Osama Zaki

Mobile: +966*********

E-Mail: ada84w@r.postjobfree.com

Professional Snapshot

A strategic & innovative thinking with a proven track record in leading sales organizations, setting inspiring visions, leading perfect executions with ability to exceed objectives.

A result oriented professional with over 24 years of experience in Sales, Distribution, Coverage, marketing, trade marketing & business development in FMCG firm within Saudi & Egyptian markets.

Key focused on major business objectives: “Profitability, market share and sustainable business growth” through create winning culture across the organization, great team dynamic, focus on business fundamentals and major growth drivers.

Skilled in ensuring optimal utilization of resources “effective & efficiency”& cross function synergy.

Successful track record in leading varies teams through high leadership skills delivering the company objectives, drive team’s capability and raising the bar across total functions

from the existing clientele to achieve business targets.

Career Summary

Oct 2015 – Present National Key accounts Sales manager – BDM at IFFCO - KSA

Oct 14 – Oct 15 National Key Accounts & SS Sales Manager at Masafi– KSA.

Jan 12 – Sep 14 National Key Accounts Sales Manager at Halwani Brothers– KSA.

Jan 07 – Dec 11 National Key Account & Direct Distribution Sales Manager at Savola- KSA.

Jan 05 – Jan 07 National Key Accounts Sales Manager at AMS Baeshen – KSA.

Jan 03- Jan 05 Regional Key Accounts Sales Manager at AMS Baeshen-KSA

Jan 99 - Dec 02 Key Accounts Sales Executive at Pepsi Cola Bukshan-KSA.

Jan 97 – Jan 99 Area Sales Manager at Pepsi Cola – Egypt.

Nov 94 - Jan 97 Sales Supervisor at Pepsi Cola– Egypt.

Skills:

Strategic Planning and Budgeting,

Creative & critical thinking direction.

Analyzing, Organizing, Role model, Team player and hard working.

Sales strategies, forecasting, planning & operations skills.

Customer oriented, Problem solving & excellent negotiator.

Perfect in English language & expert in Microsoft programs.

P & L management, commercial awareness & account management.

Team management, coaching & leadership skills

Multinational, national & local level companies management skills.

Career History

National Key accounts sales manager - BDM, Oct’15 – Present, IFFCO. KSA

Overseeing the sales & distribution of IFFCO company portfolio from well-known edible Oil, Olive Oil, Biscuits, Flour, Ketchup, Mayonnaise, Soap etc across KSA with a total of 300 M SR.

Negotiating and finalizing the yearly BDA with MT customers.

Conduct quarterly business review with the customers to highlight the strengths & weakness & set a plan to compensate the gaps if any.

Implement a strong merchandising system.

Monitor and control the annual sales budget to ensure optimum utilization.

Develop the sales plans budgets to achieve the company annual sales bottom line.

Develop short and long strategies plans to achieve the Sales & profit target.

Follow up collection & pull out all customers financial issues & control the credit limits.

Follow up on the P &L and take the necessary corrective actions to achieve the goals.

Develop strategies & tactics to expand the customer base & Increase the market vertical and horizontal sales.

Manage & develops a highly motivated team to increase coverage, distribution, visibility, availability, SOS etc.

Work closely with the team to generate sales and achieve monthly, quarterly & annually sales & profitability objectives to meet the company bottom line.

Ensure staff is properly selected, equipped, trained, informed and motivated.

Ensure quality, health and Safety Company standards are maintained and improved across the region.

Ensure adherence to overhead budget and ensure that efficiencies are maximized.

Distribute monthly sales target among the sales team and roll it if needed.

National Key Account & Mini Market Sales Manager, Oct’14 – Oct 15, Masafi.KSA

Overseeing sales & distribution of Masafi company portfolio from well-known mineral water, Juice & Tissues portfolio across KSA with a total of 150 M SR.

Negotiating and finalizing the yearly BDA with MT & MM customers.

Develop plans to penetrate MT customers & expanding the customer base.

Develop business plan to meet the company objectives and drive the growth.

Conduct quarterly business review with the customers to highlight the strengths & weakness & set a plan to compensate the gaps if any.

Implement a strong merchandising system.

Planning & forecasting each channel marketing strategies, business development plans & promotional activities.

Preparing short and long term plans to achieve the monthly, quarterly& annually sales & profitability targets by brand, SKU & channel to meet the company bottom line.

Ensure Company Credit policy is adhered by the sales team in the regions.

Distribute monthly sales target among the team and roll it if needed.

Promote healthy and profitable clients relationship & emphasize customer satisfaction.

Provide monthly, quarterly and annual product line reports as needed.

Undertaking an analysis of marketer’s sales data to identify the strengths& weakness.

Follow up on the profit and loss statement and take the necessary corrective actions to achieve the targeted profitability per case.

National MT & Mini Market Sales Manager, Jan’12- Sept’14, Halwani Brother’s KSA.

Managing the sales & distribution of Halwani brother’s products portfolio from Halawa,

Tahina, Jam, Processed Beef, Frozen Foods, Dairy Products, Cheese, Mamoul, Pickles, Beans, Rice & Sugar, with more than 300 SKUs with a total of 200M SR.

Negotiating and finalizing the LTA’s with modern trade & mini market customers.

Develop both short and long-term sales strategies to achieve the company goals.

Manage & develops a highly motivated Key Account & Merchandising team.

Ensure that Company Quality Standards are consistently improved in all locations within the region.

Produces weekly/monthly accurate forecasting and commits to the provided forecast.

Monitor the production & logistics daily performance to ensure product availability &proper delivery at all regions.

Distribute monthly sales target among branch& regional managers and roll it if needed.

Ensure effective implementation execution as per LTA's& seasonal contract if any.

Analyze the customer's performance & highlight the key opportunities.

National MT& Van Sales Manager, Jan’07 - Dec’11, Savola Food KSA

Overseeing the sales & distribution of Savola company portfolio from well-known Sugar

Al-Osra, Ziada, Safaa, Nahar, Hala, sachet & diet sugar across KSA with a total of 240 M SR.

Negotiating and finalizing the LTA’s with Key Accounts, Mini markets & distributor’s.

Change the MT channel customer base yearly incentive within the BDA to work based on incremental sales not visibility.

Develop plans to penetrate new customers & expanding the customer base.

Develop each channel business plan to meet the company objectives and drive the growth.

Measure & review Customers& Distributors performance and adjust the plans accordingly.

Implement a strong direct distribution, modern trade & merchandising system.

Change the direct distribution operation payment status from Credit to Cash system.

Successfully enhanced the van sales operation coverage from 13K customers to 19K Customers within 4 months.

Planning& forecasting each channel marketing strategies, business development plans & promotional activities.

Play a key role with Savola committee team in establishing each channel clear pricing strategies, discount structures & guidelines.

Preparing short and long term plans to achieve the monthly, quarterly& annually sales & profitability targets by brand, SKU& channel to meet the company bottom line.

Ensure Company Credit policy is adhered by the sales team in the regions.

Conduct quarterly business review with the customers & distributor’s to highlight the strengths& weakness& set a plan to compensate the gaps if any.

Distribute monthly sales target among RSM’s and roll it if needed.

Promote healthy and profitable clients relationship & emphasize customer satisfaction.

Provide monthly, quarterly and annual product line reports as needed.

Undertaking an analysis of marketer’s sales data to identify the strengths& weakness.

Follow up on the profit and loss statement and take the necessary corrective actions to achieve the targeted profitability per case.

National Modern Trade Sales Manager, Jan’05 – Jan’07, AMS Baeshen. KSA

Managing the sales & distribution of Baeshen company products portfolio from well-known Rabea tea, Bee sugar, Al-Hamra charcoal with a total of 100 M SR revenue.

Oversee the daily operation and co-ordination of Sales, merchandising, and logistics.

Achieve the sales & profitability targets by brand & SKU to meet Baeshen bottom line.

Negotiating the Annual BDA’s with the customers as per the agreed budget guidelines.

Co-ordinate between the marketing, trade marketing teams and the customers to establish the national and Exclusive promo activities (promo calendar).

Optimize the trade investments and trade funding.

Monthly trade visit plan all regions to follow the agreements' execution are on place.

Follow up on the P &L and take the necessary corrective actions to achieve the goals

Preparing short and long term plan by account to develop the business.

Pull out all financial issues with all contracted accounts with the support of other department heads.

Monitor on a daily basis the production & logistics process to ensure products availability & proper supply at all regions.

Provide quality and timely feedback to the top management on important changes, weakness, opportunities or threats in the regions, particularly in relation to competitor activities.

Ensuring Baeshen enjoys excellent relationships with MT customers.

Build & develop MT team capabilities to lead the MT channel business.

Prepare and conduct quarterly business reviews with the customers to highlight the strengths& weakness points & set a plan to compensate the gaps if any.

Regional MT & Mini Market Sales Manager, Jan’03 – Jan’05, AMS Baeshen.KSA

Full responsibilities for Sales, distribution, market share, profitability of 60% of overall MT channel Sales Target.

Build & develop Key account team capabilities to lead the MT channel business.

Co-ordinate between the marketing team and the top KA to implemented the national regional& exclusive promo activities.

Work according to spending guidelines and criteria and within the assigned budgets& optimize the trade investments and trade funding.

Work closely with the team to generate sales to achieving the monthly, quarterly & annually sales & profitability objectives to meet the company bottom line.

Visiting the MT customers all stores & HO within the central region of KSA to follow all agreements' execution as per contracts& support the team to solve the issues.

Provide customers and channels understanding.

Ensuring Baeshen enjoys excellent relationships with Key Accounts.

Key Accounts sales executive - Makah Branch Jan’ 99 – Jan’03, Pepsi cola Bukshan KSA.

Lead & manage Key accounts team to achieve the targets.

Follow up collection and control the credit limits.

Maintaining product sales ratio in line with Pepsi Cola standards.

Monitoring execution of POS materials throughout the region.

Achieving the monthly & annual sales target and “Market Share Dominance” through brand conversion in the market segments under the routing list.

Ensure effective implementation execution as per LTA & seasonal contract if any.

Following up on promotion feedback and reporting the results to the top management.

Expanding the customer base by resolving all customer issues.

Identify and develop relationships with prospective clients across Key accounts & mini market customer’s to ensure high levels of customer satisfaction and repeat business.

Successfully increased the SOS visibility, availability, displays, POS materials & market share within Makkah Key account customers.

Area Sales Manager Jan’97 – Dec’98, Pepsi Cola Egypt.

Negotiating and signed the annual agreements of all channels in the region.

Rendering assistance to the TDM’s to develop the sales team rout plan.

Conceptualizing plans to develop the sales volume of direct distribution, wholesale & key account channels.

Following up on the collection and control the credit limits.

Maintaining product sales ratio in line with Pepsi Cola standards.

Achieving monthly, quarterly & annual sales target and “Market Share Dominance”

Execute and achieve the set daily objectives for sales, distribution, range selling, promotional programs and customer stock weight as appropriate.

Encourage a positive team spirit.

Ensure timely submission of all administrative work such as DSR, update weekly and daily routing schedule list, and regularly update Customer Profile Form, Competitors Pricing and Market activities and any similar reports assigned by management.

Interface on product category business policies and directions with the marketing department within the company.

Monitored execution of POS materials throughout the region.

Demonstrated record of high performance standards including attention to daily schedules, deadlines, budgets and quality of workability to work independently.

Maintain vigilance on sales trends of own & competitor’s products line to review each salesman area of weakness, strength and potential.

Sales Supervisor Nov’94 – Jan’97, Pepsi Cola Egypt.

Manage, train and develop the sales team.

Achieve the monthly & annual sales target.

Expand the customer base.

Set the area sales target.

Monitor the competitor’s activities.

Follow up each salesman credit & end of month collection.

Penetrating new territories & retailers.

Increase the customer's market size vertical and horizontal sales.

Educational Background

Bachelor of Arts from Geography Department, Tanta University in 1994.

Training Courses

Strategic Business Planning in 2017 Jeddah

Time & stress management in 2015 Jeddah

Shopper marketing in 2013 Dubai

Store wars training in 2012 Dubai

Retail audit training in 2011 Dubai

Jamiaat 2 in 2009 Istanbul

Key account management in 2008 Istanbul

Coaching & Supervisory Skills in 2007 Jeddah

Negotiation Skills in 2006 Jeddah

Building Customer Insight in 2005 Jeddah

Routing Digital Mapping in 2004 Jeddah

Leadership& Management Skills in 2003 Jeddah

Time to Sell in 2001 Cairo

Sales Development Skills in 1995 Cairo

Personal Information

Date of Birth : 19th October 1971

Nationality : Egyptian

Marital Status : Married, 4 kids

Languages Known : Excellent English and Arabic

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