Soufiane Bouzid, Area Sales Director

Soufiane Bouzid

Area Sales Director

AspenTech ,Inc

Location
Bahrain - Manama
Education
Master's degree, ELECTRONICS
Experience
23 years, 9 months

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Work Experience

Total years of experience :23 years, 9 months

Area Sales Director at AspenTech ,Inc
  • My current job since July 2017

Manages, coaches and develops resources and enhances skills and competencies
• Participates in the development and leads execution of business strategy and initiatives and ensure quality delivery
and customer satisfaction
• Owns and manages Forecast and Budget process and provides leadership in the areas of productivity improvements
• Part of the Country Management Team
• Effectively allocates resources to opportunities and match skills to business needs
• Collaborates with Regional VP Sales in drafting an annual budget for the area and when approved implements,
monitors and achieves targets.
• Cooperates with Sales in Sales Force related account planning and in the monthly forecast assessment
• Maintains awareness of competitive strategies and activities, and market trends as well as their impact on local
business for AspenTech
• Provides guidance and direction to SAM’s under their responsibility to ensure that their responsibilities and duties are
performed as needed

Senior Sales Manager at AspenTech ,Inc
  • January 2014 to June 2014

Achieve license and sales against the revenue target (annually and quarterly)
• Maintain understanding of the given sectors and AspenTech value propositions for North Africa Region
• Develop pipeline and continuously mature & qualify opportunities in order to increase AspenTech ‘s market share and
to be enable achievement of sales target
• Monitor the progress of key customer transactions in the sales cycle to ensure AspenTech business processes and
procedures are followed
• Ensure use of Our CRM reporting tools in a quality & timely manner
• Monitor customers’ satisfaction with AspenTech, addressing any issues and promoting reference ability & building
effective working relationships with key executives
• Manage the accounts by providing feedback, leadership and motivation to other team in AspenTech
• Set objectives and review the performance of individuals and take action to ensure targets are met & recruit/induct new
team members as required
• Monitor and review plans, forecasts and sales activities and ensure corrective action is taken as necessary
• Reports to the Senior Sales Director of MENA region.
• Identifies opportunities for partnering with third parties who support the business strategy and provide added growth in
revenue and profit.
• Act as an ambassador for AspenTech with customers’ executives
• Identify and exploit marketing activities and campaigns that support achievement of targets
• Communicates throughout all functions and Report Market behavior to AspenTech Marketing
• Liaises between customers, field service, order processing and accounting to resolve status, production, delivery and
billing inquiries. Builds relationships with senior levels at key customers.

Regional Sales Manager at Honeywell Global Security .Algeri
  • United Arab Emirates
  • April 2010 to May 2011

Strong cultural understanding of the differences between the markets of each country in the region.
• Responsible for Sales Strategy and Business development for each country in the region as far different CCTV system,
Integration between Access control and intrusion.
• Responsible to collect the information about market size, clients, competition / price position and contribute to market
intelligence.
• Establish network channel for sales of CCTV and Intrusion system as product for distributors and System Integrator for
projects by country.
• Develop and manage operatively weekly rolling sales forecasts for each partner on each country in the region.
• Propose region sales volume, Customer plans and sales development as per the specificity of each country.
• Responsible for business development and growth opportunities, ensure quantity and quality development in the
assigned area (Business Blocks KPIs).
• Create greater brand awareness amongst end users in the different markets by working, both alone, and in conjunction
with partners sales teams, to generate sales.
• Negotiate and sign agreed budget with all official distributors and System Integrators by defining and communicating
objectives and policy to all partners by each country target.
• Manage the sales performance on weekly and monthly basis by customer and by country on regular basis to insure
implementation of building blocks.
• Ensure that all agreed reports are provided timely and accurately from the partners and the field to ensure accuracy,
(actual on stocks and sales, freshness and competition share for each country market).
• Share with marketing the local best practices result to be converted into sales stories for the total region.
• Regularly evaluate performance of the partners through joint visits and evaluate their achievement of the target for
each country and help their team on the sales performance.
• Enroll in sales-training program to improve the performance of the different partners also on sales skills on new
products and solution for CCTV, Access control Intrusion also the integration with all above and third-party system
• Conduct seminars for promotion of the product and solution for consultant, contractor and decision makers on each
country.

Senior Sales Manager at Schneider Electric Algeri
  • January 2009 to March 2010
Senior Sales Manager at Schneider Electric
  • Qatar
  • April 2006 to December 2008

Drive and manage a team of Senior Project Sales Engineers and Services Engineers by supervising weekly and
monthly activities, ensuring development of sales territory and maximize customer satisfaction through sales team.
• Conduct sales meetings and inform the sales force of new developments in product and policies. Advise sales team of
company sales target and achievement to make follow up in the field.
• Perform other assignments in support of the sales operations as requested by Country Manager
• Develop contacts and lobbying with end user, International Oil Company, Consultant and different Contractors.
• Manage prescription /prequalification: set up an aggressive prescription plan and participate actively in specification
phases of the project...
• Manage the TSOP (targeted Selection project) on monthly meeting with the team and create an action plan at the end
with a correction plan.
• Responsible to collect the information about market size, clients, competition / position/strategy and contribute to
market intelligence for Qatar and Bahrain
• Manage Customer and project Portfolio to size and allocate sales resources also depending on the sales goal and
sales effort per customer category.
• Monitor results and insure that all factors are in place to meet commercial efficiency objectives and customer
satisfaction.
• Contribute in close collaboration with country director to the definition of the country global commercial policy.
• Ensure the alignment between my Sales team, marketing team / Execution team.
• Responsible Perform other assignments in support of the sales operations as requested by Country Manager e for
resources management (Annual Appraisals, competency interviews, training program…

Senior Sales Manager at Schneider Electric Algeri
  • January 2002 to January 2006

Participate in the preparation of the annual sales budget for the Oil & Gas business (consultation and transaction
model) and recommends the sales tactics for accomplishing the objectives.
• Achieve sales target (top line) while caring about the margin (bottom line). And discuss with sales manager to cascade
sales target and set objectives for key customers.
• Participate actively in Prescription actions with major’s consultant/end user in Oil & Gas of the country
• Promote product and solution through presentation as per clients’ needs for technical support / seminar with local
• technical support /relevant business unit, by gathering clients for new product and solution.
• Implement presales analysis/selection of projects on TSOP basis, identifies the most effective access channels,
partners and possibilities of new tie-up
• Contribute in developing Schneider Electric positive image in the market, manage customer in professional manner,
develop loyal customer.
• Interact with marketing team and provide the market intelligence on equipment /product/ environment.
• Validate with local marketing team to launch new offers / solution.
• Manage the day to day work as such, face to face contact with customer, sites visit, customer quotation, sales
presentation and implementing the commercial strategy
• Ensure the follow up of the business plan with other sales engineers as team work
• Monitor the competition and analyze competitor’s action (strategy, marketing price and offer…). Perform competitive
analyses (strengths, weaknesses due the price and performance).
• Ensure that the customer needs are clearly understood and translated into the product development process.
SAFEWAY, US

Senior Instrument Engineer at Brown & Root - Condor
  • January 1996 to January 1997

Planning and tracking of instrumentation activities including requirements and specifications, electrical and mechanical
design activities, procurement, in-house fabrication, instrumentation system testing, A/C installations, and system
checkouts.
• Track and report Instrumentation cost and schedule performance.
• Pro-active written and verbal communication with various disciplines within and outside of the Instrumentation
Department, including the development and maintenance of status reports and risk mitigation plans.
• Serve as point of contact for customers Project Management inquiries.

Instrument & Control Engineer at Brown & Root - Condor
  • Algeria
  • January 1994 to January 1996

I did work on LAN-based SCADA system to perform remote configuration changes and manage historical meter
information, graphical displays, alarming and reports.
• Worked in various projects such water treatment, production and injection wells, direct line high pressure, oil and gas
separation project to develop product and solution specification
• Responsible for the details specification system design including distributed control system DCS, instrument
specification, system of transmit based on programmable logic control PLC, to manage and control in Oil & gas
platform, also control the emergency shutdown sequence and historical alarming.
• -Contribute on construction of quality of skids equipment at vendor sites (UK) before shipping to the field to make sure
was conformed to ISO requirement.

Sales Director at Schneider Electric
  • Saudi Arabia
  • to

( 2012-2014)
• Ensure Schneider Electric Product is included in Partners' Annual and Quarterly Business Plans .
• Set objectives and review the performance of individuals and take action to ensure targets are met & recruit/induct new
team members as required
• Work closely with Sales counterparts to drive the partner to quota attainment, with appropriate product blend
• Work closely with Channel Marketing to provide project and content coordination in support of partner-driven marketing
events
• Assess and monitor the business and technical service capability of the partner.
• Provide thorough and consistently accurate insight into the financial results and forecast of the partner’s investment in
selling Schneider Electric products and solution for all major account in different Market in KSA
• Develop strong senior-level relationships within partners in their territory and leverages those relationships to drive new
business through phone and on-site visits with VIP client such Aramco, Sabic etc..)
• Drive and lead continual training activities which articulate Schneider Electric strategic direction, product and
technology roadmaps, requisite sales skills, go-to-market planning, demand creation and monitor resellers progress
towards adherence to program requirements.
• Proactively and independently develop a plan for overall channel partner sales growth, including the recruitment and
certification of new value-added resellers in their territory
• Recruit new prospective partners by driving strategic conversations with senior leaders that address how Schneider
Electric can help them achieve their specific selling objectives and solve their customers’ specific challenges. Uses
specific examples and success stories that resonate with the partner.
• Manage the sales performance on weekly and monthly basis by customer and by country on regular basis to insure
implementation of building blocks.
• Responsible for resources management (Annual Appraisals, competency interviews, training program…under
Schneider Electric qualification and request
• Develop and maintain prospect and customer list based on strategic marketing data and other
sources for sales lead in our CRM system
• -Maintains and expands customer base by counseling district sales representatives; building and maintaining rapport
with key customers; identifying new customer opportunities.
• Preparing and completing action plans; implementing production, productivity, quality, and customer-service standards;
resolving problems; completing audits; identifying trends; determining regional sales system improvements;
implementing change.

Education

Master's degree, ELECTRONICS
  • at UNIVERSITY OF SCIENCES & TECHNOLOGY
  • August 1993

Electronics Engineer

Specialties & Skills

Channel
North Africa
Marketing
Security
BUDGETING
COMPETITIVE
MARKET PLANNING
MARKETING
OIL PAINTING
QUALITY
STRATEGIC
BUSINESS PLANS
CUSTOMER RELATIONS

Languages

English
Expert