Ref: HP350-1253 The Commercial Country Manager of Qatar will achieve price, volume and sales goals through effective management of distributors/clients and developing and proposing strategies considering market opportunities, global market scenario and needs of the clients production chain.
RESPONSIBILITIES AREAS
PERFORMANCE INDICATORS
Agree together with distributor detailed yearly/monthly sales targets and price forecast (per channel, per brand, and per region, etc) in line with GTM strategy, current market conditions and stock availability. CM will be responsible to Analyze Channel Performance, identify highlights, opportunities and threats and present to his commercial manager and to distributor actions to develop the business
Responsible together with distributor to plan, prepare & Negotiate Yearly Business Development Agreements (BDA) complying with company guidelines & budgets, insuring max benefits are obtained and investments are utilized properly
Plan, Control & Execute TM activities (Branding Activities, POS, Shelf Space, promo activities, marketing activities, tasting, festivals, etc..) communicating to sales & merchandising team, and making sure related material are availability for all concerned
Responsible for PTT setting as per defined strategic positioning, plan National Activities & monthly promo-plans, handling negotiations together with distributor's SM for top accounts when necessary & delegate negotiation of smaller accounts to SM and to analyze the ROI of every activity
Make sure the sales and trade marketing process are implemented in the distributor
Prepare, maintain & develop Market Database & mapping, defining customer category universe & potential and plan the penetration strategy to ensure numerical distribution
Follow-up loadings, payments and stocks, monitoring, analyzing and taking actions when needed
MINIMUM REQUIREMENTS
. Graduation/ Experience
. Bachelor's Degree in Sales or Business Management
. Must have worked with a Distributor
Specific Knowledge / Skills
General
. Microsoft Windows, Internet/Email, MS Office
. The Commercial Country Manager will require strong FMCG Knowledge
. Price / Cost composition
. Distribution management
. Imports / Exports routines.
. Languages: English - Arabic is a benefit
Skills:
. Negotiation ability/ Analytical Skills
. Interpersonal & Communication skills
. Sales Techniques/ Time management and follow-ups
Specific:
. Chicken/ Beef production chain and process
. International Politics.
. Food Processing market MENA Region.
. Import regulations & norms
Michael Page is one of the world's leading professional recruitment consultancies, specializing in the placement of candidates in permanent, contract, temporary and interim positions with clients around the world.
The Group has operations in the UK, Continental Europe, Asia-Pacific and the Americas. In the Middle East we focus on the areas of:
Finance & Accounting
Banking & Financial Services
Procurement
Property & Construction
Engineering & Supply Chain
Oil & Gas Technical and Engineering
Human Resources
Sales
Marketing
Technology
Secretarial
Executive Search
Legal
The Group operates through 161 offices in 33 countries and employs over 5,000 employees worldwide. |