Chief Commercial Officer
Tabadul
مجموع سنوات الخبرة :20 years, 9 أشهر
Drive the overall commercial strategic direction, digitizing logistics
processes across KSA by developing a single window platform for traders
who performs import/export related activities.
• Leads 6 major functions under the commercial sector including 6
directors and 100+ team members.
• Execute strategies for new products and build new communities for
smooth and enhanced stakeholders experience.
• Define technological efficiencies needed to enhance quality control &
productivity to build a sustainable & smart process.
• Evaluate risks & gaps within the delivery, time, planning, deploying of new
services.
• Monitor the claims process, raised issues to identify the root causes and
find permanent solutions for better customer care.
• Design a new market place platform to automate the services between
logistics service providers and the traders.
• Evaluate key accounts to ensure services solutions are being utilized and
to adapt to the market needs.
• Mentor, coach and lead large teams towards becoming future builders
with value based selling techniques and sustainable growth.
• Manage a budget of SR270M, driving a revenue target of SR400M to
enhance the logistics industry digital eco-system and cater the
requirements and needs of the traders (importers & exporters).
• Identify, strategize and evaluate the business sustainable growth to
develop new added value products and create an effective workforce
to drive strategies and implementation plans.
Provided leadership through leading by example, spearheading the
positioning of the new port to becoming the Logistics Hub port of choice
in KSA.
• Engaging stakeholders and executing the commercial strategy
• Negotiated and formed strong agreements on key accounts to drive and
maintain increased volumes through the port.
• Identified gaps within processes and streamlines the government
approval process for licenses, plans, concepts & projects.
• Initiated and designed a HUB concept to engage with major economic
sectors within the military, defence, petrochemicals, automotive assembly
and re-export, spare parts, bunker supply and general commodities.
• Drove commercial leads and meetings along with the shipping lines to attract new customers and increase the volumes through the port.
Led the strategic direction of the transport and logistics sector with
participation from BCG and A.T. Kearney teams.
• Evaluated the used methods towards attracting Foreign direct
investments in the sector and re-shaped the approach.
• Developed new segments value proposition with potential global
companies and worked with the Main Gov. stakeholders and local
organizations to enable their trade and business activation in KSA market.
• Provide insight and advise in the Belt and Road initiative with the Royal
Commission and Aramco as an active member.
• Led the logistics part and collaborated as an active member to provide
support and guidance on the Apple Project.
• Identified and established strong relationships with the Hyperloop CEO,
engaging with the internal stakeholders and teams to design the network
connection strategy for passengers and cargo coping with 2030Vision
goals.
• Successfully changed two policies within the last mile delivery and 3PL’s
regulations of foreign ownership of assets to be able to attract FDI’s into
the transport and logistics field into the country.
• Worked directly on the negotiation of the land bridge file project along
with the Transport General Authority and foreign investors to connect east
Saudi including GCC with the western side of Saudi on the Red-Sea by
cargo rail network.
• Represented SAGIA at NIDLP during the initial program pre-launching
phase and participated in developing the transport and logistics strategy
with linking it with the industrial sectors for the program.
Co-Led the operational processes with the terminal manager and
operations head to increase the productivity levels at the container
terminals in Jeddah & Jubail seaports to enable achieving our
commercial strategy and attract shipping lines.
• Drove commercial strategies to improve revenues for Jeddah and Jubail
seaports container terminals and exceeded the budget by more than 20-
25%.
• Designed new operational solutions with an added value to improve
booking and delivery of the containers to customers in a more efficient
way.
Maersk Line - A.P.Moller Maersk Group * Sept. 2011 to Oct. 2012
The leader container shipping line worldwide. $27.2 billion net annual revenue
Trade and Marketing Analyst - Saudi Arabia, Jeddah
- Managed the performance of the business between Saudi Cluster and West, East and South Africa trades for both lines Maersk Line - Safmarine Containers Line.
- Analysed the flow of volumes, commodities, market shares, competitions for both lines on weekly basis.
- Prepared weekly reports for the trades to the string managers at the centre in Copenhagen about the actual performance, forecast volumes and market overview updates.
- Managed to identify the differentiators, strengths and selling points of our products compared to competition and support the sales team achieving their targets.
- Developed the value selling concept with the sales team.
- Support the Customer Service team with the space issues and capacity on the Vessels that are related to Saudi Cluster clients.
Key accomplishments:
Created a sales kit for my trades and provided it to the sales team which influenced the performance as follow: - Increased annual revenues by 75% comparing to same period the year before on one of the trades.
- Increased the awareness of the trades among the target market along with the sales team.
- Regained 40% of the lost accounts since same period the year before.
- Created a new product to increase our sales by offering full package services to top clients and that improved the sales and operations revenue by $2.5m from those specific accounts.
- Awarded as the employees club leader only two months after joining the company to reflect their needs and demands to top management and try to achieve it for them.
Country Sales Manager - Safmarine Containers Line
- Managed the Saudi sales organization Including Western, Central and Eastern regions team..
- Developed a new way of approaching the target markets by segmentation, value selling and regaining loss accounts which was successfully implemented and resulted to more than $100k monthly revenues.
- Monitored the Performance against KPI and took corrective action where necessary.
Saudi Trade & Export development, Tusdeer * March 2010 to Aug. 2011
Subsidiary of Sisco Saudi Arabia - Xenel Industries
Operations Development Manager - Saudi Arabia
- Managed the revenue increase plans and growth for the operational services: Container Yard - Short term storage.
- Created new solutions for traders and logistics firms to increase revenue YOY on 2011 by 25%
- Monitored the client's warehouses flow of business and the utilization rate of each warehouse and provide them with solutions to save costs and increase their revenues.
- Initiated and secured a new deal with Nestle and Tamer Group to have their shipments diverted to our zone during July-August 2010 with revenue of SR 200, 000 in two months' time.
- Initiated and secured a new deal with Saudi Cables for short term storage worth SR 500, 000 in three months.
- Created the reefer containers storage product with revenue of SR 600, 000/Month started in July 2011 until the end of the year.
Head of Sales & Marketing - Saudi Arabia
- Created a pipe line of potential customers from 0 to more than 50 potential customers in various sectors.
- Working closely with operation department to come up with new products and improve their quality of services.
- Budgeting, planning, strategy setting and customer relationship management (CRM)
- Managed the receivables and collection system and developed it to be cleared within 45 days max comparing to 120+ days for same period the year before.
- Maintained and Renewed contracts of current tenants worth SR 4, 220, 000 between Lands and warehouses.
- Expanded the clients database from serving current tenants only to an open market and created a demand for a new warehouses village worth around SR 7M on yearly revenues.
- Succeeded in signing preliminary agreement with potential clients for a new warehouse building project of total fifteen Warehouses and managed to confirm 65% bookings before starting the construction.
- Secured three new deals for lands worth SR 1, 360, 000 on yearly basis
GLOBE Marine Services - GLOBE Group * March 2004 to March 2010
Family owned multinational group of companies. $600ml annual revenues
Group Sales Manager - Saudi Arabia, Central and Eastern Region
- Directed the sales and marketing initiatives in a $20+ Million regions with 8 direct reports and 45 team members between sales, operations, accounting and H.R
- Monitors the performance of our shipping lines exports & imports through Saudi Seaports auth.
- Bidding preparation, negotiation and pricing with the top clients such as: Sabic, Tasnee, Exxon, Maaden, GE, P&G Globally, Alzamil group, Alfozan, Obeikan factories and many more.
- Established sales budgets and profit targets.
- Headed MSC Line the 2nd. Largest worldwide and one of the leaders at the Saudi market.
- Maintained all quality control after company sales, customer satisfactory rates, supervised the KPI's of our top accounts in terms of performance efficiency.
- Developed and managed Riyadh Branch from 2006 until 2010.
Key Accomplishments:
- Tripled Y.O.Y sales from managed accounts in the first 2 years (from $3M in 2004 to $9.5M in 2006) with higher increases for each year after.
- Implemented new strategies, systems and budgets for Riyadh branch which resulted in daily revenue increase from $60k to $350k and optimal market share profitability from 11% to 25%.
- Increased annual revenues for MSC line from $10M in 2004 to $20M in 2009 to become No.1 among the competition in Dammam and Riyadh markets.
- Created new products to support our services resulted in 60% revenue increases.
Saudi Arabian Airlines * Jan 2001 TO Feb 2004
Saudi Arabia, Jeddah
Admin Assistant/Secretary - G.M Facility &Equipment Maintenance
Worked there as full time job during my undergraduate university studies.