Job Summary

• Responsible to lead the OOH UAE channels by managing the day to day operations of the department and development of long-term strategy that cater to customer retention and sales growth
• Responsible to lead and develop the channel-specific strategy and the related execution plans for the UAE market for multiple product categories which are presented across 6 solution segments to customers through multiple sales channels

Operational Responsibilities

Strategic
1. Lead in creating Annual Operating Plan; budgets, sales and distribution plans
2. Develop and implement Go-To-Market & Route-To-Market strategies to achieve
3. Assume responsibility for acquiring new brands and expanding into new product categories

Sales and Operations
4. Initiate improvements in standard operating procedures (SOP) and technical infrastructure to simplify and standardize sales processes, and enhance their efficiency and effectiveness
5. Monitor and analyse pertinent market trends and competitors in the industry, including accompanying sales personnel on trips to gain first-hand market insights and feedback on prospective solutions.
6. Monitor and enhance the productivity of the sales team, broaden the distribution network, and ensure sustainable profitable growth.
7. Evaluate and enhance the operational processes related to sales to promote customer retention and growth in both horizontally and vertically.
8. Conduct a gap analysis to identify untapped market potential, and utilize that information to acquire new accounts, meet sales volume targets, and achieve revenue and profitability goals.
9. Develop and sustain a robust sales pipeline aligned with growth strategy to minimize risks and ensure consistent growth
10. Lead the monthly Demand Review Cycle by offering valuable insights, creative suggestions, and constructive feedback to drive its success
11. Plan, monitor and achieve individual and team sales targets and be accountable for the overall sales performance. (E.g. sales volume, margin, growth)
12. Lead discussions with key accounts to conduct long term and short-term sales planning to estimated sales forecasts for IFFCO
13. Establish long-term sales targets for each key account, and attain them by implementing new sales strategies, promotional activities, or launching new products
14. Manage all Key Account contracts and tenders negotiations with the relevant business units, as well as implementation and management of contracts.
15. Manage strategy development and Implementation of Key Accounts with all IFFCO business units
16. Conduct competitor benchmarking from a pricing stand-point and business in pricing accordingly
17. Ideate and suggest sales promotion schemes
18. Service levels; Ensure superior customer service and ensure healthy OTIFs
19. Collection & Reconciliation - Ensure collections from key accounts within credit period thereby managing overdue outstanding
20. Conduct periodical sales reviews with sales teams for monitoring achievement of sales targets and sharing actions for course correction, if required
21. Lead monthly closure review meetings and seek inputs from marketing, sales and planning teams on achievement of targets
22. Conduct reviews with front line sales executives and conduct frequent market visits to understand on-ground challenges and opportunities

Other Responsibilities

Customer relationship building
23. Responsible for end to end Customer Relationship Management with the key accounts
24. Conduct periodic Business Review with joint action plans
25. Continuously assess the pricing and contracts with customers to ensure that the products and services offered meet the benchmarks of quality, timeliness, and cost-effectiveness
26. Ensure that R&D/ Production/ Quality team is able to resolve customer query within the agreed TAT, quality and cost norms and maximize customer satisfaction

Internal Alignment and planning support
27. Integrate internal functions such as sales, marketing and planning teams for on-time new product launches, effective pricing and running promotions
28. Ensure resolution of all customer queries (through close coordination with Customer Services) and ensure timely delivery of orders placed
29. Work in close coordination with Planning team for accurate sales forecasts
30. Work in close coordination with Production, Quality and R&D team to ensure resolution of customer queries and production as per customer specifications

People Management
31. Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.
32. Participate in the identification of training and development initiatives for all subordinates
33. Drive the engagement and satisfaction of the team through holding periodic meetings to discuss the achievements and address any employee issues and/or concerns. Build an effective, efficient and motivated team
34. Supervise direct reportees in their day-to-day tasks and guide them in managing their performance by providing appropriate feedback and counselling.
35. Provide recommendations to HR & Admin on hiring and promotions

KPIs

• Volumes sold
• % achievement of profitability targets
• % achievement of revenue targets
• % adherence to budgets allocated
• Number of new customers acquired
• Collection rates (Accounts Receivable)
• Accuracy of Key Account planning
• Quarterly customer reviews and satisfaction scores

Work experience requirement

12+ years of FMCG Sales experience with 6-7 years of experience in leading OOH sales within the target market.

Experience in managing a large team.

Qualification

Master in Business Administration (Preferably in sales and marketing)

Competencies

Business Acumen

Consumer Behavior B2B and B2C

Functional Knowledge of Business and Industry

Leading and Managing Change

Ownership & Result Orientation

Planning & Decision Making

Product Development Cycle for Food Services

Sales and Distribution management

Self and Team Management

Strategic Thinking

Business Unit: S&D(UAE) (374)

Business Group: S&D(GCC) (240)

IFFCO