Deputy General Manager Sales
Suhail Bahwan Automobiles LLC
Total years of experience :21 years, 0 Months
Business Generation (Jan’19 - Sep’20):
LUKOIL Lubricants Sales for UAE market - Business Development Manager.
• Business Generation via Cold Calls, referrals, networking with B2B customers and B2C retail outlets.
• Developed 5-year Business Plan, considering the market factors, competition mapping and business risks including P&L for having sustainable Lukoil business.
• Activated 2 Lukoil Express Centers and 20 Corporate Accounts with exclusive contract towards brand building in the market.
• Preparing monthly report segment-wise region-wise and product-wise for presenting to Principals.
• Responsible for Monthly Sales Stock Order Planning & preparing Sales Strategy based on market fundamentals and trends.
• Follow up on collections and outstanding payments by coordinating with Accounts Department and customers to ensure payments are collected promptly.
• Extensive coverage of corporate customers across Heavy Equipment, Rent-A-Car, Concrete Roadblocks, Garbage Collectors, Logistics, Generators, Contracting companies in UAE and Value Selling by Used Oil Analysis and Increased Drain Interval.
Business Generation (Jan’16 - Dec’18):
Nissan Vehicle Sales with reporting team of 7 members in UAE market - Divisional Head.
• Consistently ensured team achieves the monthly Budgeted Sales volumes and 50% growth in Sale to Fleet segment.
• Motivating the Sales team to ensure monthly sales targets (model-wise) for retail and fleet sales for each sales personnel.
• Steered the team with key account planning meetings and business opportunities to drive new business and revenue growth.
• Designed and implemented processes to enhance sales productivity, through pipelines, CRM tools, and enquiry funnel.
• Proactive communication and regular visits to current and potential customers for ensuring top customer satisfaction levels.
• Gathering market intelligence including supply-demand gap, economic factors, and competitors to gauge ordering forecast.
• Created Win-win situation for bulk traders by giving them business leads where we couldn’t enter directly.
• Ensured team generated top-up revenue by selling value added products like Insurance, Extended warranty, Accessories.
Business Generation (Jun’15 - Dec’15):
Service Marketing with direct reporting of 2 team members - Divisional Head.
• Setting up the Service Marketing division at ARCS New Service Center at DIC, Dubai.
• Successfully concluded 25+ Contracts with Corporates through team for regular fleet maintenance.
• Removed the initial Pain Points of customers and process enhancement towards customer satisfaction.
• Forecasting and ordering of Fast-Moving Regular Spare Parts Inventory for the Fleet customers.
• Ensured timely payment follow-up and collection by team with Zero Defaults and handing over the project after 6 months to new marketing team.
Business Generation (Apr11 - Mar’13):
Nissan Vehicle Sales with direct reporting of 3 members (Africa and KSA markets) - Divisional Head.
• Developed budget and implementation plans for the department.
• Developed new business in existing markets and activated new markets of Senegal, Sierra Leone, DR Congo and Ivory Coast.
• Developed a strong dedicated team which worked extensively in focus markets of Ghana and Angola, yielding 10+% sales growth in these markets.
• Preparing periodical reports with export sales achievements, market dynamics, competition activities.
• Activated 3 bulk fleet customers in KSA, who gave consistent business of altogether buying 1500 vehicles in 2012.
Truck Tyre Sales to South and Central America from tyre plants in India and Mexico.
• Handling annual business of over 40 Crore for Tyre sales in Central and South America.
• Successfully activated new distributors in Brazil and Cuba; and business growth in markets of Bolivia, Peru and Colombia.
• Monitoring competitor’s strategy, pricing, activities and benchmarks performance against competition to increase market share.
• Recommendation by Head-Exports at Tornel Mexico for streamlining sales and operations team at Tornel Mexico.
• Introduced and implemented Excel-based CRM processes like Customer Satisfaction Index, Complaint Management and Document Management System during stint at Tornel Mexico.
• Ensured healthy stock at distributor level by proposing monthly supply plan.
• Successful in gelling and adapting culturally with cross-continent team at Tornel Mexico to deliver results.
• Handled new product field tests, marketing and capturing of customer feedback toward product improvement.
• Appreciated for preparing exhaustive export competition reports and effective counter strategy for immediate future.
Areas of Responsibilities:
• Manage sale of Passenger Cars in Eastern and Southern Africa distributor network. Business growth in key markets of Kenya, Tanzania and Angola by working closely with the distributors.
• Constantly monitor and regular visits to the designated markets and capturing market environment factors including regulations, import duties, competition, prices, threats and opportunities.
• Effective monitoring of dealer annual forecast vs monthly offtake vs secondary showroom sales vs distributor Inventory levels; and take corrective actions with distributor.
• Ensured Service and Spares support is readily extended to the distributor and 100% satisfaction for promptness of response and solutions.
• Successful implementation of ‘Balanced Scorecard’ in the key overseas dealer network; and active participation in setting dealer’s business plan, Sales promotion plan, lead generation strategies and sales training for the team.
• Weekly meeting with Production planning dept. (PPC) for prioritizing orders based on shipment schedule for all markets. Successfully ordered Kit parts for vehicles from Japan with 100% accuracy based on the market information collated from all export teams.
Attainments:
• 20% growth in Sales Volume in Morocco and Angola market.
• Travelled to East African dealers with Managing Director, Mr. Jagdish Khattar; learning deeper business insights in 10 days.
• Promotion within 18 months of joining Maruti for secondary sales performance of distributors and stretching them to invest into effective promotion campaigns.
• Developed an excel module for fast, efficient and error-free documentation for 100’s of single vehicle LCs being opened from Sri Lanka under duty exemption rule in 2007 for public sector officers for one imported vehicle.
Areas of Responsibilities:
Developed Business plan and Vision 2010 with General Manager, with Primary research from overseas sales employees along with exhaustive secondary research.
Planning and Forecasting Export plans and devising strategies for implementation.
Develop market intelligence and understanding by maintaining regular contacts and visits to key distributors /customers in order to improve competitive position in different markets.
Market Research for promoting CNG Buses in Philippines market.
Identify potential new business development concepts/business ventures for BTS projects based on market research conducted, factoring in country risk, opportunities, competition and company’s delivery capabilities.
Successfully organized team-building and business-oriented session for export team in Mauritius with lot of cross-learning exposure.
Effective co-ordination and learning with Body Builders for Buses, Tippers and Water Tankers.
Learnt the nuances of executing a Customer Order from Raising Quotation, Pricing, Production Plan to Delivery Schedule; and follow-up with body builders for making vehicle ready as per schedule committed to customers.
• Mapped the product range of Global brands including Volvo, Mercedes, Scania and identifying current gaps in the product mix, homologation requirements for South Africa.
Areas of Responsibilities:
Organizing promotional programs and seminars at colleges.
Modular work for franchising option and strategic tie-ups with other institutes in India.
Accepted the challenge of teaching Maths to MBA aspirants with whom I competed CAT.
Improved the quality of the study material and created new challenging puzzles and modules.
MBA from IIFT School of International Business, New Delhi, India.
Electronics & Communicatiob