IBM Business Unit Manager - Regional
IBM Business Unit Manager - Regional
Total years of experience :21 years, 8 Months
Covering Saudi Arabia and Levant for Hardware, Software & Cloud.
End-to-end distributor management which includes appointing prospective partners and maintaining a healthy relationship
Responsible for overall growth and success of the business
Responsible to prepare and share reports, key business win etc to the management from time to time.
Manage and drive the entire sales & distribution activity
Manage and maintain IBM relationship
Strategizing various channels to maximize sales
Determine annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.
Handling the weekly, monthly and quarterly reviews and commitments with the HQ and vendors.
Recruit talents to maintain budgeted office sales headcount.
Provide leadership, guidance, and support to sales team, mentoring, tracking activity and assisting through the entire sales cycle.
Conduct and attend with sales the required number of meetings and proposal meetings when needed.
Achieving high level of sales team readiness and quality.
Maintaining the pipeline health and conduct review meetings for all sales team.
Creating management visibility about sales team department.
Work with the team to achieve their KPIs.
Responsible for obtaining profitable results through the sales team by developing the team through motivation, counselling, skills development and product knowledge development.
Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
Responsible for managing the sales team, developing a business plan covering sales, revenue, and expense controls, meeting agreed targets, and promoting the organization’s presence throughout Saudi Arabia
Assist in the development of the annual marketing plan, specifically advising on: realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force; and sales promotion program plans.
Determine annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.
Establish sales objectives by forecasting and developing annual sales quotas; projecting expected sales volume and profit for existing and new products.
Develop field sales action plans.
Maintain sales volume, product mix, and selling price by changing trends, economic indicators, and competitors.
Establish and adjust selling prices by monitoring costs & competition.
Complete national sales operational requirements by scheduling and assigning employees; following up on work results.
Maintain national sales staff by recruiting, selecting, orienting, and training employees.
Maintain national sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
Contribute to team effort by accomplishing related results as needed.
Manage the operational and fiscal activities of the department to include: staffing levels, budgets, and financial goals.
Plan and develop systems and procedures to improve the operating quality and efficiency of the department.
Analyze and document business processes and problems. Develop solutions to enhance efficiencies.
Coordinate and implement solutions from process analysis and general department projects.
Direct staff in the development, analysis, and preparation of reports.
Supervise staff in accordance with company policies and procedures.
Conduct interviews, hire new staff, and provide employee orientation.
Coach and provide career development advice to staff.
Establish employee goals and conduct employee performance reviews.
Responsible for staff scheduling to include: work assignments/rotations, employee training, employee vacations, …
Assist staff to resolve complex or out of policy operation problems.
Coordinate with Human Resources for appropriate staffing levels.
Schedule and conduct department meetings.
Responsible to meet department productivity and quality goals.
Communicate with Supervisors, Managers, and Vice Presidents on Department Operations.
Ensuring the Company’s IBM sales Team is instrumental in achieving targets and increase sales in line with business objectives.
Additional Tasks:
Providing support to Management and Agents in achieving Individual Targets and cultivating and generating new business leads.
Managing and Communicate business strategy with the IBM team.
Leading and driving the Sales team to deliver an outstanding customer service across the region, by applying and aligning to the organization Mission and Vision.
Additional Tasks:
Works closely with business partners to improve processes and systems.
Manage and implement changes in line with company’s objectives.
Responsible for issuing Sales Targets.
Provide quality Product & Technical knowledge to the Sales team, ensuring Revenue Targets achievement.
Advice and motivate Sales team.
Monitor effectiveness of each Sales individual against targets.
Encourage change and open communications.
- Worked in broadening the customer base from government sector to private sector.
- Worked with a staff and vendors to increase the turnover by 20% and sales by 28% in eight months.
- Solution Advisor for the above mentioned solutions.
- Acting as Product Manager the above mentioned solutions.
- Responsible for and actively engaging in selling GAMA products and services to clients.
- Coordinate with suppliers and other GAMA functions.
- Manage Account receivable for clients.
- Worked with sales management to increase the customer base by 20% and sales by 30% in twelve months.
- Worked with sales management and closed 85% from industry and manufacturing quota.
- Worked with a staff to assure the 90% of customer satisfaction.
- Responsible for building a 'Sales Strategy' for clients that includes identifying and qualifying UBM opportunities on the accounts.
- Have full responsibility in all aspects to UBM's relationship with client.
- Insure proper coverage for all clients' requirements, issues and concerns, and manage all client relationship.
- Responsible for and actively engaging in selling UBM products and services to clients.
- Monitor/Administrate/Manage/Coordinate all UBM activities on the account as the main UBM interface to clients.
- Coordinate with suppliers and other UBM functions.
- Keep management informed of all developments on the account and share information with appropriate UBM function.
- Follow up actions related to the client, such as RFP's, PO's, Deliveries, etc…
- Manage Account receivable for clients.
- Gain customer commitment to solutions and ensure overall customer satisfaction.