Sales Director Middle East Africa & Turkey
Lumenis
Total years of experience :32 years, 6 months
Manage Sales and Marketing activities within the region to promote the sales of the Lumenis Aesthetic, Surgical and Vision Medical laser products.
Managed distribution channels, Sales Reps, Clinical applications and service teams within the region to generate a dramatic 30% revenue growth within 2010 over 2009. In addition attained 3% gain in margins for the same period,
Attained the number one region growth within Lumenis GmbH,
Developed programs to identify and promote clinical Key Opinion Leaders within the territory resulting in faster adoption of technology,
Promoted company products are regional trade shows and conferences,
Worked with distribution to promote regional clinical workshops; facial CO2 skin resurfacing, laser hair removal, BPH & Enuculation of prostate,
Managed distribution forecast and sales funnel,
Negotiated contracts, pricing and terms and conditions with distribution.
Attained 214% of business growth - $35.1MM in 2006 compared to $16.4MM in 2005.
Structured the deal for the first PET/CT and Cyclotron center in the region - $6M,
Secured investment and developed the first GE Healthcare strategic partner in the region - $10M,
Developed and implemented the 1st revenue sharing programs in DHCC and Abu Dhabi - $6M
Utilized US based skills to developed strategic selling process and rolled it out into the region.
Developed a follow-up and reporting process with distributor partners to maintain urgency and track sales opportunities and progress.
Developed and executed a plan for One GEHC partner in UAE for 2007. This set the stage for eliminating one on the current distributors while maximizing revenue and exposure to opportunities.
Presented GE at Oman / US Free Trade Agreement conference promoting GE in the region and highlighting benefits of FTA with US,
Presented GE Healthcare at various press releases in UAE discussing GEHC women’s healthcare product offerings and Healthcare re imagined.
Responsible for managing GE Healthcare business within the Arabian Gulf. Managed activities of a team of 4 Sales Specialist and 2 Account Managers. Products and services include capital medical diagnostic equipment MRI, CT, X-Ray, PET/CT, Vascular, and Information System solutions HIS, LIS, CIS, RIS and PACS.
Demonstrated 300% revenue growth in 3 years, Grew territory from $4 MM to $12 MM,
Consecutively attained the GE Sigma Society award in 2004 and 2005,
Structured the first PET/CT medical Oncology center in El Paso, TX to serve 2M a population of 2M,
Structured business Alliance between 4 entities to offer shared mobile medical Diagnostic Imaging services,
Structured the first Digital Hospital Radiology network in El Paso, combining 3 hospitals and 4 clinics.
Helped customers develop business and marketing plans, pro forma’s and breakeven analysis,
Assisted with Stark Law interpretations and legal entity structures,
Assisted customers in securing finance and negotiated contract terms and conditions,
Directed customer efforts in developing physician’s referral programs for radiology-based diagnostic imaging centers, radiation therapy and medical oncology.
Responsible for managing GE Healthcare Medical Diagnostic Imaging business within South West Texas and New Mexico. Managed activities of a team of 5 Sales Specialist and oversaw the operation of 8 field engineers, Developed a consultative sales approach to guiding hospitals, entrepreneurs and private clinical centers in acquiring capital diagnostic equipment while structuring successful and profitable business entities.
Met 2001 quota @ 105%,
Attained 20% increase in component product approvals in customers AVL,
Total Account Revenue in excess of $12 Million for 2000.
Managed and directed all business activities within Alcatel, Interphase, Santera, Efficient Networks, and Flextronics.
Responsible for developing strategic relations with engineers, managers and executives. Promoted the On Semiconductor product portfolio and vision. Communicated new product strategies to marketing and business units. Managed and tracked business transition form manufacturers to Electronic Contract Manufacturers worldwide. Developed relations with electronic distributors; Arrow, Avnet, and All American. Evaluated competitor product offering against On Semi products. Evaluated customer's electronic component research practices; utilization of the Internet as a research medium and reported findings to director of e-commerce
Achieved 130% over quota for 1999 and 105% for 1998,
Increased revenues from $4MM to $8MM,
Increased over all margins by 7.5%,
Earned the number one Territory Manager award for exceeding quotas,
Earned the number one Territory Manager award for minimizing expenses.
Responsible for managing sales within the States of Texas, Oklahoma, Louisiana and Arkansas. Reported directly to the National Sales manager. Heavy involvement in sales and marketing, developing territory and accounts. Extensive experience in managing direct accounts such as; Lucent Technologies, DSC, and Peterbilt.Manage direct OEM accounts, distribution, and rep firms. Provide input into business process planning and targeted market forecasting. Analyze product reliability statistics. Participate in the launch and promotion of new products. Manage advertising programs and budgets. Coordinate and provide product and sales training for distributor sales staff. Conduct product presentations at customer facilities. Analyze trends in sales and revenues. Manage monthly sales reporting process. Maintain current customer database. Resolve quality issues.
Constantly exceeded quotas of $500K / month,
Exceeded quotas by 10% in 96 and 15% in 1997,
The number one achiever within the organization responsible for double growth within a period of 4 years.
Managed sales and marketing activities within the Southwest US region. Attend to OEM accounts and work contributively with distributor and dealer field sales representatives. Serve as technical consultant to resolve customer inquiries and issues. Assist clients in the development of customer product specifications. Recruit, develop and manage several distribution channels. Analyzed product reliability statistics and Participated in the launch and promotion of new products. Managed advertising programs and budgets. Coordinate and provide product and sales training for indirect sales staff. Conduct product presentations at customer facilities. Analyze trends in sales and revenues.Manage monthly sales reporting process. Maintain customer database.
Participation in virtually all facets of the company's day-to-day operations. Active in product specifications development, design and engineering. Determine and implement specialized manufacturing processes. Design and implement programs and promotions to increase sales and margins. Identify profitable market channels and products. Maintain pricing and pricing strategies. Negotiate with customers and suppliers. Create and implement product introduction strategy; including marketing, sales, pricing and product development. Provide On-going user training, equipment troubleshooting and field support. Manage materials acquisition, inventory control and staging activities. Responsible for quality control, testing, packaging and shipping. Introduced the industry to the DiAlarm concept; a remote monitoring system that reports pre-recorded voice messages identifying alarms and critical shutdowns via cellular and land phone lines. Introduced the industry to embedded control systems.
Promoted to this position with primary responsibility for the manufacture of products within specifications, cost constraints and time parameters. Duties encompassed the supervision of quality assurance, test procedures development and implementation, production coordination and expediting. Forecast materials, personnel and equipment requirements for each project. Tracked competitive activity and investigated new products introduced to the market. Managed inventory, customer services / technical support, and field troubleshooting.
Design control panels and systems to monitor and control operation of gas compression, transmission and processing for the oil and gas industry. Utilize microprocessors, DCS's, and loop controllers. Extensive experience with electrical sequencing, controls, instrumentation and data gathering. Hands on experience with transducers, transmitters, and digital and analog input out put devices. Working knowledge in measuring and controlling; pressure, temperature, speed, vibration...etc. Supervise up to 20 projects concurrently. Develop applications utilizing industrial PLC's such as Allen-Bradley, Omron and Modicon. Fine-tuned skills in developing quotations, systems design, production management, field troubleshooting and customer support.