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Head - Sales

3 months ago

Jeddah, Makkah Province, Saudi Arabia IFFCO Full time

Job Summary:

  • Responsible to lead the Out of Home channel 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 national category specific OOH channel strategy and the related execution plans for the assigned country.

Roles & Responsibilities:

  • Contribute to creating yearly business strategy (for the OOH channel) to grow existing and new business with customers
  • Identify market potential in order to establish new account, achieve food service sales volume, revenue and profitability goals
  • Identify and set long term sales targets for each key account and achieve the same through new sales strategies, sales promotions or new product launches
  • Responsible for acquisition of new brands, categories and OOH customers across target markets.
  • Provide inputs to the goto market strategy and align the same with the OOH sales strategy to achieve the approved sales targets
  • Initiate process improvements and technical infusions within the sales team to improve efficiency and effectiveness of sales efforts
  • Evaluate commercial relevance of new pipeline opportunities in line with OOH strategy
  • Monitor & analyse relevant market developments and competitors within the OOH channel, including traveling with sales to gain direct market insights and feedback on potential solutions
  • Manage OOH Key Accounts in the target markets.
  • Manage Strategy Development and Implementation for OOH Key Accounts with all IFFCO Business Units
  • Support the OOH Sales team in preparation of the annual sales plan for the target market in line with the overall Sales Plan through inputs from a OOH channel standpoint
  • Lead the sales budgeting and sales forecasting discussion as a representative from OOH channel
  • Actively participate in the sales and operations planning meetings to share inputs from a OOH channel standpoint
  • Plan, monitor and achieve individual and team sales targets and be accountable for the overall OOH sales performance. (E.g. sales volume, margin, growth)
  • Lead discussions with key accounts to conduct long term and short term sales planning to estimated sales forecasts for IFFCO
  • Initiate new product development and product management review processes with R&D upon requests from customers
  • Proactively scan the market and lead customer pitches(for potential customers) for new business development
  • Scan the market for various opportunities and respond effectively by liaising with new product development team for launching new products
  • Manage all OOH Key Account Contracts and Tenders negotiations with the relevant IFFCO BU's, as well as implementation and management of contracts.
  • Manage Business Development across OOH channels, with new accounts, products and geographies
  • Act as a key influencer for all national launches, relaunches, line extensions, promotions and onepagers / look of success to ensure that these initiatives are conceptually sound for the OOH channel
  • Proactively scan the market to identify potential new customers who can be serviced by IFFCO
  • Conduct competitor benchmarking from a pricing standpoint and support OOH business in pricing accordingly
  • Ideate and suggest sales promotion schemes to increase sales with key accounts and major OOH customers
  • Maximize market share through superior customer service and ensure healthy OTIFs

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.

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(KSA

Business Group:
S&D-GCC (4035)