Al Mulla Electronics Company is strategically collaborating with a global leader and technology innovator in consumer electronics, home appliances, and HVAC systems and seeking an experienced and proactive B2C - Head of Sales. The ideal candidate will be entrusted with his/her team the management of retailers and channel partners, providing comprehensive sales and technical support throughout the sales process. The candidate will be key to the team's growth and must possess the ability to grow the business annually by utilizing industry skills and leveraging relationships with retailers, channel partners and customers.
• Account Planning & Forecasting:
-Formulate internal portfolio strategies and initiatives grounded on insightful data.
-Design and implement marketing, promotional, in-store, and merchandising strategies, ensuring customer consensus and resource availability.
-Incorporate new product launch strategies into annual plans.
-Detect business deficits or opportunities and devise immediate solutions.
-Regularly evaluate progress against plans and make necessary adjustments.
-Perform competitive analysis to uncover potential opportunities.
• Customer Excellence:
-Cultivate relationships across various customer touchpoints, promoting cross-selling and up-selling within the existing dealer network.
-Formulate and present strategic plans and initiatives to secure customer approval and alignment.
-Conduct regular meetings with retailers, channel partners and customers to discuss concerns, plans, and initiatives.
-Collaborate with the training team to enhance product training.
-Scout for potential new retailers and channel partners and ensure superior in-store product display.
• Plan Execution:
-Supervise the implementation of plans and initiatives in collaboration with retailers and channel partners, ensuring effective execution of new product launches and accurate brand messaging.
-Actively manage inventory and sell-through, conducting scenario planning to address emerging opportunities.
• Financial Planning: Develop collaborative scorecards for periodic progress reviews.
• Drive Sales Growth and Operations: Direct and drive sales growth and operations for all B2C operations related to consumer electronics such as home entertainment, home appliances, and IT product solutions within the assigned region.
• Strategic Planning: Formulate and execute joint business plans with retailers and channels partners to boost market share and customer satisfaction.
• Sales Forecasting and Inventory Management: Collaborate with Key Account Managers to project sales and inventory, ensuring revenue targets and factory inventory objectives are achieved.
• Networking and Referrals: Utilize existing contacts to discover business opportunities and establish new connections through strategic networking and referrals.
• Product Knowledge: Acquire comprehensive product knowledge to effectively recommend,
detail, and market product solutions.
• Training and Empowerment: Educate and empower Key Account Managers, retailers and
channel partners on the product's features, benefits, and sales techniques.
Educational Qualifications
Education Degree
: Bachelor
Major
: • Engineering, business administration, marketing, or a related field • Executive training in business management is preferred • Knowledge in electronics, engineering, or a related technical field can be beneficial. • Certifications in sales, marketing, or account management can be advantageous. Examples include Certified Strategic Account Manager (CSAM) or Certified Professional Sales Person (CPSP).
Experience
Years of Experience
: 10 - 13 Years
Field of Experience
: • Consumer Electronics and Home Appliances Industry
• Proven track record of managing a team and driving sales growth.
• Experience in strategic planning and execution, account management, and customer relationship management.
• Prior experience in working with key account managers and channel partners is beneficial.
Skills
•Strategic planning skills with proficiency in forecasting and scenario planning.
•Excellent relationship-building skills with the ability to foster relationships across multiple touchpoints of the customer's value chain.
•Extensive knowledge of solution sales strategies with a proven ability to close deals using a customer-focused approach.
•Proficiency in cross-selling and up-selling.
•Experience in managing inventory and sell-through.
•Ability to guide and collaborate with a team towards achieving common sales goals.
•Experience in educating and empowering Key Account Managers and channel partners.
•Proficiency in using sales management software and customer relationship management (CRM) systems.
•Ability to leverage existing contacts and establish new connections through strategic networking and referrals.
•Comprehensive understanding of home entertainment, home appliances, and IT product solutions.
•In-depth knowledge of relevant industry standards, codes, and regulations related to consumer electronics and home appliances industry.
•Strategic thinker with a talent for problemsolving and making well-informed decisions.
•Experienced with CRM platforms like Salesforce and technical software such as AutoCAD.
•Deep understanding of compliance regulations related to anti-bribery and corruption.
•Commitment to staying updated with the latest industry trends and product developments.
•Experience in educating and empowering Key Account Managers, retailers and channel partners regarding the product's attributes, advantages, and sales methodologies.
Al Mulla Group is a leading diversified privately held business group based in the State of Kuwait with presence in 8 countries. With a workforce exceeding 15,000 employees in over 40 Group companies and affiliations with more than 200 international brands, Al Mulla Group has operations in the following fields: Automotive distribution and servicing Engineering Rental & Leasing of Vehicles and Heavy Equipment Insurance Manufacturing Consumer & Corporate Financing Investments Security Services Money Exchange Office Automation Engineering Products Distribution Healthcare Real Estate Education Travel Cargo Services The Group's geographic footprint spans across the Middle East and South Asia with operations in Kuwait, Iraq, Oman, Bahrain, the UAE, Qatar, India and Egypt.