Basic Info

Mohamed Said

12 years

Giza, Egypt

Bachelor's Degree

Manager

Work Experience

National Sales Manager at Marico

Experience Details

National Sales Manager

Sales/Retail

Manager

Reporting to MENA Head.
Looking after both Pharmacies and Modern Trade Channels through a multiple distribution model and mixed field force of dedicated and shared resources.

Key Achievements:
 Re-establish the Pharmacy and Modern Trade RTM and manpower structure and delivering solid 40% growth in pharmacies and more than 300% growth in Modern trade in just one year.
 Reducing the sales and distribution spend in the pharmacy channel by 2%
 Reaching more than 1,000 perfect stores in the pharmacy channel with top notch in-store execution (more than 50% SOS - Secondary display - Soft POSM) with Zero cost.
 Hair-Code jumped from number 7 in the hair gel category in Carrefour to be No.1 in sales volume and value and becomes one of the top 10 selling SKUs in Hair care category.
 Transforming the Modern trade channel from a losing channel to a profitable channel by reducing contracts budgets and increasing sales which reduces the fixed cost investment percentage.


Company Details

Marico (multinational)

Cairo, Egypt

51-100 employees

FMCG

http://marico.com/

Oct 2015 to present (2 years 2 months)
Egypt Sales & Distribution Manager at GlaxoSmithKline – Consumer Healthcare

Experience Details

Egypt Sales & Distribution Manager

Sales/Retail

Manager

Reporting to North Africa Sales Director.
Managing the sales & distribution for both business units FMCG (Sensodyne - Aquafresh) and OTC (Panadol Family) with a dedicated field force of 75 sales reps, merchandisers, supervisors and regional managers across all sales channels (traditional trade - pharmacies - wholesale - modern trade)

Key Achievements:
 Changing the RTM & distribution model in Egypt:
o Saving 5% for the organization from distribution cost by moving from a single distributor model to a multiple distribution model and leading to better coverage and reach to the customers.
o Reducing fixed trade margins for the FMCG products which saved more than 370K GBP to the business.
o Re-structuring the manpower across all sales channels targeting optimum coverage and control with less spend.
o Initiating the market share tracking process for every sales rep. in his area.
 Achieved highest growth rates ever scored in Egypt in my first year for Sensodyne crossing 60% Vs YAGO and increasing ND & WD more than 10 points reaching 85% and 92% respectively.
 Cutting down trade spend on Panadol to reach ZERO% and delivering highest growth rates 40% growth at net sales & maintaining 100% numeric & weighted distribution across the pharmacy channel.
 Tripling GSK CHC business in Egypt 3 years.

Major Duties And Responsibilities:
 Direct management and follow up for our direct distributors for both business units in addition to the key sub distributors assuring best coverage for all trade channels and regions.
 Full responsibility of Sales P&L and trade spend budget
 Quarterly review meeting with all distributors to review business performance and set corrective actions.
 Setting development plans for our exclusive field force to insure continuous improvement in performance and motivation.
 Setting and monitoring KPIs for GSK sales team and the distributor shared resources.
 Participate in the monthly BRM (Business review meeting) with all departments’ heads to discuss and update on all business aspects including sales, market share, P&L, etc.
 Review and update the monthly rolling forecast to insure fulfillment of integrated plans and smooth operations with marketing & supply chain in the monthly DRM (demand review meeting).
 Sales forecasting per distributor/channel/region/SKU.
 Monthly meeting with all field force & distributors to cascade month objective and share ATL & BTL plans.
 Setting the annual trade spend plan/channel in alignment with the marketing plans and channels strategy.
 Developing trade activities and consumer promotions for different sales channels in order to reach the optimum coverage, availability and visibility.
 Channel & customers segmentation with tailor made strategy and approach.
 Developing (LPM) launch plan model for all new products.
 Conduct annual business agreements for key account customers setting the full year sales, promotion and visibility plans.
 Identifying and monitoring the performance of competitors in the market place.


Company Details

GlaxoSmithKline – Consumer Healthcare (multinational)

Cairo, Egypt

More than 1000 employees

FMCG

http://www.gsk.com/en-gb/products/our-consumer-healthcare-products/sensodyne/

Oct 2011 to Sep 2015 (3 years 11 months)
National Sales Manager – Out Of Home Channel at Nestle Waters Egypt

Experience Details

National Sales Manager – Out Of Home Channel

Sales/Retail

Manager

Reporting to Egypt Head Of Sales

Key Achievements:
 Growing the customer base more than 35%.
 Exclusive agreements with more than 95% of 5 star hotels in Egypt.
 Closing El Gouna 3 year exclusive deal.(Top Hotels resort in Egypt)
 Transforming the Out-of-Home channel from a break even to a profitable channel.
 Fixing one price for all channel customers to avoid price fluctuations in the market.

Major Duties And Responsibilities:
The OOH Channel contributes more than 35% of the company sales covering hotels, restaurants, cafes, clubs, cinemas, public sectors, petroleum companies, embassies and all special markets.
 Managing a sales team of 26 salesmen, supervisors & regional managers.
 Prepare short and long term plan for the channel and key customers.
 Setting and monitoring the KPIs for the sales team.
 Prepare the budget & trade spend plan and tracking it on monthly basis.
 Implement strategies to increase profitability of the brands/channel/customer.
 Submit a monthly & quarterly detailed report to the head of sales covering all aspects (Sales Analysis per region - Customer Base – Total Trade Spend –Credit Report – Competitors Activities).
 Negotiating and finalizing the yearly agreements with the key customers.
 Staff development & motivation to insure high level of performance & efficiency.


Company Details

Nestle Waters Egypt (multinational)

Cairo, Egypt

501-1000 employees

FMCG, Food and Beverage Production

http://www.nestle.com.eg/en/brands/bottledwater

Sep 2009 to Sep 2011 (2 years)
Key Account Manager at Pepsico (Frito-Lay)

Experience Details

Key Account Manager

Sales/Retail

Experienced (Non-Manager)

Reporting to the National Key Account Manager
Major Duties And Responsibilities:
 Prepare short and long term account-plans and develop marketing and sales activities to achieve the agreed targets and shelf share growth.
 Negotiating and finalizing the yearly agreements with customers.
 Setting the visibility plan for different types of stores to reach the best presence.
 Solve any outstanding conflicts and build up solid relationships with customers.
 Insure the proper display of the products in order to achieve high levels of visibility.
 Setting the “Go to Market” plan for each key account.
 Follow competitor’s activities and tackle them.
 Developing tailor made promotion plans for each KA to suit its class and customer profile.
 Coordinate and review daily activities & sales achievements of the sales team.
 Monitoring budget and spend to follow the agreed plan.
 Monitor the customer’s payment and opening balance.
 Conducting monthly and quarterly business reviews with the customers.
 Prepare monthly reports showing sales achievements, analysis and market situation.


Company Details

Pepsico (Frito-Lay) (multinational)

Riyadh, Saudi Arabia

More than 1000 employees

FMCG, Food and Beverage Production

http://www.fritolay.com/

Sep 2008 to Aug 2009 (11 months)
Out-of-Home Cairo Sales Manager at Nestle Waters Egypt

Experience Details

Out-of-Home Cairo Sales Manager

Sales/Retail

Manager

Reporting to the National Sales Manager - Out of Home
Major Duties And Responsibilities:
 Supervising a sales team of 8 salesmen.
 Tracking & evaluating KPI's / sales rep.
 Direct, coordinate and review daily activities, sales achievements and reports of the sales team.
 Insure the commitment of the routing cycle per salesman.
 Maintain excellent relationship with our key customers.
 Submit monthly report showing sales achievements analysis and market situation.
 Follow up the cash collection with the sales team on weekly basis and submit a monthly report to the channel manager.
 Managing and following the company assets (Visi-Coolers).
 Directly management for big accounts, and coordinate the management of all other accounts.
 Prepare a monthly consumption forecast plan for the key customers and follow up & solve all the delivery issues.
 Conduct market visits to solve customers' problems and strengthening our relations.
 Co-operate with different departments for business development.


Company Details

Nestle Waters Egypt (multinational)

Cairo, Egypt

501-1000 employees

FMCG, Food and Beverage Production

http://www.nestle.com.eg/en/brands/bottledwater

Jan 2007 to Aug 2008 (1 year 7 months)
Catering Field Sales Supervisor at Nestle Waters Egypt

Experience Details

Catering Field Sales Supervisor

Sales/Retail

Experienced (Non-Manager)

Reporting to the Out Of Home Channel Cairo Sales Manager
Major Duties And Responsibilities:
 Supervising a sales team of 6 salesmen.
 Training and coaching for sales team.
 Meet on daily basis with sales team to discuss sales situation and daily plans.
 Direct, coordinate, and review daily activities, sales achievements and reports of the sales team.
 Managing the company assets in the market (Visi-Coolers).
 Prepare monthly report showing sales achievements analysis and market situation.
 Conduct market visits to solve customers' problems and strengthening our relations.
 Coordinate with marketing team to sponsor primary event with key customers.


Company Details

Nestle Waters Egypt (multinational)

Cairo, Egypt

501-1000 employees

FMCG, Food and Beverage Production

http://www.nestle.com.eg/en/brands/bottledwater

Jun 2006 to Dec 2006 (6 months)
Key Accounts Sales Executive at Nestle Waters Egypt

Experience Details

Key Accounts Sales Executive

Sales/Retail

Entry Level

Reporting to Out-Of-Home Cairo Sales Supervisor
Major Duties and Responsibilities:
 Achieve the agreed sales and cash collection targets for the different products
 Maintain basic friendly attitude with customers at all times.
 Weekly report covering the credit customer’s situation.
 Monthly report on sales achievements, customer sales growth, and competition status.
 Supervising our products display in Hypermarkets.
 Handle all paper work that is reported to the different company departments.
 Handle each customer balance and payments.
 Ensure accurate and smooth day to day operations.


Company Details

Nestle Waters Egypt (multinational)

Cairo, Egypt

501-1000 employees

FMCG, Food and Beverage Production

http://www.nestle.com.eg/en/brands/bottledwater

Oct 2004 to May 2006 (1 year 7 months)

Achievements


 Changing the RTM & distribution model in Egypt:
o Moving from an exclusive distributor model to multiple distribution model which lead to 5% saving in distribution cost.
o Reducing fixed trade margins for the FMCG products which saved 400K GBP to the business.
o Changing trade terms in all sales channel to maintain prices in the market and reduce trade promotion spend.
o Re-structuring the manpower across all sales channels targeting optimum coverage and control.
o Initiating the market share tracking process for every sales rep in his area.
o Moving to sales automation instead of manual reporting and data extraction.
 Cutting down trade spend on Panadol to reach ZERO% and delivering highest growth rates reaching 40% growth at net sales & maintaining 100% numeric & weighted distribution.
 Maintaing one price for Sensodyne in all trade channels with minimal spend.
 Contributing to Sensodyne re-launch and achieving highest growth rates ever scored in Egypt crossing 60%.




 Growing the customer base more than 35% in my first year.
 Exclusive agreements with more than 95% of 5 star hotels in Egypt.
 Closing El Gouna 3 year exclusive deal.(Top Hotels resort in Egypt)
 Transforming the Out-of-Home channel from a break even to a profitable channel.
 Fixing one price for all channel customers.




 Implementing CATMAN in Al-Othaim the 2nd biggest key account in KSA which helped in delivering 28% growth.
 Gaining more access points across different types of stores with less spend.
 Changing the RTM for the managed accounts to have optimum follow up and coverage.



Education

Bachelor's Degree in Business Administration

Education Details

Bachelor's Degree

Business Administration

Modern Academy, Egypt

Not specified

N/A

N/A

Modern Academy
2000 - 2004
High School - Thanaweya Amma

High School Details

Thanaweya Amma

orouba language school

Egypt

1998

Not specified

N/A

orouba language school
1998

Training and Courses

Training/Course Details

Coaching Skills

Jan 2009

Huthwaite

N/A

Training/Course Details

Building Customer Plan

Feb 2010

Nestle Waters

N/A

Training/Course Details

Emotional Intelligence

Aug 2010

AB Associates

N/A

Training/Course Details

Tango Simulation

Feb 2011

Celemi

N/A

Training/Course Details

Management & Leadership Skills

Jun 2011

AB Associates

N/A

Training/Course Details

Changing Management

Jun 2011

AB Associates

N/A

Training/Course Details

Negotiation Skills

Apr 2013

GSK

N/A

Training/Course Details

Time Management

May 2014

GSK

N/A

Training/Course Details

Advanced Excel

Nov 2014

GSK

N/A

Training/Course Details

7 Habits Solutions

Apr 2015

Franklin Covey

N/A

This profile is not updated!
Last update more than 2 months ago.

Jobseeker photo

Profile Skills and Keywords

7 Habits SolutionsAdaptiveAdobe PhotoshopAdvanced ExcelAnalyticalArabicBuilding Customer PlanBusiness AdministrationBusiness AnalysisBusiness DevelopmentCatering Field Sales SupervisorChanging ManagementCoaching SkillsDistribution ManagementEgypt Sales & Distribution ManagerEmotional IntelligenceEnglishFMCGFlexibleFood And Beverage ProductionGlaxoSmithKline Consumer HealthcareHanging Out With FriendsHard WorkerHelping OthersKey Account ManagerKey Accounts Sales ExecutiveManagement & Leadership SkillsMaricoMicrosoft ExcelMicrosoft OutlookMicrosoft PowerPointMicrosoft WordMoviesNational Sales ManagerNational Sales Manager Out Of Home ChannelNegotiation SkillsNestle Waters EgyptNew Business DevelopmentOut-of-Home Cairo Sales ManagerP&L ManagementPeople ManagementPepsico (Frito-Lay)PersistentPhotographyRetailSalesSales ManagementTV ShowsTango SimulationTeam PlayerTechnologyTime ManagementTravelling

Self-assesed Skills

Languages

Arabic

Arabic

: Fluent

: Fluent

: Fluent

: Fluent

English

English

: Fluent

: Fluent

: Fluent

: Advanced

Tools and Technologies

Microsoft Excel

Microsoft Excel

: Advanced

: Extreme - I love it!

:

More than 7 years

Microsoft Word

Microsoft Word

: Advanced

: Extreme - I love it!

:

More than 7 years

Microsoft PowerPoint

Microsoft PowerPoint

: Advanced

: Extreme - I love it!

:

More than 7 years

Microsoft Outlook

Microsoft Outlook

: Advanced

: Extreme - I love it!

:

More than 7 years

Adobe Photoshop

Adobe Photoshop

: Advanced

: Extreme - I love it!

:

More than 7 years

Fields of Expertise

Sales Management

Sales Management

: Expert

: Extreme - I love it!

:

More than 7 years

People Management

People Management

: Expert

: Extreme - I love it!

:

More than 7 years

Business analysis

Business analysis

: Expert

: Extreme - I love it!

:

More than 7 years

New Business Development

New Business Development

: Advanced

: Extreme - I love it!

:

3-5 years

Distribution Management

Distribution Management

: Advanced

: Extreme - I love it!

:

3-5 years

P&L Management

P&L Management

: Advanced

: Extreme - I love it!

:

3-5 years

Key Skills

Analytical, Hard worker, Flexible / Adaptive, Persistent, Team Player

Online Presence

https://www.linkedin.com/in/msaid81

Mohamed is looking for new exciting career opportunities… Please share…

Get Your own Wuzzuf Profile Now !

Employer? If you're representing an organization or an enterprise, Signup here for FREE to see Mohamed's full profile and find more great talent and professionals to join your team.