Sales Management

Bassem Mansour

Address: Zouk Mikael, Jounieh, Lebanon

Contact Nos.: +961-******* / +961-********; Email: ************@*****.***

Sales~ Marketing ~ Channel Management ~ Business Development

Strong track records of extraordinary performance in fiercely competitive scenarios

OBJECTIVE: Seeking senior strategic leadership positions as National Sales Manager/Regional Sales/ Head Operations across FMCG with organisations of high repute, demanding high delivery standards and providing opportunity to amalgamate my personal enrichment with professional goal.

CAREER SYNOPSIS: Proactive, diligent and result-oriented Sales & Marketing strategist with accomplished experience of 15 years in Sales and business development, Project management and creating market entry strategies. Currently spearheading functions as General Manager with Trutrade S.A.R.L (Japan Tobacco International excl. Distributor), Beirut Lebanon. Possessing valuable insights, keen analysis and team approach to implement best practices used in organizing and leading Finance related business, adept at working in high pressure environments with strict deadlines and multiple deliverables.

Hands-on experience in sales and distribution, budgeting & forecast, business negotiations and channel management.

Expertise in identifying weaknesses in the solidarity procedures and introducing possible measures to strengthen the same and devising new merchandising system.

Skilled at Sales & Marketing, Customer Service, Key Account Management and Channel management across with capability to expand channel network to ensure wider distribution and deeper market penetration.

Adept in anticipating & capitalizing on market trends, identifying profit potential, creating value, & positioning the company’s products & services to maximize market share.

High calibre in creating, developing & executing innovative business development plans & strategies together with designing, consolidating & improving organizational processes.

Established credentials in setting goals, determining priorities, resources planning, delegating responsibility and monitoring the progress to meet/exceed the target.

Confident, organised, ambitious and honest who enjoys rock-solid reputation of integrity with the organization.

Good communication, presentation, relationship building and interpersonal skills, capable of resolving multiple and complex issues and motivating staff to peak performance.

CORE COMPETENCIES

Vision & Strategic Planning Sales & Marketing Market Analysis Developing New Merchandizing System Process Improvement Project Management New Business Development P & L Management Price Management Budget & Forecasting Product Management Channel Management Key Account Management Customer Relationship Management Liaison & Coordination Performance Measurement Resource Orchestration Team Building & Leadership Problem Solving

PROFESSIONAL EXPERIENCE

Pulper S.A.L. –Slimoil March 2015 – present

Sales operations & Export Manager

Deliverables:

Performs sales activities on major accounts and negotiates sales price and discounts in consultation

with GM.

Manages personnel and develops sales and sales support staff.

Reviews progress of sales roles throughout the company.

Accurately forecasts annual, quarterly and monthly revenue streams.

Develops specific plans to ensure revenue growth in all company’s products.

Provides quarterly results assessments of sales staff’s productivity.

Coordinates proper company resources to ensure efficient and stable sales results.

Formulates all sales policies, practices and procedures.

Assists sales personnel in establishing personal contact and rapport with top echelon decision-makers.

Collaborates with Management to develop sales strategies to improve market share in all product lines.

Interprets short- and long-term effects on sales strategies in operating profit.

Educates sales team by establishing programs in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support, management of expenses and business/financial issues on contracts.

Collaborates with Management to establish and control budgets for sales promotion and trade show expenses.

Reviews expenses and recommends economies.

Holds regular meeting with sales staff.

TRUTRADE S.A.R.L (Japan Tobacco International excl. Distributor), Beirut Lebanon Jan 2006 - Oct 2014

Country Manager

Deliverables:

Heading and managing 5 trade marketing area managers and implementing the JTI’s policy in Lebanon.

Responsible for marketing planning to capture the maximum market share and providing customer satisfaction.

Identifying weaknesses in the solidarity procedures and introducing possible measures to strengthen the same.

Communicating the sharing market information with managers and understanding of their short/long term marketing strategy.

Forecasting and finalizing yearly requirements and conducting meetings to highlight weaknesses and evaluate performance levels.

Formulaing a global team performance metrix and drawing action plans jointly achieve teh target.

Entrusted with reviewing set goals and timetables and introduce changes required.

Accountable forall operations encompassing profit, revenue, cash and quality targets within the country.

Preparing detailed annual business operating plan and delivering monthly, quarterly and annual targets for revenue, profits and cash and producing business performance reports.

Responsible for recruitment, training, mentoring, performance monitoring and managing staff.

Major Accomplishments:

Achieved the market share increase from 15.7% in 2005 to 24.1% in 2014.

Successfully reached the highest mean overall satisfaction score of 7.66 on a 10 point scale v/s other tobacco companies.

Instrumental in boosting sales from 170K cartons in 2008 to 324K cartons in 2014.

Applauded by the Management for developing the HORECA department and effectively implementing new merchandising system.

Successfully ncreased territory coverage and POSM installation.

COCA-COLA THE BOTTLING CO., Dammam - Saudi Arabia Jan 2005 - Dec 2005

Area Sales Manager

Deliverables:

Assigned responsibility of review the sales and distribution achievements of the company sales force on a monthly basis.

Ensuring delivery of top class service to the customer by properly training and developing selling skills of the sales force.

Identifying market requirements and preparing the quarterly sales and distribution targets for the company’s sales force

Collecting and analyzing regular feedback about the market problems, issues, opportunities and the competition from the sales force and other sources.

Responsible for sales execution in all local, regional and national assigned accounts.

Ensuring a culture of learning and development in the selling organization.

Making regular interaction with store level and local chain leaders.

Key person accountable for selling in and adherence to calendar marketing agreements

Actively involved in managing all channels, package and pricing plans provided by the Commercial Leadership and conducting annual and six month appraisals within the Regions.

Apprising department team and Director of Sales on marketplace conditions including competition, channel plans, pricing etc.

PEPSI COLA SMLC, Beirut Lebanon Nov1999 - Dec 2004

Unit Sales Manager

Deliverables:

Responsible for increasing sales of the company's products and meeting the assigned target.

Actively involved in establishing, maintaining and expanding customer base and delivering service needed by the existing customers.

Identifying and increasing business opportunities through various routes to market and setting sales targets for each and every individual representatine of the team.

Formulating sales strategies, setting targets and allocating areas to sales representatives.

Compiling and analyzing sales figures, collecting customer feedback and conducting market research.

Involved with marketing and keeping up to date with products and competitors activities.

Communicating and visiting the Account to present products, sales strategies and promotional periods.

Involved in the Account Management Administration including Contact Matrix, Account Performance vs. Budget and Sales Targets, Budget Tracking etc.

Responsible for achieving distribution targets by new product launches supported by merchandising solutions.

Proactively planning ahead with promotional grid and forecasting point of sale demand.

Implementing annual business plans to deliver category growth.

Making periodic visits to the customers stores to maintain strong in-store visibility and assess level of exposure and record developments.

Ensuring effective utilization and execution of marketing program to ensure selling success of products.

Reporting to the Senior National Key Account Manager relating to the Key customer chains and market shares, promotional grids and account strategy.

Major Accomplishments:

Successfully developed Promotional Grids and managed Day to Day Key Account activityto Price Management.

Applauded for maintaining Budget as expected by the Management.

HOLDAL – Abou Adal Group, Beirut Lebanon Jan 1996 – Aug 1999

Head of Dept.

Deliverables:

Responsible for meeting/exceeding the monthly, quarterly, and yearly team sales targets.

Involved in selecting, training and developing high performing team of call center team leaders and sales representatives.

Responsible for reviewing product data to ensure that the field force is kept up to date on new developments regarding the companies or competitors’ products.

Assisting in developing annual marketing plan and for controlling advertising, promotion and sales aids in accordance with the annual marketing plan.

Responsible for preparing product forecasts, and constantly monitoring inventory levels held at central and interstate warehouses.

Communicating and liaise with the advertising agency regarding the product campaign including journal advertising, direct mail and conferences.

EDUCATION & TRAINING

B B A (Business Management), 1996

Lebanese American University

Training/Seminars Attended:

Merchandising Workshop Japan Tobacco International Lebanon

LeaderMENT with EQ, SQ, CQ: “The New Leadership / Empowering Self-Motivation JTI Cyprus

Master Negotiation Workshop, JTI Ireland

CDA Workshop: Customer Development Agreement Pepsi Cola Intl Ltd, Dubai

Brainpower, Strategy Value-added, Consultative Selling Beirut, Lebanon

Steps of the call Workshop, Japan Tobacco International Lebanon

Portfolio Planning Workshop Japan Tobacco International Cyprus

WEKA Workshop – (Customer Excellence: Winning every key account) Pepsi Cola Intl Ltd, Dubai

Trainings

I T Skills:

Proficient with the use of MS Office suite, MS Outlook and Internet applications.

Sales Information System, Merchandising Management System & Sales,Forecast and Inventory System

PERSONAL INFORMATION: Date of Birth: 12th Sep 1972 Languages Known: Arabic, French & English Gender: Male Nationality: Lebanese Passport Details: No. RL 0183418 Location Preference: LEBANON, UAE, QATAR, KSA References: Available on Request

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