Sales And Marketing Director
Saudi Group for Marketing & Research
Total des années d'expérience :23 years, 7 Mois
Reporting to: CEO
Deliverables:
• Builds market strategy, short term and long term, profile, market position, pricing, target segments, market intelligence and shaping our solutions and services value
• Build the sales team and succeed in startup activities
• Developing and maintaining network and customer relationships
Contributions:
• Close digital marketing & digital print projects with 34 Million Saudi Riyal
• Building effective and strong network
Deliverables:
• Overseeing all marketing and sales processes and initiatives, plans and strategies for KSA
• Developing market research plans, monitoring and establishing “portfolio of marketing information” for directing market research to assess competitors’ strengths, price trends, new products availability against company’s share of different segments.
• Developing and implementing suitable price strategies based on product costs to increase sales.
• Supervising telemarketing team for effective leads.
• Promoting sales of high end digital printing systems and software for large printing production.
Contributions:
• Achieved outstanding results in revenue, profit and market share in Saudi Xerox history.
• Obtained best country award in developing countries for achieving 3 year running best country performance in developing countries 2008, 2009 and 2010.
• Ensured sustaining control of 84 % market share in digital printing systems, and 100% market share in banking, printing press and telecommunication sectors.
Deliverables:
• Managed 2 sales teams, segmenting market for each team to better feel pulse of each sector.
• Analyzed sales statistics and formulate price strategy based on product costs and competitors pricing
• Directed market research on competitors’ strengths, price trends, new products availability against company’s share of different market segments based on informed judgment of general economic situation and prospects in home market, competitors, penetration of foreign products and technological development.
Contributions:
• Oversaw sales operations; proposed and initiated new products launches; added new services to existing portfolio viz. ‘Shop & Ship’, and other customized logistics services; set short/long range objectives for market share, turnover and gross profits growth.
• Developed dynamic managers in professional environment capable to achieve required performance & increased market share in freight by 17%, in express by 22%, and in domestic by 36 %.
Deliverables:
• Empower professional team to achieve target for all products range (express, domestic, freight and logistics services); developed team knowledge on new rules of transportation; managed outdoor/indoor customer service executives and sales members.
• Maintained team potential to handle target increases and ensure all target segments coverage to increase market share; led, supported, trained and motivated team members in sales - customer service, company procedures, etc.
• Drove business development, CRM within assigned segments through monitoring client needs, performance, loyalty, minimizing business fluctuation and risk of change. Take appropriate corrective action internally and/or with the customer.
• Ensure optimum price and profitability from all business in line with plan.
Contributions:
• Qualified team as Best in Quality Audit, 2003
• Enabled recognition as Best Team in profit contribution, customer satisfaction for 2004.
• Adjudged Best Team in generating new customers, 2005.
Deliverables:
• Indirect Channels - appointed new channels in different market sectors like whole sellers, retailers, franchisees and concessionaires and maintained market segmentation; improved marketing and selling skills with training; assisted remote channel tenders in letters of guarantee, etc.; supervised telesales.
• Tele - sales team - achieved assigned target from SME segment (Small and Medium Enterprise).
Deliverables:
• Handled whole sellers, retail, franchisee and concessionaires.
• Monitoring corporate and major account sales.
• Negotiated corporate account tenders and national projects directly/jointly with channels.
• Manage Tele-Marketing team to generate business leads for our dealers
Deliverables:
• Sold printing equipments and service contracts for governmental sector.
• Bid against government tenders; won tender awards and direct purchase orders, generating business for different product lines.
Contributions:
• Dec 2001, Par club award for achievement 100%.
• June 2001, Special recognition award for a very special high performance 171% and Par club award for performance 171%.
• Dec 2000, Par club award for over achievement 145% and special high performance 145%.
• June 2000, president club award for high performance, trip to Spain 190% and Par club award for over achievement 190%.
• Dec 1999, Par club for high performance 133% and special recognition.
Deliverables:
• Monitored corporate activities - production result, sales performance, review marketing plan and make gab analysis reports with related data for top management.
• Followed up with advertisement agency and marketing research companies.
Lean Six Sigma Course: (Yellow Belt & Green Belt) from MoreSteam university and Xerox, USA. Leadership through quality, Consultation approach and Managing a team: Quality customer satisfaction interactive skills, problem solving and quality improvement processes. Buyer focused selling skills: Customer obsession approach buyer cycle selling tactics development of territory management strategy and decision levels. Major account & high volume: Developing needs in complex sales accounts types and how to complete in each type, developing customer guidelines levels accounts maintained and resolving customer concerns. Value for money: Value equation time management deal planning relationship building and negotiation skills. Customer first: Customer satisfaction introduction to interactive skills and handling customer concerns. Time management: How to examine our current approach to self-analysis questionnaires and exercises.
• 2008, 2009 and 2010 best country award in developing countries in term of high end digital printing machines number inside the country . (Xerox Saudi Arabia) • Dec 2001, Par club award for achievement 100%.(Xerox Egypt) • June 2001, Special recognition award for a very special high performance 171% and Par club award for performance 171%.(Xerox Egypt) • Dec 2000, Par club award for over achievement 145% and special high performance 145%.(Xerox Egypt) • June 2000, president club award for high performance, trip to Spain 190% and Par club award for over achievement 190%.(Xerox Egypt) • Dec 1999, Par club for high performance 133% and special recognition.(Xerox Egypt)
Business communication – Business Management – Project Management – Motivating – Negotiation – Basics of Business Math
Course Code Course Name Intr. Possible Certification Tests Hr Prerequisites General IT Courses 119 Prosfot – NF Internet Fundamentals 28 General IT Knowledge Prosfot – 2NF Networking Fundamentals 28 Prosoft – IIF Prosfot – 2WPAF Web Page Authoring 28 Prosoft – IIF IBM PLC Introduction to Programming Concepts 35 General IT Knowledge Programming Courses 112 CZ04 Introduction to C Programming 35 IBM PLC CZ11 Advanced C 35 CZ04 CY410 Object-Oriented Programming with C++ 42 CZ11 Analyses and Design Courses 91 Prosoft-3DBDM Data Base Design Methodology 21 IBM –MS350 SQI. Server 2000 Database Programming Core Skills 28 General IT Knowledge Prosoft-5OOAD OO Analysis and Design 42 General IT Knowledge Java and Web Development Courses 105 Prosoft-2ASP Active Server Pages 35 Prosoft – 2WPAF Prosoft-5JPF Java Programming Fundamentals 42 CY410 IBM-XM341 Introduction to XML & Related Technology 28 Prosoft –2WPAF NET COURSES 203 Net 535 NET Framework: Introduction 28 CY410 Net 538 Visual Studio NET: Introduction 28 Net 535 C# 521 Visual C# NET: Introduction for Developers 49 Net 538 ASP NET 522 ASP NET: Using Visual C#, ADO NET, and XMI, 49 Net 535 70 - 320 C# 523 Visual C# NET: Advanced 49 C# 521 70-315 or 70 -316 Management 35 IBM –EP50 Project Management Principles using MS Project 21 IBM-MM15 Principles of Marketing Management 41 Total Training Hours 665 Project Duration 235 Microsoft MCAD Exams one of 70-315 or70-316 And 70-320 Total Track Hours 900 International Certification
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