Senior Manager - Sales Planning, Product MGT, Ordering Pricing & Business Intelligence
Mercedes-benz - Kuwait
مجموع سنوات الخبرة :19 years, 0 أشهر
Key Responsibilities:
Achieve manufacturer purchase target, Product Management/Ordering, Sales Planning & Pricing. Provide Business Intelligence reporting to support management strategic decision-making process.
-PRODUCT MANAGEMENT & SALES PLANNING: PASSENGERS CARS - ICE & ELECTRIC VEHICLES
-BUSINESS INTELLIGENCE DASHBOARDS
-ANALYTICS - SALES, PRODUCT & CUSTOMER SEGMENATION
-PRODUCT PRICING & COMPETITOR PRICE EQUALIZATION
-MARKET INTELLIGENCE:
-DASHBOARDS REPORTING:
-TABLEAU BI DEVELOPMENT SUPPORT
-MERCEDES-BENZ AG HQ/REGIONAL OFFICE:
-PEOPLE MGT AND LEADING TEAM
MARKET & COMPETITOR ANALYSIS AND BUSINESS INTELLIGENCE REPORTING
• Presented projections & Intelligence reports on: Market share & Product & Competitors based on market
• Reported Competitor’s Intelligence: on Product offers & Competitors Media frequency & Expense
PRODUCT & CUSTOMER RELATED ANALYSIS
• Conduct pre-product launch analysis & Apple-to-Apple Comparison with competitors seasonally
• Product Pricing Dashboard & analyzed and reported on key model/variant fast moving based on P-U-T
• Product wise customer segmentation analyzed and design product packages
COMPETITOR PRICING /MYSTERY SHOPPING DATA MANAGEMENT
• Designed & directed local agency in the periodical collection & reporting of Mystery shopping (competitor) data
BUSINESS PROCESS PLANNING & IMPLEMENTATION:
• Responsible in designing Business Process & Implementation in CRM, Ordering & Business Intelligence Reporting
DASHBOARDS/VISUALIZATION TEMPLATES - QLIKVIEW
• Designed dashboard for Daily & Periodical reporting of PC Ordering, Vehicle Order details, CRM, Sales & Used Cars
• Supported IT Department in developing & Implementation of BI Applications - QlikView across the organization.
CRM (CUSTOMER RELATION MANAGEMENT)
• CRM Business process planning & Operation to achieve CRM related CSI target/scores.
• Supported, Trained & Managed CRM Team in Sales & After Sales Follow up & to achieve CRM Goals/Objectives
-PEOPLE MGT AND LEADING TEAM
Business Analysis & Intelligence Reporting: Mercedes-Benz Sales & Marketing (Commercial) Operations
In support of Strategic decision making for Top Management, to improve Sales, Marketing & operational performances & to achieve Sales target & 2020 Strategy, Also responsible in providing key Business Intelligence data & reports, KPI & Business process improvements.
MARKET INTELLIGENCE & STATISTICS:
• Market Share: Analyze Market Share of Mercedes-Benz & its competitive brands in Kuwait
• Media Analyze: Report on MB & competitors Advertisement spend & Frequency in various channels
• Product: Competitors comparative product Analysis specification, Prices & offers
• Social Media: Report on Social media engagement of Mercedes-Benz in Kuwait & its competitor brands
PRODUCT MANAGEMENT (MERCEDES-BENZ CLASS/VARIANTS):
• Conduct pre-product launch analysis & Apple-to-Apple Comparison with competitors seasonally
• Product Pricing Dashboard & analysed and reported on key model/variant fast moving & profitable one
• Ensure product segmentation & Ensure planning of market-oriented product mix for vehicle ordering
CUSTOMER SEGMENTATION & CRM DATA MANAGEMENT
• Customer segmentation done for product positioning & customer profile created based on products
• Responsible & Lead CRM executives in completion of the Customer information in autoline system
SALES FUNNEL & DETAILED SALES ANALYSIS (PERIODICAL & ADHOC):
• Designed Sales funnel to report on daily sales Vs. targets & measure sales consultants performance
• Periodical & Adhoc detailed sales Analysis by Models/Variants, trends comparison with previous year
MARKETING EFFECTIVENESS & EXPENSE REPORTING:
• Provide marketing expense reporting by campaign, departments & by products Analysis
• Measure campaign effectiveness for future decision making in SOB & ROI in campaigns
BUSINESS PROCESS:
on Sales Operations, provided recommendations to improve KPI’s & performance
CUSTOMER SERVICE INDEX:
Identify areas of poor index, address, Note the plan of action
SALES LEADS REPORT:
Provide reports and list of prospect customer after post marketing events for Sales leads
CUSTOMER MAPPING:
MAP customers by location on sales for effective Marketing campaign
DESIGN DASHBOARDS & DATA VISUALIZATION TEMPLATES:
For every day & periodical reporting e.g. Daily Traffic
STOCK AGING ANALYSIS:
Report on aged stocks by Mercedes-Benz models/variants for Marketing Planning
AIRLINE OPERATIONAL SUPPORT & MGT REPORTING- (FLIGHT OPS & GND OPS, ENGINEERING & COMMERCIAL)
* Support & liaise overall Operations management departments in providing the best premium Airlines services
BUSINESS ANALYSIS -BUSINESS INTELLIGENCE& KPI /PERFORMANCE REPORTING
* Extracted from Business intelligence systems, Analyzed & reported to TOP MGT for Key Decision making
* Analyzed & Reported: ADHOC & Periodical Reporting on all KPI/Performances to Top MGT
* Analyzed& produced Comparison reports operationally & financially on Performance Vs Set KPI/Budgets
* Performed Various Adhoc Analysis for CEO, COO, CCO, & CFO on operations for decision making process
ADHOC, PERIODICAL & DAILY REPORTS RELATED:
* Aircraft Utilizations reports*Various Passenger statistics - Outbound& Inbound trends by destinations*No Show & Go Show& the forecast trends*Cargo Reports by destinations*Crew Utilizations Reporting *On time Performance - Departure& Arrival*Catering - Meal Wastage Analysis
FUEL ANALYSIS: Fuel Analysis & Reporting on Fuel Budget, Planned, consumed & transgressed
SUPPLIER COMPARATIVE ANALYSIS: selection of suppliers by cost effectiveness & service coverage for MGT decision
APPLE-TO-APPLE ANALYSIS: “A-A” analysis on AC Engineering services provides for MGT decision
BUSINESS PERFORMANCES: Analysis using GAP, ISHIKAWA & Meet Department heads Highlighting trends
COMPETITOR & MARKET SHARE ANALYSIS: Provide analysed data on Market share on all Airlines on Passenger load
AIRLINE INFORMATION SYSTEM:
*Trained Line staffs in timely recording& submission of operational data
*Liaise with I.T Heads in developing MIS SharePoint for efficient DATA MGT reporting
BUDGETED FORECAST& PLANNING:
Planned, Analysed & Budget on all Operations, Engineering & Fuel on Actual/contractual expense
SERVICES MANAGEMENT: Analysed/Reported on All Guest/Customer Service reports, Feedbacks to improve services
BUSINESS ANALSYSIS-PLANNING AND OPERATIONS MGT - ELECTRONICS SALES CONTRACT AND TRANSPORTATION:
*Designed/Executed Business Analysis and Planning in line with Business Development /organizational goals
*Responsible in Organising, Planning, Coordinating & Implementing efficient operational procedures & policies
MANAGEMENT REPORTING: BUSINESS PERFORMANCE AND IMPROVEMENT:
*Prepared Adhoc & Periodical KPI Reports to Management on Operations, Marketing, Sales, Service MGT
*Conducted Performance Analysis: Gap analysis, Fish- bone diagrams and made required Process Flow Changes
MARKETING AND PROCUREMENT ANALYSIS:
*Researched and analysed market demands and identified on prospective line of products for sale/profitability
*Marketing Analysis performed such as: SWOT Analysis, Sales, Service, Product demand Pricing and Promotions
*Analysis on Suppliers: cost effective & Supply/demand ratio to meet Market demands to increase sales revenue
PEOPLE MGT AND LEADING TEAM: Hired, Trained, Work Distribution, Performance Appraisal & Motivating team
BUDGETING: Analysed operative financial requirements & ensured operations within budget & profitability
Key position providing 360° best of Logistic services of Food items to US ARMY on contract worth 2 Billion/Per year
BUSINESS ANALYSIS, BUSINESS INTELLIGENCE AND MGT REPORTING
* Extracted from Business intelligence systems, Analyzed & reported to TOP MGT for Key Decision making
* Analyzed/Reported on all KPI/Operational performance for all departments to monitor/betterment service levels
* Prepared Reports/Presentations-ADHOC, Monthly & Weekly on all KPI*s and Reported To Top MGT & DSCP
BUSINESS PERFORMANCE/PROCESS IMPROVEMENTS AND BUSINESS ANALYSIS:
* Analyzed/Designed Business Process flow focused on best services to customer from sales -Delivery/Invoice
* Performance analyzed: Gap Analysis/ Pareto analysis /Fish-bone diagrams and improved overall Business process
OPERATIONS AND BUSINESS SUPPORT IN LOGISTICS AND DISTRIBUTION SERVICES:
* Provided 360 degree approach in Services to Customers from Sales to 100% successful delivery of ordered items
* Designed Operational Process flow focused on best services to customer from Ordering -Delivery
CUSTOMER SERVICE AND RELATIONSHIP MANAGEMENT, TRAINING AND KNOWLEDGE BASE DEVELOPMENT:
* Periodical training to 20 Sales /Service Reps on Process, Procedures, Services /Response on Feedback/issues
* Developed Knowledge-base for information sharing on Process, Training materials- Documents and Presentations
LIAISED WITH WAREHOUSE, TRANSPORTATION, PROCUREMENT, QUALITY ASSURANCE AND PROCUREMENT:
* Coordinated with Internal departments on Operational performances and improvement in Services to Customers
* Performed various ADHOC Analysis for internal departments in includes Demand, Supply, Procurement & Sales
ACHIEVEMENTS: Customer Satisfaction: Excellent (2005 & 2006), Successful Delivery 80%(2004), 99.9%(2005 & 2006)
SPECIALISED IN MARKETING
