Head - Sales Lead - Organized Trade

Job Summary

Oversee monthly and annual sales of General, Modern and Wholesale Trade functions for entire UAE and meet targets in volume and value sales in line with business forecasts and ensure profitability, visibility outlet coverage and sale system productivity.

Key Responsibilities

• Provide strategic direction to the company with the vision outlined by the Managing Director and CEO.
• Work closely with the Head – Finance to prepare annual budget, cash flow, and complete risk analysis on potential investments.
• Ensure best industry practices to develop trade partnerships and drive business profitability
• Recognizing trends and business opportunities and constantly realigning sales and marketing tools in order to adapt to changing situations and competitor strategy.

• Facilitate to build team capability through professional development & skills development programs    
• Forecast yearly sales volume, suggest pricing strategies based on market intelligence, and lead NPD and launch    
• Administer sales, distribution and operation budgets and ensure best value for capital employed 
• Responsible for the achievement of monthly, quarterly and yearly agreed annual sales budgets by category/by brand
• Conducting weekly, mid-month and monthly sales review / collection review meeting involving NSMs and drive them to achieve the targets
• Lead the salesforce in solving escalated issues related to pricing/product/delivery/receivables etc.
• Provide leadership through active communication of vision, effective coaching and development while relating sales outcomes to objectives and taking suitable action to correct when necessary.

• Prepare monthly, quarterly and annual sales forecasts
• Establish effective relationships and associations with other departments

(Trade Marketing, Finance, CS & Supply chain, HR, etc.) to address key business issues and opportunities.

• Provide direction through field market visits, opinions and measurement of campaign results in order to tangibly gauge ROI

Key Performance Indicators

• Achievement of budgeted targets on Volume/Value/EC/Collection/ WD/ND

• Achievement of OSA

• Achievement of expiries/damages/market returns within set targets

• Training sales force

• Launching new products

• Effective coverage

• Reduction in Market returns

•TMI management

• Training sales force

• Launching new products

• Effective coverage

• Reduction in Market returns

•TMI management