Sameh Emam
FMCG Business Development Experts / Strategic Planning / Sales / Marketing / Brand Building
Giza
Summary
With more than 20 years in FMCG field food & non-food with extensive experience and skills in Sales, trade marketing, branding & Marketing combined with strong leadership skills enable me to lead company's young professional and energetic Team for rapid growth in the field of endeavor within develop and implement a growth strategy for Sales, Marketing & Trade Marketing in multi market channels from Business Development Manager, Modern Trade, Traditional Trade , HORECA & E-Commerce for the usefulness and benefit for the Organization. Profile: MBA holder with high business skill in sales & marketing management. Smart working person with balance between task & people orientating. Working under pressure with a teamwork attitude. Striving to achieve the company’s vision, mission & goals. Professional Managerial & Developer. KEY PERSONAL ATTRIBUTES: High-level communication skills Stakeholder management skills Proven ability to negotiate. Experience with design and implementation of business development strategy Conflict resolution The ability to self-motivate and motivate a team. Experience working to and exceeding targets. Effective/in-control under pressure Innovative/pro-active KEY PROFESSIONAL STRENGTHS. Developing growth strategies and plans Managing and retaining relationships with existing clients Increasing client base Having an in-depth knowledge of business products and value proposition Writing business proposals Negotiating with stakeholders Identifying and mapping business strengths and customer needs Researching business opportunities and viable income streams Following industry trends locally and internationally Drafting and reviewing contracts Reporting on successes and areas needing improvements. Skilled Business Development leader offering [Number] years of experience in leading operations and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach.
Overview
16
16
years of professional experience
2
2
years of post-secondary education
1
1
Language
Work History
Business Development Manager
HAMWI INT. / Anorka Food Industries LLC
04.2021 - Current
- Leading the lunch of HAMWI Turkish-coffee & CITY CAFÉ brands in Egyptian, Libyan, Iraqi & Saudi markets through a highly professional distributing companies with a multi-function role including supply, logistic, value-chain, trade marketing, distribution & market segmentations with main
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Generated new business with marketing initiatives and strategic plans.
- Improve brand market position and achieve financial growth
- Define long-term organizational strategic goals, builds key relationships, identify business opportunities, negotiate and close business deals and maintain extensive knowledge of current market conditions
- Project & implement a strategies for better visibility, availability and maximizing profit
- Control all business operation aspects, including P&L management, trade marketing
- Expand into new channels and cultivate the current accounts
- Coach and monitor distributors team for better performance
- Develop the sales in the markets and ensure a healthy market shares
- Implement company strategy and deliver P&L results
- Responsibilities
- Prepare the Annual Operation Budget (AOB) files
- Undertake negotiations with distributors and major clients to maximize sales
- Expand into the B2B & B2C
- Identifying new channels opportunities for brands for distribution, availability & visibility
- Plan and implement the yearly consumer and trade promotions
- Monitor primary and secondary sales on monthly basis
- Manage allocation of resources for setting plans according to market dynamics and stock
- Track and analyze market share per brand per area
- Prepare and implement consumer promotion and trade activities’ calendar across the responsible markets
- Prepare and implement the launch plan for the new product launch and the product uplift
- Lead the development of the Trade Marketing Strategy to achieve defined business objectives across all product categories
- Responsible to deal with the concerned authorities in the responsible markets for product registration and price increase approval
- Develop above the line communications according to allocated budget
- Responsible for the brand activation on ground including sampling campaigns and events
- Responsible for distributors’ team motivation program including travel, incentive and events
- Identify and develop the company’s unique selling propositions and differentiators vs
- The competitions in the markets
- Locates or proposes potential business deals
- Work with the internal teams; marketing, finance, supply chain, purchasing, planning, R&D, logistics to increase sales opportunities and thereby maximize revenue for the company
- Present the markets’ performance on regular basis to the management and the group
- Recommend and attend the market researches done in the market to identify a selective opportunity
- Handle customers and traders’ products’ claims to avoid any loss on the business
- Participate in the yearly BDA/ contracts negotiations with the accounts
- Revise and track the monthly Debit notes of the distributors to ensure that it is matching with the monthly actual spend.
Business Development Manager
Misr Café Company
Cairo
04.2019 - 03.2021
- As a Business Development Manager leading four major key players brand in Egyptian market which are
- Misr Café (Instant coffee)
- Coffee Break (Foaming & Non-Foaming)
- Barlico (Instant Coffee Substitute)
- Tea Break
- All that through our soul agent’s partner distributors AM Group Co., Mansour Distribution Co
- Smart Goods Co
- Drive the growth for brands by generating new business opportunities
- Ensuring the strategic planning, branding, expansion in markets, new user acquisition, awareness, utilize partners in selling to the right way the right product-mix the right customers
- Creating opportunities for value to be ongoing in the long term is important
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Generated new business with marketing initiatives and strategic plans.
- Responsibilities
- Setup annual operation plan for each brand insuring to accomplish the origination goals
- Locates or proposes potential business deals by contacting potential partners, discovering, and exploring opportunities
- Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments
- Develops negotiating strategies and positions by studying integration of new venture with company strategies and operations; examining risks and potentials; estimating partners' needs and goals
- Closes new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations
- Protects organization's value by keeping information confidential
- Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations
- Enhances organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
Organized Trade Channels Sales Development Manager
Helal Golden Star Group
Cairo
03.2018 - 03.2019
- (Plastics & Cleaning Tools), Since joined HGS Group as a Modern Trade National Sales Develop Manager started to setup the concept of key account management, Sales Developing, E-Commerce setup, HORECA segmenting penetrating, Special Channels Developing, Govern Sector & Trade Marketing team begging from the contracts ending with the visual merchandizing including the in-store activities plus be one of the Executive Comity who led the company transformation
- Responsibilities
- The responsibility of customer's contract setup and renewing.
- Liaised with external stakeholders to form strategic partnerships with prospective clients.
- Developed deep understanding of customer needs, priorities and pain points to deliver customized service.
Business Development Manager
Bolido Food Industries
07.2016 - 02.2018
- Working as a Partner/Privet business with Bolido as a Business Development Manager (BDM) for a BOLIDO brand starting to setup the way to penetrating the Egyptian market with Bolido Café, Bolido Choconut, ICE powder juice & privet labels
- Responsibilities
- The responsibility of customer's contract setup and renewing
- Set-up and activate the Distributors & Agents
- Responsible for reflecting the Market and Key Accounts’ needs and potential to the CEO and assisting in designing their specific plans while leading a team to execute those plans each in his/her sector
- Responsible for executing the trade presence vision of the company
- Prepare an annual promotional plan for the KA
- Negotiate Business Development Agreement with the Distributors, Agents KA to ensure proper return on investment for company’s brands
- Ensure proper inventory levels by brand specifically promotional stock
- Be responsible for concept and creative development of sales
- Liaise with respective account teams, client’s HORECA team & implementation (Mainstream segment - restaurants, hotels, and catering companies)
- Fully responsible for management reports and status updates, identifying and recommending solutions to account teams
- Analyze and present opportunities based on performance & Retail Audit updates to sales team in cycle meetings and implement prompt corrective action
- Establish excellent relations with the Key customers’ management team through direct contact
- Maximize return on investment on trade promotions & visibility agreement with trade
- Caravan for Marketing (Bonjorno Café)
Sales Manager
Caravan Marketing (Bonjorno Cafe)
Cairo
08.2009 - 02.2016
- Since day one I joined Caravan as a Key ACC Sales Manager starting to setup the concept of key account management begging from the contracts ending with the visual merchandizing including the in-store activities
- Prove that Bonjorno Café is the major competitor for Nestle in Egypt with almost the same market share (Bonjorno & Nestlé have around 80% from the market share in Egypt)
- With Success record in
- Achieved the highest sales turnover as an example had 3.7 times increasing in sales from 2011 to 2013 with achieved number of 9 digits
- Established a merchandiser team (50 members) in last 3 years with highly impact by had a 40% share from the market of key account outlets
- Recording a high competition in HORECA/Vending machines by getting around 50% from Hurghada market
- Managing two small sub-distributors one on Cairo and other on Canal
- Success lunching for around 5 new SKU’s
- Responsibilities
- The responsibility of customer's contract setup and renewing
- Working as a OT & HORECA Sales Manager
- Responsible for reflecting the Key Accounts’ needs and potential to the Sales Director and assisting in designing their specific plans while leading a team to execute those plans each in his/her sector
- Responsible for executing the trade presence vision of the company
- Prepare an annual promotional plan for the KA
- Negotiate Business Development Agreement with the KA & ensure proper return on investment for company’s brands
- Ensure proper inventory levels by brand specifically promotional stock to the KA
- Be responsible for concept and creative development of HORECA sales and communication as initiatives and Key account management
- Responsible for team HORECA Management
- Liaise with respective account teams, client’s HORECA team & implementation (Mainstream segment - restaurants, hotels, and catering companies)
- Fully responsible for management reports and status updates, identifying and recommending solutions to account teams
- Analyze and present opportunities based on performance & Retail Audit updates to sales team in cycle meetings and implement prompt corrective action
- Establish excellent relations with the KA customers’ management team through direct contact
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.
- Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Built relationships with customers and community to establish long-term business growth.
- Maximize return on investment on trade promotions & visibility agreement with trade.
Key Accounts & Retail Sales Regional Manager
Arabian Trading Supplier/Reckitt Benckiser
Riyadh
07.2007 - 08.2009
- (A.T.S) Reckitt Benckiser, Key account & Retail Development supervisor for the classification of Strategic Key Account (SKA), Key Account (KA) & Retail Customers (A, B & C customers classified) in Riyadh Area from July.o7 to March.09 by leading 7 professionals salesmen and 23 merchandisers for most leading brands in FMCG (Dettol, Pif Paf, Air Wick, Vanish, Finish, Easy off Bam & Veet) in the market with object of providing all sales and marketing activities like day to day sales follow ups, the achieving of monthly target per year with the reporting to the Regional Salas Manger & Channel Managers
- Promoted to be Key Accounts & Retail Sales Regional Manager (Central Region) for Key account & retail in the central region from April 2009 up to June 2009
- Responsibilities
- The necessary presentation and providing ideas to the Area Sales Manager to increase the sales volume
- Leveraged profit opportunities by recruiting top talent and managing brand image to exceed plan performance.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Defined locations, dealers and investors to drive product sales and foster brand expansion.
- Daily & Weekly follow-ups with the Channel Managers, Regional Sales Manager and Sales Team related to sales and Budgets forecast on monthly basis
- Visiting to buyers in retail market to survey the brand movement getting suggestions from purchasing managers and shelf boys
- The necessary arrangements for Promotion, coordinating and merchandising with the suppliers and the customers concerning the brand promotional items to motivate the sales of the brand
- Also coordinating with advertising industry for brand visibility in retail market
- Necessary follow-ups with merchandiser through the sales representatives Team
- Handling the Accounts of all my customers through the customer's account department
- Suggest and handle the entire bonus, discount and trade promotion matching with whole kingdom area.
Education
MBA - Global Managment
ESLSCA
EGYPT 05.2012 - 04.2014
Skills
Relationship building and rapport
Accomplishments
- Sales for FMCG with Key Account (Sara Group)
- Key Account Management (Sara Group)
- Marketing & Sales Planning (MARC)
- First line Management (Reckitt Benckiser) KSA
- Success Merchandizing (Reckitt Benckiser) KSA
- Business Skills Development (Online) (AMCHAM– Egypt
- Philip Kotler Conference (What is the next in modern Marketing)
- Strategic Planning
- (Caravan Marketing Co.)
- Category Management (Caravan Marketing Co.)
- Success Merchandizing (Caravan Marketing Co.)
- (MBA) from ESLSCA Business School – Major (Global Management).
Timeline
Business Development Manager
HAMWI INT. / Anorka Food Industries LLC
04.2021 - Current
Business Development Manager
Misr Café Company
04.2019 - 03.2021
Organized Trade Channels Sales Development Manager
Helal Golden Star Group
03.2018 - 03.2019
Business Development Manager
Bolido Food Industries
07.2016 - 02.2018
MBA - Global Managment
ESLSCA
05.2012 - 04.2014
Sales Manager
Caravan Marketing (Bonjorno Cafe)
08.2009 - 02.2016
Key Accounts & Retail Sales Regional Manager
Arabian Trading Supplier/Reckitt Benckiser
07.2007 - 08.2009
Similar Profiles
CYNTHIA MONTALBOCYNTHIA MONTALBO
Trade Marketing Supervisor at Gyma Food Industries LLC (Savola Group)Trade Marketing Supervisor at Gyma Food Industries LLC (Savola Group)
SHAIK AYESHASHAIK AYESHA
HR Manager at NATIONAL FOOD INDUSTRIES LLC / NFI MIDDLE EAST FZCOHR Manager at NATIONAL FOOD INDUSTRIES LLC / NFI MIDDLE EAST FZCO
Mehraj Ud Din KhanMehraj Ud Din Khan
Warehouse and Logistic Supervisor Cum Assit Manage at Global Food Industries LLCWarehouse and Logistic Supervisor Cum Assit Manage at Global Food Industries LLC