Mostafa Farouk

Continental develops pioneering technologies and services for sustainable and connected mobility of people and their goods. Founded in 1871, the technology company offers safe, efficient, intelligent and affordable solutions for vehicles, machines, traffic and transportation. In 2020, Continental generated sales of €37.7 billion and currently employs around 233,000 people in 58 countries and markets

Key roles and responsibilities

• Leading a team of 3 direct reports and total of 9 people
• Designing the Middle East marketing strategy connected to the overall business objective -
• Responsible for and steering the following functions 1- PR & Communication 2-Product management 3-Pricing and Intelligence 4- Technical customer service
  
• Built and designed a complete Integrated marketing communication strategy based on content marketing and digital communication
• Lead the digital marketing efforts, including online advertising, social media, email marketing, and SEO. Manage the performance marketing team to utilize digital channels to reach and engage with target audiences effectively.
• Manage the organization's brand ensuring consistent messaging and brand identity across all channels.
• Supporting local business partners and importers sell out acceleration and channels development plans
• Built and designed retail concept for the Middle East

Developed comprehensive consultative marketing intelligence structure to support local knowledge and decision making process

Guiding principals :

1- Marketing strategy should be fully linked with overall organization objectives

• 2-Marketing strategy should be customer centric
• 3-Marketing strategy should bring value to the company P&L

• Market Management: Take ownership of key markets in the Gulf, and levant to strategically grow revenue and foster the development of our partners. Understand the market dynamics and identify growth opportunities to achieve business objectives.
• Sales and Marketing Strategy: Develop and implement comprehensive sales and marketing plans in close collaboration with our partners. Ensure these plans are aligned with the overall strategy and ambition to effectively penetrate the markets.
• Sales Performance Management: accountable for overall sales performance in the assigned markets. Manage relationships with senior management and sales teams within our partner organizations, including key fleets, dealers, and OEMs, to drive sales growth.
• Profitability Optimization: Advocate for and define the optimal product range and mix to maximize profitability for both the company and its partners. Propose the correct price positioning, deploy services, and implement the latest digital tools and commercial solutions, to achieve organizational targets.
• Sell Out Volumes and Market Intelligence: Lead initiatives to ensure desired sell-out volumes by collaborating with colleagues in marketing, supply chain, and technical departments. Deliver timely and accurate market intelligence to support informed decision-making and strategy formulation.
• Partner Relationship Management: Nurture and maintain strong relationships with our channel partners and distributors. Foster collaboration and open communication to facilitate successful business operations and achieve mutual goals.
• Premium Position and Contractual Frameworks: Uphold premium position in the market while ensuring compliance with the company's Code of Conduct. Oversee the correct execution and maintenance of contractual frameworks with partners to ensure transparent and sustainable partnerships.
• Annual Business Plans: Collaborate with our partners to develop comprehensive annual business plans that align with the company's objectives. These plans should encompass strategies and tactics tailored to suit the unique characteristics of the G markets.
• Approaches to Market: Innovate and enhance approaches to the market within your assigned region. Leverage your market insights and expertise to explore new opportunities and address challenges effectively.
• Face-to-Face Selling and Channel Management: Engage in face-to-face selling activities with various products, services, and solutions to end customers through intermediaries such as distributors and re-sellers (channels). This includes selling to new channel partners/distributors, cross-selling/up-selling to existing ones, and maintaining and expanding relationships with distributing organizations.

sales strategy
Develop sales strategies addressed to National accounts (identification of target-accounts,
opportunities) in order to increase customer base and customer penetration
Monitor the strategies of the competitors with the assigned accounts, and contribute to design response
strategies
**sales implementation
Directly plan, establish and maintain relationships with the assigned key customers (national or
international)
Carry out negotiations and sales activities, agreeing with them volumes, conditions of sale (price, terms
of delivery, terms of payment) in order to achieve the targets in terms of profit., volumes, product mix,
revenues
Implement promotional campaigns defined at central level and support the trade & consumer marketing
activities towards the assigned accounts (included training initiatives)
**planning and reporting
Provide reliable forecasting in order to maximize the service level reducing logistic costs
KPIs
-""Turnover
Mix Premium vs Turnover
Share Premium (Marketing)
DSO
Price positioning
ROS/CM
Forecasting accuracy"

Job responsibilities:
o Develop and maintain active dealers' network for the company
o Develop new business and sales channels in my entitled area
o Following up and providing technical support for fleets and transportation companies
o Following up with key accounts and major dealers
o Achieving monthly sales target throughout my network
o Regular and periodic follow up to maintain the company's pricing strategy and overall marketing and
sales strategy in my area
o Monitoring competitors' activities , strategies and actions and assessing our company's strategy
compared to competitors' to take the right actions at the right time
o Following up the credit and payment issues of working dealers and maintaining a reasonable payment overdue

1. Assist in the development of internal and external communication planning & methods of
announcement that ensure key corporate and domestic news and releases are properly disseminated.
o 2. Reviews literature in the assigned marketing project, previous marketing materials used in the
assignment area, and gathers materials of competitive companies in the field.
o 3. Work closely with distribution channels and appropriate sales/marketing representatives for
determining requirements of communication materials needed to fit various target segments and
integrate approaches to leverage branding.
o 5. Formulates communication objectives to advertising agents for ensuring consistency and
integration of the accumulated marketing programs, which require development of promotion materials,
multimedia packages—letters, brochures, video, point-of-sales layouts for particular assignments.
o 6. Primary data collection from the market and tabulate the findings in an analytical manner (available
models with corresponding versions in the domestic market, updated prices, technical data, options,
etc.) on a monthly bases.
o 7. Organizing all company exhibitions, seminars and products events thru arrangements with services
providers.
o 8. Reports feedback analysis for all communication practices, events and sales promotions to
Marketing Manager.

Effectively sharing in developing marketing strategies and plans.
• Shared in developing the first professional final marketing plan for year 2008, as I was directly
assisting an experienced marketing consultant who is a professor in the AUC).
• Following up and controlling the marketing plan calendar, and updating sales forecast and the
attached marketing activities' dates when needed.

Conduct regular analysis on past and current sales volume and introduce some sales figures that
demonstrate valuable findings concerning best and worst buying products, best and worst periods of
sales, and classifications of traders according to their sales volumes ( this analysis is useful to ensure
the effectiveness of the geographic distribution and coverage, Assess what is happening in the market
and Evaluate the performance of GMC marketing activities and thus Recommend corrective actions if
any problems in GMC marketing performance is detected)
• Following up Marketing research (quantitative-qualitative)
** attending focus group done by researches agencies (IPSOS –Egypt), preparing researches briefs,
make sure discussion guides meet the research objectives, sharing in introducing conclusions and key
findings from researches and presenting it to the senior management.
• Conduct regular visits to traders and wholesalers to acquire a factual view of the market.
• Regularly update SWOT analysis.
• Sharing in preparing for integrated marketing communication campaigns
• Setting objectives of the communication plan , setting the required budget , contacting agencies ( for
the above the line work), preparing creative brief , revising and agreeing on the story boards, attending
shooting the TV ad ,and the Ad editing process, and at last agreeing on the media plan .