CHANNEL DEVELOPMENT AND SALES MANAGER
Result oriented and success driven trade marketing professional with a
proven track record in international business and channel development. I
strongly believe that my wealth of experience in managing distributors and
trade channels accompanied with my entrepreneurial skills will add value to
your organization and will help me to succeed.
BRANCH MANAGER, Cash Money
Toronto/Ontario 2013 - Present
. Implement various marketing and promotion strategies to increase sales
and revenue.
. Manage branch business objectives including budgeting/monitoring revenue
and expenses.
. Financial, Sales and Risk management.
. Provide leadership, training and supervision . to all employees.
Main Achievement: Revenue growth of %56 in Q4 2013 versus Q4 2012
REGIONAL FIELD MARKETING MANAGER, Motorola Mobile Devices
Dubai / UAE 2007-2012
. Tailored channel marketing development strategies to particular retail
environments in each market and developed effective communication to the
sales team to ensure excellence in execution.
. Developed new product launch plans at different retail channel plans.
. Managed the regional below the line (BTL) budget and successfully managed
all agency
relationships.
. Developed stand out availability & visibility standards & vehicles for
Motorola at the retail.
. Ensured sales managers are achieving desired levels of quality and impact
with regard to brand positioning.
. Worked closely with consumer marketing and product marketing teams to
plan and achieve the agreed brand's objectives.
. Effectively planed and managed the retail marketing programs in the
region through:
1. Setting clear & SMART channel objectives
2. Developing a regional channel development plan
3. Identifying training needs for the distributor and retailer's sales
force
4. Setting productivity targets to the sales force and creating incentive
plans.
Main Achievements:
. Re-vamped and enhanced the Moto Agents program by introducing specific
KPI's and measurable objectives related to visibility, distribution and
volume growth. Distribution effectively grew over %80 in the UAE
markets, and % 95 in Turkey
. Initiated yearly business development modules with the top 10 retailers
across the region to drive profitable growth. Revenue grew by over %40
in Key Accounts.
. Bravo Award for the best RAZR 2 launch campaign in EMEA region.
TRADE MARKETING MANAGER, Kraft Foods Cheese & Confectionery
Dubai / UAE 2005-2007
. Achieved category ex-distributor's sales, distribution, pricing and
merchandising objectives.
. Planned and managed retail activity calendar.
. Developed key account management approach, ensured volume, profit and
distribution objectives.
. Developed optimal in-store display and consumer off-take generating
vehicles.
. Communicated future marketing and sales activities to the sales managers
& distributors, and prepare category cycle plan.
. Managed and consolidated trade marketing and visibility budgets.
. Developed business modules /plans for developing markets.
Main Achievements:
. Best new launch award for successfully launching a new jar cheese
variant in the GCC, and gaining 5 market share points in a space of 3
months.
. Light cheese category project in UAE. Kraft share of category grew by %
50.
. Successful Market share defense plan for Kraft Jar cheese & Kraft Can
cheese where we maintained our leadership position despite the
aggressive ATL & BTL spending by our main competitor.
TRADE MARKETING MANAGER (Gulf markets), Gillette Braun
Dubai / UAE 2003 - 2005
TRADE MARKETING MANAGER (Gulf markets), Gillette Duracell & Oral-B
Dubai/UAE 2001 - 2003
ASSOCIATE TRADE MARKETING MANAGER, Gillette Duracell & Oral-B
Dubai / UAE 2000 - 2001
Roles and Responsibilities:
Business Planning
. Ensured the achievement of budgeted In Market Sales and Shipments
objectives/brand profitability targets
. Prepared and presented the business plans for the distributors.
Sales Operations
. Managed the distributors in the lower Gulf market (UAE, Kuwait, Oman,
Bahrain and Qatar)
. Built and further enhanced the sales capabilities of the sales force
through training / coaching and challenging Key Performance Indicators
objectives.
. Built and maintained strong relations with the trade in the Gulf market.
. Planed and implemented trade promotions and incentives to achieve
targeted distribution/display levels.
. Planed Consumer promotions for the Gulf region.
. Produced the plans and briefs necessary to equip the sales force to
understand and achieve the sales cover priorities.
. Worked with key accounts manager to initiate Trade /Business agreements
with all Key Accounts that ensure maximum visibility across all relevant
categories and ensure implementation.
. Managed the Sales Promotions and trade budgets, and ensured that agreed
results are achieved without exceeding budgets.
. Prepared the sales/shipments forecasts and distributor orders on a
monthly basis.
. Analyzed retail audit data (Neilson) and developed channel specific
plans based on the areas of development.
Main Achievements:
. Duracell high growth plan, where market share grew from 2% to 19% in
UAE, and from 0 to 30% in KWT, and numeric distribution grew to over 70%
across the markets.
. Oral Care category Management project in UAE & Oral B challenge project
where it went from being a challenger brand to market leader. ( market
share grew from 22% to 38% )
. Braun sales team restructuring and upgrading the distributor team from
being order takers driven by whole sales volume business to account
management operation.
. Female epilators high plan & category management project in key retail
outlets ( PC business doubled in 1 year)
. Best distributor management award in year 2004
. Worked with the Planning Team in Barclays Africa, and undertook a
marketing research project on African banks.
MARKETING ASSOCIATE
Oxbridge Food Trading Company (Blue Bird Foods)
London / UK
1998 -1999
. Monitored and tracked in market sales and update weekly report.
. Worked in the field with the sales force to ensure implementation of the
plans.
. Supported with the planning of product launch programs.
. Kept abreast of competition activities in the market and prepare reports.
. Co-ordinated with the advertising agency in order to develop POS
materials and packaging design.
Main Achievements:
Implement the chiller integrity incentive scheme and help improve /
maintain the visibility standards.
Training Courses Completed:
Taking charge of your development
Targeted selection
Media planning
Building a Successful Team
Category Management (1 & 2)
Strategic Account Management (1, 2&3)
Leadership: Building commitment and collaboration programme.
Developing global leaders.
Education:
MBA, Hult International Business School Huron University
London 1999
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