Mohamad Khaled

Accountable in landing Tea category ambition in Distributors & GT (Lower Trade) & OOH (Horeca) while ensuring operational excellence and efficient operation to drive JV/Distributors business profitability. Responsible for managing full Channel P&L with sharp focus on maximizing sales revenue & enhancing gross margin. Responsible for managing GT (Lower Trade) & OOH (Food Service) Distributors Monthly Target/Forecast/Shipment plan/TTS budgets. Managing Wholesalers in UAE directly with executing rebate schemes, set growth targets, business plans & forecast for the top WS in UAE. Driving the agenda of Route-To-Market Transformation in UAE market, Developing new Distribution Models and Sales Structure guide. Handling end-to-end sales operations along with Distributors Sales Team, set up claim process and customer plan brief to focus on execution with excellence. Handling all Distributors claims monthly and raising the Credit Note OTIF. Ensure 100% on-time payment collection with full financial compliance. Conducting monthly Business Reviews with the Distributors management to drive business growth of existing business, along with generating new business.

Handling the entire product portfolio of Unilever Food Solution constituting 100 SKUs across Food and Beverages in OOH (Horeca channel). Managing Unilever Food Service Distributors and Sub-distributors in Oman/Kuwait/Qatar. Build, develop and manage the major Food & Beverage for Hotel, Restaurant & Catering. Responsible for managing tenders, menu developments & project management of growth initiatives (launches, activations and promotions). Leverage cross functional teams (Marketing, Supply Chain, Finance and Distribution) in delivery of customer plans, innovations and projects. Coordinates with trade managers & supply chain department all stocks requirements for food & Beverage HORECA customers. Selling multiple products & categories across the 3 markets. Building Yearly/Monthly forecast / Shipment plan / and TTS budgets for the 3 countries by SKU. Led Food Service channel P&L, focusing on USG/GM Primary target and Secondary NIV target for the 3 countries. Execute rebate schemes, set growth targets, business plans & forecast for all customers. Build strong and progressive relationships at a senior level with all clients. Conducting regular Business Reviews with customers and distributors to ensure growth attainment of existing clients along with generating new business. Negotiating contracts and prices in accordance with the overall sales strategy. Develop & Build relationships with customers in Push HORECA Channels (Hotels, Restaurants & Caterers). Assist customers to increase revenue and/or efficiency in their establishment and at the same time gain new product listings and increase volume usage of current existing SKU’s. Generate flexible solutions to solve problems & create opportunities.

Responsible for key accounts management of Hypermarkets C4, Al Meera, and Rameez with 35% sales contribution to MT registering Double digit growth. Strategized annual and quarter plan with focus on increasing visibility and availability from 79% to 92.3%, and servicing level from 81% to 93%. Liaised and negotiated effectively to increase Share of shelf translating to Unilever Market share. Monitored sales, activated customer plan with improvised sales promotion, supervised inventory and sales report delisting slow moving SKUs increased minimum order. Managed inventory, warehousing, forecasting, staff appraisals (merchandisers) and coordinated with planning team towards operational efficiencies. Ensure 100% OSA, translating Unilever Market share into SOS among all categories. Implement in store product visiblity & execute Promo calendar plan that is aligned with Customer calendar plan through Off shelf display. Launched new products OMO, Tresemme, well received achieving & Increasing SOS in both Detergent and Hair Category with huge improvement in category growth.

Handling entire product portfolio constituting 794 SKUs across personal care, home care, food and beverages for the premier global consumer firm Built and led a team of four by revamping operational and marketing reporting systems in order to ensure effective risk management Responsible for budgeting, forecasting and geography-specific product innovation and customer marketing & Trade Category Management and Perfect Store. Landing all activities in Modern Trade/General Trade with the corresponding point of Sale Material. Landing all CBP activities in market across Oman from planning to execution part (POSM, Promoters, Visibility, Production, NIV, ROI, Promotion plan). Responsible for CATMANs Project (Deo, Skin cleansing, Hair, Beverage& Fabcon) in MT & GT with achievement of more than 200 CATMANs YTD. Champion of Perfect Store Oman (2012 & 2014). Oman ranked 1st in PS in NAME Region (North Africa & Middle East). Acted as brand custodian and formulated annual plan in order to drive the region wide agenda of achieving OP. Exhibited thought leadership by driving the agenda of Male Grooming in Oman. Strategized brand re-positioning of Fair & Lovely Max Fairness (Men’s Range) with 4 Shopper Engagement Programs and sampling campaigns in Modern Trade. Landed 31 Men’s Zone in General Trade & Modern Trade. Activated Personal Care (Dove, Ponds, Vaseline, Fair & Lovely) & Beverage portfolios (Lipton) in Lulu & Carrefour through nationwide events, samplings and CATMANs, resulting in positive growth across all categories Champion of New Project Named BAQALA (Small Grocery) which was 1st launched in Oman and later across Gulf, Train the owners about the 6 Ps and we renovated a store as a model.