Key Accounts Manager
Gulf Agency Company (Dubai) LLC
Total years of experience :18 years, 10 Months
Key Accounts Manager with over 15 year experience in developing, directing, and implementing sales, marketing & business development strategies for SHIPPING SERVICES Industry. Repeated success in driving million dhiram sales increases, unprecedented customer acquisition/retention, growth-enabling sales & marketing strategies planning and management.
Gulf Agency Company (GAC)
Key Accounts Manager / Logistics - Freight Services Sept '11 - till date
• Analyzing the most important accounts & determining the most crucial needs of the key customers. Ensure that they receive the first-class customer care and service.
• Using effective strategies to ensure that key account relationships are nurtured into highly valued partnerships.
• Continuous market analysis and research on the dynamics of the account. Working on pricing structure for the client.
• Develop effective negotiation and sales strategies. Continuous market analysis and research dynamics of the accounts.
• Drive strategic customer and internal process improvement initiatives including Corrective & Preventive Action Plans
• Interacting and communicating with the customers on a regular basis to determine the changes and preferences.
• Managing a portfolio of Major Accounts of high calibre organizations which includes companies like - ETA MELCO / NATIONAL OIL WELL (VARCO) / SEA DRILL/WESTCON ME / FABTECH / UNITED NATTIONS WFP / IFRCRS / AFRICAN & EASTERN
Achievements & Recognition
Recognized as a top performer consistently achieving annual sales / financial goals. Track record of crossing set targets and creating new benchmarks for sales team. Ability to influence, motivate and lead people - staff, prospects, customers - through effective communication and personal interaction skills.
Outstanding success in building and maintaining relationships and interacting with corporate decision makers, establishing large-volume, and high profit accounts with excellent levels of retention and loyalty. Demonstrated track record of success in surpassing market competitors, aggressively increasing market share, and driving profit margins to new heights.
Other positions held at GAC
Key Accounts Manager ( NYK Team) Jan '07 - Aug '11
Charged with delivering revenue growth, market-share expansion, and increased corporate account base of multi national and international corporate companies, through innovation, planning, and leadership of a full spectrum of business development and customer acquisition / retention initiatives. Direct a team of 4. Report to the Sales Manager.
• Direct responsibility for achieving Revenue Budget set and agreed with the Sales Manager including profitability forecast.
• Grew Annual Sales Revenue by strategizing business development efforts to outperform corporate targets every year of tenure. Responsible for promoting sales of (NYK -SHIPPING LINER SERVICES) in the whole territory of DUBAI / SHARJAH.
• Personally led all large contract negotiations, travelling extensively to capture strategic business wins with major client.
• Proved the ability to architect and solidify win-win outcomes under difficult circumstances of cutthroat competition.
• Revitalized and strengthened relationships with top management of multinational/ international companies, in U.A.E which accelerated revenue growth and improved market position by providing complete Shipping Liner Services solutions.
• Repeatedly recognized for excellence in sales, with a consistent history of meeting & exceeding sales targets.
• Identified new markets to penetrate and recommended strategic plans to increase business.
• Perform regular visits to Key Accounts, reaffirming business relationships, to promote and boost sales of LINER SERVICES.
• Maintained market share of products and business development by analyzing and cross checking competitors' activity.
• Control business relationships with key decision makers to assure client retention, enforce compliance with contract terms and payment schedules, as per credit control policies of the company.
• Managing a portfolio of Major Accounts of high calibre organizations.
Toyo Engineering Corporation Jan 1995- Nov 1996
Documents Controller - Executive India
Post Graduate in Logistics and Supply Chain Management (XLRI University) Bachelors of Commerce
Diploma in Business Computing PROFESSIONAL TRAININGS ATTENDED • Balanced Score Card (BSC) • Certificate in Customer Relations Management • Presentation Boot Camp • Certificate in International Seminar Shipping (Institute of Chartered Ship Brokers) • Scientific selling