Sales and Operations Management - HPEN & Aruba
Logicom FZE
Total years of experience :13 years, 11 Months
Managing HPE Networking and Aruba business for Logicom Distribution in the Middle East Region.
KEY RESPONSIBILITIES:
1. Managing Sales for HPE Networking and Aruba Products across the region.
2. Focus on developing business relationship with partners in the MEA region.
3. Designing accurate solution to meet customer requirements and secure key discounts.
4. Increasing channel breadth by targeting new partners in the region.
5. Working with Proximity Partners to achieve business growth.
6. Assisting key partners in achieving HPE partnership to increase business and HPEN channel breadth.
6. Organizing techno-commercial events/training sessions to update partners’ skills and improve market positioning.
7. Supporting key partners obtain technical support in form of Demo Kits, POCs for End Users.
8. Organize regular partner meetings to identify and review new opportunities and resolve any pending issues.
9. Achieving HPE Sell-in targets by optimizing Promo Sell-out and accurate detailed market forecasting.
10. Supporting respective Country Managers to develop relationships with new partners and promote HP Networking.
11. Identifying and closing opportunities for HPEN against the Vendor Competition: Cisco, Alcatel Lucent, Avaya.
12. Managing Business Operations: Internal Sell-In and Sell-Out Processes, Analysis and Reporting, Order Escalations, Tracking Incoming and Outgoing Shipments, Managing Inventory, New Partner Signup, Invoicing and Delivery, Credit Note, Post-Sales Support and Documentations.
13. Ensuring high degree of customer service by facilitating support from finance and internal operations team.
ACHIEVEMENTS:
1. Successfully achieved growth for the HPEN Business for HPE and Logicom.
2. Achieved highest channel breadth for the HPEN Business across the region for the year 14-15.
3. Successfully converted various opportunities from competitors (mainly Cisco) to HPEN.
Managing Business Operations, Analysis and Reporting for Vendors: HP, VMware and Oracle/Sun and SAP Testing, Training and Implementation across Avnet Middle East and Africa (MEA).
KEY RESPONSIBILITIES:
1. Managing business relationship with clients in the MEA region and ensuring high degree of customer service and satisfaction.
2. Managing operations management in all aspects of the company: Company Registration, Negotiating Shipping Contracts, Warehouse Setup.
3. Sales Order Operations Management for HP, Oracle/Sun, and VMware products.
4. Managing Logistics, Warehouse/Supply Chain Functions/Team: Import/Export operations, Inventory management, Shipping Documentations, COO, LC/SASO/ Bureau Veritas Certificates, Sales and Operations Planning (SOP).
5. Control and Implementation of US Export Compliance Laws, Customs and FZ Regulations for MEA.
6. Establishing Operational Procedures and Control and assisting Sales and Finance Teams.
7. Supporting Marketing functions locally for Management Team based in Europe.
8. Managing and developing vendor/supplier relationship, planning and execution of all marketing activities.
9. Backup Support for Operations Director to manage all Business Operations for Avnet Middle East and Africa.
10. Reporting and Analysis of Business Performance, Inventory, Sales Forecasting and Vendor Rebates and Compensations.
ACHIEVEMENTS:
1. Successfully directed business towards achievement of revenue target for the fiscal year 12-13.
2. Contributing business growth by setting up new vendor: VMWare in the year 2012
3. Set up of the new regional warehouses, outside UAE, reducing business operational costs by 1% and improving delivery lead time by 2 weeks.
4. Led the team in testing, implementation and training of SAP system for Middle East and Africa.
Managed Sales Operations and Reporting for Symantec and Norton Distribution in Middle East-North Africa (MENA) region.
KEY RESPONSIBILITIES:
1. Managing vendor relationships as well as deal submission and issue resolution with the vendor teams.
2. Resolution of Credit Issues, Invoicing and Delivery and Post-Sales Issues and ensuring customer satisfaction.
3. Managing Pre-Sales and Post-Sales Documentations to ensure official and legal compliance.
4. Supervising warehouse and logistics for various local and international hardware shipments.
5. Reporting and Analysis of Business Performance for the Management Team.
6. Managing Marketing, Advertisement and Customer Incentive programs with Business Unit Head.
ACHIEVEMENTS:
1. Maintained best performance for the business unit during fiscal 10-11, 11-12, among all divisions.
2. Secured key vendor discounts for various deals to contribute high rate of business growth for the Symantec SMB division.
3. Achieved high customer service satisfaction ratings through best deal pricing and discounting schemes among all the competitors.
4. Maintained the organization’s top position, with highest market share in the region, for Symantec and Norton Products.
Major Field of Study: International Banking and Finance Minor Field of Study: Marketing Management ACADEMIC PROJECTS: 1. Submitted Research Study on UAE Real Estate Market to HEC Montreal 2. Analyzed the role of CDOs and Cov-lite Loans in initiating the Global Financial Crisis 2007-08 3. Studied the Project Finance Structure implemented in the completion of Airbus A3XX Project, 4. Performed a comparative analysis for marketing strategies followed by Etisalat and Du across Middle East. 5. Performed basic financial analysis for Apple Inc. 6. Recreated the role of Portfolio Manager and submitted research study for Global S&P 500 Companies. INTERNSHIPS: 1. Worked as Marketing Intern with Seven Seas Computers to enhance market potential for Momentohs System. 2. Submitted a research study on commodities future market with Unicon Comm. Pvt Ltd, India. 3. Managed marketing research project for Al Seer Group to compare Food Product Brands across UAE. (Open)6 recommendations, including:
ACADEMIC PROJECTS and INTERNSHIPS 1. Introduced and Developed Web-based Student Information Management System for the College. 2. Led the college team for GoAlive Challenge by Microsoft Corporation (India) Limited to develop college website of Microsoft Web Platform. 3. Participated as IT Trainee at Motherson-Sumi Systems Limited, Noida (India) for the project: "Deviation Request". 4. Participated in Campus Connect Program conducted by Infosys Technologies Limited, Bangalore (India).