GM Commercial
Alfa
Total years of experience :30 years, 6 Months
Manage the Marketing & Business Development departments by:
• Analyzing, selecting and introducing new market segments and current market potential (of current and prospected clients) for different agencies that Alfa represents in Egypt.
• Analyzing market strategic directions in terms of political, economical, socio-cultural, technological, environmental, and governmental Laws.
• Setting marketing strategies and related plans.
• Creating and directing the implementation of the marketing strategy for the company.
• Implementing “lead tracking” process on all marketing activities.
B. Manage the Sales department by:
• Analyzing competitors’ strategies (current & future) in terms of performance, product, price, distribution, promotion and customers.
• Setting sales plans and quotas for account executives, monitoring and evaluating performance and following up implementation and achievement.
• Providing leadership in day-to-day operations of the sales department, while maintaining focus on the company’s strategic goals.
• Analyzing sales statistics to determine business growth potential.
• Enforcing quality standards to maintain high level of customer satisfaction.
• Directing and developing the mega accounts sales in cooperation with the accounts manager.
• Resolving customer complaints and proposing solutions and system improvements.
C. Financial Management responsibilities:
• Accomplishing financial objectives by forecasting requirements; scheduling expenditures; analyzing variances.
• Controlling cash flow and searching for available investment opportunities.
• Preparing annual budget and reporting variances from the established budget, and the reasons for those variances and initiate corrective actions.
D. People Management responsibilities:
• Recruiting, selecting, training & coaching staff.
• Communicating job expectations, monitoring & evaluating performance.
• Develop team capabilities by assessing performance gaps and setting performance development plans for each team member.
• Conducting monthly and yearly performance appraisal.
• Preparation of applications to Qatari Ministries of Energy and Environment to obtain industrial & environmental licenses to the project.
• Attending client meetings for clarifications and requirements discussions.
• Scope of work preparation assistance.
• Preparation of factory components structure and layout.
• Market study parameters and targeted information to help client gain best output from KPMG report.
• Preparation of plot plan and estimation on machinery consumption and energy supplies from similar projects to help Enppi estimates the consultancy cost.
• Presentations to Enppi teams to explain the project outlines and project requirements.
Arrangements and accompanying an inspection trip to IPIC factory at Port Said industrial zone for Enppi project team.
• Handling start-up operations including office establishment, construction, furnishing, government affairs and regulatory.
• Handling start-up marketing and business development networking with consultants, contractors and major clients.
• Handled first exhibition existence in Doha from stand building to meeting clients.
• Responsible for all operations cash-flow and P&L.
• Handling company’s registration with major companies and organizations in Qatar for tenders and projects participation.
• Handling staff selection and hiring procedures.
• Handling the evaluation/negotiations of any commercial and/or financial agreements between the company and other commercial parties.
• Participating in all committees handling financial, commercial and/or legal matters with regard to the period of establishing the company, i.e. unfulfilled contracts, contractors’ claims, compensations, etc.
• Participating in establishing new contacts with banks/financial institutions to develop credit facilities to the company for the production working capital and new expansions in the manufacturing facility.
• Meeting clients from major oil and gas and EPC contracting companies in the region together with the executive management members.
• Responsible for reviewing, correcting and/or preparing contracts and agreements that regulate the relationships between JPIOS and its agents in UAE and abroad.
• Identifying and developing opportunities to improve commercial leverage and drive best practice across the Office.
• Ensuring resources are optimally deployed and opportunities for improved value and cost savings are promptly identified and acted upon.
• Supporting Supplier Relationship Management activity to ensure that best value is being delivered by strategic suppliers.
• Helping to ensure that long-term and strategic supplier relationships are established and maintained to the mutual benefit of the company and the supplier.
• Providing commercial assurance for work undertaken by other teams
• Approving procurement purchases and strategies up to their personal delegation limit.
- Created and implemented of sales strategy, policy, manual & relevant documentation.
- Participated in the creation and implementation of the company business plan, forecast and targets for sales department.
- Created and implemented new forms for approaching letters and documents, technical and commercial offers and follow up systems for all of our products.
- Handling and implementing the company’s agreement with INCOLEASE (International Co. for Leasing) to provide financing facilities to our customers.
- Participated in creating and handling a secondary market facility to sell our customers’ old buses to replace them with our new models.
- Participated in building a complete structure for the company’s web site with all titles, information, images and classification for the company’s information and products.
- Created and handled new brochures for the company products’.
- Handled designs and implementation for the company’s web site.
- Creating, handling and developing marketing campaign for the new products, including press coverage, releases, billboards, road shows, testimonials and other marketing activities.
- Developed mail shots to new customers to explore the market opportunities and acceptance to our new products.
Consultancy Role:
To meet such objective- of marketing an entire country- NZTE had established a large network of Market Consultants in a large number of countries. Those market consultants play a major role in providing the organization with the following:
- Availing/collecting market researches with respect to particular products and/or services specified/requested by a New Zealand company or organization.
- Sorting Short lists as well as recommending potential agents, representatives, business-partners and/or importers to work with the New Zealand companies.
- Organizing seminar, events, business missions and/or exhibitions’ for subject organizations and its clients from the New Zealand companies.
- Managing investigations on specific companies that are interested in establishing relationships with New Zealand companies.
- Providing consultancy & assistance for delegations market visits, transport/logistics, appointment agenda, escort and interpretation...
- This also cover any other assignments that could be required for promoting, marketing, handling and/or consultations required to develop business arrangements with New Zealand companies.
PERSONAL ASSIGNMENT:
I have been appointed as Egypt Market Consultant by New Zealand Trade & Enterprise since 1999. Ever Since, I have prepared a group of market studies and researches for New Zealand companies. Among which:
* Telecommunications Industry:
- TAIT Electronics Limited (Radio Systems Manufacturers) - New Zealand.
- Navman (TALON) Limited - New Zealand.
* Health Supplements & Pharmaceuticals Industry:
- Nutra-Life (Health Supplement Manufacturers) - New Zealand.
* Information Technology and E-Security Services:
- Co-Logic Ltd. - New Zealand.
* Electrical products:
- PDL Industries Ltd. - New Zealand.
* Automotive Industry:
- Proform Plastics - New Zealand.
* Defense Industry:
- Safe Defence Ltd. - New Zealand.
- Created and implemented sales strategy, plan, forecast and targets for sales team.
- Created and implemented new forms for approaching letters and documents, technical and commercial offers and follow up systems for all of our products.
- Created/Handled an agreement with CIS “Co-Operative Insurance Society” to cover all credit risks related to our sales contracts based on credit and/or leasing facilities.
- Participated in building a complete structure for the company’s web site with all titles, information, images and classification for the company’s information and products.
- Participated in producing new brochure for the company.
- Developed mail shots to old/new customers to strengthen company’s relationship with its customers and attract new ones.
- Created/handled new arrangements with several banks to facilitate our marketing work through their clients’ database. Facilities include mail shots and inserts with bank and credit cards statements’. Cash loans and retail programs to individuals and corporate to purchase sports and fitness equipment were included.
- Developed a long-term export contract for Egyptian handicrafts to USA.
- Created and developed new merchandises to be presented to our American customers.
- Developed and executing export transactions with its supplies, packaging & shipping.
- Handling all relations and procedures with the official authorities.
- Directly negotiated the acquisition of the Agency for Egypt with one of the world’s famous manufacturers in the field of coach and bus building VAN HOOL - Belgium.
- Prepared for VAN HOOL a full comprehensive market comparative survey with regards to our local market along with a series of cross comparative commercial, technical and product reports on the competition in our market.
- Developed and implemented financial packages and payment facilities to our customers jointly with KBC Bank - Belgium.
- Succeeded in offering one of the best financial arrangements in the field of coaches and buses in the region with 7.5 years payment facilities.
- Closed sales contracts with a volume of 6, 000, 000 EURO for VAN HOOL coaches during the start-up period of the agency.
- Set up after sales service agreement with one of the major service centers for our coaches.
- Created and implemented a complete database reflecting our status versus competition in terms of corresponding products, prices, and technical and after sales service.
- Prepared operations studies’ for the different usage methods for our coaches in the field of tourism industry for the local banks.
Agencies & Products:
- Radio Telecommunications Equipment (E.F. JOHNSON - YEASU).
- HUMMER 4x4 Vehicles.
- ATV (All Terrain Vehicles) & WATERCRAFT (ARCTIC CAT).
- FORD Commercial Vehicles (Authorized Distributor).
Responsibilities:
- Prepared market surveys versus competition for both technical and commercial components with objectives of proper pricing scheme and promotional issues.
- Built a complete database for all classes of customers and prepared computerized mailing system for the marketing, promotion and sales activities.
- Prepared technical studies for different communications projects.
- Prepared feasibility studies for the use of HUMMER in the Tourism and Cars Rental fields.
- Applied new modifications & design for HUMMER to adapt larger capacities.
- Handled/facilitated payment procedures between the USAID authority, local banks and customers.
- Created/Handled an agreement with most of the petroleum companies to provide different models of FORD to their employees through bank payment facilities.
- Achieved sales targets for each year. (Having the AM General Corp. President’s award for HUMMER Sales achievements - 1997).
Agencies & Products:
- BOSCH TELECOM - Germany (Switching Systems PABX).
- ITALTEL TELEMATICA - Italy (Switching Systems PABX).
- S.R Telecom - Canada (Point to Multi Point Microwave Radio).
- CASIO and OI ELECTRIC - Japan (Pagers).
- BP Solar - UK (British Petroleum - Solar Systems)
Responsibilities:
- Approached the international market in order to attract different agents and representation rights for the International Companies.
- Built a complete database reflecting our status versus competition in terms of corresponding products, prices, promotion, and technical and after sales service.
- Created a new market for the wide area paging systems as the in-house paging systems for hotels and resorts through a software interface and special hardware.
- Revitalized some of the unprofitable old agencies and representations with new approaches and sales efforts for the right market.
Graduation Project Grade: Excellent Graduation Grade: Fair