Tom Clarke Email & Phone Number

Nairobi County, Kenya

Riyadh, Saudi Arabia

Leading the realization of Mezzan Holding Co. strategic vision for its FMCG food business interests across the Kingdom of Saudi Arabia, encompassing its wholly-owned brands, including Kitco, together with those of Mezzan’s Global, Regional and Local brand partners. Headquartered in Riyadh, with offices, warehousing and distribution presence across the country, supporting its multi-channel Route to Market strategy.

Qatar

Full P&L ownership, with responsibility for manufacturing, sales & distribution for Kuwait-based Mezzan Holding Co's Khazan Qatar business, spanning Manufacturing, QHSE, Maintenance, Sales, Trade Marketing, Supply Chain, In-House Fleet & Fleet Maintenance. Wholly-owned market-leading brands, such as Dana Water, Aqua Gulf Water and Kitco Chips - all of which are produced locally.

Uae

Full P&L responsibility for several operating companies, leading a Winning Team of direct reports at functional level and 350+ colleagues in a fully integrated structure spanning Sales, Marketing, Supply Chain, Fleet, National & Regional Distribution Centres, Facilities Management. Supported by a great team of sales support providers - Finance, HR and IT. A growing portfolio of top global and regional brands, such as Red Bull, San Pellegrino, Acqua Panna and more, as well as sales & distribution for our wholly-owned manufacturing business - Khazan Meats, Kitco Snacks – Nice Chips, Kettle Cooked Chips and Stix. Authorized signatory for Payroll & Trade Creditors for 4 legal entities.

United Arab Emirates

Responsible for the Sales function across multiple companies - all Channels in the UAE market for represented brands including Red Bull, San Pellegrino, Acqua Panna, iCafe, Country XL Rice, and and wholly-owned manufacturing - brands including Khazan Meats, Kitco Snacks - Nice Chips, Kettle Cooked Chips and Stix. 200+ Sales Team.

Global Role, Dubai-Based

Mondelez International is a $36 billion global snacking powerhouse with brands such as Cadbury, LU, Milka and Oreo within its portfolio. In support of its global business strategy, specifically One Way of Selling, c. 35,000 Sales Reps around the world are in the process of being equipped with the latest hand-held sales force automation technology. The first global FMCG company to have a truly global one way of selling process and sales automation solution. Roll-out is scheduled to complete by end 2017.A global team, responsible for the global processes, product functionality, supported by region-based colleagues are executing the roll-out across almost 200 countries. The role of the Global Sales Development Lead forms part of the global team, with overall responsibility for the ‘Back Office’ element of the Sales automation processes and system application.

Headed up our Middle East business unit Sales Systems and People Capability function. This role was responsible for the development and execution of the Sales capability agenda and sales systems which supported the business strategy and annual plan. Responsibility for markets such as Saudi Arabia, United Arab Emirates, Kuwait, Bahrain, Oman, Qatar, as well our New Markets (such as Iraq, North/West Africa, Yemen) and Pakistan.

United Arab Emirates (Dubai)

As Modern Trade Manager for the UAE, Kuwait, Qatar, Oman and Bahrain, my primary responsibility was the developing of joint business plans for our top global and regional retail partners, supported by consumer-based category-driving solutions and retailer-specific growth driving initiatives. Brands included Cadbury, Cote D'Or, Toblerone, Halls, Trident, Tang, Kraft Cheese, Phillidelphia Cheese, Oreo Cookies, Belvita, Chips Ahoy, Barni, Ritz & TUC Crackers, LU Biscuits & Cakes, Prince Biscuits, Jell-O, Royale & Dream Whip.

Saudi Arabia

As National Modern Trade Manager for Kraft Foods brands, key responsibilities included the strategic planning for the Modern Trade channel, preparation and roll-out of Customer Business Plans including Trade Spend investment and Project Manager for Sales Force Automation.

Saudi Arabia

Responsible for the management of the Modern Trade channel (National Retail and Regional Retail - c. 45% of total operating company business) distributing Kraft Foods International brands in Saudi Arabia (Tang, Kraft Cheese, Phillidelphia Cheese, Oreo Cookies, Ritz Crackers, Jell-O, Royale, Dream Whip, Toblerone, LU & Prince). Additionally, I was responsible for the sales capability development of all employees within the operating company.

Providing both internal and external-facing business development services to manufacturers/exporters (Europe/USA/South America) and importers/distributors in the Middle East. Services provided include compete review of financial and operational performance, generating and coordinating the implementation of process, systems, operations and management change, leading to top and bottom line improvement. Identifying new/incremental export opportunities to the Middle East for manufacturers and providing the platform to link both exporter and importer.

Alyasra, one of the largest food import/distributors in Kuwait & Iraq (US$500 million), distribute brands with market shares in excess of 50%, as well as being a leading player in food commodity sales. Working with other senior executives & company owner my role, encompassed the key areas of food service, organic foods and modern retail trade management and new business development. (1) Food Service (HoReCa) - new business unit launch. Migrating from traditional selling approach to a key account approach to significant food service customers, this was a ‘shining star’ business unit, achieving in excess of +250% sales revenue growth, now a leading business unit in terms of [sales] volume, value, cash margin & percent margin. Clients include international airlines and multi-site caterers, hotel and multi-type restaurant chains, including Fine Dining, Casual Dining and Fast Food, Regional and International brands.(2) Organic Foods - new business unit start-up. Responsibility involved managing the start-up itself, including business planning, resourcing and involved frequent international travel to source top brands/products across major food categories.(3) Modern Trade & new business development. This aspect of the role involved extensive travel to Europe/USA/ME to meet with and assess potential supplier suitability, production facility assessment, product testing and supply contract negotiations. Once supply source finalized, moving to sales/sales-support team briefing and in-market execution. Examples of supply sources/partnerships include Sysco USA and Lamb Weston Meijer.

Divisional Head with corporate-level responsibility for all Modern Trade/Key Account customers in 6 countries - United Arab Emirates, Saudi Arabia, Bahrain, Qatar, Oman and Kuwait. This role included 3 key elements:(1) Inter-company relationship management, LTA/ORD negotiations with Top Customers (Carrefour, Panda, Al Othaim, Lulu, Co-ops, Geant, Sultan Center etc). (2) Total company LTA/ORD budget management (US$ 60 million), including system-based personal approval process of 2,100 customer contracts across the 6 countries.(3) Procurement process and total company budget management for Premia used in place of LTA/ORD's. A SAR multi-million budget.This role encompassed the managing of direct reports located in the Gulf countries as well as coordinating with an extensive regional sales & distribution teams to execute/deliver upon national/international supply agreements with major customers/delivering on corporate sales/marketing policy implementation.

Consultant to Burton’s Foods (Cadbury) within the Irish market and specifically to identify ways of developing commercial opportunity with Cadbury Ireland who act as Distributor to Burton’s Foods for the Cadbury biscuit element of the Burton's business (Burton's Foods - World-wide franchisee of Cadbury brand biscuits).Additionally, I represented indigenous Irish manufacturers at international level. The primary role was to identify potential export opportunity for such companies through research of new markets and to identify suitable Distributors & Retailers.

General Manager, reporting in at Board level, responsible for strategic review of & managing change process of historic Distributor & Agent agreements/relationships, Management of major key account customers & direct-reporting Sales & Marketing team, Successful management of challenging trading environment (Northern Ireland), Managing change process during acquisition & merger of related companies by Venture Capitalist Co, Protect & develop 16% market share, Developed & implemented country-specific Sales & Marketing strategy

Responsible for purchasing all branded and private label biscuits for 2,800 retail outlets in the UK

Accelerating Sales Force Performance

Activities and Societies: Leader of winning team for best team project. (Winning team out of c.100 participants from blue-chip companies.

Advanced Negotiation Skills

Advanced negotiation skills development

Senior Managers Business Effectiveness Programme

Activities and Societies: www.co-operative.coopA winning candidate within the Top Managers in the UK to attend from the Cooperative Group

Diploma In Marketing

With Distinction in Finance

Diploma In Grocery Distribution

Diploma in Marketing

Dutch Language Studies

Studied the Dutch language

Education record