Khaled Mohamed Moenes

Main Purpose of Job

Lead the regional Sales Operations network (i/e. direct and/or indirect) and the Field Sales team to deliver agreed objectives within assigned Region

Lead development of Distributor/customer relationship including joint business planning (ICP), support definition of Field Sales Strategy to implement Channel Category and Customers Plans.

Lead, develop, and ensure implementation of sales plans that are aligned with overall business strategies, and that support achievement of profitable sales objectives.

Accountable and responsible to ensure achievement of agreed targets/KPIs targets/KPIs (OG, RIG, NNS/KG, MOGEs,DPA , Numerical & Weighted Distribution etc) for the District.

Implement, follow up and update District Field Sales Plan based on the Cycle Plan. Provide quality feedback/input into the ICP process for the next planning period .

Update and measure performances of the Field Sales organization Structure within the District against defined KPIs.

Ensure adherence to all Company principles and policies including NMLP, TS, Nestle/local Trade policy, local Trade Terms, IC3, Safety and local regulations.

Ensure adherence to all Company principles and policies including Nestle/local Trade policy, local Sales policies, local Trade Terms, Safety and local and legal regulations.

Identify Geographic opportunity in Egypt to extend potential Brand & Category reach in the market. Collaborate with peer DMs to share best practices within Field Sales, Distributor Management etc, liaise with Marketing, CCSD, Customer Team and Supply Chain to drive regional Field Sales related initiatives.

Ensure development of careers, succession plans, development and coaching of direct reports

• This role is accountable of leading the execution standards for the Sales distribution channels to include the DSD, and Pre-Sell, and the OT, delivering on volume, distribution targets, and execution KPIs across the assigned region
• This role will also lead on the CTS initiatives to include S&D productivity initiatives execution and cascade down to field teams along with very close monitoring for execution standards, meanwhile lead on setting the traditional trade sales technology strategies, implementation plan, and infrastructure and of course D&A design to drive both revenue growth and share
• This role will be accountable to deliver channels NOPBT, CTS improvement, and drive revenue management execution across CSD and NCBs portfolios
• On the other hand, drive the new organization operating model across all layers and build the execution capability of both DSD, and Pre-Sell organizations
• Accountabilities :
• Lead the yearly AOP process through having a solid action plan for all regions which includes infrastructure requirements for the next year to achieve volume, market share, profitability and productivity results
• Set the Regional must win battles and KPIs, in addition to setting and managing the D&A within the region
• Lead the monthly reporting of results within the region; in charge of acting on monthly tactical calendar and to deliver channels topline plan
• Review and ensure accurate weekly Sales Inventory Production (SIP) developed by Unit Sales Managers and provide coaching to enhance accuracy
• Ensure proper execution of all merchandising and operational priorities (to include Trade promotion planning and budget tracking)
• Leading people planning process and provide ongoing coaching to all USMs and ensure they are properly equipped, trained and motivated to achieve their objectives
• Lead on all DSD & ISD GTM transformation interventions to reach target productivity
• Manage revenue, profitability and CTS (D&A and S&D costs) across the assigned region and drives commitment to meeting financial goals
• Ensure control over company assets across the assigned region
• Assist in the coaching, mentoring and implementation of the Health & Safety programs in the field.

• Develop annual AOP for distributor in terms of volume, revenue, DC expansion, trucks expansion, S&D and D&A and manage distributor cost structure changes
• Manage primary sales cycle to distributors and ensures distributor demand planning, monthly target setting, distributor financial claims settlement and Order to cash cycle are managed effectively and coordinated with supply chain, finance, field sales and Sales director timely
• Lead distributor development implementation through selection of distributors, transferring CFI knowledge to all distributor functions, including trainings and audits on all jobs
• Develop and implement annual distributor scorecard aimed to keep all stakeholders visible on distributor activities and ensure distributor KPI's are met
• Lead the implementation of sales systems at distributors and migration of master data, in addition to hardware and network and set up
• Lead the implementation of Re-routing nationwide to optimize our DTS coverage by eliminating zero sales customers, balancing DRAs and avoiding route overlaps
• Plan and execute warehouse audit and training to all warehouse managers nationwide
• Manage total cost to serve budget on monthly and annual basis that includes monthly settlements to distributors on claims, commission, stales and tax reconciliation
• Manage distributor credit cycle including annual credit reviews and recommend credit limits to control in order to deliver annual plans.
• Manage monthly distributor commission /returns/stales and ensure timely execution of all distributor’s due payments
• Manage price list to distributors and ensure taxation is taken into consideration on all financial changes on price lists
• Develop Channels strategies
• Manage distributors contracts and relationship.

• Responsible for Planning and executing sales AOP through ensuring the successful achievement of the DC sales targets assigned; and closely manages the DC sales team performance
• Accountabilities:
• Execute the sales annual operating plan by reflecting the market needs
• Organize, control and motivate DC’s supervisors & representatives to achieve sales targets within the agreed profit margins
• Train develop and follow-up DC sales force compliance with Frito-Lay standards necessary to meet the current and long term needs of the sales department
• Regular market visits to monitor changes in the market situation and communicate these fluctuations on the proper timing to the Branch Manager
• Ensure the company’s product promotional plans are understood from the DC sales force team
• Develop accurate weekly CDF (customer demand forecasting)
• Expanding distribution within the region as per AOP business plan
• Ensure proper execution for all new product initiatives
• Ensure proper execution of all merchandising and operational priorities
• Approve all the administrative transactions for the DC management (DC warehouse lease, daily sales invoicing cycle,etc)
• Ensure 100% of DC structure and HC of Sales Reps is complete at all times during the year
• Staff: 7 sales supervisors, 50 representatives.

• Responsible for Planning and executing sales AOP through ensuring the successful achievement of the DC sales targets assigned; and closely manages the DC sales team performance
• Accountabilities:
• Execute the sales annual operating plan by reflecting the market needs
• Organize, control and motivate DC’s supervisors & representatives to achieve sales targets within the agreed profit margins
• Train develop and follow-up DC sales force compliance with Frito-Lay standards necessary to meet the current and long term needs of the sales department
• Regular market visits to monitor changes in the market situation and communicate these fluctuations on the proper timing to the Branch Manager
• Ensure the company’s product promotional plans are understood from the DC sales force team
• Develop accurate weekly CDF (customer demand forecasting)
• Expanding distribution within the region as per AOP business plan
• Ensure proper execution for all new product initiatives
• Ensure proper execution of all merchandising and operational priorities
• Approve all the administrative transactions for the DC management (DC warehouse lease, daily sales invoicing cycle,etc)
• Ensure 100% of DC structure and HC of Sales Reps is complete at all times during the year
• Staff: 5 sales supervisors, 40 representatives

• Responsible for Verifying different G2M strategies and capture immediate execution opportunities while supporting organizational capability
• Accountabilities:
• Validating different G2M strategies
• Defining executional/operational standards for DTS, Wholesale and Distributor channels and create/follow up expansion plan for strat period
• Implement defined G2M channels for higher efficiency and productivity
• Launch best practices across nation in core areas
• Capturing immediate execution opportunities
• Execute basic Front Line Sales Management Process
• Launch basic sales KPIs and follow up reports
• Route re-engineering to optimize working hours, frequencies of coverage
• Implement sales commission structure to provide focus by brand
• Upgrading sales organizational capability
• Conducting operational trainings and continuous support/follow up to secure proper field execution in coordination with FHR and Field Sales
• Implement metal racks plan, ensure proper distribtion accross DCs and track deployment.

• Responsible for target achievements, yearly contract, all the deals and financial issues
• Working with and supporting the marketing strategy, providing cost effective strategies and promotional plans targeting specific consumer groups
• Negotiating customer yearly contract
• Attaining a monthly target, responsible for the implementation of Henkel sales fundamentals and monthly initiatives in the customer outlets across the country
• Creating cost effective promotions, identifying the best medium in developing effective advertising and promotional campaigns
• Working with a team of merchandisers
• Effective interdepartmental communications, writing reports about my sales, providing recommendations for increased market penetration and increased sales
• Working on customer development
• Work on a joint business plan to achieve customer’s growth, profitability targets and objectives

• Supervising a team of 5 Sales Rep, Collectors, Merchandisers
• Responsible for setting, monitoring and controlling detailed action plan for the agreed unit sales plan which includes the following: a- Ensure high efficiency of coverage b- Sales targets by brand & SKU c- Distribtion within distributor area d- Merchandizing within distributor area f- Monitor stock level throuh "sales-in, sales out”
• Ensure applying Company pricing and payment policy at the distibutor and the market
• Ensure Implementing sales trade systems and activities and follow up on projects
• Follow up and collect competition activities
• Setting up targets for the dealers and make the agreements
• Ensure the existence for the agreed investments, monitor and control distributor’s expenses and investments
• Staffing for the distributor manpower and responsible for applying the right workload profile
• Recruiting, Developing, evaluating and training the sales force and distributor staff through Henkel process to ensure max efficiency in achieving sales objectives.

• Responsible for the transfer of knowledge from BP to NGVC
• Supervising all the sales activities of the stations through fast tracks, oil centers and the stations
• Quality control of the services provided through those stations
• Controlling the flow of products and the inventory level
• Working on daily basis with the stations supervisors to identify their needs and solve their problems
• Assist in Lubes centers Team Building, Training & implementation of development programmers
• Help in developing the oil centers setup, procedures & manuals
• Share in the new oil centers sites selection & design
• Ensure that oil centers and fast tracks delivered as agreed standards for BP
• Setting up the operation system for the sites
• Responsible for all the internal marketing issues concerning the sites as merchandising, production and positioning of advertisement materials "posters, signs, canopies, mockups" and POS
• Responsible for giving NGVC's employees technical and merchandising trainings
• Sells Lubricants to W.S dealers
• Supervising a teem of 6 sales rep (setting up targets, monitoring, train, develop and evaluate)
• Ensure that the dealers receive high quality service
• Ensure applying Company pricing and payment policy in the market
• Ensure Implementing sales trade systems and activities
• Follow up and collect competition activities
• Achieving sales targets.

• A partnership between Egypt Gas, ENNPI and BP which sells compressed natural gas and also NGVC has been appointed BP's lubricants distributor for Egypt, Develop marketing researches and strategic planning
• Deal with different advertising agencies and determine planned promotional activities
• Handling all the exhibition matters " Deal with different advertising agencies and determine required design for the pose and the promotional materials required
• Responsible for Corporate Sales (governmental organizations).

• Develop marketing studies for potential stations’ lands.