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Job description / Role
Role:
To achieve GFI Annual Operating Plan (AOP) for Sales & Distribution in the Market, through a robust Annual Tactical plan for the assigned Channel in full collaboration with relevant Distributor teams and Departments.
Accountabilities:
- Ensure achievement of Trade Channel Sales Objectives by Category, in both Value and Volume, as per Annual Operating Plan.
- Ensure delivering all sales fundamental KPIs through close partnership with distributor team.
- Lead the efforts to implement In-store planograms, branding in full compliance to GFI Merchandizing Strategy, dealing with counterparts at Distributor and third party in charge of production and installation.
- Work closely with Distributor Sales managers in developing accurate Sales Forecast as a mean to develop GFI Business, eliminating Out-Of-Stock (OOS) in Market across the assigned Trade Channels.
- Analyze market, Sales & Distribution reports, and come up with solid recommendations for the assigned Trade Channel to drive both Volume and Distribution through a well-designed Trade programs, targeting shopper and/or customer.
- Develop and maintain an updated market fact-book capturing all Market and Sales performance reports, to follow up on Sales Performance, improve business understanding and lead Sales organization to drive results.
- Ensure proper/accurate reporting on Market & Competition status, enabling efficient follow up and monitor for Market Trends & Dynamics (Competitive File).
- Ensure full compliance to Customer Development Agreement (CDA), in collaboration with distributor Channel managers, to increase return on trade spend.
- Lead on Sales Capability Building agenda for Distributor Sales Organization, ensuring complete understanding for Sales process fundamentals across Sales Team.
- To maintain trade spend as percent of Gross Sales Value in line with AOP/Budget Plan set target.
- Achieve targeted Sales & Distribution targets behind developed Tactical plan, for the assigned Trade Channel.
- The optimum utilization/maintenance of produced Sales Support tools such as Branding items, Displays.
- Sales Forecast accuracy, for his Trade Channel and by Category/SKU.
Requirements
- Holder of a bachelor degree from recognized university.
- 3-5 years of experience in FMCG sales/distributor management with exposure to the assigned trade channel (Modern Trade/ Wholesale/ Van Sales).
- Preferably experience in the same market.
- Excellent Negotiating Skills.
- Excellent command of English Language.
About the Company
Since its inception in Kuwait back in 1964, Americana Group has grown into one of the largest and most successful corporations in the Middle East and North Africa region (MENA). Publicly traded on the Kuwait Stock Exchange (FOOD.KW), Americana Group is managed to world-class corporate standards, with activities spanning 13 countries and a payroll of over 63,000 employees from 21 nationalities.
Americana Groups main lines of business are operating food & beverage outlets, as well as manufacturing food products. With a network of over 1,480 outlets, it is not only the largest operator of restaurant chains in the MENA region, but also one of the most successful franchise operators in the whole world. The Groups network encompasses 12 of the worlds most recognized brands in the Quick Service, Casual Dining and Fine Dining categories, such as KFC, Pizza Hut, Hardees, TGI Fridays, Red Lobster, Olive Garden, LongHorn, Signor Sassi, Costa Coffee, Krispy Kreme and, most recently, The Counter. In addition, Americana Groups thorough understanding of Middle Eastern tastes has led it to create 6 of its own homegrown brands, which have proven to be as successful with consumers as their global counterparts.