Regional Sales & Specification Manager MEA
KOHLER
Total years of experience :16 years, 7 Months
• Responsible of the retail and project sales cycle prospecting and lead generation to proposal, delivery and customer service in Qatar & Bahrain. Main accomplishments:
- Opening the largest KOHLER Showroom in EMEA in Qatar.
- Renovating the existing showroom in Bahrain
- Setting up a pricing strategy
- Reaching the highest Retail and Project sales turnover in Bahrain and Qatar since 2010.
- Completing a full technical and sales training program to the distributors’ Sales Team.
• Responsible with the Territory Sales Managers for all stages of Projects Sales cycle from prospecting and lead generation to proposal in the Middle East.
• Establishing Project Channel sales objectives with the Sales team by forecasting and developing annual sales quotas for territories.
• Cultivating relationships with distribution Partners in the Region and working closely together on their projects’ pipeline; scheduling and assigning their Sales team; following up on their work results.
• Working with Marketing Department to execute marketing activities such as:
- Participating in DT Design Fair in Dubai for the past two years; leading and executing the design and the built of the booth.
- Organizing product launching & networking events.
- Organizing familiarization trips to the HQ in the US to Interior Designers and Developers.
• Managing and building relationship at corporate level with international Hotel operators in the Region to generate opportunities, leads and referrals.
• Working closely with Developers on their projects bathrooms fixtures such as the W + Westin + St. Regis Hotels in Dubai with the Habtour Group, the MBR Residential Project with EMAAR the Hilton Hotel in Doha with the Private Office and the Fairmont Hotel in Sharm with the City Stars.
• Assisting multinational design firms in the US, London and the MEA on projects' specifications such as HBA, GAJ, AEDAS, LWD, DWP, ECG, NEB, Wilson Associates, Kristina Zanic, Mirabello, Dar Al Hnadassah, Gensler and SSH.
•Meeting with designers, purchasing influencers and key decisions makers with the aim to specify GROHE products for identified projects (Residential, Hospitality & Healthcare).
•Meeting with the distributors across the region to present the latest Products and explain their sales and technical features.
•Ensuring continuous contact with Grohe MEA Sales Managers for retail.project.wholesale distribution channels; offering technical support, training on new products and coordinating joint sales calls and presentations to their clients (distributors and sub distributors) in the region.
•Providing intelligence on competitor’s strategies and activities, product gaps and other opportunities.
•Maintaining and developing relationships with existing Clients - Hotels in the MEA & Africa.
•Arrange meetings with potential customers- Hotel Managers to prospect for new business.
•Responding to incoming Hotels' sales enquiries.
•Negotiating the terms of an agreement and closing sales with Hotel Managers.
•Gathering market and Hotel Operators information.
•Representing the company at trade exhibitions, events and demonstrations across the MEA & Africa.
•Challenging any objections with a view to getting the Hotels to buy the mystery shopping and training services.
•Advising on forthcoming product developments and discussing special promotions.
•Creating detailed proposal documents.