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Samet Arifi

General Management /Sales/Marketing

Review Consultant

Director/Country/Marketing/Sales/Research Manager with a history in recruiting and leading people, creating strategic country plans, recommending and carrying out promotional programs, developing promotional activities and materials and overseeing correct implementation and distribution of these activities and materials, designing and implementing comprehensive advertising campaigns, including pre-testing of advertisements,also accountable for overall sales organization performance, profitable achievement of sales organization goals, and for aligning sales objectives with firm business strategy.



Business Planning / Business Plan Preparation Management & Leadership Staff Training Marketing and Sales / Public Relations Start-up / Business Formation
Experiences

Migros Group sh.p.k - Chief Sales Officer

07.2017 — Present

Providing leadership, direction, and resource stewardship to the organizations sales function. As the organization’s senior-most sales leader, accountable for overall sales organization performance, the profitable achievement of sales organization goals, and for aligning sales objectives with firm business strategy.


KAM Kosovo Sh.p.k. - Managing Director

06.2016 — 07.2017

Managing the development, implementation, monitoring and review of a business strategy that maximizes the retail net profit by driving sales and controlling costs at national level. Builds motivated and high performing teams through the effective leadership and line management to company staff. Ensures delivering of the agreed profit and cash targets for KAM retail and commercial activity. Provides strategic direction and leadership for the company, and contributes to the development of KAM Kosovo.


Franck d.d. - Country Manager Albania,Macedonia and Kosovo

07.2011 — 06.2016

- Implementation of company policies and strategy in the ALMAKO Region
- Planning and proposing working strategies in the region
- Implementation of the work plans in the ALMAKO markets in accordance with the approved sales plans, Marginal Contribution, Expenses and EBIT
- Conducting planned marketing activities in the ALMAKO region
- Managing of the company property in the markets where it operates
- Periodical reporting in accordance with the approved plans on the achievement and implementation of activities
- Monitoring and analyzing of the market positions and proposing specific activities in these markets
- Building and developing effective working relationships with clients, distributors and business partners
- Agree a common business forecast with marketing and supply chain
- Supervision and control of the distributor’s work, resulting in the achievement of the planned numerical/weighted distribution and pricing strategy in accordance with the adopted assortment in all sales channels in these markets
- Completion of the commercial negotiation platforms in these markets in accordance with the adopted company strategy
- Proposing organizational structure of the company in these markets in accordance with the development plans
- Responsible for recruiting and development of the human resources under his management
- Actively cooperates with the company headquarters functions in the management process and operation in these markets


Nestle Adriatic d.o.o. - National Sales Manager

09.2003 — 08.2011

• To build effective working relationship with Nestle distributor in Kosovo, so as to maximize sales opportunities
• To actively contribute to demand planning process
• Creation and delivery of Kosovo sales strategy plans in line with the organization business plan
• Achievement of turnover within Kosovo
• Responsible for the P&L of Nestle and the distributor
• To ensure that the channel «must stock» SKUs are achieving 100% distribution within Kosovo
• Best use of Total Trade Spend
• To co-ordinate with Sales Development Manager and Marketing to develop and execute promotional plans which are in line with business strategy and customer/shopper needs
• To develop knowledge about the customers which gives insight into their business, competitor activities in Kosovo, which gives competitive advantage
• Build an effective and credible sales forecast process
• Build a line by line by customer sales forecast across main lines of key brands
• Agree a common business forecast with marketing and supply chain
• Use a Strategic Customer Planning Process for KA’s
• Build business plans for each customer
• Deliver on the business planned
• Build a sustainable and credible relationship with customers
• Design and negotiate offers
• Limited Trade Activities, promotions, etc.
• Identify business opportunities
• Identify customer needs
• Present Nestle product portfolio to customers
• Create merchandising and display opportunities
• Build a common promotions calendar with SDM and Marketing
• Plan in store promotions jointly with Sales Development Manager and Marketing
• Implement and review promotional plans
• Create opportunities for display and POS space
• Track sales by customer, by brand, by SKU etc.
• Monitor profitability of customer accounts
• Track competitor activity in Kosovo
• Track promotion outcomes


Population Services International

05.2001 — 09.2003

Marketing/Sales
• Guide the marketing and sales function to achieve maximum product sales growth according to the program strategies and goals, including development of sales incentive campaigns
• Evaluate potential and qualification of distributors, sales staff
• Maintain beneficial relationships with distributors and sales staff
• Train staff and partners in effective product promotion
• Obtain market information, monitor market trends, and analyze market potential image and acceptance
• Advise Country Representative on problems as well as successes regarding staff, marketing, sales, advertising, distribution, and promotion
• Provide cost estimates for promotional activities

Research

• Execute Distribution Surveys for all commodities
• Plan, coordinate, and execute Distribution Surveys to track product acceptance, consumer behavior toward our brands, survey on the market share comparing to competitors
• Plan and execute qualitative research to track consumer perception and positioning of all brands
• Execute formative research to for new product launches
• Design and execute other research projects as needed


Brown & Root Services - Human Resources Generalist

08.1999 — 11.2000

• Plan and coordinate the mailing system for all the Brown & Root employees

• Maintain relationships and Army Post Office

• Accept incoming and deliver outgoing mail of Brown& Root employees

• Accept and distributed pay slips and other materials to all Brown& Root employees


KOSVET VI - ENTREPRENEURSHIP SKILLS FOR NEW VENTURE CREATION -Senior Trainer

2010 — 2015

Courses taught:
• From Idea to Business Opportunity
• Marketing Analysis and Marketing Strategy
• Enterprise Forum
• Network Creation


MBA in Marketing

2006 — 2009

City College in Thessaloniki, International Faculty of the University of Sheffield, UK


Diploma in “Strategic Management and Leadership”

The Chartered Management Institute of UK


SALES FORCE TRAINER

2004 — 2011

Courses taught:
• Nine Essential Selling Tasks (NEST)
• Merchandising Standards
• Field – Sales Route to Market strategy
• Direct Delivery Best Practice Implementation
• Channel & Category Sales Development
• Territory Planning and Coverage
• Negotiating Strategy and tactics
• Key Account Management


Languages

• Albanian (Mother tongue)
• Fluent verbal and written English
• Fluent verbal and written Macedonian
• Fluent verbal and written Serbian-Croatian
• Very good verbal and written Bulgarian