Commercial Sales Manager Ksa

2 weeks ago

المملكة العربية السعودية, Saudi Arabia The Estée Lauder Companies Full time

**DRIVE AFFILIATE PERFORMANCE**:

- Build, own, and deliver the Retail Sales, Net sales, wholesale and Inventory MOC overall plan following the commercial Strategy. And work on updating the RS estimates on Quarterly basis.
- Deliver the annual Retail Sales and Net Sales Targets, Set and mitigate risks to reach the plans ensuring better Inventory levels achieved.
- Focuses on Top brands and Priority Channels. Double down on top retailers’ strategy to leverage scale.
- Elevate further excellence in execution at every touchpoint, make the BIG bigger driving productivity. Deepen brand loyalty, create repeat purchase cycle.
- Build and drive the traditional Trade business plans within ELC guidelines.
- Operational tracking form; returns, claims, and discounts, along with bonification review.

**DRIVING THE COMMERCIAL TRANSFORMATION WITH THE NEW 3PL BUSINESS MODEL**:

- Manage the full 3PL Operations and setup and ensure periodic followups to improve the KPIs set.
- Manage the sell-in with the retailers (orders directly, following up on orders, tracking service levels)
- Oversee the Operational management: ICF creation, Master data updates, Price updates, Customer creation, Service provider KPIs
- Managing forecast with the ME team, and the collab meetings with distributors.
- Working closely with the ME commercial, marketing, and trade marketing teams, to ensure excellence in execution and create the proximity between the two affiliates. Achieve Sell in plan and monitor inventories. Set actions to deplete excess.

**DISTRIBUTOR GOVERNANCE AND MANAGEMENT**
- Establishing Distributors Discipline (Build Governance & Accountability with clear KPIs including RACI, contracts, periodic performance reviews)
- Build and Monitor the RS and NS achievement of the commercial plan as developed by the brands through reviewing the monthly targets and to adjust where required - Propose action plans to mitigate.
- Forecast Meetings & Order process management
- Cascade and enforce distributor delivery of the commercial terms (including data sharing) - Weekly and Monthly sales, SOH, WS, Service level to retailers, Market Overview, BA allocation, and targets
- Challenge distributor on their P&L; BA, CAPEX investments, and acceleration of RS
- Monitor and drive operational and Retail Excellence in Execution

**ACCELRATE KSA BUSINESS MODEL DRIVERS AND RE-ENGINEER P&L ENABLER**:

- Leverage Legal and Supply Chain, accelerate go to market with local DC, forecast accuracy, scenario planning and war on waste as key enablers by reducing destructions
- Supply transformation (with focus on demand planning, forecasting and inventory management improvement, excess depletion)
- Reduction of distributor over stock situation through several actions
- Follow up on operations with the national sales manager and the other partners; BA, stocks and testers availability, and daily sales operations.
- Ensure Proper openings for all new/ Renovated Doors; from a distributor’s management point of view (stocks, testers)
- Propose trade marketing activations per brand in line with the brand strategy, cascading to the team (Special focus on Top brands)
- Monitor and improve Service levels from distributors to retailers, update assortments and inbound and Out bound KPIs.

**ACCELRATE KSA BUSINESS MODEL DRIVERS AND RE-ENGINEER P&L ENABLER**:

- Leverage Legal and Supply Chain, accelerate go to market with local DC, forecast accuracy, scenario planning and war on waste as key enablers by reducing destructions
- Supply transformation (with focus on demand planning, forecasting and inventory management improvement, excess depletion)
- Reduction of distributor over stock situation through several actions
- Follow up on operations with the national sales manager and the other partners; BA, stocks and testers availability, and daily sales operations.
- Ensure Proper openings for all new/ Renovated Doors; from a distributor’s management point of view (stocks, testers)
- Propose trade marketing activations per brand in line with the brand strategy, cascading to the team (Special focus on Top brands)
- Monitor and improve Service levels from distributors to retailers, update assortments and inbound and Out bound KPIs.

**COMPLIANCE**:

- Ensure processes implementations and work towards efficiencies by setting all the templates and processes (Estimates, Order to cash, DP & Forecasts, Trade, VM, Education,)
- Ensure that ELC’s main processes are properly maintained, adhered to and Compliant.
- Ensure strong controllership as per corporate guidelines and policies
- Ensure that all regulatory requirements are met.
- Improve governance with Dubai team for smooth collaboration and clear ownership of duties
- Ensure Operational compliance with both internal and Saudi Arabia laws and regulations
- Ensure Proper and timely submissions of KSA orders and delivery to our customers working with local and ME teams.

Manage ongoing challenges in all areas and find short
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