Ibrahim Ghalayini

Leading a team of 14 highly motivated professionals across Sales, Demand planning & Commercial Planning to achieve consistent sustainable growth for JTI across Middle East

Major Responsibilities include the following:

• Defining & evolving Sales Organization Structure across Middle East
• Developing the team members to achieve full potential across different functions
• Leading business development, planning and operations to achieve set target in terms of volume and profitability
• Defining Optimal Route to market strategy across different markets in Middle East
• Nurturing customer partnerships while successfully delivering above the customer's expectations
• Evaluating costs to determine Optimal' pricing strategy across Middle East
• Setting & Managing Trade & Operational Investments
• Created innovative sales strategies through monitoring and evaluating market trends and competitive offerings
• Hired, trained and built high-performing team of sales Professionals

Establishment of highly effective relationships with Saudi Arabia & Bahrain distributors, whilst communicating a clear strategic operations vision. .

Major Responsibilities include the following:

• Focusing on business development, planning, implementing and coordinating sales, marketing and operations activities to achieve set target in terms of volume and profitability
• Defining product and market strategy for multiple products and operational initiatives
• Developing and negotiating contracts in addition to integrating contract requirements with customers
• Nurturing customer partnerships while successfully delivering above the customer's expectations
• Analyzing local market trends and competitor activity to identify business leads, developing and implementing creative local marketing initiatives for business growth
• Partnering with customers businesses to provide the right tools for effective and successful launches
• Leading, hiring and developing employee’s performance in compliance with company policies and procedures across both markets
• Working on brand development and regional expansion initiatives to increase brand recall and awareness across target consumer groups and engaging in strategic alliances to grow the business
• Effective Development and coaching of both veteran and junior sales team members
• Leading innovative projects such as digital transformation for the sales team

Execution of Key projects across Middle East focusing on Saudi Arabia, UAE & Lebanon, with the objective of implementing Optimizing JTI Route to Consumer

Major Responsibilities include the following:

• Distributor Management support in Key Market of Saudi Arabia, UAE & Kuwait
• Route to Market Assessments & Action Plans for key markets in the Middle East
• Ensure implementation of Key Accounts Management Guidelines across the region
• Update & Evolve Merchandising Guidelines across the Middle East
• Initiation of a Digital Trade Engagement Platform with key Retailers across the middle east
• Support the region with Effective Field Force Training for Distributor & JTI Field Force
• Engaged with Key Distributors to build rapport and loyalty.

Assessment & Execution of Key projects across different regions focusing on Emerging Markets, with the objective of implementing the corporate way of winning with Customers & Consumers

Major Responsibilities include the following:

• Route to Market Assessments & Action Plans across MENAT & Europe
• Update various aspects of Trade Strategies for Emerging Markets
• Develop Key Accounts Management Guidelines & Tool kits for Emerging Markets
• Update & Evolve Merchandising Guidelines for Emerging Markets
• Initiation & Development of a Digital Technology work stream that optimizes Efficiency & Effectiveness throughout every step of the Route to Consumer
• Optimize Customer & Consumer Engagement Processes for Emerging Markets

Managing Distributor in UAE to achieve Key Objectives across channels & Recruiting a distributor in Oman & Launching JTI portfolio.

Building Distributors capabilities in Sales & Trade Marketing to realize potential within the Iraq Market.

Collaborated with sales, marketing and other internal teams with a Key focus to Establish Nestle KSA entity through a Joint Venture with Saudi Partners & Lead a team to sign all Key Accounts contractual agreements

Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities

Planned & Executed with Excellence Key Trade Marketing Initiatives for interesting brands like Maggi

• Planned & Executed with Excellence Key Trade Marketing Initiatives for interesting brands like Maggi & Nescafe