MAHMOUD MOHAMED ABOU ELNAGA
Summary
Experienced sales professional with a demonstrated history in the industry of consumer goods. Skilled in sales and marketing management, negotiation, budgeting, business planning, and operations management. Strong sales professional with a Master of Business Administration focused on Marketing at Edinburgh Business School.
Overview
20
20
years of professional experience
Work history
Regional Sales manager
Binzagr Company
03.2024 - 05.2025
- Business planning: Based on regional/customer insights, I analyze potential customers, customer needs, and competitors to identify target markets
- I develop and implement effective operational strategies
- Customer Relations: lead and maintain customer relationships, particularly strategic customers, integrating company resources to achieve multi-dimensional exchanges and cooperation with customers, enhancing customer stickiness
- Regional Opportunity Mining: Collect and organize customer resources through channels and territories, establish routine communication mechanisms, and keep abreast of customer needs and potentials to form and establish long-term cooperation
- Opportunity Management: Oversee the management of regional and strategic opportunity information, focusing on customer segmentation mechanisms to ensure the conversion of opportunities into orders
- Order Acquisition: Through the exploration of potential markets, timely and effective information gathering and analysis, develop the go-to-market strategies, and customize project solutions to meet customer value needs, thereby securing orders and increasing market share and performance targets
- Lead the Sales Team & Data Analysis: Manage strategic customer profile, customer relationship management, performance evaluation, lead and opportunity management, payment tracking, and contract improvement
National Sales Manager
Al Atiah Food's
11.2020 - 11.2023
- Served as first-in-command managing the distribution of the company Portfolio with 12 Brands across 7 categories overseeing an annual turnover about 75 M in KSA through GT
- Leading, coaching, training, motivating, evaluating/ rewarding and appraising a sales team of 51
- Negotiate and finalize Key Account Agreement with major retailers and foster relationships through regular visits and calls
- Plan and execute annual marketing activities as per the promotional calendar with top Key Accounts
- Ensure all brands activation executions in SS channel are in gold locations
- Successfully launch NPDs in MT and SS with additional visibility and ensure 100% distribution across all trade channels
- Ensure regular accompanied market visits with sales team refreshing and emphasizing on importance of FIFO and MSL compliance SS-100%, SSD-90%, cash van-80%
- Ensure profitability of van sales is maintained through coverage enhancement and route optimization
- Develop business in GT through coverage, productivity, distribution, visibility, sales volume, new initiatives & schemes
- Contacting and networking with selected customers for sales of short dated stocks
- Monitor competition activities regularly and recommended solutions to principal including planning and implementing promotions
- Prudently manage trade spends to ensure spending within the allocated budgets
- Monthly reconciliation of trade spends with finance to ensure timely receivables
- Make the regular forecasting with the supply chain to improve stock handling
- Monthly business review presentation to the CEO detailing budget Vs
- Achievement by locations by brands and presenting FY outlook and way forward
Business Unit Sales Manager
AlFares Al Arabi Co
08.2019 - 10.2020
- Managing 8 sales supervisors (3 self Service, and 5 Cash Van Responsible for planning, implementing, and directing the sales activities of the company in a designated area to achieve sales objectives
- Develop a sales strategy to achieve organizational sales goals and revenues
- Set individual sales targets with sales team
- Delegate responsibility for customer accounts to sales personnel
- Co-ordinate sales action plans for individual salespeople
- Track, collate and interpret sales figures
- Oversee the activities and performance of the sales team
- Ensure sales team has the necessary resources to perform properly
- Monitor the achievement of sales objectives by the sales team
- Liaise with other company functional departments to ensure achievement of sales objectives
- Evaluate performance of sales staff
- Provide feedback, support and coaching the sales team
- Plan and direct sales team training
- Assist with the development of sales presentations and proposals
- Investigate lost sales and customer accounts
- Forecast annually, quarterly, and monthly sales revenue
- Generate timely sales reports
- Maintain inventory control
- Develop pricing schedules and rates
- Formulate sales policies and procedures
- Help prepare budgets
- Control expenses and monitor budgets
- Conduct market research and competitor and customer analysis
- Analyze data to identify sales opportunities
- Develop promotional ideas and material
- Cultivate effective business relationships with executive decision makers in key accounts
- Personal attention to main customers
- Understanding market opportunities through developing an awareness of the analytical process used to identify opportunities and threats in the firm's environment which may influence profitability and market position, position the firm's products against market and to segment and target markets as well as needs and competitive offerings by developing sales strategies for exploiting opportunities and overcoming threats, especially those relating to PLC (new product entries, growth markets, mature/ declining markets), and that strategies based on the components of 4Ps (product, price, channels, and promotion) with putting an eye on 4Cs (customer, competitors, company, and environmental context)
- The key strategy to be pursued is 'Goto-market strategy' with which I can illustrate the importance of integrated sales strategy in today's business, and by which I know that a strong customer focus and well-conceived and executed sales strategies will be even more crucial for the success as the global marketplace becomes more crowded and competitive
- Finally, carry out my annual plan after all of above knowledge to be a blueprint for action: - Executive summary, current situation and trends, performance review, key issues, objectives, sales strategy, action plan, projected profit and loss statement, and contingency plan, all of which are my guiding star
Sales Supervisor
Ahmed Mohamed Saleh Baeshen Co.
08.2011 - 07.2019
- Execute the sales plan for the region and achieve the sales volume, net revenue, market execution and customer service objectives through effective leadership and maximum utilization of the region's sales team
- Train, motivate, direct, and prepare the team to deliver high standard results aligned with company strategies
- Provide ongoing coaching to all the team members within the region and ensure they are properly equipped, trained, and motivated to achieve their objectives
- Develop strong relationship with Key self-service customers within the region
- Report competitive activities to sales and marketing departments as and when it happens with the recommended corrective actions
- Provide the logistic department with yearly and quarterly production plan for the region
- Provide the Marketing manager a monthly suggested promotion plan for the region by channel
- Key Achievements Established significant recognition for previously unknown product for both custom and stock brand
- Adding new segments customers relationships improvement distributing new to the market products
- (7 new launchings in 2016, 8 in 2017, 11 in 2018, and 8 in 2019)
- Increased numbers of salesmen in RVO channel (8 vs
- 3 in 2018, 9 in 2019, 18 in 2020)
- More focus on upcountry (more opportunities over there, main growth)
- Focused on SS Direct channel (221% growth vs
- 2019, and 113% YTD vs
- YAGO)
- Improved all KPIs (key performance indicators)
- New strategy pursuit to avoid strategic inertia
- Synergy implementation within all functional departments 9 market share points increased vs
- Our closest competitor 2019 vs
- 2018 based on AC Nielson last reading
Sales Supervisor
Egypt Food's Group
10.2009 - 08.2011
- Managing 10 Wholesale Salesmen, and 10 drivers
- Develop and present Sales plans and budget that deliver company agreed SMART objectives
- Business, channel, and region strategies and plans
- Create customer focus throughout our Target customers precisely Our customer value is our guiding star
- Make our products readily available
- Increase Market share Market segmentation if needed to improve performance Sustainable Competitive advantage
- Positioning our products to differentiate it from competitors
- Increase our customers perception about our Brand Equity
- Analyzing, Planning, Implementing, Coordinating, controlling, and following up based on 4Cs as a basis of our orientation
- Decision making (What to do
- When to do
- And how to do?)
- Identifying external threats to avoid and opportunities to pursue
- Measure and manage customer expectation Hierarchy of priorities (to avoid any trade-offs, objectives and subobjectives
- Achieve distribution, volume targets, build a long-term relationship with customers
- Reporting and administration
Salesman
Arabian Trading Supplies
12.2007 - 10.2009
- Achieve company objectives
- Make our products readily available
- Sustainable stability
- Build long term relationship with customers, and a brand lasting awareness
- Planning, implementing following up, and controlling 4 Ps
- Grow with our partners and alliances, as it was B to B
- Business development, agreements negotiation and implementation
Senior Salesman
Speed Ahmed Hassan
06.2005 - 12.2007
- Directly reporting to Regional Sales Manager
- Achieving distribution, volume targets and by SKUs
Education
Master of Business Administration - Marketing
Edinburgh Business School
Skills
- Marketing Management Process
- Corporate Strategies
- Business Strategies
- Environmental Analysis
- Industry Analysis
- Competitive Advantage
- Customer Buying Behavior
- Market Opportunities
- Market Research
- Organizational Markets
- Forecasting
- Market Segmentation
- Target Marketing
- Positioning
- 4Ps
- Marketing Strategies
- Product Life Cycle
- Performance Measurement
- Effective Implementation
- Pricing strategy development
- Resource optimisation
- Performance monitoring
- Competitive intelligence
- Stakeholder engagement
- B2B sales expertise
- Sales team leadership
- Time-management
- Decision making
- Process optimisation
- Customer needs analysis
- Partnership marketing
- Quality Assurance
- Cross-selling techniques
- Positive attitude
- Effective delegation
- Marketing and sales strategies
- Public relations acumen
- Territory planning
- Analytical reporting
- Brand-building strategies
- Performance metrics analysis
- Decision-Making authority
- Customer service orientation
- Time efficiency
- Financial modelling
- Critical evaluation
- Presentations and proposals
- Public speaking
- Sales forecasting
- Ethical decision making
- Change implementation
- Sales goal attainment
- Negotiation expertise
- Brand development
- Market strategy
- Channel sales strategy
- Product presentation mastery
- Performance analytics
- Market research methods
- Market penetration strategy
- Advanced sales techniques
- Business intelligence tools
- Communication finesse
- Resourcefulness
- Project Management
- Value proposition deployment
- Conversion Rate Optimisation
- Promotional strategies
- Ability to present the company
- Performance metrics interpretation
- Salesforce
- Microsoft office suite proficiency
- Partnerships management
- Product launch expertise
- Client development
- Retail marketing
- Database management
- Enterprise sales
- Sales cycle management
- Emotional intelligence
- Budget control and monitoring
- Key account management
- Product positioning
- Cross-functional leadership
- Co-branding relationships
- Technical product demonstration
- Resilience under pressure
- Visualisation tools
- Profit planning
- Stress tolerance
- Brand building
- Technical report writing
- Data interpretation
- Project management certification
- Proposition development
- Customer service excellence
- Interpersonal communication
- Campaign management software
- Smart negotiation techniques
- Demand generation marketing
- LinkedIn marketing
- Cultural awareness
- Trend analysis
- Competitor awareness
- Regional sales strategy
- Customer engagement
- Financial planning
Languages
English
Proficient
C2
Timeline
Regional Sales manager
Binzagr Company
03.2024 - 05.2025
National Sales Manager
Al Atiah Food's
11.2020 - 11.2023
Business Unit Sales Manager
AlFares Al Arabi Co
08.2019 - 10.2020
Sales Supervisor
Ahmed Mohamed Saleh Baeshen Co.
08.2011 - 07.2019
Sales Supervisor
Egypt Food's Group
10.2009 - 08.2011
Salesman
Arabian Trading Supplies
12.2007 - 10.2009
Senior Salesman
Speed Ahmed Hassan
06.2005 - 12.2007
Master of Business Administration - Marketing
Edinburgh Business School
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