Commercial Sales Manager KSA

Job Description

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- and long-term solutions internally and with our business partners

Qualifications

· Experience of indirect management of multiple distributors and retailers

· Experience of working in a matrix structure and managing a team of indirect reports

· Leadership role in a sales function in a global business

· Brand-building experience

· Proven success developing subordinates.

· Understanding of the country’s economic, political, social, cultural, and business landscape and issues

· Knowledgeable about the company and its culture

· Extensive industry, retailer and distributor knowledge and network of relationships in the industry – with customers, distributors, retailers, supplier and other business partners

· Strong analytical skills

· Process orientated and continually looking to make efficiencies to process and procedure

· Organization/ Self-motivation: A self-starter with ability to work on multiple projects

· Strong team player with excellent interpersonal, communication and presentation skills

Job: Sales
Primary Location: Europe, Middle East, Africa-SA-01-Riyadh
Job Type: Standard
Schedule: Full-time
Shift: 1st (Day) Shift
Job Number: 244194