Yahya AL Khabbaz

• Managing internal & external merchandising teams (+470 Merchandisers) covering whole KSA market.
• Setting and managing FY budget.
• Managing external business revenue, P&L, cost –to-serve, top and bottom-lines targets on monthly basis.
• Creating merchandising strategy, Structure, Workload and JP.
• Developing and implementing comprehensive merchandise plan that meets company's goals.
• Worked with IT team and implemented new ERP system to give greater transparency to key KPIs.
• Fully accountable for entire stock management system.
• Overseeing team leaders' workload planning including transitions, revisions and sales plans for all areas.
• Readily adjust schedule, tasks, and priorities when necessary to meet business needs.
• Supporting Trade Marketing strategies and processes to drive store sales and deliver results through implementing yearly promo plans.
• Building constructive customer relationships and teaming with channel partners to build pipeline and close deals.

Key Achievements

• Achieved 182% of net profit for external business in 2021.
• Acquisition and signed of merchandising services agreement for 3 years - 2021.
• Developed MMS dashboard for generating merchandising KPIs resulting in improvement in merchandising and sales performance - 2021.
• Achieved 91% customer satisfaction rating in 2021and 95% in 2022 Vs. 82% in 2020 through issue resolution.
• Received best performance Recognition in driving key accounts- 20/21.

• Monthly, managed and reviewed the business revenue, P&L, cost –to-serve, top and bottom-lines targets.
• Prepared FY forecast by customer (Rolling forecast 3+1 and bottom to top) with solid building blocks.
• Directly handled K/A (Annual plan, Budget, BDAs Promo activities and JPBs) to include business objectives.
• Lead on IMS forecast planning process in alignment with suppliers and demand planners, while ensuring 95+ FR service levels to customers, in addition to healthy stock levels at the trade.
• Managed healthy collection aging/ customer in line with AOD and ACD by ensuring that all receivables and collections are within the agreed payment/ credit terms to sustain the company’s cash flow levels.
• Exceeded targets by building, directing, and motivating high-performing sales team.
• Developed and conducted ideas, plans and activities that will grow the business with existing customers.
• Coordinated with TM function to come out with DTC and BTL activities, which will eventually lead to build brand equity and market share.
• Ensured accurate sales forecast to achieve optimum inventory levels and stock availability.
• Provided analysis to senior management and board to highlight opportunities, risks and successes.
• Conducted business review meetings with Key Customers, to sustain long-term business partnership.

Key achievements

• Achieved 149% of sales target & reduced 70% of reconciliation - 2017.
• Accumulated 3M SAR in saving by reviewing and amending JBPs in 2017 & 2018.
• Received appreciation of Outstanding Contribution in 2018.

• Directly handled K/A (Annual plan, Budget, BDAs Promo activities and JPBs) to include business objectives.
• Ensure monthly reconciliations with customers’ accounts & resolve discrepancies as per company guideline.
• Ensure accurate sales forecast to achieve optimum inventory levels and stock availability.
• Controlled inventory and highlighted any deviation in plans to refrain OOS situations.
• Followed GTM strategy to expend coverage and footprint across the district by focus on business fundamentals (Availability, visibility, drop size, planogram).
• Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.

Key achievements

• Increased FY sales by 34% in first year - 2011.
• Lead increased Cadbury sales from 25M in 2006 to exceed 169M in 2013.
• Successfully launched Nido in 2011 & Cerelac in 2013.

Key achievements

• Received Sales Excellence Award of outstanding performance - 2009.
• Increased NAN (Baby Milk) awareness - 2009.
• Achieved 121% of FY sales target for region - 2010.

Key achievements

• Received best Leadership Award - 2005
• Received best display & execution Award for two consecutive years (2005 & 2006) by leading attractive displays at Modern Trade channel.

Key achievements

• Lead sales team resulting in increased sales of SAR 150k/ month exceeding monthly targets by SAR 600k from 2001–2003.
• Received best Sales & collection Awards - 3 consecutive years.
• Listing all SKUs for first time at Key accounts and big wholesale customers.

Key achievements

• Achieved 147% of sales target for the FMCG division in 2000.
• Received positive feedback from customers for excellent service and product knowledge.
• Open new channel (Baby Shop) and listed all SKUs.