Distributor / Channel Manager – Middle East
Videojet Technologies Inc. (Danaher Company)
Total years of experience :23 years, 9 Months
Growth Market Share CGAR 08 - 10
2008 132% 25% 13%
2009 109% 27%
2010 115% 30%
2011 121% 34%
-Win key projects in the region against competitors:
o Makkah Water: 15 laser units, KSA
o Etisalat: 2 Graphics systems, UAE
o National Factory for Can Ends, Ltd (NAFCEL): 6 fiber laser units, KSA
o Future Cards: 1 Graphics system, UAE
o SABIC: 50 inkjet units, different plants, KSA
-Key Accounts:
Global Strategic Accounts
Nestle
Pepsi-Cola
Coca Cola
Johnson and Johnson
Henkel
Unilever
PepsiCo International
P&G
Mars
Key Accounts
Etisalat
Gulfar
Gulfar
Future Cards
Al-Marai
Aujan Industries
OEM’s
Moba
Tetrapack
Multivac
Krones
KHS
- Drive sales from 3.2M$ to 5.2M$ in 3 years.
- Positioned Videojet annual placement rate at the highest rate (39%) compared to competition.
- Developed a strategic and action plans for the region (by distributor / by country) to drive sales growth and market share over the next 3 years focusing on building sustainable and healthy growth (3 times the country GDP at least).
- Market Development Strategy:
o Market Penetration: maximized generated revenue from existing customers
o Market Extension: penetrated and developed new areas / countries
o New Products: successfully launched the new inkjet 1000 series.
o Diversification: penetrated and developed new verticals, key accounts and OEM’s.
- Implemented a retention and protection plan for our existing installed base through offering a Total Care Package. (Supplies and Parts sales raised by 20%)
- Developed existing channels using our Danaher Business System (DBS) tools in different management areas such as financial planning, strategic sales planning, change management and continuous improvement (Kaizan).
- Developed sales team’s skills through consultative sales trainings and doing sales visits to lead them by example.
- Developed a customized KPI’s and Sales Bowlers for deep monitoring and analyzing of the revenue growth / month / product family / product.
- Win key projects in the region against competitors:
o Dubai Airport, Terminal 3, Package Handling Area: 600 Axis IP cameras, UAE
o Al-Maktoum Airport: 300 Axis IP cameras, UAE
o Dubai Holdings, Data Centers: 100 Axis IP cameras, Access Control (HID and Bioscrypt), Milestone Software
o Dubai World Ports: 200 Axis IP cameras, Access Control (HID and Bioscrypt), Milestone Software, UAE
o GHQ: 250 Axis IP cameras, Access Control (HID and Bioscrypt), Milestone Software, UAE
o Injazat Data Systems, Date Center: 100 Axis IP cameras, Access Control (HID and Bioscrypt), Milestone Software
o ADNOC Petrol Stations: 400 Axis IP cameras, Milestone Software, UAE
o King Fahad Military College: 800 Axis IP cameras, Access Control (HID and Bioscrypt), Milestone Software, KSA
o ARAMCO: 150 Axis IP cameras, Access Control (HID and Bioscrypt), Milestone Software, KSA
o Ministry of Finance: 250 Axis IP cameras, Access Control (HID and Bioscrypt), Milestone Software, KSA
- Key Accounts:
Honeywell
Tyco
Castle Co
Group 4
Siemens
TransGuard
Middle East Data Systems (MDS)
Alghanim Industries
Gulf Business Machines -GBM
Johnson Controls
Citytec
NASCO
Al-Alamiah
Foss
Site Technology
International Security Systems
Nets
Consolidated Gulf
Emirates Computers
Atlas Telecom
Saudi Business Machines
DLI
Alpha Data
CNS
- Drive sales from 2.5M$ to 4.1M$ in 1 year.
- Launched Axis Communications, Milestone and S2 Security partnership program.
- Registered successfully more than 30 active, trained and certified partners who generates an annual revenue of 2.5M$.
- Supervise and participate in the engineering, costing, pricing, quoting, following up, negotiating and closing sales of products with existing, new and targeted customers in assigned territories.
- Developing and implementing initiatives and campaigns (customer events, press interviews, etc) in order to raise awareness and maximize profitable business.
Growth Market Share
2005 168% 20%
2006 200% 35%
2007 164% 40%
- Win key projects against competitors:
o National Health Insurance Company (Daman): more than 100 card printers, 2M pre-printed cards, annual volume of 5M AED.
Government
Ministry of Interior
Ministry of Defense
Abu Dhabi Police
Abu Dhabi Municipality
Ministry of Higher Education
Etihad Airways
Banking and Financial
Abu Dhabi Islamic Bank
National Bank of Abu Dhabi
Insurance
ADNIC
Alico
Al-Khazna Insurance
Al-Dhafra Insurance
Educational
Higher Colleges of Technology (HCT)
Abu Dhabi University
Ajman University
Emirates National School
Oil and Gas
ADMA-OPCO
ADGAS
- Drive sales from 1M AED to 5.5M$ in 3 years.
- Positioned DIS annual placement rate at the highest rate (35%) compared to competition.
- Developed a strategic and action plans for Abu Dhabi Market to drive sales growth and market share focusing on building sustainable and healthy growth.
- Implemented a retention and protection plan for our existing installed base through offering annual contracts which includes supplies and services.
- Doing sales calls based on consultative sales approach.
- Manage the sales cycle from lead generation until deal closing.
- Analyzing clients’ needs, coordinating with our technical team to customize a tailor-made solutions, where customers can get the maximum benefits out of their
investment, and us keeping a very good profit’s margins.
- Preparing proposals; focusing on the consultative approach; including executive summary, commercial conditions, and implementation schedules.
- Integrates training solutions into all aspects of client’s business.
- Delivering various training courses in building, configuring and administering networks (LAN’s and WAN’s).
- Delivering various training courses in networks security (LAN’s and WAN’s).
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