Regional Strategic Sales Director - Middle East & South Asia
Hellmann Worldwide Logistics MESA
Total des années d'expérience :24 years, 1 Mois
Expands relationships with strategically important large and medium customers from our global and region customer base that can create a new opportunity impact in another country within MESA, wherein the customer regional HQ is based in UAE/India.
Develops new business opportunities that would have a direct effect for Hellmann countries within MESA (Incl customers that are HQ in key countries and opportunities would involve cross country selling).
Handles large opportunities (at country level) in region smaller countries where country management may require additional sales expertise to gain the opportunity.
Prospects for new accounts within the region via lead generation, telemarketing, direct mail, personal solicitation etc.
Applies methods of the Hellmann Sales Process (Single Sales Principle: Proactively identifies, clarifies, and validates customer compelling needs, delivers credible solution, offer perceived value)
Delivers personal sales plan in CRM and Corporate Planner on time and against budget (monthly) as agreed with the Regional (Sales) Management
Maintains effective customer records as prescribed within our CRM system
Prepares customer quotations, presents proposals and closes business
Establishes Service Level Agreements and Standard Operating Procedures with the assigned customers
Proactively leads a joint customer planning process that develops mutual performance objectives, financial targets, and critical milestones (KPI’s) for a 1 and 3 year period
Supports in new customers’ implementation by directing company implementation resources and by managing customers’ expectations
Collaborates with all internal and external stakeholders to ensure profitable business and achieve targets
Creates new sales leads within the Hellmann network and follows up on generated leads
Works closely with the Opportunity Management Team (OMT) on RFQ’s of their customers
Provides continuous process improvement feedback to internal stakeholders
Owns the customer complaint process and ensures successful implementation of solutions including a lesson learnt
Provide Commercial and sales regional support as main point of contact for FMCG, Pharmaceutical and Healthcare within the MESA region
Set and develop the annual FMCG and healthcare logistics objectives as a standalone vertical industry solution (VIS)
Support the local sales team in MESA region, in the development and retention of customers across all the industries (FMCG, Healthcare, Automotive, Fashion, Hi-Tech…)
Maintain regular Pipeline meetings with the national and regional sales team, in order to review the existing opportunities, identify and discuss new opportunities
Support the local sales across the region on identifying the right opportunities and ensuring having access the aimed RFQs / RFPs
Work closely with the regional and global Industry leaders on setting up a proper strategy for the region and align with the countries head of sales on the local strategy.
Work closely with the product team on setting up the right solution to be offered as a value proposition to all customers in order to ensure achieving the planned growth in tons (Air), Teus (Sea), PP (CLC) and GP
Work closely along with the product and operation team on the critical shipments, high value, high visibility, first shipments of new customers, sales of solutions and value-added services.
Escalate to the VIS Leaders Regional / global team any operational challenges or weaknesses identified in the local teams and discuss the potential action plans to solve them.
Expands relationships with strategically important large and medium customers from our global and region customer base that can create a new opportunity impact in another country within MESA, wherein the customer regional HQ is based in UAE/India.
Develops new business opportunities that would have a direct effect for Hellmann countries within MESA (Incl customers that are HQ in key countries and opportunities would involve cross country selling).
Handles large opportunities (at country level) in region smaller countries where country management may require additional sales expertise to gain the opportunity.
Prospects for new accounts within the region via lead generation, telemarketing, direct mail, personal solicitation etc.
Applies methods of the Hellmann Sales Process (Single Sales Principle: Proactively identifies, clarifies, and validates customer compelling needs, delivers credible solution, offer perceived value)
Delivers personal sales plan in CRM and Corporate Planner on time and against budget (monthly) as agreed with the Regional (Sales) Management
Maintains effective customer records as prescribed within our CRM system
Prepares customer quotations, presents proposals and closes business
Establishes Service Level Agreements and Standard Operating Procedures with the assigned customers
Proactively leads a joint customer planning process that develops mutual performance objectives, financial targets, and critical milestones (KPI’s) for a 1 and 3 year period
Supports in new customers’ implementation by directing company implementation resources and by managing customers’ expectations
Collaborates with all internal and external stakeholders to ensure profitable business and achieve targets
Creates new sales leads within the Hellmann network and follows up on generated leads
Works closely with the Opportunity Management Team (OMT) on RFQ’s of their customers
Provides continuous process improvement feedback to internal stakeholders
Owns the customer complaint process and ensures successful implementation of solutions including a lesson learnt
Provide Commercial and sales regional support as main point of contact for FMCG, Pharmaceutical and Healthcare within the MESA region
Set and develop the annual FMCG and healthcare logistics objectives as a standalone vertical industry solution (VIS)
Support the local sales team in MESA region, in the development and retention of customers across all the industries (FMCG, Healthcare, Automotive, Fashion, Hi-Tech…)
Maintain regular Pipeline meetings with the national and regional sales team, in order to review the existing opportunities, identify and discuss new opportunities
Support the local sales across the region on identifying the right opportunities and ensuring having access the aimed RFQs / RFPs
Work closely with the regional and global Industry leaders on setting up a proper strategy for the region and align with the countries head of sales on the local strategy.
Work closely with the product team on setting up the right solution to be offered as a value proposition to all customers in order to ensure achieving the planned growth in tons (Air), Teus (Sea), PP (CLC) and GP
Work closely along with the product and operation team on the critical shipments, high value, high visibility, first shipments of new customers, sales of solutions and value-added services.
Escalate to the VIS Leaders Regional / global team any operational challenges or weaknesses identified in the local teams and discuss the potential action plans to solve them.
Build and maintain strategic relationships with key contacts within customer organizations to understand opportunities for HWL.
Together with Vertical Owner(s), create and manage the network of sales resources around the given Strategic Customer(s).
Working with the Vertical Owners, determine the required resources within HWL to capitalize on value creation opportunities.
Responsible as the “primary” lead for the management of the Strategic Customer Business Plan jointly developed with the Vertical Owner(s).
Set, meet and exceed business revenue goals agreed upon with the Vertical Owner of the strategic customer(s).
Act as the single point for the selling of “all” HWL services and solutions across all business fields
Drive the RFQ response for the assigned Strategic Customer(s), either as the lead, or make sure regional support is assigned to drive offered business opportunity
Need to be the “voice” to Vertical Owners and Senior HWL Management of identified issues before they become problems.
Maintain close communication with customer and HWL’s operations to assure uniform understanding of customer expectations relative to operational solutions, timeline, costs and results.
Direct operational issues to the correct operational owner.
Reports in agreed intervals Strategic Customer development to Vertical Owner.
Supporting account executives to maintain the existing business, identify new business opportunities and generate profitable sales by providing them leadership and direction according to the set goals
Build and develop strategic relationships with main decision makers within customer organizations to understand opportunities for creating value.
Creating a value proposition with a solution selling approach covering all the product & Services (Air, Sea, Road, Brokerage and Contract Logistics) by working closely with the account executives, Customer Service and operations management team
Work with implementation teams on new projects to ensure customer expectations are communicated and met.
Ensure account executive to maintain a proper planning / schedule for regular business review meetings with customers and all the relevant stakeholders ( Sales owner, customer service and operations staff ) for performance evaluation, feedbacks
Deeply involved along with the product team in negotiating & pricing all the major RFQs
Work with senior management to develop business development plans and goals (forecasts, budgets and operating plans) and ensure execution to maximize margins and increase revenue growth by providing leadership and guidance to all the account executives
Set sales targets and define strategy to achieve these targets and to follow the set strategy punctually
Support the industry solution development in accordance with the company strategy (Healthcare, Hi-tech, FMCG, O&G, Automotive…) To assist Jeddah & Riyadh Sales Managers / Staff in securing business in accordance with strategic revenue and achieve gross profit targets as set by Management
Prepare and analyze management and financial reports, budgets, expense reports and forecasts for Sales departments (Jeddah & Riyadh Stations)
Train and mentor direct reports on all performances standards and
Ensure directives, rules and procedures are communicated and followed by all sales team members
Support and enhance marketing activities by attending events (trade shows & conferences).
Maintain performance statistics and ensure accurate record keeping of all operational docs
Review and control sales commission data for country sales staff to ensure accuracy and consistency in the application of the sales commission policy
Reviews AR/AP reports and resolves discrepancies
• To assist Jeddah Sales team members in securing business in accordance with strategic, revenue and achieve gross profit targets as set by Management.
• Contact with existing and new prospective customers within the Saudi Arabia either through face to face meetings, networking or telephone calls.
• Generate and / or respond to requests for information (RFI) and requests for quotation (RFQ).
• Successfully convert opportunities (RFQs / tenders etc.) in to sales revenue for the company.
• Timely and accurate update of all customer files / records / reports as dictated by Management.
• Making sure that all sales team members Follow company reporting formats and targets including contact reports, sales forecasts and market / competitor information (Helios)
• Protection of Company liability prior to commitment to sale.
• Conduct all processes in accordance with the Quality Management System.
• Responsible to plan & monitor the Weekly activities of Jeddah Sales Team to ensure that the sales activities are in line with the company’s strategic and commercial objectives.
• Guide Jeddah sales team members with the local market knowledge, operational and product knowledge as well as industry.
• Notify Managing Director and Regional Sales Head of any Red Flags spotted and strategize how to thwart them.
• Maintain customer relationship by meeting existing customers on a regular basis, as per Company requirements.
• Fulfill sales targets as set by the company (Personal & Team Target)
• Fulfill any and all other tasks as deemed fit by Management.
• Responsible for Sales Support Team
• Ensure Sales are targeting Hellmann global key industries and SCP accounts where possible.
• Support Sales controlling for forecast of existing and new customers.
• Setting & monitoring Sales OPEX cost center
• Setting goal agreements for each member of the sales team
• Heading up the Strategic Sales and Business Development for Hellmann MENA, Developing integrated value chain for Global & Regional customers across some industry verticals with Major Focus on Healthcare Logistics, FMCG Logistics, Hi-Tech Logistics, Oil / Gas & Project Logistics and Chemical Logistics.
• Mapping multi-model solutions across M.E. region - Air, Ocean, Road and Contract Logistics; overall to ensure logistics becomes their business enabler.
• Developing Strategic Relations with prospective customers for Long term business relation
• Attracting new and managing existing customers, ensuring a professional relationship is established at all levels within the customer’s organization.
• Ensuring that customer’s issues/complaints are facilitated through the customer service department and cascaded to relevant departments within the organization.
• Responsible for the sales process, RFI, RFP & RFQ to closing the business yet most importantly account managing any new wins and retaining these customers.
• Preparation of Commercial Bid & Technical Bid
• Successfully convert opportunities (RFQs / tenders etc.) in to sales GP for the company.
• Protection of Company liability prior to commitment to sale.
• Making feasibility reports for the proposed projects/new investment opportunities for the company
• Designing SOP’s/Work flow charts for new projects as well as for key clients for smooth execution of jobs.
• Support in Project Implementation & Streamlining of Operations
• Market Intelligence, identify new challenges and exploit opportunities
• Follow company reporting formats and targets including contact reports, sales forecasts and market / competitor information.
• Ongoing client relationship management to ensure customer satisfaction and better results.
• Ensuring SOP's for Customers are followed to ensure high KPI level
• Client Cultivation / Management
• Quality / Process Development & Management
• Claims Management
• Generate and communicate sales leads throughout the company network.
• Conduct all processes in accordance with the Quality Management System
• Ensure KPIs and budget as defined by Management are achieved
• Ensuring receivables not to exceed 15 days maximum from stipulated credit period for major account
• Primarily responsible for generating new revenue for the company through contact with new and existing customers in the UAE.
• Contact with existing and new prospective customers within the UAE either through face to face meetings, networking or telephone calls.
• Develop pricing and business models based on customer needs
• Preparation and Submission of proposals (Air freight, road freight, sea freight; warehousing and distribution….)
• Generate and / or respond to requests for information (RFI) and requests for quotation (RFQ).
• Successfully convert opportunities (RFQs / tenders etc.) in to sales revenue for the company.
• Participate in identifying corporate sales planning and strategies
• Follow company reporting formats and targets including contact reports, sales forecasts and market / competitor information.
• Generate and communicate sales leads throughout the company network.
• Conduct all processes in accordance with the Quality Management System.
• Maintain customer relationship by meeting existing customers on a regular basis, as per Company requirements / Identify and resolve client concerns
• Liaise with customer services team to ensure we achieve customer’s satisfaction
• Liaise with credit control department and follow-up for collection of payment
• Conduct internal meetings or vendor meetings to formulate solutions
• Ensure KPIs and budget as defined by Management are achieved
• Sales manager responsible for business development & operation management
• Responsible for setting up the new company operations in the UAE.
• Established several new agreements with the new agents in the region (NVOCC, Freight Forwarder): China, spain, France, Tunisia, Algeria, Morocco, Iran…
• Developed the new company marketing and sales plans.
• Managed a commercial team of five members. Dispatched tasks and established work plan for every member.
• Monitored and evaluated the results of the operations in monthly basis and reviewed objectives in accordance with the company development.
• responsible for the day-to-day operations of the warehouse: visual merchandising and inventory control
• Lead, direct and manage high volume logistics operation
• Continue strive for process optimization for improving operation productivity and data quality
• Obtains competitive freight rates
• Maintain performance statistics and ensure accurate record keeping of all operational docs
• Ensure adequate staffing levels that support operational demands and business objectives
• Maintain a professional and safe working environment by inspecting and scheduling maintenance,
• ensuring office and warehouse equipment are properly accounted for and in safe working condition
• China Operations:
• Developed new business between the UAE and China and North Africa. Through several long stays in China, I managed to acquire new partners in Guangzhou and Shanghai and establish an ongoing relationship for a business volume of 700 TEUS sea shipment.
• Managed all financial operations in China with partners and customers.
Sales Manager in charge of Algiers office
• Participated in setting up the new office in Algiers
• Managed the Recruitment of qualified logistic personnel (4 members)
• Prepared the training program for the new personnel (documentation, commercial, operations on port…)
• Established contacts and negotiations of contracts and agreements with new agents (NVOCC, Freight Forwarder) : France, Italy, Germany, Dubai, Hong Kong, Shanghai…
• Negotiated the airfreight and sea-freight rates with different companies.
• Elaborated the marketing and sales plan
• Prepared the company profile
• Managed contacts with clients (by phone, mail, face to face meetings…)
• Prospected and acquired new clients and operations towards new market
• Controlling the documentation (import / export files)
• Controlling the invoices relating to import and export
• Controlling the Debit note / Credit note issued by the different agents
• Elaboration row margins per file Preparing a work plan for the different members of the commercial team
• Evaluating the results achieved on a monthly basis and fixing new objectives in accordance with the company priorities
Import Manager ( 2 years)
• Dealt with day to day work for imports for major clients: Prepared all related documentations, managed communication with clients, follow ups on arrivals, relationship with customs, controlled payments.
Sales Manager (3 years)
• Developed sales plan and a marketing strategy for the division
• Managed contact with clients (by phone, mail, meetings…)
• Negotiated with the head office the transportation rates for import and export for European, American and Asian continents.
• Reported on a daily basis to the managing director
• Prepared proposals for prospect clients
Sales Manager
• Established contacts and negotiated contracts and agreements with new agents (NVOCC, Freight Forwarder) : France, Italy, Germany, Dubai, Hong Kong, Shanghai…
• Negotiated the airfreight and sea-freight rates with different companies.
• Elaboration of a marketing / sales plan
• Managed clients (by phone, mail, face to face meetings…)
• Acquired new markets and new clients.
• Day to day operations: Controlled the documentation (import / export files), Controlled the invoices relating to import and export, Controlled the invoices of the agents, Elaborated row margins per file
• Controlling the documentation (import / export files)
• Controlling the invoices relating to import and export
• Controlling the Debit note / Credit note issued by the different agents
• Elaboration row margins per file Preparing a work plan for the different members of the commercial team
• Evaluating the results achieved on a monthly basis and fixing new objectives in accordance with the company priorities