Sales & Marketing Director
Polaris IT
Total years of experience :23 years, 3 months
Highlights:
• Conceived and spearheaded the strategic blueprint for the business, formulated sales plans, ascertained scope and potential avenues for growth and development of the company's products encompassing smart TV Application and mobile applications in different platform like IOS, blackberry and IOS.
• Handled the overall responsibility for commercial performance of annual sales target via effective sales and marketing strategy, structure, activity and process across KSA.
• Analyzed the customer's business requirements and distilled them into clear and comprehensive technical specifications in liaison with consultants. Developed innovative solutions according to the requirements and delivered solutions with the agreed time schedule.
Key Responsibilities:
• Developing robust, comprehensive plans that articulate the strategies/requirements essential for focusing sales activities, communicating sales progress; actively managing and signing off on account business plans through scheduled reviews and updates. following closely right from the initial phase of the project until the hand-over.
• Contributing intelligence gathered in the marketplace to develop & deliver sales and marketing plans, sales structures and focused execution in order to deliver sustained revenue growth.
• Maintaining and developing new accounts across KSA, setting a blue -print for sales and marketing to scale up the business portion in digital services and products.
• Handling sensitive negotiations with the Senior Management of Clients and Customers, whilst managing, supporting and driving the sales channel to close business in existing and new accounts.
• Maintaining competition database, generating analysis of competition and developing compelling business plans in addition to directing the sales force, ensuring they meet the financial and non-financial targets successfully.
• Building, monitoring and orchestrating sales pipelines to ensure continuous population of near and long term opportunities; managing the quality of sales pipeline and analyzing overall win rates.
• Applying a mix of strategic selling and the direction; overseeing relationship management initiatives of representatives, resellers, agent and consultants to negotiate and close sales opportunities.
Highlights:
• Developed the business from ground zero, penetrated new territories and managed to closure existing customer opportunities to build a steady pipeline of business.
• Achieved and exceeded sales and profit targets and increased market share through the acquisition of new business, retaining and targeting the sales growth of existing specific customer groups within a geographical area.
Key Responsibilities:
• Provided leadership and managed the attainment of sales, customer satisfaction, customer retention, and profit objectives as well as provided effective, overall vision and direction of a Regional Sales organization.
• Identified new leads within the industry requiring the company’s services, and developed leads into business opportunities utilizing company database, industry resources and a personal network of industry contacts.
• Drove the company's sales growth for the 5 years through managing key accounts, and aggressively marketing company services to new clients as well as building Company Value through company branding and building effective relationships.
• Met regional sales financial objectives by forecasting and building a monthly, quarterly and annual sales forecast; entering, updating and managing opportunities in CRM to achieve accurate forecasting objectives.
• Implemented promotional strategies to drive business and establish future growth objectives in liaison with solutions & pre-sales consultants.
• Offered tailored accounts and managing customer expectations in line with the organization's value proposition and capabilities and negotiating prices, terms & conditions with customers and partners.
• Surveyed consumer needs and trends; tracked competitors and developed and managed area specific projects from concept to delivery in line with designated parameters and met regional sales and revenue targets.
• Maintained current knowledge of the relevant market and competitors to predict industry trends, develop competitive pricing, and establish long term strategic planning.
Highlights:
• Joined as a Sales Consultant and moved the upward career hierarchy by meriting promotion to the position of Sales Manager of Western province.
• Planned and implemented overall strategy involving major accounts within the product range, and created avenues for development of potential key accounts.
Key Responsibilities:
• Developed sales and marketing programs, established volume levels, sales account plans, formulated market strategies and initiated new account formation.
• Explored new potential clients for upcoming projects, developed and delivered an annual BD, marketing and communications business plan to establish new markets for company's product, while adhering to Blackboard's sales rules of engagement.
• Maintained operational excellence, responded to customers business needs and exhibited a demonstrable commitment to customer satisfaction.
• Promoted the full range of company products and services to defined customers, and implemented an integrated range of new business opportunities at new markets with appropriate assigned solutions, and sales strategies consistent with projected growth rates.
• Accomplished assigned sales objectives by recruiting, selecting, orienting, training, sales force in assigned region; communicating revenue expectations; planning, monitoring, appraising, and reviewing.
• Put measures in place to determine successes and shape future plans and maintained clear communications for all sales activities with relevant departments/divisions.
• Created cooperative business plans with customers and partners and recommended action plans to address new business opportunities consistent with overall company strategy.
Highlights:
• Developed, delivered and managed world class service capability for different solutions (CRM, Web Portal) as a product in charge, drove market leading service proposition, usage, reliability, customer satisfaction and security.
• Recruited as Enterprise Application Specialist and crafted and upward growth curve, handling increasing responsibilities of managing Biometric Security “finger print” Product.
Key Products Handled:
• ERP (Macula, Microsoft dynamics GP and Microsoft dynamics Ax)
• CRM (Siebel, Microsoft dynamics CRM)
• Biometric finger print devises (Digital persona)
• SharePoint
• BI
• Retails solution “MS RMS, AX for retail
Key Responsibilities:
• Created, executed, and managed a continuous stream of marketing campaigns and programs to drive IT product interest, action, and purchase.
• Assumed responsibility for marketing, product development, direct sales, retail process and customer satisfaction.
• Promoted business development, business process re- engineering, profit maximization and meeting strategic objectives through effective technical presentations to the client.
• Devised strategies to mitigate risks encountered and reviewed business performance against established milestones, simultaneously ensured optimal resource utilization.
• Synchronized administrative and management support toward the production of cutting edge service & solutions in line with market situation to uncover business opportunities.
• Planned, executed Marketing & Sales plan, Pricing and Quotation as well as counter active strategies to offset competition and maintaining brand image, while ensuring overall client expectations are delivered at the point of sales.
• Reviewed and assimilated information pertaining to prospective scope for product innovation, prevalent competitor activities and market conditions, to optimize product sales, individual sales efficiency and account bases.
Other Professional Experiences:
• Jul 1999: 2 weeks, Training in Zajil Internet Service Provider Jeddah - Saudi Arabia.
•1998-2000: Maintenance In-charge, Wall Street Computer & Internet Center. Jordan-Amman
Course Content: • Microsoft Business Solutions CRM Installation and Configuration • Microsoft Business Solutions CRM Applications professional • Microsoft Business Solutions CRM Customization
Other Trainings & Certifications: • Jul 1996: Test Of English as Foreign Language (TOEFL), MACEE Kuala Lumpur, Malaysia • Nov 2000: Global Health Plane Sales and Marketing, World Care Office- Jeddah Saudi Arabia. • Aug 2005: Secrets Of Successful Sales Person- Microsoft Certified, Sales Professional Track. • Jul 2007: Microsoft Customer Relation Management Certified Consultant • Apr 2008 Microsoft Partner Academy Training -Microsoft Account planning for partner - MBS Business training - Annuity renewals) - Marketing for partner • Mar 2011 Effective Sales Manager –Riyadh