Mohammad Dawood Email and Phone Number

Manage the business with the distributor of ARC International in the Kingdom of Saudi Arabia. Reporting to the Regional Vise President. Establish and implement businnes plans for KSA including the business model in order to ensure a sustainable growth of sales, brand awareness & profitability.Managing $ 23.3 million sales revenue budget & $ 8% A & P..

Manage J&J business with all channels in the Western Region supervising 5 unit managers, 26 sales executives & 33 merchandisers, reporting to the Country Manager. Establish and implement annual sales plans for all channels, aligning strategies with J&J marketing & sales teams, presenting plans to country Manager & customers.Organize activities of sales personnel, motivate and provide on job trainings.Develop potential calibers among the team through sharing with them company strategies & best practices.Develop strategies & solutions for managing business relationships with stockiest and sub-stockiest to contribute to sales growth.Analyze in market sales by channel (weekly, monthly, quarterly and annually) thereby providing market feedback to the management.Identify sales opportunities by channel. Ex, Distribution expansion in the traditional trade, Multi placements in the modern trade & POP’s allocation.Achieve set targets for the Region & National Modern Trade portion of the total KSA BP13 financial targets.Partner with the distributor functions and departments (Supply chain, logistics & HR) in order to solve & overcome all operational obstacles and challenges.Segregate customer base into two parts –“Lead Customers” (having at least 20% growth over previous year to help them grow and optimize CSW expenditure for them and “Advance, Support and Sustain Customers to minimize CSW for them. Ensure a smooth & successful launch of NPIs in order to gain visibility and market share.Achieve & monitor the allocated budget in terms of market share during each financial year.Commit to support annual business review and plans meetings with distributor & management.

Managerial & Organizational:Develop and present short and medium term sales plans and budget that delivers company and suppliers agreed objectives. Communicate and train the team to effectively and successfully implement the brands & department business plans. Motivate all stake holders and develop required competencies to effectively and actively work to achieve the objectives. Conduct monthly and quarterly reviews of business with the sales team, management and suppliers, report deviation and take corrective action if needed. Actively ensure that sales team members possess acceptable levels of product knowledge and skills to achieve planned objectives.Operational:Actively participate in annual business planning process with all company suppliers.Develops the customer/channel strategy: Customer business development & visibility agreements, trade marketing activities, category POP drivers, customer profitability & required service levels.Work out & execute a joint customer/brand business & activity plan through integrating activity calendars .Plan and lead the negotiations process for BDAs & trading terms.Plan, allocate & communicate monthly sales target, channel objectives and monthly activities.Plan and implement new product launch programs in coordination with supplier.Manage and develop the relationship with Key customers top management.Ensure implementation of BDA’s as agreed with key accounts & suppliers.Monitor and track, IMS performance by brand, region & channel, and take corrective actions.Effective use and management of POSM according to agreed guidelines with suppliers.Ensure proper implementation of pricing (RSP) as per agreed pricing strategies with suppliers. Review & analyze retail audit data & customer shared data to identify opportunities.Submit regular reports to management as per circulated rules of engagements and reporting tools.

Manage on premise channel (HORECA) in western region through supervising 5 musketeers & 9 salesmen, directly reporting to national sales manager. Prepared & executed channel sales & marketing plans in coordination with HQ marketing.

Started my Career as KA Salesman for CBD division product lines, developing availability & visibility, managing trade inventory in assigned accounts.