Iman Adel
Cairo
Summary
Experienced with leading regional sales teams and driving market growth through strategic planning and client relationship management. Utilizes effective leadership and communication skills to mentor and enhance sales team performance. Track record of achieving significant territory expansion and meeting sales targets.
Overview
25
25
years of professional experience
Work History
Senior Sales Manager
Nestle EG
01.2024 - Current
- Developed and implemented strategic sales plans to enhance market share and profitability.
- Led cross-functional teams to optimize product launch strategies and drive sales growth.
- Mentored junior sales staff, fostering professional development and enhancing team performance.
- Analyzed industry trends to identify new business opportunities and refine sales approaches.
- Exceeded annual sales targets consistently by maintaining a proactive approach to lead generation and pipeline management.
- Developed a high-performing sales team through targeted recruitment, comprehensive training, and ongoing mentorship.
- Streamlined internal sales processes for increased efficiency, resulting in improved productivity and reduced overhead costs.
- Drove profitability by reallocating resources and focusing on high-potential opportunities, resulting in a significant increase in overall company revenue.
- Led cross-functional teams to successfully launch new products, ensuring timely market entry and optimal positioning within competitive landscapes.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Implemented systems and procedures to increase sales.
Regional Sales Manager - Purina
Nestlé
10.2021 - 01.2024
- Sales Achievement: Accountable for achieving nationwide sales volumes for Purina products through one distributor.
- Distributor Planning: Develop and implement the yearly distributor plan, covering channels, categories, and geographical areas.
- Financial Management: Manage distributors' Profit and Loss (P&L) projections, execution, and follow-up to meet financial objectives.
- Team Management: Lead and manage Nestlé and distributor teams, overseeing 2 Nestle Area Sales Managers, 2 Nestle Supervisors, 5 Distributor Supervisors, and a fleet of 10 trucks.
- KPI Oversight: Monitor all distributor Key Performance Indicators (KPIs), including coverage, truck & visit efficiencies, SKU per call, drop size, and Chillers execution in the trade.
- Financial Optimization: Manage distributor expenses to maximize Return on Investment (ROI).
- Route Planning: Ensure efficient truck fleet route planning to optimize distribution operations.
- Team Development: Provide coaching and training using a 'train the trainer' approach to enhance the sales team's skills and knowledge.
- Stakeholder Communication: Maintain effective communication with stakeholders, including Wholesale, Commercial Development, Finance, Sales Operations, and Support.
- Achievements: Successfully increased nationwide Purina product sales volumes through strategic distributor management. Implemented cost-saving measures, leading to an improved ROI. Enhanced team performance through targeted coaching and training initiatives.
- Led cross-functional teams to optimize product launches and promotional campaigns.
- Developed and implemented regional sales strategies to drive market penetration.
Traditional Trade - Channel Development Manager
Nestlé
09.2019 - 09.2021
- Sales Growth: Spearheaded initiatives resulting in [35%] increase in sales within the traditional trade channels. Developed and executed strategies to expand market share and enhance brand presence.
- Channel Development: Identified and cultivated relationships with key traditional trade partners, leading to increased product visibility and availability. Developed and implemented channel development plans in line with organizational objectives.
- Distribution Optimization: Improved distribution efficiency through strategic planning and execution, ensuring optimal product placement and availability.
- Team Leadership: Led a cross-functional team, fostering a collaborative environment, and ensuring alignment with channel development goals.
- Market Analysis: Conducted market research and analysis to identify emerging trends and opportunities within traditional trade channels. Utilized insights to adapt strategies, enhance product positioning, and capitalize on market dynamics.
- Stakeholder Collaboration: Collaborated with internal stakeholders, including Sales, Marketing, and Operations, to align channel development strategies with overall business objectives.
- Developed strategic partnerships with key retailers to enhance channel performance.
- Led cross-functional teams to implement initiatives that improved distribution efficiency.
Coffee & Beverages Category Channel Sales Development Manager
Nestlé
09.2017 - 08.2019
- Business Management: Oversee Nestlé's Coffee & Beverages business in Egypt, managing brands such as Nescafe Red Mug, Nescafe Gold, Nescafe Mixes, Coffee mate, Nescafe Bonjorno, and Nescafe Arabiana.
- Sales and Growth: Accountable for achieving country sales volumes, growth, category profitability, forecast accuracy, market shares, and distribution targets.
- Budget Management: Manage the trade budget, ensuring efficient spending in adherence with internal policies.
- Strategic Planning: Present the country's commercial plan to the business unit, negotiating growth vision, tactical trade budget, and strategic trade activities.
- Pricing Strategy: Define pricing strategy for category SKUs, maintaining high profitability margins in line with regional directions and market dynamics.
- Forecasting and Stock Management: Set monthly forecasts and annual targets per channel, track off-take performance, and initiate corrective actions to ensure adequate stock levels.
- Distribution and Warehousing: Develop core distribution strategies, lead distribution drives, and optimize distribution presence while reducing expiry incidents.
- Market Analysis and Brand Performance: Analyze Retail Audit reports and conduct brand performance analysis for trade layers, identifying opportunities for category growth.
- Team Leadership: Lead the shopping channel team to achieve targets for share of shelf space and secondary displays.
- Trade Marketing and Initiatives: Develop strategic trade marketing and sales initiatives, store-specific solutions, and branded impulsive solutions.
- POS Material and Merchandising: Ensure efficient utilization of trade POS material for promotions, product launches, and local marketing initiatives; evaluate and optimize ROI.
- Trade Activations and Brand Introductions: Plan, brief, and supervise trade activations, brand introductions, and category merchandising strategies.
- Promotion Mechanics: Formulate promotion mechanics, coordinate stock manipulation, and ensure prime positioning of promotional materials.
- Brand Ambassador Team: Recruit, coach, and equip a 'Brand Ambassador' team to conduct consumer sampling drives for brand awareness and product trials.
- Cross-Functional Coordination: Coordinate on a daily basis with different internal and external departments, including Sales, Sales Support, Promotion Team, Supply Chain, Warehouse, Finance, and Brand team. Also, engage with customers, including retailers, store managers, purchasing managers, and wholesalers.
- Led cross-functional teams in implementing innovative sales strategies, improving customer engagement.
- Developed and executed strategic sales plans to enhance market penetration and revenue growth.
Trade Marketing Manager
Bonjorno
03.2014 - 12.2016
- Trade Marketing Strategy: Develop and execute comprehensive trade marketing strategies aligned with brand objectives and market trends. Introduce innovative trade marketing initiatives to differentiate Bonjorno from competitors and captivate target audiences.
- Channel Management: Oversee and optimize trade marketing activities across various channels, ensuring consistent brand messaging and promotional efforts. Collaborate with key retail partners to tailor marketing strategies to specific channel requirements.
- Brand Visibility: Implement initiatives to enhance brand visibility and presence at the point of sale, driving consumer engagement. Execute impactful in-store displays and signage to create a compelling brand presence.
- Sales Promotion: Plan and execute sales promotions, discounts, and merchandising strategies to stimulate sales growth. Analyze promotion effectiveness and adjust strategies based on real-time market feedback.
- Retailer Collaboration: Cultivate and maintain strong relationships with key retailers to create mutually beneficial promotional campaigns and in-store displays. Collaborate with retail partners to align merchandising strategies with overall business objectives.
- Market Analysis: Conduct market analysis, including competitor and consumer behavior research, to identify opportunities and threats. Use data-driven insights to develop strategies that capitalize on market trends and consumer preferences.
- Budget Management: Manage the trade marketing budget efficiently, ensuring optimal ROI on marketing initiatives. Implement cost-saving measures without compromising the quality and impact of trade marketing programs.
- Cross-Functional Collaboration: Work closely with Sales, Brand Management, and Supply Chain teams to ensure alignment and cohesive execution of marketing strategies. Foster a collaborative culture that encourages knowledge sharing and cross-functional problem-solving.
- Developed and executed trade marketing strategies to enhance brand visibility and drive sales growth.
- Collaborated with cross-functional teams to align marketing initiatives with business objectives.
Trade Marketing Manager
Hero
01.2011 - 02.2014
- Trade Marketing Strategy: Develop and execute comprehensive trade marketing strategies aligned with brand objectives and market trends. Introduce innovative trade marketing initiatives to differentiate Bonjorno from competitors and captivate target audiences.
- Channel Management: Oversee and optimize trade marketing activities across various channels, ensuring consistent brand messaging and promotional efforts. Collaborate with key retail partners to tailor marketing strategies to specific channel requirements.
- Brand Visibility: Implement initiatives to enhance brand visibility and presence at the point of sale, driving consumer engagement. Execute impactful in-store displays and signage to create a compelling brand presence.
- Sales Promotion: Plan and execute sales promotions, discounts, and merchandising strategies to stimulate sales growth. Analyze promotion effectiveness and adjust strategies based on real-time market feedback.
- Retailer Collaboration: Cultivate and maintain strong relationships with key retailers to create mutually beneficial promotional campaigns and in-store displays. Collaborate with retail partners to align merchandising strategies with overall business objectives.
- Market Analysis: Conduct market analysis, including competitor and consumer behavior research, to identify opportunities and threats. Use data-driven insights to develop strategies that capitalize on market trends and consumer preferences.
- Budget Management: Manage the trade marketing budget efficiently, ensuring optimal ROI on marketing initiatives. Implement cost-saving measures without compromising the quality and impact of trade marketing programs.
- Cross-Functional Collaboration: Work closely with Sales, Brand Management, and Supply Chain teams to ensure alignment and cohesive execution of marketing strategies. Foster a collaborative culture that encourages knowledge sharing and cross-functional problem-solving.
Merchandising Manager
Hero
01.2011 - 02.2014
- Merchandising Strategy: Develop and execute comprehensive in-store merchandising strategies to optimize product visibility and drive sales. Continuously assess and refine strategies to adapt to changing market dynamics and consumer behavior.
- Planogram Development: Design effective planograms that maximize shelf space, ensure proper product placement, and align with brand positioning. Collaborate with retail partners to implement and maintain planograms across various store formats.
- Product Launches: Lead merchandising planning for successful product launches, ensuring prominent positioning and capturing consumer attention. Coordinate with marketing and sales teams to align merchandising strategies with product launch objectives.
- Inventory Management: Monitor and manage inventory levels to prevent stockouts or overstock situations. Implement efficient stock rotation strategies to minimize product wastage and ensure optimal product availability.
- Visual Merchandising: Develop visually appealing displays that enhance brand image and create an engaging shopping experience. Collaborate with creative teams to ensure consistency in visual merchandising with brand messaging.
- Cross-Functional Collaboration: Work closely with Sales, Marketing, Supply Chain, and Retail teams to align merchandising strategies with overall business objectives. Collaborate with key stakeholders to address challenges and implement effective solutions.
- Market Analysis: Conduct thorough market analysis to identify consumer trends, competitor activities, and opportunities for enhanced merchandising strategies. Utilize data-driven insights to inform decision-making and optimize merchandising efforts.
- Team Leadership: Lead, inspire, and manage a high-performing merchandising team. Provide guidance, training, and support to ensure the team achieves departmental and organizational goals.
- Promotional Activity Management: Plan and execute merchandising strategies for promotional activities, ensuring maximum impact on sales. Collaborate with promotional planning teams to align merchandising efforts with promotional campaigns.
- Compliance and Standards: Ensure compliance with merchandising standards, guidelines, and regulatory requirements. Conduct regular audits to assess compliance and implement corrective actions when necessary.
- Technology Integration: Leverage technology tools for data analysis, planogram development, and monitoring merchandising effectiveness. Stay informed about industry trends in merchandising technology and explore opportunities for implementation.
- Supplier Relationships: Collaborate with suppliers to optimize merchandising efforts, including the development of co-branded displays and promotional materials. Negotiate and manage contracts with suppliers related to merchandising support.
- Continuous Improvement: Foster a culture of continuous improvement within the merchandising team. Encourage innovation and the exploration of new merchandising techniques and technologies.
- Customer Feedback: Gather and analyze customer feedback related to merchandising strategies. Use customer insights to refine merchandising approaches and enhance the overall shopping experience.
Outlet Activation Manager
Al Ahram Beverages Company
01.2001 - 11.2006
- Activation Strategy: Develop and execute comprehensive outlet activation strategies aligned with overall brand objectives and marketing plans.
- Innovative Promotions: Create and implement innovative promotions and campaigns to drive foot traffic, increase sales, and enhance brand visibility.
- Outlet Relationships: Cultivate and maintain strong relationships with key outlets, retailers, and partners to ensure successful implementation of activation programs.
- Merchandising and Display: Oversee the development and execution of effective merchandising and display strategies at outlets to optimize product visibility and consumer engagement.
- Collaboration with Sales Teams: Work closely with sales teams to align activation initiatives with sales objectives, ensuring a cohesive approach to market penetration and expansion.
- Data Analysis: Utilize data-driven insights to assess the performance of activation programs, measure ROI, and identify opportunities for improvement.
- Budget Management: Manage the budget allocated for outlet activations efficiently, ensuring optimal utilization and cost-effectiveness.
- Cross-Functional Coordination: Collaborate with cross-functional teams, including marketing, sales, and operations, to ensure seamless execution of outlet activation plans.
- Training and Development: Train and develop activation teams to ensure they are equipped with the skills and knowledge needed to execute successful programs.
- Promotional Material: Coordinate the development and distribution of promotional materials and POS displays to support outlet activation initiatives.
- Compliance and Standards: Ensure compliance with brand guidelines, legal requirements, and industry standards in all outlet activation activities.
- In-Store Events: Plan and execute in-store events and experiential activations to create memorable experiences for consumers and drive brand loyalty.
- Market Trends Analysis: Stay informed about market trends, competitor activities, and consumer behavior to adapt activation strategies accordingly.
- Feedback Collection: Gather feedback from outlets, consumers, and internal stakeholders to assess the effectiveness of activation programs and identify areas for improvement.
- Reporting: Prepare regular reports on the performance of outlet activation initiatives, providing insights and recommendations for future enhancements.
- Technology Integration: Leverage technology tools and platforms to enhance the efficiency and effectiveness of outlet activation programs.
- Continuous Improvement: Foster a culture of continuous improvement within the outlet activation team, encouraging innovation and creativity.
- ROI Measurement: Establish key performance indicators (KPIs) and metrics to measure the return on investment for each activation program.
- Stakeholder Communication: Maintain effective communication with internal and external stakeholders, ensuring alignment and support for outlet activation strategies.
- Expansion Strategies: Contribute to the development of outlet expansion strategies, identifying new opportunities and potential partnerships.
Education
Bachelor of Arts - French Language And Literature
Cairo University
Cairo, Egypt06-2001
Skills
- Strong leadership & coaching capabilities
- Advanced analytical and problem-solving skills
- The Complete Negotiator
- Magnetic Leadership
- Project Management
- Middle Management Skills
- Interpersonal & Team Building Skills
- I Lead Course (Emotional Intelligence, Performance Management, Presentation Skills, Time Management, Problem Solving, Negotiation)
- Coaching & Channel Sales Development
Timeline
Senior Sales Manager
Nestle EG
01.2024 - Current
Regional Sales Manager - Purina
Nestlé
10.2021 - 01.2024
Traditional Trade - Channel Development Manager
Nestlé
09.2019 - 09.2021
Coffee & Beverages Category Channel Sales Development Manager
Nestlé
09.2017 - 08.2019
Trade Marketing Manager
Bonjorno
03.2014 - 12.2016
Trade Marketing Manager
Hero
01.2011 - 02.2014
Merchandising Manager
Hero
01.2011 - 02.2014
Outlet Activation Manager
Al Ahram Beverages Company
01.2001 - 11.2006
Bachelor of Arts - French Language And Literature
Cairo University