• Research, evaluate, and select potential distributors in emerging markets.• Manage distributors and sales agents to achieve profitable growth aligned with company objectives.• Mentor distributors and sales agents, aligning market goals with global brand standards and digital media strategy.• Establish and monitor goals and sales targets for each distributor and sales agent, ensuring focus on sell-out.• Lead distributors in developing sell-out and digital/social media plans.• Develop direct accounts in Europe, bypassing distributors in select markets.• Review, edit, and negotiate distribution agreements in consultation with the legal team.• Approve annual marketing plans with distributors, adjusting quarterly, and oversee A&P spend submissions.• Create monthly sales forecasts based on distributor intelligence.• Conduct monthly calls with key distributors.• Collaborate with marketing team to create compelling GoToMarket plans and presentations for new product launches.• Gather sell-out intelligence from markets and provide feedback to relevant stakeholders.• Share market success stories and best practices with all distributors.• Train, develop, and inspire distributors and agency sales staff.• Act as the main liaison between distributors and internal teams (Finance, Consumer Experience, Marketing, E-commerce).• Provide support to Finance Team in payment collection and A&P expenditure tracking.• Liaise with Marketing and Operations Teams on special projects and submit marketing briefs as needed.• Provide competitor activity insights to the leadership team based on market feedback.• Assist distributors with presentations, sales pitches, or financial analysis to close sales.• Prepare weekly and monthly reports, highlighting business issues, risks, and opportunities.• Contribute to budgeting process by providing latest estimates, next year projections, and key account insights.• Monitor P&L and collaborate with Finance to enhance EBIT contribution.

• Manage Midwest distributors (mainly Lipari & Certco) and key and individual accounts, building net sales and volume.• Manage and coordinate relationship with ATUSA’s brokers in the Midwest to explore and seize untapped opportunities and new channels.• Develop and maintain business relationships, including in-person visits, with current and prospective customers in ethnic and mainstream markets throughout the US.• Set and meet specific sales and shippers goals for existing accounts, prospects, and territory.• Set promotional plans and ensure Trade Spending Management and Monitoring.• Increase sales by promoting products and sales aids, and by offering product information and new ideas to distributors to meet their needs.• Stay on top of the competitive landscape in product, pricing, and marketing initiatives.• Expand Ahmad Tea’s product selection in Ethnic, Mainstream, and Specialty accounts.• Contribute marketing ideas to support sales.• Provide one-contact resolution and "customized" service by being the point person for information on all the accounts and being up to date on the customers’ latest developments, challenges, and needs.• Deliver training to customers and educate them on our products (includes distributors and retail owners).• Develop creative account specific strategies along with rest of the team to drive results.• Attend and exhibit at industry and distributor trade shows.

• Established a Sales function with a well-defined Go-To-Market strategy (Route-To-Market & Field Sales Structure) and a comprehensive Sales competencies matrix.• Created and implemented a best practices market deployment strategy for IQOS in Saudi Arabia.• Collaborated with cross-functional partners to recruit and coach 140 Sales professionals.• Created SOPs and processes for support functions to enable the Sales team’s success.• Developed and implemented a Commercialization and Consumer Journey sales plans.• Drove market channel development activities by establishing sales territory, quotas, and goals.• Developed and supported the implementation of National Digital Trade Engagement (DTE) strategies.• Created DTE plan to build Reduced Risk Products category in Saudi Arabia.• Built activation plans and proposed new directions based on commercial and regulatory changes.• Conducted and led Market Research, User feedback and Net Promoter Score (NPS) efforts to proactively meet new opportunities.• Planned and facilitated team training workshops and monitored team progress.

• Handled a business of 200 million dollars in Pharmacy channel.• Led a distributor and team of 55 Sales Executives to achieve Integrated Commercial Plan (ICP) goals.• Managed all planning and integration of new Nestlé businesses in Pharmacies.• Ensured effective distributor management by achieving ICP sales, volumes, value, and RIG objectives.• Developed and implemented Category Channel Plans with comprehensive 4P+C mix.• Successfully implemented channels, sales, and category plans.• Created and implemented Delivering Category Growth projects for top customers.• Monitored performance vs. plan, recommending enhancements as required to achieve or surpass ICP.• Proposed tailor-made solutions and ensured consistency with developed customer category objectives.• Formulated and implemented "Nestlé Picture of Success" across stores’ matrices for all customers.• Identified and addressed distributor's sales staff training & development needs to boost productivity.• Developed the distributor's sales team via regular on-the-job training and field appraisals.• Defined and agreed on a distributor commercial policy and customer service standards.• Managed and controlled the cost of doing business with key customers and channels.• Proposed and managed Total Trade Spend (TTS) and field resources requirements.

• Selected by CEO to serve as Nestlé Continuous Excellence (NCE) Sales Champion in Italian and Middle East market (13 countries).• Led a major change initiative in Sales for Leadership Development, Goal Alignment and Compliance.• First in Nestlé globally to drive Sales Excellence and go-to-market strategies in the Middle East.• Prepared, designed, and communicated NCE strategy and roll-out plan for the Middle East.• Selected NCE initiatives, prioritized roll-out locations, and scope of project implementation timelines.• Drove and mobilized resources to ensure communication across all cross-functional departments.• Monitored execution of NCE activities, coordinated efforts and oversaw all NCE Middle East functions.

• Oversaw all channel operations in Oman with annual turnover of 75 million dollars.• Managed portfolio of 25+ strategic accounts and supervised 50+ direct reports.• Developed and implemented channel, customer, and category sales plans & Route-To-Market strategies.• Built and implemented targeted and actionable category channel plans and customer business plans.• Engaged with shoppers along Path to Purchase and facilitated its execution to create rich relationships.• Managed major product launches, promotional campaigns, and thematic events.• Utilized investment plans and usage of Customer Contribution Statements and SPPE tools.• Optimized GTM by defining coverage & field sales organization and implementing winning RTM strategy.• Formulated Nestle Shopper Excellence and conducted shopper exercises to collect actionable insights.• Coached and mentored channel sales team and conducted field appraisal.

• Fostered and managed long-term customer relationships in competitive sales markets.• Achieved volume targets, managed TTS spending by customer and category monthly/quarterly/yearly.• Defined investment approach across key accounts and recommended strategic direction.• Developed, negotiated, implemented, and monitored customer business plans.• Conducted regular customer business development reviews and implemented follow-up action plans.• Created and launched focused and actionable category channel plans.• Developed tailor-made promotions and ensured consistency with developed customer category goals.• Followed up on the financial performance of Key Account Customer.• Gathered and reported customer trends, needs and competitor information.

• In-Store Manager ('06), Sales Manager ('07), Manager, Food ('07-'08), Manager, Non-Food ('08-'09)• Oversaw P&G brand distribution and other FMCG brands like Clorox, Ferrero, Fonterra, ConAgra, Purina• Managed sales volume, distribution, merchandising, shelving and pricing across brands & categories