Fouad Hammoud

PO. Box H*R *G* Montréal Québec – CANADA 438-***-****

ad19ku@r.postjobfree.com

https://sa.linkedin.com/in/fouadhammoud

SENIOR MANAGEMENT PROFESSIONAL

Strategic Sales & Category Planning Business Development Key Account & Channel Management

Languages: English, French, Arabic (Spoken/Written/Read)

Sales leader with extensive experience in turning around & building businesses, delivering sustaining revenues and profits across diverse organizations. Proficient in multi-category FMCG/ CPG/ Tobacco businesses by creating opportunities in markets by taking brands & products to consumer proximity through a network of multi-tier channels

Seeking a challenging managerial assignment as:

National Sales Manager/ Country Manager/ Regional Manager/ Head of Key Accounts/ Trade Marketing Manager/ Import & Export Manager with a reputed organization, where I can further contribute and drive sales and distribution.

Core Competencies

Sales & Marketing Management

Operations Management

Budget & Cost Management

Modern Trade Management

Product Marketing

Market & Trend Analysis

Stakeholder Management

Distribution/ Channel Management

Training & Development

Team Leadership

Executive Synopsis

Skilled in driving sales and trade-marketing activities, developing brands, leading negotiations and pricing strategies, channel management and developing strategic relationships with premium customers.

Adept at generating revenue and increasing the company profitability.

Define and ensure accomplishment of budgets, targets by guiding teams.

Driving availability/visibility, developing promotions, launching and re-launching products to achieve profitable set revenue and market shares.

Subject matter expertise in identifying and developing vendors, conducting periodic performance evaluation of customers to ensure compliance of organizational quality standards and other Service Level Agreement parameters.

A visionary executive and thought leader, with great communication skills, analytical ability and decision-making prowess, pertaining to distinctive business scenarios.

Exposed to new market development through trend and opportunity analysis, consumer research, demand planning, competition mapping, customer segmentation, sales networking, marketing promotions and distribution planning.

Resourceful manager, recognized for building, retaining, motivating, and guiding high performing teams to over deliver organizational objectives…

Professional Experience

Coca-Cola Canada Bottling Limited – Sales Development/ Customer Service Manager Sept 2022 - to date

Key Accountabilities:

Identifying and selling against opportunities within Coke Canada’s local and national large store customers.

Maximizing profitable sales by understanding the complexity of the channels & building customer relationships.

Finding and selling new local large store customers promotional plans, incremental displays, & placing equipment.

Managing Customer Marketing Agreements & aligning them with Coke Canada business objectives/ strategies.

Evaluating outlet opportunities for new and existing Large Store customers.

Developing customized business plans, addressing all critical customer needs through high best in class service.

Achieving revenue/ profit goals with appropriate inventory levels & maintaining merchandising best standards.

Selling in promotional programs, ensuring dealer compliance by executing channel and customer promotions.

Proactively arranging time and territory to achieve optimum face-to-face selling opportunities.

Build or modify displays, sections, end caps, racks & coolers in line with Coke Canada Bottling’s programs.

NAOS (Bioderma, Institute Esthederm, Etat pure) – National Key Accounts Manager May 2022 – Aug 2022

Key Accountabilities:

Leading, maintaining & driving portfolio growth of national accounts (Walmart, Walgreens, Costco & Target).

Seeking out new opportunities and potential prospect accounts further driving company’s profitable turnover.

Analysing and challenging the performance of company brands across all customers by further developing activities.

Providing strategic recommendations and leading their implementation with internal teams and distributors.

Interacting with field teams, collecting best-practices, measuring the impact of actions implemented to drive sales.

Establishing sales/ order forecasts to ensure company targets and profitability are delivered/ over delivered.

Seizing, cross-selling and up-selling opportunities to deliver profitable growth across accounts.

Participating, leading business development agreements by prospecting new opportunities of current/ new clients.

Managing the negotiations, the openings of the account and the long-term relationships for sustainable growth.

HEMPEL – National Channel Commercial Manager April 2021 – May 2022

Key Accountabilities:

Meeting/ setting targets for profitable sales volume and strategic objectives while focusing on profitable ROI.

Customer focus to proactively improve shop profitability strategies through effective channel leadership.

Establishing professional relationships with decision makers to ensure effective Account Development Sales Plans.

Driving trade expansion plans via territory, scanning to identify network gaps and opportunities (3-5 direct reports).

Assessing partner needs by addressing key market opportunities, to attract new customers & counter competition.

Developing commercial offers, taking into account competitors offers along with profitable return on investment.

Managing loyalty/trade programs, training team and customers to drive sales and improving conversion rates.

Accomplishments:

Segmented customers’ hierarchy (Gold/Silver/Bronze) & developed required support as per tier, profitability & ROI.

Delivered and exceeded yearly set targets by optimizing spent, promotional mix and customer activities.

DANONE – National Head of Modern Trade Key Accounts Jan 2020 – Mar 2021

Key Accountabilities:

Defining, implementing category sales/ distribution strategies and annual sales plans to deliver profitable growth.

Leading and guiding the sales teams by translating strategy into effective business plans and go to market approach.

Driving sales, profitability and targets through optimizing the mix across regional accounts within available budgets.

Utilizing consumer/customer insights to design/ implement innovative action plans by assessing market size potential for brands based on retail intelligence reports (EPOS, ACNielsen), recent and past trends amid competition.

Enhancing accounts’ availability/ visibility by conducting periodic spot checks and corrective profitable action plans.

Responsible for annual sales and internal operating budgets for maintaining and delivering organizational P/L.

Building and maintaining productive customer relationships by leading planning, negotiations and business reviews.

Enhancing team performance by coaching/ mentoring (3 direct reports) and merchandising teams through trainings.

Accomplishments:

Accomplished sales YTD (double digits of 20%+), while utilizing the same trade budget, despite shrinking categories market trends by resolving previous accounts issues with important customers.

Grew Market share (ACNielsen July 20), increased revenue by driving top/ bottom-line profitability for Modern Trade.

NAPCO Consumer Goods - National Key Accounts Development Manager Dec 2018 – Dec 2019

Key Accountabilities:

Managing strategic customers and achieving profitable business and revenue sales targets.

Developing competitive and strategic customer business development plans for achieving account business growth.

Preparing targets and ensuring delivery of objectives through optimal sales and promotional mix.

Focusing on optimizing trade spends and budgets by rolling out effective activities based on ROI.

Setting SMART action plans based on monthly and quarterly customer business reviews, based on performance.

Building rapport with key customers by ensuring the best services, practices and highest customer satisfaction.

Assessing sell in/out sales figures, market shares retail audits and implementing effective corrective actions plans.

Guiding the sales team (2 direct reports) and merchandising teams by ensuring optimal availability/visibility.

Accomplishments:

Played a key role in optimizing the trade spent and generated savings while overdelivering the set targets.

Revamped the strategy for key customers which transpired into double digit growth and market share increase.

British American Tobacco - National Channel & Customer Development Manager Jan 2017 – Nov 2018

Key Accountabilities:

Developing/ implementing competitive footprint by channel, for strategic customers for profitable business growth.

Focusing on developing an effective Trade-Marketing & distribution infrastructure by developing Key Customers.

Managing a team of 5 direct reports across the regions by mentoring and training them to deliver targets and ROI.

Optimizing Retail investment Strategy and optimal return on investment while driving sustainable growth.

Assessing Sales, Trade Marketing, Distribution, Industry & FMCG Insights along with Economic Reports for realigning business strategies & achievement of company goals & targets.

Negotiating and finalizing Key Account contracts, business development agreements along with trade spent.

Accomplishments:

Achieved highest ever market share for BAT (ACNielsen OCT17) for Key accounts and weighted customers.

Reclassified customers into hierarchy pyramid, reorganized trade spent translating into high growth & optimal ROI.

AMS Baeshen & Co - Head of Sales (Local & International Markets) May 2014 – Nov 2016

Key Accountabilities:

Managing the entire sales organisation (6 direct reports–250 employees) local/ int’l, tea & tobacco business.

Delivering top/ bottom line profitable growth objectives by ensuring Annual Operating Plans are efficiently delivered.

Ensuring sales capability/ trade marketing functions are geared up and aligned to support/deliver business growth.

Rolling out Sales Critical Success factors and mentoring cross-functional leadership teams & talents.

Opening up new channels/ markets & adopting best in place models to acquire new profitable businesses.

Developing effective customer relationships to enhance customer loyalty & maintain the status of preferred supplier.

Accomplishments:

Achieved the highest Market Share growth on Rabea Tea (AC Nielsen Jun’15) and recorded the highest ever sales (May’15 sales) in food and non-food categories with enhanced focus & effective RTM strategy (Direct coverage).

Put in place new SOPs and reports to instigate & ensure we have the right profitable sales discipline in place.

UNILEVER Jan 2011 – Mar 2014

National Channel Manager - Aug13–Mar 14, total country responsibilities with 3 direct reports.

Key Accountabilities:

Defining & spearheading General Trade plans, capability building & projects by rolling out full-year activities plan.

Verifying channel/region (6Ps) & leading the channel blueprint infrastructure with Category Operations & Marketing.

Evaluating customer performances & adjusting the plans accordingly to optimize spent and achieve targets.

Leading the Route to Market assessment & evaluation with distributors to drive volume/ value growth.

Identifying, mitigating distribution gaps, developing plans to cover requirements & utilization of latest sales tools.

Designing sales fundamentals progression & development plans (coverage, distribution, productivity & visibility& NPI)

Regional Business Development Manager -Jan 11–Aug 13, for 9 of 18 branches with 6 direct reports.

Key Accountabilities:

a - Modern Trade: Customer Development focusing on building strategies, business plans, team capabilities.

b - General Trade: Business Planning/ Development focus to cultivate and driving performance, capability.

Accomplishments:

Held dual roles as Regional Business Development Manager in Unilever + Area Sales Manager (distributor secondment) and managed to get a major turnaround with the highest ever sales record/ market share.

Managed top regional customer relationships (Modern/ General trade, Pharmacies…) to ensure best-in-class trade relationships and over delivery of targets and ROI.

Previous Assignments

Kraft Food International (Mondelez) – National Business Development Manager Jan 2007 – Nov 2010

NESTLÉ - Category & Channel Sales Development Manager Oct 2000 – Dec 2006

Skills

Software Proficiency with: Microsoft office applications, Adobe, Salesforce, Business Intelligence (BI).

Budget ownership (P&L): Develop, oversee, and execute activities to ensure targets are achieved with optimal ROI.

Leadership skills: Manage/ coach teams, delegate tasks, provide feedback, facilitate meetings, resolve conflicts and

motivate teams (direct reports/ distributors) with attention to details amid critical and creative thinking.

Ability to take KPI’s/ goals, divide them into SMART team objectives and tasks with adaptive communication styles.

Personal Details

Nationalities: Canadian/ Lebanese

Hobbies: Basketball, Boxing, Action Movies

Education: B.BA Degree American University of Beirut

References: Available upon request

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