Ibrahim Al-Shami

Key Responsibilities as Sr. Business Development & Marketing Manager (Jan 2012 - Present):
* Research, initiate and develop new business opportunities and implement strategies to increase company's client base and ensure sales inquiries are realized successfully.
* Identify and close deals with strategic business partners to increase revenue for the organization and profitability.
* Develop the customer/markets for the product locally and internationally including export market available for the product.
* Devise and review the product sales strategies, and the pricing structure in coordination with General Manager.
* Devise and review incentive plans for customers and sales people for the product line in coordination with the General Manager.
* Handle the relationship with suppliers to ensure the flow of reliable items (Continental, Sumitomo, BKT, General, Nexen, Fulda, and other Asian brands)
* Devise, implement and constantly review customer service practices to enhance the sales of different product lines.
* Ensure proper inventory control for the stock by managing ordering process, and keeping inventories at a level which is based on the sales volume.
* Provide ROI analysis on business development initiatives.
* Build and maintain senior level client relationships, and strong internal and external networks

Designation Chronology: * Jan 2008 - Dec 2011: Brand Manager

Key Responsibilities as Brand Manager (Jan 2008 - Dec 2011): * Planning and implementing an integrated range of branding and marketing concepts to extend core communication strategies across all elements of sales, marketing research, brand development and promotional platforms.
* Conducting market surveys and analysis as a precursor to re-evaluating existing product range, and authorizing the introduction or purging of products as per their potential and profitability respectively.
* Leveraging company's market position through e-marketing, advertising initiatives, promotions, events, web development to achieve organizational goals/objectives.
* Strategically implementing marketing programs, coordinating ATL & BTL activities, designing associated marketing materials to ensure smooth execution of marketing/promotional initiatives.
* Conducting pricing analysis and providing support for conceptualization of product positioning exercises to establish a strong customer support infrastructure for the company.
* Collating and analyzing data pertaining to brand performance and competitor activity and submitting periodic reports to the upper management.


* Augmented units sales by 30% and gross profit by 10 times through efficient execution of sales and marketing initiatives in the assigned region.

Brand Manager, Goodyear ME FZE, Dubai, United Arab Emirates January 2002 - December 2011

Joined the company as OTR Regional Sales Manager, moved on upward career trajectories, to merit promotion to the position of Brand Manager.

* Jun 2005 - Dec 2007: Farm & OTR Regional Sales Manager

Key Responsibilities as Farm & OTR Regional Sales Manager (Jun 2005 - Dec 2007): * Managed and expanded entire business area as per organizational goals/strategies. Supported rapid sales growth through development an implementation of promotional activities with a high level of efficiency, quality and cost effectiveness.
* Researched primary thrust areas of business based on market research and competitor analysis. Designed and implemented strategic marketing and business development measures to optimize sales, volume distribution and customer service.
* Strengthened existing distributor relationships, established new distributors and maneuvered channel sales development to attain optimum market share in the assigned region.
* Conceptualized product positioning exercises with a view to achieve targets and maximize profits. Incorporated strategic up-gradations and devised pricing strategies to capture virgin/competitor markets while ensuring customer loyalty.
* Ascertained top line sales goals and bottom line profit goals are met, by recognizing profitability/revenue impact of business opportunities and oversaw the execution of brand premium positioning strategies in MEA region.
* Determined OTR & Farm targets in coordination with the sales managers, encouraged sales team to achieve the targets in alignment with company regulatory and compliance initiatives.
* Directed and monitored overall activities of 5 sales representatives, handled all aspects of their training and conducted periodic performance reviews to maintain a motivated team.


* Efficiently implemented new pricing strategy in 2003 in MEA region that improved EBIT 4 times by the end of 2005.

* Jan 2002 - Jun 2005: OTR Regional Sales Manager


* Instrumental in re-launch of SAVA brand in GCC markets in January 2010 by efficiently executing distributions strategies and selecting appropriate distribution partners for the company.
* Led a cross-functional team of 7 staff (sales, technical, finance, and supply chain) to timely execution of Customer development program in GCC and MEA region.
* Doubled consumer tires unit sales in Abu Dhabi, Oman and KSA by successfully implementing new distribution strategy in 2009.

Key Responsibilities as OTR Regional Sales Manager (Jan 2002 - Jun 2005): * Identified new market opportunities in various regions for product development, determined ideal product mix for each location, backed by costing estimates.
* Developed and implemented sales plans to accommodate corporate goals. Directed sales forecasting activities and set performance goals accordingly.
* Targeted potential clients, expanded current accounts, formulated account strategies, negotiated and developed revenue-generating relationships with clients for enhancing profits and boosting company's market share.
* Played a pivotal role in aiding the execution of product positioning exercises and established a strong customer support infrastructure for the company.
* Ensured proactive/continual delivery of analysis, information, insight and competitor information across multiple brands and multiple markets to support the development and implementation of tactical initiatives.
* Ascertained operational bottlenecks with focus on productivity, profit and business development as well as devised strategies to circumvent hindrances encountered.
* Drafted sales/marketing, performance appraisal and progress reports, submitted the same to top management and made recommendations to minimize cost and maximize profitability with optimal utilization of available resources.
* Established a strong market presence by developing ethical sales methods and improved the quality of service provided.

Technical Sales Representative, Michelin Regional Office, Amman, Jordan October 1996 - December 2001

Achievements & Responsibilities: * Successfully increased market share of the company: - from 15% to 98% in 1998 at JPMC
- 50% to 100% in 1998 at JCC.
* Augmented commercial tires unit sales by 4 times in 1997.
* Played a pivotal role in market penetration exercises for COMEDAT Jordan in 1998, International barter Company in 1999 and Cordoba bus Company in 1999 as well as maintained 100% market share in the assigned region.
* Instrumental in launch of 12.00R24 XDY as well as raised sales volume to 400 units in the first year.
* Conducted feasibility studies and market research to implement sales objectives/ plans and proposed business recommendations to the management team to support all market activities.
* Projected sales targets, prepared action plans/ schedules and formulated initiatives for achieving the targets while keeping the upper management abreast of all the sales and marketing initiatives of the department.
* Evaluated customer feedback to suggest modifications and incorporated the same in business strategy, thus effecting high levels of sales and achievement of company objectives.
* Executed sales project operations as per delegated duties from management and prioritized them to offer timely deliverables to the clients.