Business Development Manager
CPI Financial
Total years of experience :17 years, 8 Months
• Involve myself in building of brands through sales management & product management
• Monitor the performance of the sales team and ensuring the development of the team
• Handle enquiry handling and ensure the effective revenue conversion
• Generating new Business Development/Account Management across Flagship publication titles and events - Banker Middle East, Finance ME, Wealth Arabia and Islamic Business and Finance
• Day-to-day management and running of sales teams
• Strategy planning, buy-in from internal stakeholders, sales team training and execution of projects to above target performance.
• Involvement in creating Media pack, newsletter and marketing creation, design and planning.
• Creation and design of new emerging market products & events, strategy planning, research, manage and execute these projects across all departments
• Achieving monthly targets by sourcing new direct business and maintaining client and agency relations within the U.A.E.
• Successful in building and maintaining relationships with clients across the region.
• Monitoring media activity of clients across the U.A.E, the region as well as building relationships with clients across MENA region
• Networking to find out with which clients are active and what their media plans are. This includes networking with senior managers through company sponsored events such as
• Banker Middle East Awards, Islamic Business Awards, Enterprise Initiative Awards and Business Lunches
• Selling E-mail marketing and digital services to existing clients and brining new business to the digital media team.
• Making regular visits to advertising agencies such as GMASCO, Zenith, Optimedia, Media Edge, Tamra C-2, BPG, Havas to grow existing business and meeting clients direct where possible.
• Marketing activities include event sponsorships and barter agreements with leading brands and events which are relevant to the company and help in brand awareness.
ACHIEVEMENTS
o Landed four new major sponsors for the Enterprise Initiative Awards 2014 ( November ) SME Event, amounting 100, 000 USD in total
o Landed with three major key Financial client accounts for Banker ME awards ( June 2014 ) amounting 40, 000 USD in total
o Achieved individual target of 60, 000 USD within a period of three Months.
ROLE
• Business development for the Gulf News Focus special reports, identifying market opportunities.
• Monitoring competitors’ activities and forecasting projected business.
• Identifying key/institutional accounts and strategically secure profitable business.
• Researching and finalizing editorial content, coordinating all aspects of the report and managing timelines.
• Establishing the GN Publishing brand among clients and advertising agencies.
• Achieving desired results within pre-determined time frames.
• Analyzing latest marketing campaigns and tracking their media plan for fine tuning of sales & marketing strategies.
• Managing the entire sales cycle of each publication from researching potential clients to the eventual tie-ups, ad sales and execution, while keeping a close tab on design and editorial layout and distribution of the magazine.
• Establishing and maintaining excellent rapport with the largest clients and agencies in the region such as Starcom, Mediaedge, Bates Pan Gulf .Zenith, OMD MCN and amongst others, to ensure optimum advertising revenues.
HIGHLIGHTS
• Achieved revenue targets handling accounts like Dubai Duty Free, Standard Chartered, Atlantis, Dubai International Financial Center, Dubai Duty Free, Getex Dubai World Cup, ADAC, and Lexus among others.
• Maiden International Contract Publishing tie-up for Gulf News-Single handedly negotiated with Robert Kennedy Publishing, Canada to publish the International UAE edition of ‘MuscleMag’, an internationally acclaimed body building magazine, for an annual contract of AED 1 mn. Within the 1st month, more than doubled retail sales and made it the # 1 selling retail magazine for Gulf News.
• Initiated and sold the contract publishing concepts to:
LEXUS : Signed an AED 350k contract, to produce the region’s first international publication -‘BEYOND by LEXUS’
Al Zahra Hospital to produce ‘B +’, a health magazine distributed across UAE to leading Hotels, Spas, Sports Centers and Fitness Clubs. In its 1st year after inception, it is a well-accepted health magazine with regular advertisers such as Heinz, Dermalogica, Novartis, Abbott, Mustela and Technogym among others.
Dubai Silicon Oasis Authority, a tech magazine, to create awareness for the organization.
JAFZA - EZW - A bi-monthly Magazine to create brand awareness and internal communications with the stakeholders and investors
Responsibilities:
• Managing the entire sales cycle of each publication from researching potential clients to the eventual tie-ups, ad sales and execution, while keeping a close tab on design and editorial layout and distribution of the magazine.
• Establishing and maintaining excellent rapport with the largest clients and agencies in the region such as Starcom, Mediaedge, Bates Pan Gulf and Zenith Optimedia, amongst others, to ensure optimum advertising revenues.
Generating revenue for the radio station by working with the station manager to determine revenue goals.
Developing and implementing sales and marketing strategies.
Working with clients to develop marketing ideas and campaigns.
Management, development and closing of the advertisement account of radio stations.
Developing the advertisement and pricing documents, sales reports, barter contracts and MOU’s.
Follow ups on proposal production brief and media schedule.
Deal with the client to determine their needs and requirements.
Monitoring competitors and develop sales media kits.
ROLE
Build positive relationships with existing and potential clients through regular contact, including face to face meetings, to increase value of their business with Concept Events.
Work closely with internal and external event planning committees and client groups to define event goals, objective and specific implementation plans that promote the organisations brand.
Identify all aspects of event risk assessment and crisis management planning strategies. This includes, but is not limited to, security for the event.
Work with communications staff to ensure that events receive optimal media coverage.
Work closely with organisations communications staff on sponsorship arrangements and identify potential revenue streams for all major events.
Oversee procurement purchasing and client service needs with regard to catering, audiovisual, security and rental needs for events.
Conduct post-event debriefing sessions.
Develop event reports and distribute as required to sponsors, participants and others.
Determine fiscal requirements and prepare budgetary recommendations.
Monitor all competitive media for new leads and canvas potential advertisers from competitive media and from other business sources.
Prospect, identify, qualify and develop sales pipeline.
To attend exhibitions/conferences/receptions to maintain and build client contact, increase sales and to obtain new leads where possible.
Successful Projects: (Events and Exhibitions)
Spanish Fashion Exhibition 08.
Retail Middle East Awards 07, 08 and 09.
Dubai Fashion Week 08 and 09.
Al Abbas Property launch. - (Jumeirah Beach Hotel).
Scania Foundation laying Stone (Jafza) - By Her Highness Princess Victoria, Sweden.
Sole responsible for Delegate and Non Delegate selling of World Retail Congress 2008.( Barcelona)
Aspire Property Launch - On site management and support to customers/clients/other staff members.
Selling exhibitor stands and sponsorship packages for EDU ME 08’ (Education Middle East 08’) a strategic exhibition.
Handled the Gentlemen’s Dinner for Aggreko Middle East Ltd.
Achievements:
Delivered an increase of 10% increase in sales for World Retail Congress.
Delivered 100 % increase on buyers in Spanish Fashion Exhibition.
Landed with 6 major Clients for World Retail Congress.
Achieved the target and increase of 20%revenues for Retail Middle East Awards 2007-08.
