Sales Manager (Express Courier & Freight Forwarding)
United Parcel Services (UPS) Supply Chain Solutions
Total years of experience :14 years, 9 Months
- Responsibilities (Two Sales teams in Central Region Express Courier & Freight Forwarding):
Responsible for planning, implementing and directing the sales activities of the company in Central Region of Saudi Arabia to achieve sales & DSO (Daily Sales Outstanding)”collection” Staffing objectives also Responsible for the development and performance of all sales activities in assigned market. and directing all sales teams and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes plans and strategies to expand the customer base in the marketing area and contributes to the development of training and educational programs for clients and Account Executives
- Duties:
Responsible for managing the sales team, developing and setting sales (up-selling and cross-selling) & collection plans covering sales, revenue, collection targets, and expense controls, meeting agreed targets, and promoting the organization’s presence throughout Central Province.
Responsible for monitoring the performance of the sales team by M.S CRM system of reports and communications involving other sales reports and use them effectively in Setting daily targets and monitoring performance, Running morning and team meetings, Carrying out monthly 1-2-1 reviews and bi-annual appraisals, Coaching, training and developing the team, staff holidays and routs.
Contributes to team effort by converting relatively big size accounts on-board to assist centre results by my own sales and contracts wins.
Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
Prepares action plans by individuals as well as by team to achieve desired results and for effective search of sales leads and prospects.
Conducts one-on-one review with all Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance.
Monitor customer preferences through Customer Volume & Revenue Behaviour analysis (CVBAT, CRBAT, Sales Trend) reports to determine focus of sales efforts and focus.
Insures that all Account Executives meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
Conducts regular on road coaching and counselling with Account Executives to build motivation and selling skills.
Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
Provide accurate and efficient required sales & collection report to management weekly, monthly, quarterly and yearly bases.
Plan and direct staffing, training, and performance evaluations to develop and control sales force and overcome turnover.
Assists in the development and implementation of marketing plans as needed.
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Delegates authority and responsibility with accountability and follow-up.
Sets examples for Account Executives in areas of personal character, commitment, organizational and selling skills, and work habits.
Demonstrates ability to interact and cooperate with all company employees.
- Achievement:
Successfully accomplished sales integration process Mar2014 for all business units (Express, Logistics, Freight Forwarding and Mail Room Innovation).
Best center (CP) in volume & revenue for 2014 UPS Saudi Arabia Dec2014.
Best center (CP) delivering collection results in term of total customers ledger and ageing for 2013 UPS Saudi Arabia Dec2013.
- Overview about (UPS):
Founded in 1907 as a messenger company in the United States, UPS (with 108 year of experience) has grown into a multi-billion-dollar corporation by clearly focusing on the goal of enabling commerce around the globe. Today UPS, or United Parcel Service Inc., is a global company with one of the most recognized and admired brands in the world. As the largest express carrier and package delivery company in the world, UPS is also a leading provider of specialized transportation, logistics, capital, and e-commerce services. Every day we manage the flow of goods, funds and information in more than 220 countries and territories worldwide.
UPS offers vary Supply Chain Solutions in Saudi Arabia sine 1997 (Express Courier services Domestic & International) Import and Export, Logistics, Warehouse & Distributions, Freight Forwarding Import & Export (Air, Ocean, Land) and Mail Room Innovations.
- Responsibilities:
Responsible for selling UPS Products/Services with our value add technologies in the assigned Area in order to achieve sales plan.
For this kind of work I implement some of what I learnt from the college along with my work experience like doing the price survey, collecting data about competitors’ Products & Services so that I can identify the weaknesses and strengths of our Services in order to present the right solution to the customers, and allocating the right prospects lead sources in order to identify the right opportunities, full awareness of all products, services and technologies solutions, involve in the whole services process from customer service, collection designing supply chain solutions
Practically I implement the sales cycle to those who have the good potential and for those who have less, I try to take out there real needs to increase this potential.
-Duties:
Win, Grow and Retain customers in the assigned area, in order to achieve sales plans goals, and increase the profitability throw the following:
- Converting a new customer to use UPS Courier Services, and that throw the conversion calls, starting from the searching for the potential in the market, walking to the Decision maker to explain about our services, preparing the discount request and the proposal to submit it to the new customer, following up with the decision maker tell the closing, teaching the new customer how to use us( prepare the shipment, call for booking, hand over the shipment to the drivers, follow up them shipment throw the tracking numbers, …….) ending with DSO calls to explain about the payment system(Invoices, Statements, and Collection ).
- Maintain and follow up existing accounts throw (Retention, Penetration) calls.
Involve in the whole service process from logistics, customs clearance, express, warehousing, distribution and mail-room innovation solutions.
Insure cash follow from following up collection and settling and assisting customers in all financial and payment issues and disputes.
Provide ongoing market intelligence (competitor’s information).
Identify Targeted customers of the assigned area from different sources.
Identify Key Decision makers and build a long-term relationship.
Understand requirement of the customers and offer the solutions.
Provide the customers with information on UPS services & capabilities by giving presentations to the key decision makers.
Sales Team Leader for Central Region, assisting Sales Manager.
Acting Sales Manager for when needed.
-Achievement:
Sales Man of the Year 2011, Best in the Kingdom.
Successfully managed to achieve sales targets in respective area constantly.
Succeeded to convert relatively large size customers (Al Othaim Holding, Al Jomaih Group, Savola Group, National Water Company, King Abdulaziz Foundation (MAWHIBA) and many others)
Always Number one in center in term of volume & revenue
- Overview about (Samir Photographic supplies. CO):
Samir Group is one of the oldest (established in 1953) and leading companies in the Kingdom of Saudi Arabia marketing a wide range of advanced technological products from Medical and Health Imaging, Clinical Laboratory, Digital Radiology, Picture Archiving and Communication Systems (PACS), Dental & Hospital products to High Volume Printers/Duplicators, Large Format Scanners/Plotters and Electronic Imaging systems, Audio-Visual Educational products and Conference Room Projects, AV Control Rooms, 3D Visualization products, Industrial products, Small Home Appliances, Photo products, Consumer IT and Electronic products, etc. etc. Samir Group represents many well-known multi-national companies in the Kingdom of Saudi Arabia. Their business operations consist of our head office in Jeddah, and branches in Riyadh, Al Khobar and Abha.
- Responsibilities:
Responsible for the sales developments of Audio-Visual Division in the assigned area of Central Region,
-Duties:
Win, Grow and Retain customers in the assigned area, in order to achieve sales plans goals, and increase the profitability.
Involve in the whole service process from offering, customers confirmation on order, negotiating rates, placing customer’s order, following up customer orders delivery, monitoring implementation, assist collecting money of what been successfully won to insure customer after sell satisfaction.
Insure cash follow from following up collection and settling and assisting customers in all financial and payment issues and disputes.
Provide ongoing market intelligence (competitor’s information).
Identify Targeted customers of the assigned area from different sources.
Identify Key Decision makers and build a long-term relationship.
Achievement:
Successfully managed to achieve sales targets in respective area constantly.
Bachelor Degree Business Administration, 4 years study .