Huzefa Khanji
Assistant Key Account Manager - Gulf Travel Retail
Dubai
Summary
Top-notch Sales & Marketing Management professional with over 12 years of experience in planning, developing and implementing strategic sales, marketing, business development plans for leading companies in UAE from the FMCG, Luxury Perfume, Wine & Spirits Industry. Recognized as a top performer consistently achieving annual sales / financial goals. Qualified to present, negotiate and secure agreements with large revenue producing accounts. Proven ability to increase market share, outperform competition. Proven record of success solving problems and managing multiple tasks. Looking for new career challenges where a top producing sales and production management professional will immediately expand market share, create value and increase profits.
Dedicated Travel Retail professional with history of meeting company goals utilizing consistent and organized practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
18
18
years of professional experience
3
3
years of post-secondary education
3
3
Language
Work History
Assistant Manager - Key Accounts
Pernod Ricard Gulf FZE
Dubai
10.2016 - Current
- Representing Luxury Liquor Brands: Chivas, The Glenlivet, Royal Salute, Martell, Absolut, Jameson, Beefeater, Ballantine’s, Jacobs Creek
- To assist the Commercial Head - Gulf & India Duty Free in organizing promotional activities in line with annual agreement, while ensuring that profitability, A&P and Sales are maximized and in line with Pernod Ricard Travel Retail, Gulf & India Duty Free Commercial strategy
- Proposes new ideas to improve performance, maintains positive can-do attitude as well as influences others to gain support for ideas
- Assigns tasks to the most appropriate individuals and takes corrective actions to ensure results
- Maintains high performance standards in a challenging environment and applies professional excellence standards to ensure delivery of high quality work
- Actively promotes highest standards and translates values into understandable behaviours for others
- Demonstrates commitment to CSR priorities, establishes a mutual trust environment and recognises, rewards and celebrates individual success and contribution of others
- Work closely with the Commercial and Marketing departments, customers and agencies to plan, implement and evaluate agreed promotional activity calendars
- Visit outlets on a regular basis to build and maintain strong customer relations and understands customer needs
- Ensure stock availability and first in class product merchandising through regular planogram reviews, bespoke unit maintenance and updates and innovative solutions
- Complete monthly customer depletions report by brand, by outlets
- Monitor and track competitor activity including pricing, promotional activity, initiatives, category management and advertising
- Follow up of Pernod Ricard new listings, pricing, and brand visibility in line with annual agreement
- Support the management, training and development of approximately 40 dedicated Brand Ambassadors across the Gulf region
- Manage Brand Ambassador incentives in agreement with the Area Manager - Duty Free
- Organize and carry out Brand trainings for the region in agreement with Area Manager - Duty Free
- Manage tasting, POS and sample stock for the region
- Manage cost centers in line with Budget
- Prepare ad hoc presentation in line with business needs
- Other ad hoc duties as required
- Analyzed key competitors to respond to competitive threats.
- Created sales forecasts to target daily, monthly and yearly objectives.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Positioned global capabilities to expand market share.
- Supported sales and reporting for large and medium-sized accounts.
- Trained teams to optimize service delivery in alignment with individual needs to boost customer satisfaction.
- Created ppt. and excel reports by tracking weekly sales.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Developed and executed sales presentations as well as both internal and external product training workshops.
- Scope: Gulf Duty Free accounts – all brands
- 40% within Gulf region (UAE, Qatar, Oman, Bahrain)
REGIONAL FIELD SUPERVISOR & VISUAL MERCHANDISER MENA
Creation Alexander Miya Paris LTD
Dubai
12.2015 - 09.2016
- Representing Luxury Perfume Brands: Burberry, Mont Blanc, Dunhill, Jimmy Choo, Van Cleef & Arpel, ST Dupont, Trussardi, Ferrari, Lanvin, Balmain
- Shop visits to Middle East Travel Retail (airport shops/ border shops/ diplomatic shops) on a regular basis as per the required visit schedule ensuring the following:
- Correct merchandising as per the brand guidelines & planograms
- Maintaining a detailed floor plan by file by account including Creation and competitor’s brands
- Identification of new space opportunities
- Ensuring prices are correct and price increases are activated at store level on time and in full
- Ensuring stocks, POSM, testers, GWP offers are all in place
- Supervision of over 60 shop-based Brand Ambassadors and team:
- Assist the Division Manager with recruitment of the BA’s
- Coaching the BA’s on the novelties, the correct merchandising and promotional activities
- Communicates to the BA’s the sales targets and tracks sales vs
- Targets
- Manage Brand Ambassadors commissions and incentive as per the agreement
- Market Analysis:
- Studies on the products, the merchandising, and the promotions of competing brands
- Gathers information on the market and beauty consultants
- Sourcing the Sales Out Figures from the clients (including market share, ranking, category trend) and maintaining accurate Sales Out files by brand by client.
KEY ACCOUNT EXECUTIVE
COTY DISTRIBUTION EMIRATES
DUBAI
01.2014 - 12.2015
- Representing Global FMCG Brands: Adidas, Jovan, Playboy, Pierre Cardin, David Beckham, Celine Dion & Cutex
- Accounts currently managed Carrefour Hypermarket Dubai, Carrefour Market Dubai/Sharjah & Spinneys Dubai
- Responsible for enhancing sales, and market share through the implementation of strategic and tactical sales plans for promoting the company brands
- Managing a team of 12 merchandisers, 1 merchandiser cum junior sales representative and 6 perfume promoters
- Achieving the sales target and objectives given by the management
- Conducting strategic meetings and reviewing business with respective section managers
- Planning monthly promotions for Carrefour & Spinneys with Sales Manager
- Calendar event planning for the Beauty Festivals in Carrefour and Spinneys
- Maintained market share of products by analyzing and cross-checking competitor’s activity
- Negotiate with section managers on space, promotions, price increases and new listings
- Follow up and ensure timely delivery by Logistics Team
- Oversee the Merchandising activities to ensure the proper implementation of planograms.
- Supervise promoters with a daily check on their respective DSR
- Responsible for timely collection of receivables
- Major Achievement - Business growth of 22 % YTD from assigned accounts
- Increased visibility by 10% in the deodorant category in Carrefour Deira & Mirdiff
- Reduced promotion returns from Carrefour by introducing spectrum-based ordering
- Collection of receivables within the stipulated credit period.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
KEY ACCOUNT EXECUTIVE
JADE DISTRIBUTION, Chalhoub Group
DUBAI
12.2008 - 12.2013
- Representing Global FMCG Brands: Body Fantasies, Police, Tabac, Bourjois and Coty Beauty
- Formulate plans to extend business with established accounts
- Design, develop and implement comprehensive sales, marketing and business development strategy for the company for promoting the sales
- Personally, led all large contract negotiations, travelling extensively to capture strategic business wins with major client
- Proved the ability to architect and solidify win-win outcomes under difficult circumstances of cutthroat competition
- Delivered dramatic sales growth through market analysis and understanding of business from different market segments and by developing and maintaining healthy customer relationships
- Revitalized and strengthened relationships with top management of multinational/ international companies, which accelerated revenue growth and improved market position
- Controlled business relationships with key decision makers to assure client retention, enforce compliance with contract terms and payment schedules, as per credit control policies of the company
- Developed new business and sold ‘deeper’ into existing account base.
Assistant Store Manager - DIESEL Clothings
URANIO OVERSEAS LLC, CLOTHINGS RETAIL OUTLET
DUBAI
09.2003 - 01.2008
- Responsible for enhancing profitability, sales through the implementation of strategic and tactical sales plans for promoting the sales of in the territory of DUBAI. Reporting to the Retail Operation Manager.
- Responsible for generating periodic reports.
- Skyrocketed new customer acquisition by adding new customer to the company’s list thereby accelerating the revenue growth & improved market position of the company.
- Maintained market share of products by analyzing and cross-checking competitors’ activity.
- Reviewed sales orders, and records of new and delinquent accounts to ascertain market conditions and status of customers.
- Maintain targeted product availability of Product to ensure highest levels of customer satisfaction.
- Actively involved in monitoring and reporting on competition activities, business review with senior buyers and Managers.
- Monitoring Merchandising activities of the company display for special promotions and conduct stock management of products handled.
- Responsible of generating daily and weekly sales targets and preparing floor plans to insure the total coverage of retail store by the sales staff.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Rotated merchandise and displays to feature new products and promotions.
- Reduced company expenditures and met budget targets by closely monitoring, tracking and controlling expenses.
- Supervised and evaluated staff to help improve skills, achieve daily objectives and attain advancement.
Education
Bachelor of Commerce - Finance
Mumbai University
India 04.2000 - 02.2003
Skills
Sales maximizationundefined
Timeline
Assistant Manager - Key Accounts
Pernod Ricard Gulf FZE
10.2016 - Current
REGIONAL FIELD SUPERVISOR & VISUAL MERCHANDISER MENA
Creation Alexander Miya Paris LTD
12.2015 - 09.2016
KEY ACCOUNT EXECUTIVE
COTY DISTRIBUTION EMIRATES
01.2014 - 12.2015
KEY ACCOUNT EXECUTIVE
JADE DISTRIBUTION, Chalhoub Group
12.2008 - 12.2013
Assistant Store Manager - DIESEL Clothings
URANIO OVERSEAS LLC, CLOTHINGS RETAIL OUTLET
09.2003 - 01.2008
Bachelor of Commerce - Finance
Mumbai University
04.2000 - 02.2003
Similar Profiles
D. SITASISD. SITASIS
BA/Promoter at Pernod Ricard Gulf / Chivas, QATAR DUTY FREE, HAMAD INTERNATIONAL AIRPORTBA/Promoter at Pernod Ricard Gulf / Chivas, QATAR DUTY FREE, HAMAD INTERNATIONAL AIRPORT
NAOMI MANSBACHNAOMI MANSBACH
Marketing and Creative Content Director at PERNOD RICARDMarketing and Creative Content Director at PERNOD RICARD
Ashwani GuptaAshwani Gupta
Executive – Procurement /Unit Supply Chain (Inbound) at Pernod-Ricard India Pvt. Ltd.Executive – Procurement /Unit Supply Chain (Inbound) at Pernod-Ricard India Pvt. Ltd.