Sales & Marketing Director.
Smart Technology.
Total years of experience :20 years, 8 months
Responsibilities
As the head of centralized sales in Smart Technology the following functions came under my responsibility:
Channel Management
Developing and executing multi-year regional growth plan to maximize the return on company’s resource investments
Lead company’s transition to “selling indirect strategy”
Hiring/retaining, coaching, and developing all regional partners personnel resources
Delivering on monthly regional Key Performance Indicators (KPIs) including pipeline creation and close rate, revenue attainment, forecasting accuracy, scorecard retirement, customer, partner and employee satisfaction. Drives operational and executional excellence within the organization as key tools inaccurately measuring attainment
Collaborating with other regional resources in Enterprise and Solution sales to build a strong regional culture that establishes Microsoft as the preferred destination for high-performing sales professionals
Collaborates with Business Group (BG) leads to provide regional insight to strengthen capacity planning, marketing planning/execution, compete execution, Owns and manages regional P&L
Marketing Support
• Assigning the company full years revenue and profit plan by product group and business teams incorporating growth directions from the center and accompanied by four quarters marketing action plans to deliver the full year objectives. Year-To-Date numbers are reviewed on quarterly basis and actions plans can be modified if necessary to close gaps.
• Pricing for all product groups including equipment, maintenance, supplies, solutions and software support if applicable. The pricing strategy is designed to deliver market competitiveness, target gross margin by product and unit activity growth.
• Commission, incentive and re-bates plans for direct force and channels partners is aligned with the company full year plan and is tailored to deliver all three revenue, profit and units growth.
GMO or General Market Operation covered the management of all Xerox Partners including Distributors, Concessionaires, Premium Dealers and Corporate Re-Sellers. My responsibility was to deliver the company revenue and profit plan set to the GMO for equipment media and supplies through:
Coverage
• Insure full geographical coverage for Cairo and the regions by assigning adequate concessionaires (Exclusive Partners) to each territory.
• Insure that each partner is maintaining at all times his plan numbers of sales force.
• Fulfillment to key accounts and government through Corporate Re-sellers and system integrators • Assigning distributors for channel products, media and supplies with adequate re-sellers network.
Channel Development and support.
• Managing tele-sales and tele-marketing teams for lead generations to all partners.
• Managing a direct team of Regional sales Managers that provide filed support in all areas.
• On-going full products and selling skills training to all partners’ sales force.
• Finance awareness development to new partners including P&L, Balance sheet and Cash Flow Management.
• Co-ordinate with marketing for market support activities including product collaterals, partners and customers events, pricing, product promotions, incentives and re-bate schemes.
Management of Receivable
• The sum and aging of receivable for each partner was reviewed on a monthly basis to insure that both credit limits and aging are inline with the plan set for each partner and when needed several correction actions were taken to insure alignment.
Management of Inventory
• Partners inventory were kept under a strict control to insure that they do not exceed their target number of days of stock when compared to their sell out capacity. This was a key to prevent the aging of both products and receivable.
Deliver the revenue and Sales development objectives in the assigned Concessionaire teams; also deliver the territory revenue target for specialized products.
Main Responsibilities
•Meet & deal personally with the Key Accounts to initiate, negotiate and finalize major deals.
•Evaluate the business scale on a regular basis, develop business plans to increase revenue and exceed assigned targets.
•Conduct market analysis & bring in new business opportunities.
•Establish a continuous contact with customers to insure highest level of Customers’ satisfaction.
•Deliver the Sell-out revenue budget for the assigned teams on a monthly, quarterly and annual basis
•Deliver the Sell-out revenue budget for the specialized products on a monthly, quarterly and annual basis.
•Implement fully the field sales management process with the Concessionaire sales including daily and weekly field activity review, analyze ratios and give feed back, territory planning, time management and submit management reports on a timely manner.
•Maintain an updated 30, 60 and 90 days prospects base for both areas.
•Submit monthly outlook for both products and revenue with minimum 80% accuracy in both target areas.
•Maintain work discipline, punctuality, and ethics with high level of professionalism.
Sales Department.
Finance Department.
Customer Satisfaction Department
Certified “Lean Six Sigma” Green belt for senior management.