• Partner with relevant RSMs, to deliver the yearly targets, through having an action plan which includes infrastructure requirements to achieve volume growth, profitability & productivity results. • Act as a functional partner for Zone Transformation Projects. • Develop RTM plans that will step up the sales efficiency & optimization, improve sales route planning & deliver on the RTM KPIs & strategies across all channels & regions. • Define annual & long-term pipeline for productivity & develop plans to enhance sales organization effectiveness. • Responsible for Direct & Indirect sales trucks productivity, utilization & load efficiency to guarantee a lower cost to serve budget with the support of the financial planning team. • Collaborating with Supply chain in network optimizations (favorable DC locations, returns warehouses, ...). • Enable sales orders and its delivery to demand team in addition to measuring their accuracy. • Act as focal point between sales & IT to maintain clean master data. • Custodian of all commercial metrics dashboards, monthly reporting & tracking of progress, collation of quarterly results for the management & build right systems & routines to publish reports for the commercial team. • Identify growth mapping opportunities in market supported by a business case & deploy resourcing execution plans to drive benefit realization & identify the infrastructure required for the expansion phase. • Drive digitization and sales cycle automation agenda. • Overlook and direct sales capability agenda via developing frameworks and programs in support of prioritizing and building core capabilities to drive business performance.

• Route to Market Management:• Manage RTM Design & Structure to support Deliver our growth Agenda & Share gain ambitions.• Set RTM Structure KPIs to drive efficiency & Effectiveness.• Support in managing RTM-related costs in accordance to our annual operation plans & KPIs.• Responsible for our Coverage management, including Customer Channel classification, Sales Routing & service model design & operation.• Lead & Manage Route to Market Projects to maximize distribution & drive Customer/channel level growth.• Sales Fundamentals Management:• Responsible for Setting, Tracking & Reporting of all sales fundamentals KPIs across all Channels.• Design, & Manage Sales incentive programs for the Field Sales team in alignment with relevant functions.• Cooperate with Sales Field Managers to ensure the achievement of our Sales KPIs.• Utilize Right Store KPIs to maximize Store Level, Channel & Category Growth.• Digitalization & Sales Automation:• Responsible for Developing & Managing Sales Force Automation & Technology tools.• Champion Sales Automation & Digitalization projects aimed at driving our Digital transformation agenda.• Work Closely with Regional & Global teams on Planning & Executing our Digitalization agenda.• Others Areas of Responsibility:• Cooperate with Sales Capabilities Team to support the achievement of our Route to Market & Sales fundamental KPIs.• Leverage Data analysis & Insights to actively Manage our Route to Market Design & Right store Fundamentals.• Issue Reports & analytics on Customers, & channels performance to support other functions decision making.

• Work closely with HOS / NSMs to align data collection and Sales trend analysis and ensure quality of data and accuracy.• Propose/ communicate operational KPIs and monitor the actual achievement on a national level.• Achieve sales objectives in value through cascading down these targets to RSM's & channel managers• Coordinate with Demand and Supply- marketing and sales team planning for the Monthly Sales Review (MSR) to clear up the current market situation and monitor stocks.• Develop sales information reports according to sales management needs.• Monitor and develop route to market. Ensure the right allocation of Products.• Regular meeting with the distributors on monthly basis to ensure that the distributors are performing their roles and implement the business category/channel strategies set by Lorenz.Sales Lead - Customer & Distributor Management• Provide support to Lorenz Sales team and Distributors, enabling achievement of critical customer initiatives and KPIs including: monthly sales targets, on time delivery, fill rate, returns/deductions, supporting major retailers. Review and validate customer claims and deductions• Support Lorenz export operations that include communications with supply chain , sales, shipping line, local brokers, and customers.• Reminder for Distributor contract renewal (where applicable)• Supervise monthly payment reconciliation for all credit customers including information (payment track record) for terminating customers (due to bad payment record or other reason)• Review distributor and customer dashboards (Claims data, incentives, D&A)• Drive and support continuous process improvement and standardization in order to increase efficiency• Report shared service performance on Customer/Distributor Management order to Capability and Sales Lead• Participate in regular operational review calls with Business Partners and Business Leaders• Contribute to cross-functional and/or cross-hub projects.

• Preparing Ensure the achievement of agreed upon targets/KPIs (GPS, TS, distribution, merchandising) in the assigned area.• Follow up, update, and flawlessly execute the field sales plan for his/her area.• Execute daily monitoring of sales rep. performance vs. "Picture of Success" (evaluation and calibration accuracy).• Execute the channel plans at the point of sales, support the development of the field sales, channel plans for each category by providing feedback on the cycle plan activities agreed in action plans.• Ensure adherence of all Company principles and policies and Safety and local legal regulations.• Continuous route to market optimization and seeking new business opportunities.• Coach, motivate, develop, evaluate, and control direct sales force, merchandisers, eventually retailers.

• Analyzes all the sales data for all the areas.• Responsible for providing all the sales reports for the sales team.• Responsible for providing monthly sales analysis for TT & MT channel.• Monitors the sales data entry and tracking PO issuance.• Prepares necessary periodic reports to Unit Sales Manager.• Manages sales system and database to ensure efficient and accurate data processing.• Prepares monthly sales analysis report prior to the monthly sales & marketing meeting.• Evaluates the sales trends and records.• Sends sales orders to Finance department and follow up issuing and deliveries.• Finalizes monthly DBs claims.• Monitors cash van reps. Daily collection and credit.• Manage and Lead RTM (Route To Market) Strategies.• Ensure Sales and Distribution Model in line with company strategies• Execute and evaluate RTM performance (Direct & Distributor).• Develop solid and optimized RTM strategy to exploit and explore to opportunity and potentiality of the market.• Develop Annual Business Plan for RTM implementation in conjunction with Financial Planning Team and Business Unit Managers.• Implement and adapt reality of " Optimized RTM Strategy " including of Execution Management Surveys, Report, Routines, RTM Models, Distribution Development and Management Dashboard, by working closely with sales team, to assure that "RTM Execution guidelines" fulfillment, alignment and execution has been implement as designed and improvement done.