Sales Director/Country Manager Egypt, North Africa
Beon-IT
Total years of experience :22 years, 0 Months
• Focus on industry-specific solutions such as SAP Financials, Oil & Gas and Public Sector, Banking we also have deep knowledge in cross-industry applications (SAP BW/BO, SAP PI, SAP S4Hana, Sybase, IFRS9, IFRS15, Ariba, CRM),
Above all, we understand that our success is dependent on the success of SAP solutions in meeting the client’s business requirements.
• Strategic:
• Prepare annual sales plan and budget for SAP products in order to present and develop business opportunities on the market.
• Monitor implementation of the annual sales performance against budgeted figures and take corrective measures as appropriate.
• Recommend annual marketing and sales strategy, such as pricing, stock levels, product portfolio, launching events, and participation in local and international conferences/events based on actual business needs and within the agreed budget.
• Develop and strengthen the relationship with the clients.
• Operational:
• Identify potential clients, decision makers within the client organization, build and maintain relationship with them.
• Present new SAP products, services and enhance existing relationships in order to promote the products.
• Ensure customer prospecting database is constantly updated and maintained.
• Identify and assign performance targets in terms of sales revenue, customer satisfaction index (CSI), product category.
• Attend industry functions such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to develop new services, products, and distribution channels.
• Attend to and resolve escalated customer complaints and represent the business unit at senior level within the customer base to ensure its image is maintained and enhanced, develop customer base and generate business.
• Review presentations, demos, and other sales aids of SAP products in order to present the products to the customers.
• Monitor changes in the market situation and legislative requirements, competition, customer
feedback, report to management and recommend or implement action to meet changing circumstances as required.
• Monitor and report on sales activities and performance and take corrective measures as necessary.
• Focus on industry specific solutions such as SAP Financials, Oil & Gas and Public Sector, we also have deep knowledge in cross industry applications (SAP BW/BO, SAP PI, SAP ERP and SAP CRM).
Above all, we understand that our success is dependent on the success of SAP solutions in meeting the client’s business requirements.
• Creating & managing Sales opportunities for various SAP Products & Services Developing Countries under my responsibility to position TYCONZ as a Market Leader in Kuwait
• Initiating sales cycle, managing the first contact with prospect through: cold calls, emails, seminars…
• Gathering prospect requirements & feeding them into the pipeline
• Maintaining the sales pipeline
• Conducting cold calls and setting initial meetings with prospect
• Demonstrating the solution with the support of pre-sales creating proposals
• Managing negotiations with the prospect, finalizing deals & handover to delivery achieving preset sales targets.
• Collaboration and teamwork with Pre-sales for demonstration
• Assisting Delivery team in understanding customer’s requirements
• Interaction with customer throughout the sales cycle
• Weekly reporting to management on sales activities for previous week
• Attend and present sales forecasting calls
• Properly maintain CRM Solutions with all prospects details, across all phases
Determines annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.
Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
Implements national sales programs by developing field sales action plans.
Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
Completes national sales operational requirements by scheduling and assigning employees; following up on work results.
Maintains national sales staff by recruiting, selecting, orienting, and training employees.
Maintains national sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.
Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
Contributes to team effort by accomplishing related results as needed.
Proposed a business plan for Egypt and KSA in cooperation with the CEO.
Handle and manage all sales activities in EGY, KSA & Qatar.
Pipeline creation and management.
Generate new leads and convert it to customers.
Sales forecasting in accordance with the targeted sectors and markets.
Develop the business in new markets i.e KSA & Qatar.
Handle key accounts and large enterprises opportunities
present the company profile and the solution overview.
Evaluate and motivate the sales teams to achieve the targets.
Creating and managing the KPI’s of the sales team.
Direct reporting to the CEO
Led Board of Directors Discussions, Vision and Strategic Goals.
Led teams of 34 sales professionals
Suggested, documented and implemented new policies
Restructured sales departments by channel and segment to achieve strategic growth opportunities
Reviewed & approved monthly management reports, MIS reporting, budget variances, monthly reconciliations
Negotiated and arranged for Banking Finance Facilities, LG, LC, Structured Loans, and Overdrafts
& Refinancing.
Held monthly sales department meetings to analyze measure and monitor the performance.
Aligned sales and finance team to improve collections. Improved inventory accuracy and reduced obsolete stock
Improved sales & marketing, service level and integrated daily KPI, executive dash board monitoring
Reduced annual interest expense, utilization and debt structure.
Responsible for monitoring profitability.
Led teams of 12 sales professionals in ( HP, DELL, Microsoft, ….)
Involved in the daily overseeing.
Organizing and maintaining the business plan.
Analyzing sales reports and preparing financials quotations and accounting information and reports for senior managers and directors and proposing recommendations.
When necessary liaising with banks and other financial institutions.
Supervising staff and trainee the new sales.
Instrumental in helping to turn around a loss making department.
Involved in re-negotiating major agreements.
Communicating with external outsourcing partners to implement improvements to accounting practices.
Holding monthly meetings to review overhead reports with departmental heads.
In charge of feasibility studies on potential company investments.
Involved in the preparation of budgets and monitoring the companies’ profit and loss.
Regular monitoring of the companies business way.
Handling government accounts & Banks, Oil & Gas, ..
Identified and suggested best practices to clients
Led large & complex multinational solutions
Initiated recommendations to top-level management, resulting in improved sales targets.
Business management
Information system / Software solution