Head of Indirect Channels and Strategic Partnership
Fawry for Banking & Payment Technology Services
مجموع سنوات الخبرة :25 years, 11 أشهر
Fawry for Banking & Payment Technology Services Company: a pioneering Electronic Payment Network, offering financial services to consumers and businesses through more than 50 thousand locations and a variety of channels with a total annual turnover of EGP 12 billion.
► Head of Regional Business Development, Oct 2015 - present
Assigned to lead the expansion plan of Fawry in the gulf region subsequently the acquisition of Helios Investment to 47% of Fawry equity for a value of $100 million. Penetrated new markets to seek out new business opportunities for Fawry.
Key Results:
•Signed 6 strategic alliances within 1 year and achieved a sales volume of $300K per month.
•Displaced a competitor during the first 6 months and generated revenue of $100K per month.
•Availed Fawry’s services in UAE, Jordon, Kuwait, Bahrain, Saudi Arabia, Lebanon, and Qatar.
•Tripled the overseas client base to reach 200K instead of 50K.
•Developed and maintained top level decision maker relationships at strategic partners.
► Head of Indirect Channels and Strategic Partnership, March 2010 - October 2015
Headed Fawry’s relationship with strategic partners by leading a team of internal and third parties’ professionals.
Key Results:
•Manage all commercial discussions and negotiations including costing, scope of work, timing, payment terms, contract signing, etc.
•Signed long term contracts with Vodafone, Orange, and Etisalat with a total annual revenue of EGP 6.2 billion.
•Recruited indirect sales channels e.g. Egypt Post, EgySmart…etc. which generated EGP 12 million monthly.
•Leveraged the LGs of the credit facilities from EGP 50K to EGP 70 million for each mobile operator.
•Elicited bids of partners RFP’s against our competitors such as Drive thru and E-voucher projects.
•Effectively work with Project Management department to ensure partners requirements are achieved while ensuring the final deliverables are aligned with proposal.
•Ensured Channel partners’ profitability goals are met which boosted sales by more than 20%.
Reporting to the CEO with responsibility for operational and people (470) management within 420 stores.
Managed all the operational and commercial aspects of a three-years tripartite agreement with EGP 30 million investment in NileTel stores project located allover Egypt.
Providing an annual Sales Plan and providing quarterly updates, revisions and modifications to the Plan.
Developed sales’ tools and grew project’s sales from 1M in Dec 2008 to 6M in August 2009.
Responsible for the sales and operations of all existing 420 stores while planning the roll out of new stores in new regions.
Developed a sales and promotional program that maximizes sales opportunities.
Established both annual and monthly sales objectives in coordination with the Company's business plan.
Responsible for meeting budgetary and sales targets through motivating and developing staff, consistently achieving and surpassing Key Performance Indicators.
Supporting and coaching Area Managers to reach their full potential and help them create their own successful and productive team to become effective team leaders.
Defined and managed the monthly and annual sales objectives for all of the sales personnel.
Managed supplier relationships to ensure high service levels and optimum terms and conditions.
Ensured that the requisite structures, systems & procedures are in place to implement the agreed strategies.
Established compensation plans for all sales personnel including salary structures, commission plans, sales contests and bonus plans.
Established market and target customer strategy for Quicktel in coordination with the CEO.
Selected and modified the products with the marketing team and based on customers’ needs.
Negotiated and finalized partnership terms, and closed business deals to meet Quicktel’s sales objectives.
Set both annual and monthly sales objectives in coordination with Quicktel's objectives.
Provided an annual Sales Plan, updates, revisions and modifications to the Plan, if needed.
Coordinating the specific objectives of the Sales Plan with all of the functional departments of the company and, most specifically with Manufacturing and Finance.
Responsible for local and export sales, and all customer support functions of the business.
Defined and managed the monthly and annual sales objectives for all of the sales personnel.
In coordination with the President and CFO, established compensation plans for all sales personnel including salary structures, commission plans, sales contests and bonus plans.
Established, owning and driving strategic relationships with partners and their customers; including outbound global distributors.
Motivating, developing, and coaching the team members of the Sales department.
Developed and implemented sales systems, sales procedures and sales training programs that will result in highly professional and accomplished sales teams.
Set sales strategy for Giza & North Cairo areas according to the overall company’s strategy.
Developed and implemented Vodafone’s agent relationship strategy.
Maximizing business growth with selected trade partner.
Manage negotiations and partner interface along with cross functional department.
Evaluated territory, identified, developed and trained distribution channels where appropriate.
Review present and on going performance of Giza and North Cairo team, agents and dealers which is reported to top management.
Monitored agents sales coverage to assure availability of Vodafone’s Products.
Coordinated distribution by establishing sales territories, quotas, goals, and advise distributor concerning sales and promotion techniques.
Analyzed sales trends to assist agents and distributors in increasing sales.
Reviewed market analyses to determine customer needs and volume potential, and implement sales strategies to achieve goals of company.
Prepared periodic sales report showing sales volume and potential sales.
Call on existing trade partner and my team to promote product awareness, achieve sales growth and provide superior customer service.
Managed, motivated, and inspired my sales team members.
Direct training and workshops on sales performance effectiveness to my team members.
Creating development plans and career progression opportunity to my team members.
Managing the implementation process of all projects & promotions.
Managing the communication channel with other departments.
Reporting all Roaming KPI's in a timely basis.
Following up on the the implementation of the roaming calendar.
Leading cross-functional teams to deliver results.
Setting the processes and workflow of the roaming department.
Analysing data of the Inbounad and Outbound roamers.
Review project proposal or plan to determine time frame, funding limitations, procedures for accomplishing project, staffing requirements, and allotment of available resources to various phases of project.
Establishe work plan and staffing for each phase of project, and arrange for recruitment or assignment of project personnel.
Confer with project staff to outline work plan and to assign duties, reviews project proposal or plan to determine time frame, funding limitations, procedures for accomplishing project, staffing requirements, and allotment of available resources to various phases of project.
Direct and coordinate activities of project personnel to ensure project progresses on schedule and within prescribed budget.
Review status reports prepared by project personnel and modify schedules or plans as required.
Prepare project reports for management, client, or others.Confer with project personnel to provide technical advice and to resolve problems.
Analyzing existing operations and implementing strategies, processes and technologies to improve productivity and efficiency.
Drive sales effectiveness & profitability by defining & implementing a best-practice sales approach.
Use integrated work-flow, calendaring, scheduling tasks & contacts to manage more opportunities simultaneously & better prioritize sales time.
Handle cross-functional activities for the sales department.
Enhance & re-engineer the work processes of the sales department
Achieving the department quota & the company’s objective through our dealers & agents channels.
Gaining dealers loyalty by maintaining strong relationship with them.
Pushing dealers & agents toward selling our products.
Increasing the distribution channel through scanning for new dealers.
Identifying our dealers problems & solving them.
Motivating the dealers & maintaining their satisfaction to achieve the department objective.
Offering sales training sessions to dealers.
Visiting the agents premises to ensure proper implementation of the agent’s account plan and other tactical operations.
Support management with needed reports about the market status in terms of stock levels and stock availability in the market.
Provide support to the team members to handle successfully difficult customers by providing guidance, empowerment, alternatives and solutions.
Leading a team consisting of four people.
Preparing credit proposal for the higher management.
Analyzing the balance sheet and the income statement.
Controlling the customer’s accounts.
Solving customer’s problems and handling objections.
3.67 (A-)