Sales Manager

Ahmad Isa Al Zeitawi

***** ******* **, ****, ***** NC, USA, Mobile: +1-919-***-****

Email: *****.*********@*****.***

Professional Objective

Managing Director / General Manager / Sales Director / Sales and Marketing Director / Regional

Director / Commercial Director

Executive Summary

Top notch Sales Management Professional with over 18 years comprehensive experience in developing, and implementing

strategic sales, marketing & business development plans for leading companies FORTUNE 500 companies in Middle East

And Africa from FMCG and B2B INDUSTRY. Strategic planner skilled at both short and long term goal setting.

Recognized as a top performer consistently achieving annual sales / financial goals. Demonstrated track record of combining

sales / marketing leadership with sound business practices to position companies for long term growth and profitability. Record

of accomplishment includes leading strategic initiatives to catapult per annum revenue by millions of dollars,

penetrate new markets, and capture opportunities to accelerate expansion, increase revenues and improve profit contributions.

Track record of crossing set targets and creating new benchmarks for sales team. Qualified to present, negotiate and

secure contracts with large revenue producing Key Accounts. Proven ability to increase market share, outperform competition,

and increase profits.

Core Professional Competencies includes:-

Strategic and tactical Sales & Marketing Planning Key Accounts Management

Business Operations Management Profit Centre Management

Cross Cultural Work Environments Profitability Improvements

Identifies and pursues new business opportunities Recruitment/Training & Staff Development

Profit & Loss Management Market Identification / Penetration

Critical and Strategic thinking, Excellence Communication skills

Excellent research and analytical abilities Excellence presentation skills

Professionalism and Diplomacy Decision making and problem solving skills

Career Progression

Regional Director UAE, Dubai

Food Ingredients Trading DMCC April-2013 till present

Main Responsibilities:

• Formulating and successfully implementing company policy.

• Directing strategy towards the profitable growth and operation of the company.

• Developing strategic operating plans that reflect the longer term objectives and priorities established by the board.

• Play fundamental role in developing future growth, and provide vision, direction and leadership

• Ensure that targets are met and value addition propositioning is presented to potential clients in line with the overall

objectives and growth plans of the business

• Maintaining an ongoing dialogue with the chairman of the board.

• Developing strategy, tactics, sales plans and profit targets

• Putting in place adequate operational planning and financial control systems.

• Ensuring that the operating objectives and standards of performance are not only understood but owned by the management

and other employees.

• Managing international channel partners.

• Proactively monitoring and striving to maintain high levels of quality, accuracy, and process consistency in the organization

planning efforts.

• Closely monitoring the operating and financial results against plans and budgets.

• Taking remedial action where necessary and informing the board of significant changes.

• Maintaining the operational performance of the company.

• Monitoring the actions of the functional board directors.

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• Determining market trends, competitive analysis to formulate effective strategy and forward plan

• Assuming full accountability to the board for all company operations.

• Directs and supports the consistent implementation of company initiatives.

• Representing the company to major customers and professional associations.

• Building and maintaining an effective executive team.

Cargill Company UAE, Dubai

Regional Sales Manager – Middle East & Africa Dec-2007 – March 2013

KEY RESPONSIBILITIES

• Optimize sales of Sweeteners and CSS products in assigned international territory:

• Executive sales plan; optimize volume and margin targets

• Manage customers/agents/traders

• Deepen customers knowledge by establishing close working relations with multiple disciplines at key companies

• Collaborate with application support

• Promote Cargill brand

• Manage the risk exposure

• Recommend route to market

• Formulate sales plan for starchy products in assigned territory:

• Set up the Key accounts plan

• Communicate action plan with management, application support and agents

• Identify strategic opportunities

Key Achievements:

• Increased the sales of Middle East Area: Glucose by 49%, Dextrose by 6%, Sorbitol by 137%, Isomalt by 3%, Maltitol by

23%, Mannitol by 187% and Industrial Starch by 16%.

• Build excellent relations with the agents and customers by regular visits and visited all key account regularly.

• Played crucial role in implementing of Cargill guide lines by participation into the courses and implementations

• Increased the number of customers by develop new projects and new customers.

• Played major role to increase and developed the sales with the existing accounts.

• Reduced the overdue amount by following the collection with agents and directly with the customers.

• Tactfully managed to Reduced the payments terms from 90 days to 45 days for some customers.

• Awarded as the best supplier for MARS GCC for the year of 2009.

• Successfully launched new products in the area, like Fructose.

• Increased the Profitability by implementing creative sales strategies.

• Strongly played key role and increased the market share in the area for Polyols and other new products.

• Played a key role as Commercial Lead in Cargill – ARASCO project – Investment for Cargill in ME.

• Played major role in Due Diligence preparation and implementation for Cargill investments

• Coordinate all information and market studies for METNA project, and coordinate between our region MEA – and Cargill

Food Turkey.

• Successfully managed the agency agreement set up and singed all agents in ME area according to Cargill Principles

Guidelines and business roles.

Dubai Refreshment Co. (Pepsi), UAE, Dubai

Territory Development Manager (TDM) Oct-2001 – Nov-2007

Provide leadership and direction to the multicultural team of 42 people as Territory Development Manager reporting to the Sales

Director of Dubai Refreshment Co. (PEPSI).

• Having a successful career path based on the outstanding performance and the dedication doing my duties started as

Territory Development Supervisor and promoted to Territory Development Manager

• Plan, direct and control the daily sales activities of subordinates engaged in promoting the sales of PEPSI Brand of Soft

Drinks Products through Retail Establishments / Wholesales including payment collection and merchandising.

• Coordinate sales distribution by establishing sales territories, quotas and goals and monitor sales performance.

• Plan routes and schedule drivers, vehicles and deliveries and pickups based on driver, company and customer information.

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• Accompany Sales Executives on visits to customers to evaluate work performance, ascertain customer problems and detect

market trends.

• Investigate customer complaints and paid claims for damaged articles.

• Initiate and suggest plans to motivate workers to achieve work goals.

• Maintain control over wastage level and was instrumental in enhancing sales revenue and launch of new SKU’s and

successfully achieved distribution targets.

• Perform route analysis, new outlets identification, route ride to ensure all the outlets had enough products available till the

next day delivery.

• Provide team with guidance, motivation, and discipline to consistently achieve sales & customer satisfaction.

• Conduct regular meetings with staff to know their feedback.

• Review sales orders, and records of new and delinquent accounts to ascertain market conditions and status of customers'

accounts.

• Analyze percentage of expiry and performed final forecasting of sales and made necessary arrangements for fresh product

availability with Key Accounts.

• Compile sales figures and report problems to management with recommended solutions.

• Confer with management and sales personnel to formulate plans for meeting competition and improving sales.

Key Achievements:

• Played crucial role in implementing PEPSI Strategy which focused on execution, primary locations, cooler integrity

and merchandising.

• Spearheaded and managed to increase the market share in the territory by 10.3% in CSD (Carbonated Soft

Drinks) and increased distribution for all SKU’s (stock keeping Units).

• Achieved 21% growth in the sales volume during 2003, 24% during 2004, 20% during 2005, 28% during 2006

and 25% during 2007 up to date.

• Increased coverage of coolers penetration by 32% and cooler integrity by 30%.

• Leveraged seasoned expertise to reroute the territory which subsequently increased the number of routes by

39%.

• Increased the number of exclusive accounts by 37% and number of accounts by 28% and successfully opened

new channels.

• Successfully launched a new product (AQUAFINA WATER) which ranked 3rd position in local market in less than nine

months period.

• Strongly played key role and increased the market share in the territory by 8.4% in Aquafina Water.

• Tactfully managed the budget and achieved the objectives of the territory within the budget.

• Played major role in the successful launch of 7up which increased the market share and distribution.

• Tactfully managed Dubai Festival Shopping activities and all operations at the Global Village for 2004 for 30 days

and in 2005 for 79 days.

• Signed and implemented 95% from the targeted platinum accounts in my territory as Platinum Account Project.

• Signed and implemented 87% from the targeted golden accounts in my territory as Model store Accounts.

• Signed and implemented 91% from the targeted silver accounts in my territory as Silver Account Project.

• Played major role in the successful launch of Tea Ice Lipton which increased the market share and distribution and

profitability to the company.

• Awarded as the first position in the Sales Rally in 2003 and the second in 2004 and the first in 2005.

SMA for Transportation & Producing the Industrial Food Company Saudi Arabia

Branch Manager Aug-1999 – Sep-2001

Wholly accountable for the leadership of strategic direction, tactical planning, daily operational supervision of Branch sales,

marketing, business development, finance, legal matters and personnel administration of this company. Reported to the Sales

Director. Managed a team of 44. Directly supervised 9 staff.

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• Spearheaded and Grew the Annual Sales Revenue from SR. Zero to SR. 8 Million. Promoted sales of FMCG

PRODUCTS (JUICES/ SUGAR/ CHOCOLATE/ CHIPS/ WATER) through Key Accounts/ Retail Establishments /

Wholesales.

Created Business Plans including financial projections for the Branch.

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• Direct responsibility for achieving Revenue Budget set and agreed with the Management including profitability forecast.

• Skyrocketed new customer acquisition by adding new Key accounts to the company’s list thereby accelerating

the revenue growth & improved market position of the company.

Maintained proactive hands on involvement in all core business disciplines. Administered and directed all

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aspects of Branch’s planning / development strategies; drove forward new business development through in

depth analysis of market needs and requirements to promote growth and enhance revenue.

• Recruited, trained, appraised and motivated dynamic employees for optimum operations.

Key Achievements

• Achieved 95% coverage in the territory.

• Achieved the highest profitability amongst 21 Branches.

• Increased the number of Branches from 18 to 21 to cover the whole Kingdom of Saudi Arabia which significantly

increased the business of the company.

• Tactfully managed and signed 75% of the schools in the territory.

• Commended for excellent sales performance and awarded the best Branch Manager award – 2000.

Jordan Ice & Aerated Water Company (Pepsi) Jordan

Territory Coordinator Dec-1998 – Aug-1999

Responsible for territory coordination for the sales distribution of PEPSI COLA products, in the territory of Irbid City through

Retail Establishments including payment collection and merchandising. Reported to the Territory Development Manager.

Directly supervised 24 staff.

• The main focus of responsibility was on supporting the key work by compensating for execution failures in daily

operations and facilitating unplanned work and provided relief coverage across the territory.

• Supervised and coordinated activities of 12 Sales Representatives engaged in promoting and selling of PESPSI COLA

Products to Retail Establishments / Key Accounts and ensured full coverage of all routes, daily and running emergency

routes when necessary.

• Motivated the sales staff to increase the Sales of Profitable products.

• Executed action plan as directed by Territory Development Manager in problem solving for continuous process

improvement.

• Ensured collection of all Key Performance Indicators as per company’s direction.

• Ensured selling tools and points of purchase materials were available with all the Customer Representatives.

• Provided routing and file maintenance support for the territory to ensure the Territory Development Manager had time to

coach.

International Establishment for Home Care Productions Jordan

Sales Supervisor Aug-1997 – Nov-1998

Responsible for enhancing profitability, sales, and market share through the development and implementation of strategic and

tactical sales plans for promoting the sales of ( Dishwashing Liquid / Shampoo / Conditioner / Disinfection Liquid / Room

Service Kits ) to Key Accounts / Retail Establishments/ Wholesale in territory of Amman, Jordan. Reported to the Sales

Manager. Directly supervised 17 staff.

• Grew Annual Sales Revenue from JD 2.5 Million to JD 4.1 Million of the company by, strategizing business

development efforts to outperform corporate targets every year of tenure. Travelled extensively in the region to capture

strategic business wins with Key Accounts.

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• Achieved sales growth of 64% in two year’s time. Increased profitability by 33%.

• Increased Key Accounts customers based from 35 to 122 customers.

• Responsible for planning and forecasting the annual Key Accounts plan and business development budget, targets,

generating periodic reports and conducting sales presentations.

• Proved the ability to architect and solidify win win outcomes under difficult circumstances of cutthroat competition.

Delivered dramatic sales growth through market analysis and understanding of business from different market segments

and by developing and maintaining healthy customer relationships.

Restored fractured relationships and rebuilt loyalty and trust with existing /former accounts to win back business and

avert the threatened loss of other Key Corporate Accounts.

Maintained market share of products and business development by analyzing and cross checking competitors’ activity.

Actively involved in monitoring and reporting on competition activities, business review with senior buyers and section

Managers of Outlets.

Monitored Merchandising activities of the company and negotiated display rentals for special promotions and conducted

stock management of all agencies handled.

Academic Achievements

Bachelor of Science Degree in Business Administration.

The University of Jordan 1997

Personal Details

Jordanian

Nationality:

1st of Sep 1975

Date of Birth:

Driving License: Jordanian / UAE / USA

Green Card Holder from USA

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