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Sales Marketing

Qibla, Kuwait City, Kuwait
October 18, 2019

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Hani Shahroor



* ***** (900%) sales growth of Philips Lighting in ten years.

Triple the CP business in the last 5 years.

Increased profitability by 80% in the two last year

Gain 8% point’s market share for Colgate toothpaste and 12% points for Colgate toothbrushes in the last 5 years and be the leader in TB

Maintained and secured the position no. one for Philips and bring new way of doing things to this business

Secured new businesses of that worth 11% of the total Division sales

Secured and gained the suppliers contribution in the A+P and link them to a rebate program PROFILE

MBA qualified, with over 22 years of professional general management experience in the Kuwait FMCG industry:

(Colgate Palmolive, Philips Lighting Kraft Foods, Savola, UB Nabisco, Alghurair, Near East, Datschaub, Reckitt Benckiser and more).

An energetic high achiever that has well-developed communication and interpersonal skills, with a strong emphasis on stakeholder management at all levels and proven experience in leading and facilitating cross functional teams in a large multinational firm engaged in fast moving consumer goods. Hands on problem solver with analytical skills, results focused and driven by a desire to succeed and develop. PROFESSIONAL EXPERIENCE

April 1997- Current

Position: Colgate Palmolive and Philips lighting GM-(promoted from within) Employer: Gulf Trading And Refrigerating Company-(An affiliate of Alghanim Industries) Agencies: (Currently Colgate Palmolive, Mennen, Philips lighting, Beesline and Gimco) Duties:

To prepare the budgets by category, by channel, by month along with resources and spends

To effectively lead and manage the division to achieve the targeted P&L (EVA), sales, distribution and market shares

To strategically look for new businesses that fit our business model

Supplier negotiations to secure investments that enable us to achieve the targeted plans.

Recruitment and development

To lead a team of 3 Trade Channel Managers, 78 credit salesmen, van salesmen and merchandisers.

Ensure product availability: numeric and weighted distribution.

To effectively manage the trade, the in-market stock, reduce returns and manage the trade spends.

To measure the ROI for promotions and take corrective action

Conduct training courses, analyse TNA by salesman and suggested actions

To involve in continuous market research in an effort to measure trends, check for new product launch and measure the strengths and weaknesses of our products and our competitor’s products. April 96 – April 97

Employer: Nicola Abu Khader Group – Amman- Jordan

Position: Export Manager


Establish the Export and Marketing Department in a Spare Parts Industry from scratch. PROFESSIONAL EXPERIENCE Continued:

Maintain continuous contact and visits to our customers in the following countries: Lebanon, Syria, and All Gulf countries, Yemen, Sudan, Egypt, Italy, England, Spain, Germany, Iran and Cyprus.

Follow up the receivable.

Prepare Export Quotations.

Keep an up to date sales by Market by Customer.

Establish with Production and purchasing the sales budget for each market.

Form and execute marketing and sales plans.

Responsible for all relevant marketing activities specially advertising and promotion. October 1991-Feb. 1993

Employee: Amman University- Faculty of Pharmacy - Amman, Jordan Duties:

Lead a team of 8 staff members.

Design and implement the curriculum and advise on texts and additional resources materials to enhance course outline.

Design and develop Laboratory exams.

Assess results and submit these to the Faculty Co-Ordinator. November 1983- Aug. 1990

Employer: Kuwait Institute For Scientific Research (KISR), Central Analytical Laboratory (CAL), and Chromatography Section.

Position: Research Associate.


Responsible for receiving, collecting and analysing different types of samples, such as environmental, food, water and crude oil samples.

Participation in R&D projects as a member of a team (35% time) using all types of chromatographic techniques. This included TLC, Column chromatography, HPLC and GC.

Supervise and train colleagues on operational activities.

Enforce QC / QA and safety standards.

Maintain methodology and procedures manuals in the work area.

Make simple presentations for the department in issues like method development.

Gather information on specified topics under or without direction.

Identify and suggest improvements to work practices.

Ensure the procurement of resources to achieve work targets, and prepare budget estimates.

March 1981- Aug. 1983

Employer: Kuwait University, Faculty of Science, Department of chemistry- -. Position: Research Assistant.


Assisting the academic staff in their researches and projects especially in organic chemistry using several analytical techniques such as IR, UV, PH and titration. That was in addition to my responsibility in demonstrating the experiments to the undergraduate students. EDUCATION & LANGUAGES

1994 - 1995 Masters of Business Administration (MBA) Victoria University of Technology- Melbourne - Australia Achievement: Received an overall Distinction Average. 1977 - 1981 Kuwait University - Faculty of Science- Department of Chemistry. B.Sc. in Chemistry (Major), in Math. (Minor).


ALDP- Advance leadership Development Program

Managing for engagement, leading high performance teams and developing performance

Six Sigma, Operation Excellence – Green Belt (Unified Delivery for total GTRC)

Key Account Management – Kraft and Colgate Palmolive

Indirect Trade Business Management – Colgate Palmolive

Effective Coaching, Setting Performance goals and Performance Management meetings by Professional Communication Service-UK

Dynamics of Marketing and Retail Excellence by Harvard Business School.

Alghanim Top Management Leadership Conference.

Training needs analysis, job assessment and employee evaluation/appraisal

Seminar about Change Strategies for Tom Peters-Kuwait Chamber of Commerce.

Finance for non-finance managers.

Professional Management Training Program.

General Export Marketing.

Applied Statistics.

Technical Report writing.

Demand planning and managing the procurement & supply chain PERSONAL BACKGROUND

Nationality: Australian Citizen (Jordanian Ethnicity) REFERENCES

Available upon request

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