B2C Sales Director with Skilled in effectively solving problems .

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Osama Zaki

Osama Zaki +966*********

*****.******@*****.***

linkedin.com/in/osama-zaki-65468a18

Personal Details:

Date of birth: October 19th, 1974, place of birth: Tanta, Egypt Nationality: Egyptian Gender: Male Civil status: Married Business Management & Development Professional

Strategic and innovative thinking with a proven track record in leading sales organizations, setting inspiring visions, and leading perfect executions with the ability to exceed goals. A result-oriented professional with +20 years of experience in sales, distribution, trade marketing, and business development in FMCG firms within the Saudi and Egyptian markets. Key focused on core business goals: “Profitability, market share, and sustain business growth” through creating a winning culture across the organization, and talented team dynamics, focused on the business fundamentals and the significant factors that drive business growth. Skilled in ensuring the best use of resources “effective and efficient” and cross-functional constructive collaboration.

Successful record in leading various teams through high leadership skills achieving the company goals, driving the team’s capability, and raising the bar across total functions from the existing clientele to achieve business targets.

Career Summary

Mar 21 - Present Sales Director at Al Fares – KSA. Jan 16 – Mar 21 Head of Key Accounts & Business Development Manager at IFFCO – KSA. Oct 13 – Sep 15 National Key Accounts & Mini Market Sales Manager at Halwani Brothers– KSA. Jan 07 – Sep 13 National Key Accounts & Van Sales Manager at Savola- KSA. May 04 – Dec 06 National Key Accounts Sales Manager at AMS Baeshen – KSA. Jan 02– Apr 04 Regional Sales Manager at AMS Baeshen-KSA Jan 99 – Dec 01 Key Accounts Sales Executive at Pepsi Cola-KSA. Jan 97 – Dec 98 Area Sales Manager at Pepsi Cola – Egypt. Nov 94 – Dec 96 Sales Supervisor at Pepsi Cola– Egypt. Skills:

Skilled in effectively solving problems and have strong abilities in negotiation and presentation. Expert in sales strategies, forecasting, planning, and operations. Analytical and organizational skills, working well in a team, and dedicated to meeting deadlines. Creative and critical thinking, as well as building relationships and supplying direction. proficient in profit and loss analysis, business acumen, and managing accounts effectively. managing companies at multinational, national, and local levels. fluent in English and excellent in Microsoft programs.

2 P a g e

Professional Experience

Sales Director, Mar’21 – Present, Al Fares. KSA

Overseeing the sales & distribution of Al Fares company portfolio from well-known across KSA with a total of 250 M SR.

• Develop and execute a strategic plan to achieve the company's top-line and bottom-line.

• Collaborates closely with the team across all regions to execute strategies and achieve targets.

• Develop key growth sales strategies, tactics, and action plans.

• Develop a plan to expand the customer base.

• Conduct monthly market visit plans to support the team to fix problems and achieve company goals,

• Build and keep strong, long-lasting customer relationships.

• Insist on efficient workflows while keeping the team motivated.

• Prepare sales reports and share them with the upper management.

• Oversee continued employee training.

• Manage all efforts to launch new products and ensure customer satisfaction.

• Monitor and control the annual sales spending to ensure the greatest use.

• Follow-up collection, pull out all customers’ financial issues, and control of credit limits.

• Manage and develop an initiative-taking team.

• Oversee and distribute monthly sales targets among the team and roll it out if needed.

• Analyze the market sales data to find the strengths and weaknesses and take the needed corrective actions.

• Generate tools and ideas to find new business opportunities to maximize sales and efficiency. Head of Key Accounts & Business Development Manager, Jan’18 – Mar”21, IFFCO. KSA Overseeing the sales and distribution of IFFCO company portfolio from well-known Edible Oil, Olive Oil, Biscuits, Flour, Culinary, and personal care across KSA with a total of 300 M SR.

• Analyze the channel performance and highlight the key opportunities.

• Negotiate and complete the yearly BDAs with MT customers across KSA.

• Conduct customer’s quarterly business reviews to highlight the strengths/weaknesses and set a plan to compensate for the gaps if any,

• Conduct monthly market visit plans to follow all agreements' execution and support the team to fix the problems to achieve company goals.

• Monitor and control the annual sales spending to ensure the greatest use.

• Follow up collection, pull out all customers' financial issues, and control the credit limits.

• Build and keep strong long-term relationships with clients.

• Develop strategies and tactics and work closely with the team to generate sales and achieve annual sales objectives to meet the company goals and maximize efficiency.

• Consult with the Sales & Marketing departments to set & implement strategies for new product lines.

• Handle complaints and problems promptly and effectively.

• Ensure staff are carefully selected, equipped, trained, informed, and motivated.

• Manage and develop an initiative-taking sales and merchandising team.

• Plan, oversee & distribute the monthly sales targets among the team and roll it out if needed.

• Analyze the market sales data to find its strengths and weaknesses. 3 P a g e

National Key Accounts & Mini Market Sales Manager, Oct’13- Sept’15, Halwani 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, and Sugar, with more than 300 SKUs with a total of 200M SR revenue.

• Negotiate and complete the LTAs with the modern trade & the mini-market customers.

• Develop short and long-term sales plans to achieve the company targets.

• Manage & develop a highly motivated Key Account sales and merchandising team.

• Provide accurate monthly forecasting and commit to the forecast that is given.

• Develop annual account business trade plans.

• Track the daily production and logistics performance to ensure timely and proper order delivery.

• Distribute monthly sales targets among branch and regional managers and roll it out if needed.

• Follow up collection, pull out all customers’ financial issues, and control the credit limits.

• Build and maintain strong long-term relationships with clients.

• Conduct monthly market visit plan to follow all agreements' execution, support the team to fix the issues to increase coverage, distribution, visibility, availability, SOS, achieve company goals, etc.

• Analyze the customer's performance and highlight the key opportunities. National Key Accounts & Van Sales Manager, Jan’07 - Sep’13, Savola Food KSA Overseeing the sales & distribution of Savola company portfolio from well-known Sugar Al-Orsa, Ziada, Safaa, Nahar, sachet & diet sugar across KSA with a total of 240 M SR.

• Negotiate and complete the yearly LTAs with the Key Accounts, Mini markets & distributors.

• Revise the BDA's MT channel incentive program to reward incremental sales, not just visibility.

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

• Review the performance of customers and distributors and adjust plans accordingly.

• Implement a strong direct distribution, modern trade, and merchandising system.

• Suggest innovative ways of increasing customer satisfaction.

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

• Successfully enhanced the van sales coverage from 13K customers to 19K Customers.

• Planning and forecasting each channel’s business development plan and promo activities.

• Prepare short and long-term plans to achieve the monthly, quarterly, and annual sales targets by brand, SKU, and channel to meet the company goals.

• Make sure the sales team in each region follows the company's credit policy.

• Conduct quarterly business reviews with the team, customers, and distributors to highlight the strengths and weaknesses and set a plan to compensate for any gaps.

• Distribute monthly sales targets among RSMs and roll it if needed. 4 P a g e

National Key Accounts Sales Manager, May’04 – Dec’06, AMS Baeshen. KSA Managed the sales and distribution of the Baeshen company products portfolio from well-known Rabea tea, Bee sugar, and Al-Hamra charcoal with a total of 100 M SR revenue.

• Manage the daily operation and coordinate with the Sales & merchandising.

• Achieve the sales targets by brand and SKU to meet the company goals.

• Negotiate and finalize the annual BDAs with key accounts according to agreed budget guidelines.

• Establish national and exclusive promotional activities (promo calendar) through coordination with marketing, trade marketing teams, and customers.

• Monthly trade visit plans for all regions to follow the agreements' execution are in place.

• Preparing short and long-term plans by account to develop and improve the business results.

• Ensure that top management receives timely and high-quality feedback reports regarding competitor activities.

• Ensuring Baeshen enjoys excellent relationships with the entire MT customers.

• Build & develop MT sales & merchandising team capabilities to lead the MT business.

• Follow up collection, pull out all customers’ financial issues, and control the credit limits.

• Distribute monthly sales targets among branch and regional managers and roll it out if needed. Regional Sales Manager, Jan’02 – Apr’04, AMS Baeshen.KSA

• Full responsibility for the Central region’s Sales, distribution, and market share results.

• Provide timely and high-quality feedback to top management regarding competitor activities, including identifying changes, weaknesses, opportunities, and threats.

• Follow up on collection, fix the collection issues, and control the credit limits.

• Recruit, select, train, coach, and monitor the sales and merchandising team performance.

• Improve the sales team capabilities to achieve sales, coverage & distribution targets and improve the visibility, availability, share of shelf, market share & market execution.

• Distribute monthly sales targets among the channels and roll it out if needed.

• Manage and develop a highly motivated sales & merchandising team.

• Build and develop an excellent business relationship with the support functions.

• Ensuring Baeshen enjoys excellent relationships with the customers across all channels.

• Build and develop all channel team capabilities to lead the business growth and achieve the target.

• Following up on promotion feedback and reporting the results to support Marketing.

• Work closely with the team to generate sales to meet the company goals. Key Accounts sales executive - Makkah Branch Jan’ 99 – Dec’01, Pepsi cola KSA. Area Sales Manager Jan’97 – Dec’98, Pepsi Cola Egypt. Sales Supervisor Nov’94 – Dec’96, Pepsi Cola Egypt. Educational and Credentials

Bachelor of Arts from Geography Department • Tanta University in 1994. Professional Development:

• Attended multiple training workshops with PepsiCo International, Savola, Baeshen, and IFFCO.

• Topics covered: Leadership, negotiation skills, coaching, and development talent, successful. planning organizing, and Control, key accounts management, category management, team building skills, distributor management, trade marketing, and store wars workshop.

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