Business Development (Contract Management)
Massar Solutions PJSC
Total years of experience :20 years, 2 Months
Massar Solutions’ is a semi- government company specialized in the auto-rental industry and provides a comprehensive range of services across fleet management, vehicle rental and supply chain solutions segments to government, semi-government and private sector clients operating in the UAE’s industrial and commercial sectors.
Represent the Company in the UAE Market.
Plan and prioritize sales, product and service information activities customer/ prospect contact and market development strategies towards achieving business goals.
Identify new Corporate Customers & Channel Partners.
Account Management of existing & new Customers and Ensure repetitive business by existing and potential customer.
Maintain high Customer service level by working in tandem with other functions of the Organization.
Develop and increase Company’s business and do Market research on the needs of various segments in UAE who look forward to lease a car or commercial vehicles.
Specialized in Corporate Sales Division.
Manage and develop work force and activities, through approaching new clients and generating new sales channels. Implement Sales strategies in order to obtain new business.
Plan & make sales calls to achieve sales objectives by: Assessing opportunities/Present proposals & quotes/ Negotiate & Close.
Work collaboratively with all functional peers (Finance & Operations) to ensure a smooth transition from prospect status to client status.
Administration: Implement & Maintain prospect/ Customer contact systems Record, Administer and Report according to systems & requirements.
Responsible for the strategic growth and retention of the key corporate accounts within the region. Focusing on the development of long term partnerships with a key focus on growth through maximizing the value of the relationships via incremental sales, increased share, effective utilization, customer satisfaction and profitable revenue.
Management of a large and challenging portfolio of clients, with fleet sizes varying from 100 to 3000 units each. To plan, develop and manage the strategic activity necessary for customer retention or above business increase and to achieve the required deliverable within agreed timescales and cost constraints.
Identifying and implementing suitable opportunities to increase account penetration whilst strengthening an agreed level of account profitability, by developing relationships with existing and new customers.
• Collaborates with GM in establishing and recommending the most realistic sales goals for the company.
• Managed a busy office and was responsible for the management and development of a team of 60 employees. Was responsible for all office Human Resources, goal setting, profitability, analysis of competition, sales, and customer service. Direct and control the activities performed by the fleet distribution function while reviewing and evaluating the availability of fleet vehicles.
• Fleet Management: Responsible for the management of approximately 1800 rental vehicles and the reconciliation of idle vehicles. Oversee activities by directing and controlling the maintenance, repair and/or recondition fleet vehicles and ensure all quality assurance standards are maintained at the location. Direct and control the activities performed by the fleet distribution function while reviewing and evaluating the availability of fleet vehicles.
• Corporate Sales: Monitoring, targeting and maintaining Corporate Business (Car, rental, leasing and Limousine Services). Negotiating seasonal, corporate rates and online rates, Preparing and negotiating RFQs and price tenders.
• Account Management: Responsible for marketing current accounts regularly to maintain productivity and gain additional business.
• Accounts Receivable: Work to collect money owed by insurance companies, customers, dealerships, body shops, and corporate accounts.
• Partner with corporate sales and marketing functions to develop sales policies, long-range sales objectives and marketing plans for the location.
• Maintained brand identity throughout the operation.
• Build and maintain professional relationships with local business organizations and governmental agencies to enhance organizational goals.
• Trainer: Train and educate new employees in areas of job expectations, duties, and company policy. Assist in the development of current employees. Hire, supervise develop and motivate the performance of managers and employee staff.
• Handled customer and corporate issues with a quick response time
• Sales and Marketing - Key contributor to the annual profit and loss forecast each year including cost control and marketing expenditure.
• Wide scope - Responsible for the entire sales and revenue for short term (spot hire) and leasing for Super price UAE.
• Products - Responsibility to be well connected with all automotive dealers, tour operators, major hotel brands and corporate conglomerates with the UAE.
• Leadership: Defining and developing the strategy and operational direction of the sales division of the company.
• Establishes, develops and maintains business relationships with current customers and prospective
customers in the assigned territory/market segment to generate new business for the organization’s
products/services.
• Managing Branches in Dubai, Abu Dhabi, Sharjah and the Corporate Sales Team. Support, guide and coach team members to be caring, warm and courteous to all customers regardless of class, nationality, culture, race or creed so that customers are treated equally without discrimination.
Identifying & developing the business in existing & emerging markets in UAE and reports to the District Manager.
Representing the company at meetings with customers, representatives, other departments, etc. as required and giving brief idea on our services, Contract terms, conditions and advantages of Long term leasing.
Created good year round accounts and contracts with companies like KANOO GROUP, Axiom Telecom Kuwait Airways, Korean Air, SHLUMBERGER, Al Naboodah, Siemens, Wade Adams and Government Organizations like DEPT of labor, Dept of Tourism etc
Participating in commercial and product training of different manufactures to ensure that an acceptable level of technical and product knowledge is achieved and maintained
Offering tailor made packages to meet client’s requirements without compromising the service and revenue objective of the company.
Prepare & Submitting Quotation, proposals, Preparing tender documents & bidding tenders, contract study & negotiations
Following up of incoming orders and New vehicle procurement in cooperation with other departments (Inside sales, Procurement dept, Finance dept) and to reach a competency level that allows working with minimal supervision in all levels.
Follow up of payment from the customers in case of disputes.
Taking feedback from customers for follow-up action with relevant departments: Fleet Department, Lease Replacement Department, Operations to ensure flawless customer service and satisfaction.
Regularly meeting with the management to update on the sales achievements, prospective clients, market direction and reporting any competitor information & market intelligence gained.
Have been topping the Sales Team for continuous six months in terms of leasing and achieved appreciation letters for the same from the management.
Responsible for the efficient daily operation of All Fleet documentation & continues of Fleet changes. Receives Monthly Vehicle Operation Sheet reports and Summary Sheet, and must monitor, correct & when necessary Counsel Vehicle management on poor submissions in order to maintain a high standard of data.
Maintains data and prepares various reports that reflect overall maintenance activities. Files all related documents including Correspondences for ready access by senior management personnel.
Performs duties of Dispatcher, Vehicle controller and records keeper.
Coordinates with dealers, workshops regarding vehicle status and Inform superiors of any variations in procedures.
Coordinates with Accounts / Sales corporate managers/ Marketing for all operational requirements and smooth functioning of business.
Co-ordination of events and meetings of the company
Attending customer’s queries and complaints and recording the same and reporting to the management.
Participation in various promotional activities for Multinational Company products.
Customer feedback collection and data processing. Furnishes feeder information for Surveys, analyses and reports.
Strategic distribution management of the promotional material according to the specifications of the campaign.
Process all Paperwork and input data into computerized system in order to prepare Monthly reports for managements.
Periodically check all records and other data for accuracy, completeness, and compliance with company standards.
Selling vehicle to local customer for export of vehicles. Placing vehicle orders with our Principles in Japan. Coordinating with all the dealers for their vehicle requirements.
Preparation of quotation according to the needs of the clients by liaising with the Sales Manager.
Complete vehicle export documentation under my supervision, Handling the export documentation & Coordinating for export deals.
Preparing vehicles specification as per the customer requirement for placement of order with the manufacturer.
Preparing Sales, Stock, and Sales Analysis reports.
Co-coordinating with the shipping agencies for the export purposes.
Preparing works order for products to be manufactured.
Preparing Export invoices for goods to be exported out of UAE.
Regularly meeting with the management to update on the sales achievements, prospective clients, and market direction and competitor activities.
Providing support to the sales team.
Supervising and managing a team (30-45) of different Office locations in the day to day Operations. Supervising and Handling the office petty-cash expenses. Opening and closing the daily accounts of the location.
Immediate Solution provider to certain small issues of customer satisfaction.
Arranging vehicles for day to day reservation for all locations in Dubai and N.Emirates.Organizing chauffeurs and the required vehicles for major events such as DSF, DSS, IMF, Air show etc.Supervision of Drivers in Dubai region.
Experience with the car rental program ARMADA.
Servicing walk-in customers and arranging cars as per the reservations given by the sales executives according to the specifications of their transportation needs.
Supervising and Handling the office petty-cash expenses. Opening and closing the daily accounts of the location.
Immediate Solution provider to certain small issues of customer satisfaction.
Preparation of Daily Sales Report and submitting the same to the Manager.
• Interacted with Dealers (Corporate Level) & Business to Consumers (B2C) hardcore selling program.
• Managing Daily Customer Enquiries - Incoming, Outgoing, Calls and Chats and replying by emails or calls.
• Managing Customer Portfolio Database of more than 1000 Customers based in Africa (Primary) & Rest of the world (Secondary). Assisting Sold Customers by providing after sales services.
• Sending Bulk Emails and informing prospect customers about the latest offers, Discounts, Clearance Sale, New Additions (Vehicles) on our website. Coordinating between departments for timely delivery of the vehicles.
• Managing accounts of Sold Customers, Prospect Customers, Diplomats, NGO’s, and Discounted Customers in MS Excel.
• Interacted with Owners (Corporate Level) in Business to Business (B2B) hardcore selling program.
• Preparing, Scanning, Sending & Following up Business Proposals with them.
• Focusing on Rapport Building and maintaining Customer Relationship Management (CRM)
• Provided appropriate business solution in a Way that is Easy to Understand.
• Maintained Campaign’s KPI (Key Performance Indicators)