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CV Sales & Marketing Manager, Business Development multinational distributors in Levant, Gulf, Africa

Sales & Marketing Manager, Business Development multinational distributors in Levant, Gulf, Africa

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CV/Resume ID no.: 125985

Location (Residence): Dubai, United Arab Emirates
Citizenship: Lebanon
  Native: Arabic Lebanon
  Other: English
Education & Experience: Work Authorization & Relocation:
  Bachelors in business administration - emphasis in Marketing

Years of Experience: 15 years
Authorized to work in:
   Algeria, Bahrain, Egypt, Jordan, Kuwait, Lebanon, Morocco, Oman, Qatar, Saudi Arabia, Tunisia, Turkey, United Arab Emirates
Present Location:
   United Arab Emirates, Dubai
   Anywhere (International)
Category Subcategory Ability Experience
Management Sales/Marketing Basic 11 years
Sales/Marketing Marketing Basic 4 years
Sales/Marketing Retail Sales Experienced 14 years
Sales/Marketing Marketing Experienced 15 years
Sales/Marketing Business Development Experienced 11 years
Sales/Marketing Retail Sales Basic 2 years
CV/Resume Details
1. Summary (Cover Letter) - CV/Resume Part 1 [Mandatory]

Creative and passionate FMCG professional with excellent communication and interpersonal skills and more than fifteen years of demonstrated track record with top multinational and distributors across Levant, Gulf and North Africa.

A strong strategist and a ‘hands on’ implementer, interfacing with CEO's, presidents and regional / international directors and performs multi vertical and cross functional managerial tasks. Adapts to various work environments / structures and acts as a catalyst for change between the different functions.
Develop and manage organizations’ strategic planning and operational changes, with special interests to set up, manage and grow full fledge businesses and teams, whilst leveraging the various matrix structures. Also interested in assessing and developing current business models as well as recommending new business models whilst developing / re-launching prestigious FMCG brands and categories especially in the Middle East and North Africa.

Enjoy leading cross regional and markets’ vision, strategies and strategic initiatives combined with excellence in execution and values teamwork with particular attention to conflict management and talent development. Special interest in implementing the vision of a multinational into the Middle East and North Africa especially due to the understanding of Middle Eastern cultures (lived in many Middle Eastern countries such as UAE, Kuwait, Jordan, Syria, Lebanon, Algeria…) as well as the understanding of the dynamics between headquarters & local markets.

Strong leadership, communication & people management behavioural skills to build competent teams driven by PASSION FOR SUCCESS and ensure business turn-around, improve company competitiveness, build brands, all to surpass volume / value profitability growth and ensure shareholders / stakeholders satisfaction.

In-depth functional skills in general management, finance, operations, sales & distribution (all channels including travel retail & horeca), trade & brand marketing, research & consumer insight, Supply Chain, IT, HR / Administration, Audit / Legal, distributors selection & management, advertising & event agencies management, business development (business networking) and strong negotiator of the financial terms with banking institutions.

Main FMCG categories across Levant, Gulf & North Africa:
• Confectionery: chocolates bars / tablets, biscuits / wafers, gum / candies… etc
• Beverages: carbonated & powder soft drinks, juices, coffee & water (still & carbonated)…etc
• Infant Nutrition, Dry & Chilled Food: baby foods & milk, edible oils, dairy, ice creams & pastries, baby foods, sauces & dressings, canned foods, vegetables & fruits, rice & pastas, cereals & flour, snacks & chips, soups, home made desert…etc
• Tobacco, Wine & Spirits beverages
• Frozen food: meat, chicken & vegetables
Main Personal care & House Hold categories across Levant, Gulf & North Africa:
• Shower gel, Shampoos, Tooth brush / paste, liquid / bar soaps, shower gels & deodorants...etc
• Detergents products- home cleaning / hygiene items, batteries…etc
Main Oil & Gas products across Levant, Gulf & North Africa:
• Industrial use products: various industrial lubricants & oils in various sizes (barrels..etc)
• Retail / End consumer: Various car lubricants products and oil filtration machines

2. Work Experience - CV/Resume Part 2 [Mandatory]

Further senior advancement with main responsibility to ensure business turn - around via strategies formulation and effective team alignment / implementation, all to ensure company costs efficiencies and margins maximization to secure company profitability

Executive Synopsis
Creative and passionate FMCG professional capable of formulating and driving company’s vision, with excellent communication and interpersonal skills and more than fifteen years of experience with top multinational and distributors across Levant, Gulf and North Africa. Strong strategist and a ‘hands on’ implementer, I perform multi vertical and cross functional managerial tasks in various work environments and acts as a catalyst for change between functions. Proven track record skills in general management, finance, sales & distribution, distributor management / appointments, trade & brand marketing, consumer and market insights, business development, supply chain / inventory management, HR, legal, advertising agencies and key accounts management. Continuously improves competitiveness, increase net profitability, restructures financial models, maximize budget returns and attain operations cost efficiencies. Core strengths in sales, brand building, finance and behavioural abilities, reflected in my leadership, strategic thinking, communication, negotiation and team building / people management skills, all to attain suppliers, shareholders and stakeholders’ returns and satisfaction.

Business Experience
Freelance Consultancy April 2011 to date
To build and hand over a Start-Up FMCG distribution company to operate in Lebanon and UAE.
Responsibilities are, but not limited to, developing the company architecture / DNA (Vision, Mission, Role, Values, Guiding Principals, Policies, Systems...etc). The business plan includes detailed scope of the company strategy, countries’ dynamics & legalities, Suppliers & brands selection, organization & people structure, detailed operations / brands / financial plans, and the dependencies, risks analysis and contingency plans. A full fledge Company Plan with clear roadmaps, timelines, KPI's & critical success triggers.

AL RACHIDEEN (Emirati Holding) - DiMo - TOP FMCG COMPANY IN ALGERIA Sep 2009 till March 2011
Distributor for Kraft, Colgate Palmolive, Energizer, amongst others_______________________________
General Manager
To safeguard and ensure DiMo transition into the future by developing & leading the achievement of company’s mission, vision, goals, strategies in line with the directives of the Board. Guide the executive team to ensure efficient functioning, profitable and sustainable growth while managing procedures, effectiveness & efficiencies; all towards maximizing volume / value growth, company profitability and achievement of suppliers, shareholders returns and customer, consumer satisfaction. Organization hierarchy: Reporting to Board President
Strategy & planning, Organization Leadership
o Formulate company’s vision and ensure alignment across all functions. Manage proper execution of company strategy & business plans, conduct business reviews with senior directors and updates to the board (financial situation, sales/brands performance, investments/organizational needs, business development/new suppliers etc.)
o Ensure and follow up with legal dept on all legal aspects pertaining to the country’s business environment
o Represent the company with external stakeholders and continuously develop strong relationships mainly with government bodies and banking institutions
General Operations and Resources / Assets Management
o Full company P&L management, ensure continuous enhancement of gross margins, net profits, working capital targets and cash flow. Sign off all company expenses, negotiate financial terms with banking institutions and review / sign the annual financial result for the tax authorities
o Prepare CapEx and ensure all costs are strictly controlled and investments maximized. With finance, lead on preparation of overall company yearly budget and monitor performance monthly
o Catalyst role in developing company policies, systems and procedures. Ensures division’s operational plans implementation, functions performance and drive business development
o Enhance sales effectiveness / returns and initiate / develop internally and with suppliers adequate business plans
o With an open door policy, catalyst role in enhancing organization culture / work environment. Ensure proper appraisals, trainings and empowerment. Further develop and maintain a knowledgeable and motivated team
Achievements: Ensured DiMo to become a profitable company – 2010 fiscal year:
 Restructured company's departments. Introduced leaner and pro-active procedures. Consolidated and developed existent portfolio and strengthened partnerships with suppliers. Pitched for and developed full business acquisition plans for Shell Oil & Gas Company. Added two major multinational portfolios.
 Developed new route to market strategy / plan that more than doubled gross revenues. Increased gross margins and reviewed / enhanced returns on trade spend. Reduced and monitored company costs, restructured and negotiated new financial model with banking institutions

Wrigleys, Kraft, General Mills, Callebaut, Nestle waters & Gerber Infant food, Danpo chicken, Monarch,
Coroli oil, Douwee Egberts coffee, Campbell, Crunchos snacks & Chips, SCJohnson, Private Label
(frozen vegetables, ice cream) across all trade channels including Food Service (Horeca) & Travel Retail
Oct 2008-Aug 2009: Commercial Director – Sales & Marketing
To formulate and ensure effective implementation of the company’s vision, annual strategy & business plan, policies, procedures, division’s operational plans, functions performances and drive business development to secure overall agreed company profitability, suppliers and shareholders returns satisfaction. Organization hierarchy: Reporting to FMCG Group President. Double hating Commercial & GM roles
Strategy and Planning / Organization Leadership
o Develop annual company plan: Vision, Mission, role, definition, volume, value, profitability and cost savings. Split company plan into divisions’ sales and marketing operation plans. Follow up execution to ensure objectives reach
o Drive business development by venturing, negotiating and managing various private label / new brands business plans and modules, margins, range, distribution plans and rights agreements and the achievement of which
o Full company P&L management and periodically reviewed company financial statements to manage operating costs, streamline inventory levels and manage cash flow
o Manage supply chain process, suppliers shipment/payments and assess logistics to increase customer satisfaction
o Handle all operations and drive S&OP/SSOF/cycle plan to achieve business KPI’s and facilitate decision-making

Sep 2007 till Oct 2008: Sales Director - Country wide responsibility to build an efficient sales structure to deliver
company strategy and annual brands / sales operational plans agreed objectives while ensuring effective team leadership. Organization hierarchy: Reporting to FMCG Group President. Double hating Sales & Commercial roles
Strategy and Planning / Sales Operations and Resources Management
o Developed, executed and reviewed annual sales, distribution & trade marketing strategies/operation plans to achieve volume/value/profitability sales targets. Managed sales function P&L and operation costs
o Restructured, recruited, trained and empowered an effective competent sales team capable to achieve sales function’s objectives. Developed new sales and trade marketing operational procedures, role profiles and KPI’s for a total of 176 merchandisers, salesmen and division managers
o With division mgrs, developed, executed, reviewed annual accounts channels strategies and plans development / negotiations /execution, sales forecasts, distribution, range & shelf merchandising, promotions and pricing policies
o Launched several new brands and line extensions in coordination with suppliers and advertising agencies
 Managed successful $20M merge, distributor consolidation, new agencies & company private label development
 In Carrefour, achieved “best supplier status: 08”. 42% growth (cases) and excellent business planning process
 With Dubai Duty Free management, celebrated highest ever volume achievement for Tang in GCC (1000M tons)
 Managed resource allocations and cost efficiently and effectively, i.e. detailed restructuring of the Commercial, Sales, Supply / Logistics and Finance functions and opened new warehouse. Result: 42% sales growth

British American Tobacco Career Path: May 2002 till Feb 2007
Oct 2006-Feb 2007- Algeria-Consultancy role develop, test and handed out a 2 yrs strategy and operation plans
o Conducted channels, accounts and competition analysis, distribution opportunities and brands segmentations assessments, brand/trade marketing budgets allocation and consumer centric promotions development
o Restructured and trained the sales team. Must-Win outlets engaged and agreements negotiated and signed

May 2005 – July 2006: Channels Development Manager – Levant / Yemen Cluster
Trade Marketing role to optimize brand marketing, sales, distribution, agencies, travel retail and distributors deliveries
Strategy and Planning / Trade Marketing and Resource Management
o Developed brand / trade plans and consumer promotions. Managed cycle plan and monthly distributors business reviews to optimize coverage, sales, and a $2M “Brand Communication platform” activities
o Impacted regional brand shares via successful development & execution of sales / visibility projects & 360° brands communication platforms targeting GCC tourists at Beirut duty free
o Conducted cross-functional “Business Opportunity” analysis to identify / enhance business operations / modules
o Managed $0.8M “POSM” project: units design, supplier selection/negotiation and execution in trade/travel retail

Jan 2004 - April 2005: Retail Media Manager – Lebanon / Jordan and Syria
Increase markets contribution and brands shares via sales plans and trade / consumer centric marketing activities
Strategy and Planning / Information and Resource Management
o Developed markets strategies:socio-demographics / brands analysis, structures, contribution, coverage, budgets. Assisted in launches development/execution. Monitored budgets as per Marketing Finance targets. Best Practice
o Developed and managed “Consumer Database” and rolled out “handheld” tools to enhance information analysis
o Managed 15 TMR: SMART KRA/KPI, delegation, development, trainings, all to impact performance and leadership

May 2002 – Dec 2003: Horeca Manager – Lebanon
Hybrid sales & marketing role to build develop and manage Horeca to increase sales, brand awareness/consideration
Channel Management / Events Management
o Developed and executed channel strategy, structure and operational plans while managing budgets and resources
o Conducted performance analysis and recommended distributor change to increase sales and distribution targets
o Developed and executed various trade/marketing activities, consumer loyalty programs, brand exposure projects
o Impacted BHI, CDF, VBS by developing and executing 360° brand communication platforms based on PRINCE2
o Horeca strategy a “Best Practice”: Lebanon on list of global drive markets post visit of BAT top board members
o Restructured trade structure / resources: downsized overheads, 24% budget reduction, 15% ROI
o Achieved preferred distributor status as per Customer Satisfaction Measure in KA, CN and Horeca
o Distributor results: Tripled Kent distribution higher than competition - RA YTD 05

GEADAH BROS- Top 5 FMCG distributor – Lebanon Sep 1998–April 2002
Senior Brand Manager – Business unit sales and marketing responsibilities to drive brand equity and profitability
Personal care / Beauty: Neutro Roberts - Bolton Group. Beverages: Pernod Ricard and Interbrew.
Confectionery: Storck. Dry / Frozen Foods and sauces: Ben & Jerrys Ice creams, Al Shifaa honey, Tabasco,
Sunbulah pastry, Kroger foods & sauces, D'Aucy canned foods
Sales and Marketing / Business Development
o Developed 360° brand marketing strategies and sales/trade marketing operational plans with vision, expansion, launches, trade/consumer promotions, all to maximize brand equity, sales and profits while balancing resources
o Conducted quantitative / qualitative research to monitor market dynamics, brands franchise, product / packaging and growth opportunities. Briefed and managed advertising agencies to ensure on time quality projects deliveries
o Maximized sales / distribution, minimized out of stock and ensured $30 M sales targets achievement via detailed sales forecasting, inventory management, annual key accounts agreements negotiation and sales team follow up
o Ensured the unit business development / growth by aquiering new brands, enhancing distribution / coverage and conducting monthly / quarterly brands business performance reviews with management and market principles
o Managed the business unit P&L to ensure the right price structures / margins by segment and SKU, monitor the trade and marketing budget spend allocations and manage cost centers to overachieve P&L bottom line targets
o Achieved 21% sales growth and 7% budget streamlining reflected in BSE P&L bottom line despite product delist
o Maintained Werthers candies in leadership position via product range extension and new product launch

FATTAL HOLDING-Top brand building organization in Levant/N.Africa specialized in FMCG 1994-1998
Area Sales Executive–Sales and distribution responsibilities for Cadbury, Kraft, Heinz, Bacardi Martini and Diageo
Sales and Distribution / Achievements:
o Recognized top area: Ensured $2M sales revenue via strategic coverage and maximized sales/spend opportunities
o Achieved monthly targets by brand, SKU and outlet; ensured on time collection and journey plan coverage
o Negotiated and executed trade activities: agreements, sponsorships, events, promotions, radio/print campaigns

AL HUMAIZZI FOODSTUFF- Leading fastfood company in Kuwait 1991-1994
District Chain Manager - B2B/B2C operation management of 6 outlets to achieve profitability and franchise targets
Operation Management / Achievements – Arby’s Int’l:
o Multicultural team management of 12 mgrs and 73 employees that achieved “Best Profitability vs Quality/Service”
o Managed operating costs to positively impact chain P&L: food cost, projection, sales, stocks, assets & manpower

3. Education & Training - CV/Resume Part 3 [Mandatory]

1991 LEBANESE AMERICAN UNIVERSITY Bachelor of Science degree in Marketing
1987 CARMEL ST. JOSEPH SCHOOL Lebanese Bacc. in Math and French Bacc. in Biology
Major Trainings and Seminars
British American Tobacco
o “Horeca Global Academy and Train the Trainer”, South Africa and England
o “Cycle Planning Database” and “Demand Planning proceedure”, Dubai
o “Accounts Business Competencies 1 and2” and “Accounts Channel development plan”, Lebanon
o “Retail Classification Sensus 6” – TM&D tool", “Retail Quality Index” and “Retail Environment strategy”, Lebanon
o “Finance for non Finance Managers”, “Effective Market Focus 2” and “Marketing Spend Effectiveness”, Lebanon
o “Excise Strategy” and “Pricing ellasticity Management”, Lebanon
o “Brand Marketing Excellence Series” and “Projects in Controlled Environments - Prince2 practitioner”, Lebanon
o “Performance Measures”, “Coaching, Leadership skills”, “Presentation and Negotiation Skills”, Meiric, Lebanon
Orangina International, France: “Orangina Brand Management - Passion without Limit”
Campina Milkuni (Coast powder milk): “Business Management Game”, Lebanon
Master Foods – Geadah Bros: “Best Practices in Key Account Mgt”, Lebanon
Fattal Holding: “7 Hats Sales Techniques”, Lebanon
o Several in house training sessions covering sales, marketing and management topics

Personal Details
Personals : Lebanese, married with two children
Driving License Details : International, Lebanese and UAE driving license
Languages Known : Fluent reading, writing and speaking English, French and Arabic
Hobbies/Social activities : Advanced Scuba Diving, Carting, Boat Fishing, Red Cross“First Aid” member
Refrences : Available upon request

4. Computer Skills - CV/Resume Part 4 [Mandatory]
Technical Proficiency
 Excel, Word, PowerPoint, Business Object, SAP, ORACLE, NITRO, QUANTUM, Microsoft project management
5. Other Skills - CV/Resume Part 5 [Optional]
Skills and Deliverables
Strategy Planning / Finance and Profitability Operations
 Develops and implements company strategies initiated from a holistic performance analysis, to identifying vision, mission, role, definition, objectives and operational plans
 Oversee complete financial business operations with full company financial package responsibility. Plans and monitors monthly financial package analysis to ensure profitability objectives
 Develops and restructures company’s financial model and further negotiates / coordinates details with respective financial institutions (banking sector)
 Represents & negotiates related legal business aspects with government authorities part of to align with the business legal work environment
Business Development / Supply Chain / Distributor management
 Ensures effective business development and revenue growth via mergers, acquisitions, consumer research, market analysis, customer / suppliers relationship enhancement and new suppliers / brands identification
 Effective and efficient ERP utilization to enhance functions procedures, systems, policies and talent performance
 Effective distributors selection / performance management to ensure sales & distribution increase, margins & trade spend monitoring, forecasts / stock levels management, price models development and development / follow up on market execution of trade / brand plans with distributors teams.
Sales and Marketing Operations Management
 Develop and execute sales and distribution strategies, further split by area, channel and customer on the back of solid market research, to achieve sales targets while optimizing revenue and spend
 Develop and execute marketing and brand strategies / launches / promotions initiated from solid brand research, consumer insight and marketing finance analysis, all to increase sales and brand performance indicators.
 Effectively manage agencies deliveries within agreed budgets and conduct quantitative / qualitative market, brand research and competitor performance analysis
 Develop Accounts channel strategy and negotiate annual agreements to identify and execute best distribution opportunities, brand performance, and pricing policies while effectively managing spend to maximize on returns
 Conduct business reviews and ensures team execution in line with channel objectives and performance indicators
Organization leadership / Team Management and Development
 Recruit, train, develop, empower, leverage team diversity and monitor performance via clear role profiles & KPI’s
 Drive for a performance based open work environment via passion for success and freedom through responsibility
 Ensures exchange of ideas, communicate openly and apply / share personal knowledge & learning skills
6. Additional Information - CV/Resume Part 6 [Optional]
Major Achievement
 In one year, more than doubled DiMo’s SPA revenue size and turned the company into a profitable one. A business turn-around via developing and aligning the team and suppliers to DiMo’s SPA new vision and developing / executing a thorough business strategy / operation plan with main objectives to restructure DiMo’s SPA financial situation as well as functions’ / departments’ performance. Result of a record $42M gross revenue & 3 points achievement on bottom line (after EBITDA). 2010 fiscal year – Algeria.
 Successful “Business Turn around” by formulating and driving GULFCO’s vision and business strategy. Delivery of which is a profitable growth through organic development and acquisitions and creation of a Passion for Success work culture. All generating a history record of sales revenue in excess of $ 120 M, a 34% efficiency savings via “Profit Centre / P&L” costs / margins control, effective business operations (with emphasis on sales, marketing and operations costs management) and a 3 points increase in GULFCO bottom line profitability- Gulf Trading & Refrigerating – 2008 fiscal year - UAE.


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Sales & Marketing Manager, Business Development multinational distributors in Levant, Gulf, Africa
CV/Resume ID no.: 125985

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