Business Development Sales Manager
Appzy Solutions FZE LLE
Total des années d'expérience :19 years, 7 Mois
A service company created to promote mobile application builder platforms.
Responsible for building the brand, product and company from inception. Led and worked close with a flexi team where the role was varied and diverse, from all aspects of business development and customer relationship management to creating, developing and implementing innovative and effective consumer targeted projects.
A Multi-disciplinary Group of Companies with core business interests in Asset Lifecycle Management, Land Development & Facilities Management Software.
Was headhunted to join the senior management team of SGE to take overall responsibility for the development and execution of the business strategy and market growth of the organization.
• Pricing Strategy & Competitor Review for the Property Inspections and Asset Management segments of the business resulting in an increase in turnover of 135% \[2017\] and a further increase of 189% in 2018.
• Business Development of Aladdin Software Increased Revenue by 87% \[2017\] and by 92% in 2018.
• New Territory Expansion Led the geographical diversification into Saudi Arabia, including recruiting and managing the team - Contributed to AED1M+ to annual revenues in year 1.
• Complex Sales Negotiations Solely responsible for identifying and closing contracts worth 2.7+ Million AED with Corporates including Dubai Properties / Al Ain Water, DNATA.
• Team Management Streamlined, developed and enhanced policies and procedures, including lead generation process, setting of KPI’s - to improve and standardize procedures in line with industry best practices.
A division of Yardi Systems Inc, a large International cloud-based software Solution Provider with 20, 000 clients worldwide.
• Lead Qualification Achieved lead generation and qualification target: 25 daily calls / 3 meetings a week all to be imputed into the Yardi CRM system for tracking and KPI purposes.
• Sales Target Closed several sales deals with a value of 160, 000+ AED
• Account Management Responsible for the management of 25 existing accounts in the UAE and Qatar.
A division of FSI Global, an International Software company developing Facility Management and Mobility Solutions.
• Sales Target Met all targets including revenue growth, cold calling and closure rates.
• Events & Networking Attended MEFMA monthly networking event and represented FSI at FM Expo
Recruited to expand the customer base in the UAE, Oman & Qatar, identifying and capturing key accounts and boosting sales. My responsibilities also include marketing Acecad products & services locally within the Corporate guidelines set by Acecad Head Office in the UK. Currently report directly to the Corporate Sales Manager based in the UK.
• Lead qualification - Reviewed all leads in the CRM database and identified target prospects for the UAE, Qatar & Oman. Grew the qualified lead database by 90%.
• Sales Demonstrations - Conducted Sales demonstrations to target prospects in my region.
• Organisation and attendance of Sales Conferences - Organised & managed successful events with local software partners. Example: Qatar Steel Live 2013 which attracted more than 60 key attendees.
• Management & attendance of key exhibitions - Co-ordinated and represented Acecad at several key exhibitions. Example SteelFAB 2013 / 2014 and BIG 5 Dubai.
• Account Management - Visited existing Acecad clients on a regular basis with a view of maintaining a good client rapport and ensuring maintenance fees were maintained and paid.
• Development of Business strategies - Prepared a long term business plans for GCC.
• Product Development - Provided our developers with a report detailing the requirements needed to localize the software in the Middle East.
• Media & Press relations Management - Collated material for the preparation of local client case studies. I have also written content on behalf of Acecad that has been supplied to publications such as Big Projects ME & Qatar Construction Sites publications.
• Boosted Sales in the first year of employment - Brought new clients on board.
Recruited to expand the buildingSMART membership network, increase brand awareness and develop a new communication strategy for the organisation.
• Membership Management - Increased membership levels by 10% in a period of 12 months.
• Budget Management & forecasting - Developed and managed the company's budget estimates and cost expenditure.
• Event Management - Introduced and organised BI-monthly BIM user groups, buildingSMART 2011, Qatar BIM Summit 2012.
• Event Sponsorship Revenue - Successfully raised $120000 revenue for buildSMART 2011 conference.
• Strategic Partner Alliances - Increased partner alliances by 50% in 2012.
• E-Marketing & Social Media Development - Created and implemented a 1 year roadmap and calendar for all digital marketing programs, including emails, web updates, social media & campaigns.
• Networking & presentations - Represented buildingSMART at many construction industry events and delivered effective presentations.
• Media & Press relations Management - Produced the organisations monthly e-newsletter and press releases. Managed all communications with local PR partners throughout the GCC.
Marketing & Business Development Manager
Recruited to review & transform BIM Journal into a commercial publication & research the start up of a new International online BIM Portal www.thebimhub.com.
www.bimjournal.com:
• Business Evaluation - Conducted a full business evaluation (website content /readership / competitor analysis).
• Search Engine Optimisation (SEO) Development - Increased web traffic from 5000 single hits a month to 21000 single monthly hits in 2012.
• Development of New Revenue Streams - Moved the site to Wordpress & introduced Openx (online advertising module). Launched 6 months ago the site is currently generating approximately $2000 revenue a month. Forecasted to increase to $5000/month by the end of 2012.
• Brand Development - Developed a PR and a social media tactical plan. BIM Journal currently has 1350 followers on Twitter. BIM Journal had no social media presence prior to August 2011.
www.thebimhub.com:
• Market Research & Analysis - Researched online BIM Information Search behaviour.
• New Business Start-up - Developed a 3 year Business Plan which was subsequently submitted to Tecom Investments to process the business licence application and attract investors.
• Vendor negotiations - Successfully selected and negotiated the BIM portal website Development Contract.
• Design Spec creations - Created all web development specifications.
• Project Management - Managed the web development team to ensure modules were produced to the required specification and within set deadlines.
• Staff recruitment & Management - Selected, hired and managed a Marketing & Events Executive. Currently in the process of hiring a Marketing Coordinator.
• Website launch / Social & PR Media Plan - Established a launch & Media plan incorporating tactical objectives to achieve set media goals.
• Budget P&L Management & forecasting - Established the overall business expenditure and revenue forecast. Put in place a process to monitor costs and revenue.
• Customer & Competitor Analysis - Led a customer portfolio analysis and introduced the ABC customer concept.
• Market segmentation Analysis - Analysed and identified new product and market opportunities in the DIY segment.
• Strategy & Price point evaluation - Elaborated a penetration strategy for a new towel warmer range specifically designed for the DIY market.
• Project Management - Managed multi-disciplinary project teams through all phases of the product life cycle, providing leadership to ensure products were launched on time and achieved the aggressive sales target set. (some examples):
- Identified & screened 10 Chinese Towel Warmer Suppliers by visiting their operations.
- Managed all vendor negotiations in conjunction with Head Office Purchasing Dept.
- Prepared all UL approval certification documentation required by US law to sell Electrical equipment.
• Implemented Google Analytics web data information tools - Derived key statistical data to monitor online product sales and monitor marketing campaign performance.
• Product Training - Developed and delivered New Budget Towel warmer product training to the sales force and local high end retailers.
• Business Development - Secured key retailer accounts - Bellacor - Bed Bath & Beyond - Skymall - Menards
• Vendor Negotiations - Re-negotiated all marketing agency contracts resulting in a saving of $260, 000. Saved a further $120, 000 through effective sourcing of new design and printing contractors.
• Brand Guidelines Manual - Created the New Myson Towel Warmers brand guidelines.
• Re-branding Product Exercise - Project managed a product re-branding exercise and helped Myson Towel Warmers grow their market share from 22.5% to 30% in a period of 12 months.
• New product launches & production of all marketing collateral - Organised several product launches & produced all marketing collateral in line with Myson Towel Warmers Brand guidelines.
• Range Review - Successfully reduced the B&Q range by 200 SKU's. Target originally set @ a minimum of 100 SKU's
• Increased Revenue - Increased revenue by 1.5 Million Pounds Sterling in a period of 12 months. This was achieved by the introduction of new products and enhancement of existing offers.
• Promotional Activity - Implemented Quarterly promotional in-store activity
• Training - Worked with B&Q personnel to produce, deliver training materials & schedule a training calendar.
• Team Leader - Hired and managed 2 Junior Product Managers.