Sales Manager - MENA
Allnex
Total years of experience :22 years, 10 Months
Leading the Dubai branch with a focus on MENA sales operations, I'm committed to driving strategic growth, meeting annual targets in both margin and volume. My expertise spans beyond sales execution to cultivating lasting client relationships. Proficient in optimizing partner selection and rigorously evaluating sales channel performance, I ensure a comprehensive alignment of sales strategies with business objectives, fostering sustainable growth and maximizing outcomes.
As a pivotal member of the senior management team, I led and orchestrated company-wide sales activities, playing a direct role in achieving annual top-line objectives. Spearheading impactful sales initiatives, I crafted and executed strategies in alignment with dynamic market trends. My role extended to the development and maintenance of robust relationships with key customers and strategic partners. In addition, I successfully managed both sales team performance and the customer/technical service departments, ensuring a comprehensive and cohesive approach to driving overall organizational success.
Focused on the upstream sales approach by working with consultants and developers to specify and pre-approve the company products and services. Managed to build a network of professionals to raise their awareness of the company and its products that would support the sales team efforts. Additionally, supported the sales team technically on existing projects. One of the main focuses was to introduce ETICS/EIFS application to the market and work with local authorities to raise the awareness on energy saving technologies in the construction industry.
Worked for the powder coating division in Jotun Group as the representative for the division in Egypt and North Africa. Reported to the Export Sales Manager in Head Quarters (Dubai, UAE).
The main focus was to establish a profound awareness among prospective clients of the company products and services, as well as stimulate sales based on the local presence and support from HQ in Dubai.
With a relationship building approach I’ve manage to establish a client network from the key players in each segment and was able to create an awareness amongst the market with the company products and services.
First the Architectural segment, where a network of consultants was created to raise their awareness regarding high performance coatings that would eventually produce a market “pull” for these products. Also another network of main contractors, aluminium contractors and job coaters was essential, and successfully created, to ensure that all market players are on the same awareness level.
Second is the Industrial segment, where the network concentrates on the producers of furniture, HVAC, equipment and household appliances. Third is the Functional segment where the focus is on the oil & gas sector through consultants, owner companies and contractors.
Achievements:
• Increased sales volume in the first year by 60 %.
• Increased our market presence and our customer base in the Architectural segment.
• Focused on sales of the speciality and high performance products which in turn affected the overall margins positively.
Worked for AcryliCon Middle East which is a specialized supplier and applicator for Industrial Flooring Systems.
The duties mainly incorporate the establishment and supervision for company operation in new branches in North Africa and Gulf area, including franchises and company offices.
The establishment phase is concerned with the company introduction to the market, business development, and founding the market understanding of the key issues that we address, also training the new resources on technical issues concerning products, and marketing massages that align to company strategy.
The supervision phase is concerned with the monitoring and assessment for the branches overall operation and sales, and the individual performance of the resources allocated.
While acting as an area manager, I managed to facilitate establishing 2 franchise offices in Saudi and one company representing office in UAE.
Other achievements:
• Managed to develop a wide customer base from the multinational companies in the food and beverage segment.
• Total sales achievement was over 250 thousand euro in value and over 20 thousand square meters in volume.
• Developed and trained 2 teams of five members on all application and QHS aspects as per company regulations.
The company was an engineering software company that is concerned with construction field solutions. There I was involved in the presales preparations for the launch of new software (Bidder) that focus on the bidding process in the construction field.
Beside, I was responsible for scheduling meetings with clients to brief them and demonstrate Bidder, and lead any further negotiations with clients. Our main customer was civil contractors, civil consultants and architects.
In addition, I was responsible for designing the training package content and duration, and providing training and after sales support for our clients.
Trained in the Surface Well Testing branch on monitoring gas & oil wells, by extracting samples from wells for the laboratories to examine, and also analysing and evaluating the tests results for introducing the final report and recommendations for the owner company.
In addition, it involved working with very high technical instruments like the Three Phase Separator that gives very accurate readings for the quantity of gas, oil and water coming out of the well under the test as well as the pressure variation for that well during the test.
Trained in the Projects Management Department, were it involved planning, evaluating and follow up for the offshore and onshore projects held by the company. Also, monitoring and evaluating performance of suppliers and sub-contractors.
Attended the MBA outreach program at Regional IT Institute (RITI) in Cairo. Published paper based on final thesis