Sales and Business Development Manager
Nesma United Industries
Total des années d'expérience :19 years, 0 Mois
• Budget Management: Achieved sales targets while maintaining cost-effectiveness through managing a budget of 400 million Saudi Riyals.
• Overcoming Challenges: Developed innovative solutions and strategic adjustments to overcome sector obstacles and achieve consistent results.
• Leading Business Development: Directed diverse sectors such as industrial services and landscaping, focusing on achieving financial objectives.
• Mitigating COVID-19 Impact: Achieved financial balance in 2020 and exceeded targets in the first and second quarters of 2021.
• Strategic Market Development: Conducted a comprehensive market assessment and established a customer database including asset information, historical data, and satisfaction metrics.
• Expansion through Innovation: Led the introduction of new services such as valve maintenance, industrial cleaning, and robot inspections for key accounts like SABIC and Aramco.
• Customer Network Expansion: Implemented a comprehensive interactive plan across Eastern and Western regions of the Kingdom, resulting in securing revenues of $7 million to date.
Manage procurement operations across the KSA. Proactively identify and address customer requirements. Manage various simultaneous organizational projects. Oversee SAR 500m in company assets within the territory.
- Manage annual spend of 240m SAR while ensuring procurement operations fall in line with established budgets.
- Refine Maintenance, Forwarding Service, and Insurance to achieve the 2020 Target of Spending Saving of 11m SAR.
- Oversee PMO functions, managing 3 primary company development projects, including process improvements, Technical Skills Training Programs, and Lean implementation into daily operations.
- Introduced a 20/80 focus on End-Users, Vendors, and MGFs, improving key areas by 35%, while achieving operations excellence and financial savings; facilitated a 60% increase in internal efficiency through improved internal practices.
- Championed improvements that saved of 1.5m in Transportation, 300K in Lifting Services, and 80K Tires Spending.
- Drafted and implemented a vendor evaluation program that improved vendor value return by 60% by enhancing support quality and improved offering; leveraged lasting vendor relations to achieve savings during negotiations.
Applied a mature client retention approach throughout sales, implementing a know-your-client system that dramatically improved client relationships. Defined struggling business segments and developed and implemented correctives plan to improve them. Ensured superior profitability on new Sales and accounts while fostering lasting customer relations.
- Managed a 9-member sales team throughout daily operations, providing training to maximize productivity.
- Led the sales team in consistently surpassing monthly and annual sales goals by as much as 8%.
- Reduced customer churn by 20% by proactively identifying and addressing customer needs via company products.
Spearheaded sales and business development in the face of a challenging local economy in existing markets. Expanded operations to new markets in Iraq, North Africa, and Central Asia. Developed and implemented business strategy to address regional business challenges. Ensured superior service and lasting global customer relationships.
- Led and developed a diverse five-member team of sales representatives across multiple territories; delivered well-received training and mentorship that increased team performance by 40% in only 6 months.
- Led the sales team to surpass Sales targets by 10%, achieving sales of SAR 212 million.
- Trained the sales team to recognize cross and up-sales opportunities, securing SAR 21 million in additional revenue.
Managed all marketing activities across the MENA region. Started Marketing operations from almost scratch in new territories. Led a diverse Five-member team, leading three direct reports in the KSA and two direct reports in UAE. Collaborated with management to achieve ambitious marketing and performance goals in uncharted markets.
- Transitioned the company from three catalogues to five over two years, targeting each to a specific sector; catalogue refinement reduced costs from SAR 120K to SAR 2K by sourcing via new channels provided by technology.
- Led the team in successfully penetrating two new markets and achieving an additional annual value of SAR 10 million.
- Established six comprehensive Internal and external analysis report, which improved market intelligence.
Managed and conducted an average of 4 in-region Exhibitions annually, showcasing MESC as a leading Manufacturer; achieved a 60% success on ROI in MENA and North Africa events.
Worked as part of the marketing team and collaborated with management to draft the future of the company. Leveraged expertise with a suite of industry tools to complete planning and project management. Worked on the development of new markets and products. Conducted internal training for Sales and marketing on Soft skills.
- Overhauled the company’s brand both internally and externally, revamping the company newsletter "MESCteers, " creating the first company mascot, and planning and designing the new company website, MESCcables.com.
- Drove marketing campaigns that improved social media engagement by 400% in two months.
- Created a comprehensive country marketing plan for the trading sector, overseeing marketing across 2017.
- Developed and implemented the company’s B2B distribution program, increasing efficiency by 90%.
- Established a robust competitor Matrix that helped the company increase market share by more than 30%.
- Improved the Project database monitoring system, achieving consistent 100% accuracy to drive success.
- Surpassed approval and sales targets by 80% and 10%, achieving fifteen approvals over SAR 150 million in sales.
Spearheaded regional sales to transform MESC into an international cable manufacturing company. Masterminded and refined sales strategy to ensure continuous growth in competitive markets. Built and leveraged rapport with customers to identify business needs and corresponding cross-sales and up-sales opportunities.
- Championed strategic and process improvements that helped to overcome headcount shortage by 50%.
- Developing sales relationships to a proper B2B level, increasing customer satisfaction to 70%, and reducing churn.
- Establishing an advance and proactive collection system which increased business efficiency by an estimated 65%.
- Developed the branch’s sales processes, saving time through increased focus and productivity.
Collaborated cross-functionally with a 5-member experienced and high-performing team. Identified and removed obstacles to resolve the company’s operation hold. Transitioned the company to a new agent, re-establishing the company in KSA.
- Successfully solved the company three-year account hold with Saudi Aramco and managed the change of the company KSA agent, facilitating a 100% increase in business efficiency over older operational standards.
- Developed and implemented a five-year plan to secure the planned growth and market positioning.
- Achieved factory re-activation, operating as a joint-venture between Proserv and the new agent Bandaryah.
Liaised with customers to identify and resolve all service quality issues. Provided attentive service support to secure business growth. Trained clients on products to ensure full utilization and industry success. Maintained and developed a 6-member service support team. Defined the country’s installation base and created databases to update client status.
- Implemented a PMP program to manage the ongoing service operations, effectively eliminating company downtime.
- Developed and leveraged a min/max system of spare parts, which reduced ticket closing lead time by 80%.
- Delivered a successful training service to more than 250 clients that secured SAR 50 million in revenue.
- Single handedly negotiated and managed two critical long-term service contracts with a total value of SAR 250 million.
Worked as part of a 12-member team in a service sales environment. Built rapport with key clients and business partners throughout the petrochemical sector. Drove strategic improvements to ensure continuous sales growth.
- Drafted and executed a Business proposal for a new mechanical workshop, generating SAR 600 million.
- Planned and implemented a refined Bolting service that generated an average of SAR 2million annually.
- Developed an offering costing system that reduced quotation lead time by 50%, managing the system with zero error and downtime; the system drove a 90% increase in internal efficiency while focusing team efforts elsewhere.
Worked as part of a team of 2 to build the KSA business segment from scratch. Led the team across various approval and trial test processes. Drove business developments to penetrate the local market and overcome cultural barriers.
- Led the company to successful registration on Aramco AVL and fostered business relations with 36 clients.
- Secured the first sale in KSA for PDHMS systems, achieving $54 million in sales and surpassing sales targets by 2%.
- Placed the company’s first MPFM service contract, which was negotiated to last five years and was later extended.
- Installed 50+ PDHMS systems while working on multiple on oil rigs as part of the operation team.
- Recognized for superior performance, through promotions from grade seven to grade nine within two years.
- Achieved company and industry history as the first Saudi to install a PDHMS system in KSA.