MOHAMAD JBARA
FMCG Sales & Commercial Leader
Kuwait City, KW.About
Highly accomplished FMCG Sales and Commercial Leader with over 18 years of progressive experience driving market expansion, revenue growth, and brand dominance across the Middle East. Proven expertise in building and leading high-performing teams, optimizing complex distribution networks, and successfully launching global brands. Seeking a strategic leadership role to leverage a robust track record of operational excellence and impactful market penetration in the consumer goods sector.
Work
Kuwait City, Kuwait, Kuwait
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Summary
Spearheaded comprehensive commercial, sales, and marketing operations across Kuwait, driving significant market share growth and brand presence for a diverse portfolio.
Highlights
Successfully launched Krispy Kreme Doughnuts in the Kuwaiti FMCG market, establishing strong brand presence and distribution channels.
Orchestrated nationwide distribution for Fuchsia (AL HASA Automatic Bakery), achieving comprehensive market coverage and increased product accessibility.
Implemented advanced ERP systems and van sales tracking, enhancing operational efficiency and data accuracy for sales performance monitoring.
Drove product portfolio expansion through strategic collaborations with global brands including Nestlé (KitKat), Nutella, Lotus, and Ferrero.
Cultivated strong investor relations and played a key role in organizational transformation post-acquisition, ensuring strategic alignment and business continuity.
Kuwait City, Kuwait, Kuwait
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Summary
Directed all modern trade operations, including COOPs, key accounts, and supermarkets, optimizing sales strategies and channel performance.
Highlights
Managed and coached a high-performing team of 6 supervisors and 67 sales personnel, fostering talent development and achieving sales targets.
Streamlined delivery processes, including DSD and warehouse models, resulting in significant reductions in lead time and improved supply chain efficiency.
Led Annual Operating Plan (AOP) forecasting, target setting, and promotional planning, ensuring alignment with strategic objectives and market demands.
Negotiated critical Business Development Agreements (BDA/CDA) with key retail partners, enhancing product visibility and market share across modern trade channels.
Kuwait City, Kuwait, Kuwait
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Summary
Managed the entire Nestlé product portfolio performance in Kuwait, driving market share growth and strategic brand positioning.
Highlights
Developed and implemented effective route-to-market strategies, significantly increasing product penetration and distribution efficiency across Kuwait.
Conducted in-depth competitive analyses and optimized category planograms, leading to enhanced shelf presence and sales performance.
Delivered impactful presentations on market share and brand positioning to key stakeholders, influencing strategic decisions and market initiatives.
Kuwait City, Kuwait, Kuwait
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Summary
Drove significant sales and marketing initiatives, achieving exceptional market growth and brand expansion in Kuwait.
Highlights
Achieved a remarkable 100% sales growth in the Kuwait market within a 3-year period, significantly expanding market share.
Successfully launched key SKUs, including Baby Fine, Cinderella Napkins, and Fine Diapers, establishing new product categories in the market.
Conducted comprehensive pricing and promotional analyses across categories, optimizing strategies to enhance profitability and market competitiveness.
Languages
Arabic
English
French
Skills
Sales & Commercial Management
Sales Excellence, Field Sales Best Practices, Key Account Management, Modern Trade Operations, Promotional Planning, Target Setting, Business Development Agreements (BDA/CDA), Market Penetration, Revenue Growth.
Leadership & Management
Team Leadership, Coaching, Project Management, Leadership Development, Organizational Transformation, Strategic Planning, Stakeholder Management.
Operations & Distribution
Distribution Management, Supply Chain Optimization, Direct Store Delivery (DSD), Warehouse Management, Route-to-Market Strategy, Logistics Optimization.
Market Analysis & Strategy
Competitive Analysis, Market Share Analysis, Brand Positioning, Category Planogram Optimization, Pricing Analysis, Promotional Analysis, New Product Launch.
Systems & Tools
ERP Systems, FileMaker CRM Systems, Van Sales Systems, Microsoft Office (Word, Excel, PowerPoint), Internet Research, Communication Tools.