Regional Sales Manager
Penta-b
مجموع سنوات الخبرة :20 years, 4 أشهر
• Responsible for the whole sales activities throughout company sales & business development teams across MENA countries
• Maximizing profitable company sales revenue by proactively identifying, qualifying and closing new business, whilst working closely with the existing partners base to exceed sales quota
• Schedule activity around renewal and strategic account management, with a strong focus on new business acquisition
• Propel business team to generate market studies and identify customer’s pain to create business cases for vary industries in both public and private sectors
• Manage / develop / maintain strong relationships with the customers, sales team and end-user customers for continued business growth; especially with the stakeholders and decision makers, ensured by their references and customer satisfaction level
• Accountability for driving revenue growth across the business line to meet or exceed expectations, including identification of revenue drivers and matrices to focus on increasing account volume, profit and penetration
• Create, build, and nurture customer relationships for assigned accounts
• Conduct presentations and demonstrate demos for key users, stakeholders or decision makers
• Managing the assigned major accounts comprehensively: Sales, Support and Development
• Forecasts strategic business plans for the division matching company business goals according to the market dynamic growth stages
• Establishes sales objectives by creating a sales quota for districts in support of national objectives
• Identify and qualify opportunities, execute account strategies to generate product, service and Projects revenue
• Pursue professional and personal development to ensure adequate knowledge of the markets and industries
• Travel regularly within defined territory to ensure sales objectives are exceeded
• Develops detailed proposals, negotiating contracts and proactively close business cycles in a timely manner
• Prepare for POC to potential opportunities based on the most pain requires to enhance business processes and meet their business needs
• Keeps management current on status and performance through regular communications
• Key Achievements 2014 - 2016
- Saudi Arabia Strategic partners:
1. Riyadh municipality
2. Jeddah Municipality
3. Mekkah Municipality
4. Al Ehsa Municipality
5. Tathleeth Municipality
6. Ahad Rofayda Municipality
7. Hejj Ministry
- UAE Strategic Partners:
1. abu dhabi police traffic department
2. Etisalat Sub-contracted through Tatweer Co.
- Egypt Strategic Partners:
1. EGSDI (The Egyptian National SDI)
2. The Ministry of Planning
3. The Egyptian Post
4. The Ministry of Local Development
5. Ministry of Commerce and Industry
6. Ministry of Tourism
7. Ministry of Antiquities
8. Drug Control Authority
• Build/create sales strategy though a professional business plan based on the current situation and business analysis
• Enhances staff accomplishments and competence by planning delivery of solutions; answering procedural questions for less experienced team members; teaching improved processes; mentoring team members
• Responsible for obtaining profitable results through the sales team by developing the team through motivation, counseling, skills development and product knowledge development
• Create strategic business plans for the division matching company business goals according to the market dynamic growth stages
• Validate the implementation process of the strategic plan and maintain the deviations to reach the standard
• Establishes sales objectives by creating a sales plan and quota for districts in support of national objectives
• Help enterprises to implement the most suitable application with the best relevant databases to run their automation system efficiently based on the international best practice
• Maintains national sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results
• Link between interdepartmental resources and distribute tasks according to the available opportunities
• Maintains and expands customer base by counseling district sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities to position the value of SAP's Solutions and Services as supported by ROI, business case development, references, and supporting analyst data
• Identify and qualify opportunities, execute account strategies to generate product, service and training revenue
• Manage / develop / maintain strong relationships with the partners, Sales teams and end-user customers for continued business growth; especially with the C-Levels (CEO, CFO, CIO and COO), ensured by their references and customer satisfaction level
• Create, build, and nurture customer relationships for assigned accounts
• Professional management of opportunities and bids, as well as account plans together with account responsible from license sales
• Assemble, prepare, and manage the Virtual Account Team consisting of Solution Consultant, Customer Engagement Managers and other relevant roles so that SAP's solutions are well positioned in the account
• Managing the assigned major accounts comprehensively: Sales, Support, and Development
• Monitors competition by gathering current marketplace information on pricing, new products, delivery schedules, merchandising techniques, etc.
• Participate in a team-selling environment, typically working with one or more senior Account Managers on assigned named accounts; Major Key Performance Indicator (KPI)
• Pursue professional and personal development to ensure adequate knowledge of the markets and industries SAP serves as well as the products and services SAP provides
• Recruiting, training and general development for all levels of sales force in the assigned territory
• Keeps management current on status and performance through regular communication
• Define coverage strategy and an action plan in alignment with the account team
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
• Accomplishes sales and organization mission by completing related results as needed
• Key Achievements 2013 - 2014
- ASCOM SAP ERP Fixing (Mining - Egypt)
- Royal Ceramic SAP ERP Fixing (Manufacturing & Retail - Egypt)
- Egypt Air Holding SAP ERP implementation and license (Manufacturing & Retail - Egypt)
- El Sallab Ceramic SAP ERP Implementation (Trading)
- Zeina Group SAP ERP Implementation and License (Manufacturing, Retail & Trading)
• Sells products by maintaining and expanding customer base
• Services existing accounts, obtains orders, and establishes new accounts by planning and organizing daily work schedule to call on existing or potential sales customers
• Execute effective prospecting efforts to maximize coverage of defined accounts and generate new opportunities
• Drive proactive outbound calls activity into net new contacts
• Act as a single point of contact for partner-led sales activities
• Identifies business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales options
• Create strategic business plan for the division matching company Business Goals
• Create sales strategy though various lines of business based on the volatility of the targeted territories
• Maintain a good relationships with customers
• Supports/help coworkers and enthusiasm to be eager to learn more from them
• Recommends changes in products, service, and policy by evaluating results and competitive developments
• Submits orders by referring to Group Policy Administration (GPA) department and product literature
• Developing new accounts and growing current company portfolio with professional sales approach
• Keeps management informed by submitting activity and results reports, such as daily call/meetings report, weekly work plans, and monthly and annual territory analyses with accuracy and on time
• Resolves customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management in an efficient and expedient manner
• Key achievements 2012 - 2013:
- Haidylena (Group Life Insurance “GLI” of 2000 Employees with 124, 572.56 EGP Annual Premiums)
- El Tayseer Hospital (Group Life Insurance “GLI” of 600 Employees with 86, 610 EGP Annual Premiums)
- Global Brands (Group Retirement Plan “GRP” of 417 Employees with 902, 400 EGP Annual Premiums)
- Egypt Bakery Stores (Group Life Insurance “GLI” of 74 Employees with 16, 640.48 EGP & “GRP” with 133, 200 EGP Annual Premiums)
- SETTEC (Group Life Insurance of 22 Employees with 7, 746.88 EGP Annual Premiums)
- First Microfinance foundation (GLI of 350 EE with 160, 585 EGP & ERBP 1, 240, 547 EGP as an annual premiums)
- ASEC Group (GLI of 9, 600 Employees with 1, 950, 000 EGP as an annual premiums)
• Identify the market research on a wide range of industries and provide industries that have traffic with an appropriate exposure in the right place and the right time
• Assist Operations Manager in grievance handling and disciplinary actions
• Manage, develop and motivate staff to increase sales and improve efficiency
• Helping co-workers on learning their job and how to get their deals closed
• Project managing the redevelopment of the retail sales strategy across the US market with the ultimate aim of facilitating business performance improvements
• Responsible for the sales force
• Working with online advertising solutions
• Managing Business leads
• Introducing a range of B2B and B2C services and facilitating the provision of 24-hour service by business partnership in conjunction with an external agency
• Supervising the operations “Sales, Recharge, Customer service…etc.”
• Prepares and demonstrates presentations
• Establishing and maintaining working relationships
• Setting up call center support teams and claims handlers
• Develop business plans and sales strategies for the market that ensures attainment of company sales goals and profitability
• Responsible for the management and maintenance of customers’ accounts
• Providing management with market feedback
• Motivate and compete teams to get the maximum of each team-member performance
• Providing and report management on daily basses with the operation reports and employees attendance
• Play an important role in the sales channel for whether B2B and B2C as a telesales rep.
• Drive outbound overseas calls
• Main duties are to interest buyers and purchasing agents in their companies merchandise or services and to address clients’ questions and concerns
• Demonstrate company products and advise clients on how using these products that can reduce costs or increase revenue
• Help co-workers to close deals and get buyers more interesting
• Maintain customers relationship
• Keeps management current on status and performance through regular communication