United Arab Emirates
Head of Sales & Operations , Sales & Commercial Manager ,Key Accounts Manager with more than 20 years of experience in Pharmaceutical & FMCG sector all around the United Arab Emirates & India. Professional, regional & branch representative, & business strategist with a proven record for steering business turnarounds, facilitating lucrative transitions to new markets, & creating solid internal structures that are both expandable for future growth& responsive to customer expectations. Proven record of success introducing new products, gaining name recognition & developing interactive relationships with clients through both account management & new business. Proven ability to increase market share, outperform competition & increase profits. Specialities:- • Sales Management • Distribution Management • New Product/Service Launch • Trade Marketing • Customer Relations / Key Accounts • Product Branding & Promotion • Sales Operations • Brand Management • Supply Chain Management • Resource Management / Logistics • Market Expansion/Promotion
Sales & Commercial Manager
• Develop and manage Pharmaceutical & consumer portfolio of $25M business within the channels assigned in Abu Dhabi and Al Ain region. • Key Pharmaceutical Companies included Aztra Zeneca, Servier,Takeda, Galderma, GSK, Pfizer & Merck. • Key consumer Brand port folio includes P&G (Wella Hair colorants) , RB( Scholl products) and Johnson & Johnson Products. • Responsible for Sales, Financials and overall Operation and Business development of key retail chains like Al - Manara Group , Alain Pharmacy Group, Carrefour, Lulu , Abu Dhabi Co-Operative society and other Co-ops. • Focusing on growing & developing existing clients, together with generating new business. • Responsible for companies volume target, value targets and profitability and underline volume growth with designated customers. • Negotiating of yearly contracts with key accounts like Carrefour, Abu Dhabi co-operative and Lulu and ensure these are fully adhered to. • Closely liaising with trade marketing teams in developing and implementing business strategies as per building block directions. • Key accounts P&L and scorecard. • Review and timely action on receivables. • Planning and implementing category management projects to improvise shopper marketing experience. • Maintains national sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results. • Manage annual sales promotions and special sales campaigns devised by the Principal Company in co-ordination with the Marketing department. • Effectively solve problems & manage risk to ensure achievement of targets. • Conducts one-on –one review with all account executives to build more effective communication to understand training and development needs and to provide insight for the improvement of key Accounts. • Joint value creation with key customers leading to significant category growth.
• Responsible for GSK consumer business in Abu Dhabi and Alain region and ensure that the set targets and profitability are met customer wise. • Handling a dedicated team comprising of 1 merchandising supervisor, 4 Salesman, 7 Merchandisers and 1 van salesman by guiding, controlling and motivating them to achieve the set month wise objective. • Recruit and coach team of sales representatives and Merchandisers. • Preparing, implementing and tracking of yearly contracts of key accounts like Carrefour, Abu Dhabi co-operative and Lulu and ensure these are fully adhered to. • Motivate sales and Marketing Team and promoting the very highest level of service • Administer the credit policy of the company and ensure collections within the specified credit terms. • Conduct the performance appraisal of my colleagues and plan out the training needs required to excel in their field. • Implementation, Monitoring and reporting to senior Managers on the effectiveness of strategies/campaigns
Setting sales targets. Maximizing sales and profitability. Handling of 25 distributors across kerala. Providing your team with a stimulating and supportive environment. Maintaining and increasing standards of customer service. Driving team performance. Controlling the training and development of your staff.
Organizing sales visits. Demonstrating/presenting products (Optium Blood Glucose monitoring device and Insulin Delivery system Novopen ) Establishing new business. Maintaining accurate records. Attending trade exhibitions, conferences and meetings. Reviewing sales performance. Negotiating contracts.