Regional Key Accounts Manager - Middle East & Africa
Agility Logistics
Total years of experience :27 years, 1 Months
Represent, manage and grow the business for the Global top 4 Customers of Agility, in the Middle East & Africa Region.
Responsible to maintain and deliver business/revenue growth, in line with agreed targets for assigned accounts.
Build and maintain strong business rapport with Key stakeholders (Internal & External) in the region and globally.
Fully engage and act as active a team player in the Global Account Management Teams for the accounts represented.
Ensure each location in the region delivers on the minimum expected KPI’s, as required and agreed with the business.
Assign, Train/Coach and guide local KAM’s/Assigned CSR’s at each location to represent Customers best interests and act as focal communication channel.
Work closely with other internal departments, stakeholders to ensure client/contractual needs and expectations and/or changes are continuously communicated, understood & updated to achieve positive results.
Develop teamwork, demonstrating shared goals and values. Provide leadership, guidance and support to all staff in the area.
Was responsible to develop and implement an effective sales plan for the freight forwarding department in Dubai with a clear focus on revenue growth, business development and profitability.
Establish sales policies, procedures, selling and reporting guidelines that support the sales team in achieving their objectives.
Manage the sales cycle from initial customer contact stage to post-closing stage for all sales to ensure customer requirements are well understood and fulfilled within the capabilities of the organisation.
Deliver agreed revenues for the department, share, manage and monitor team objectives on a monthly, quarterly or yearly basis.
Report monthly team KPI’s, data, research and market intelligence to the CEO, highlighting business performance, competitive landscape and recommendations for increasing revenue.
Coach and support the sales team members (A team of 8 Trade Lane and Business Development Managers); motivating them to achieve sales targets and building strong brand quality.
Ensure all customer visits, opportunities are updated on the CRM System; monitor pipeline accuracy and won conversion ratio.
Have been a part of a Global Transformation Programme in Agility’s since the beginning of 2012. As a Business Core Team member have been tasked to capture existing, changing and Future “To-Be” business requirements and coming up with a “To-Be Business Process” for the organisation in coordination with the Systems development team.
Reporting to the general manager my role encompasses managing entire outbound airfreight business for Dubai and Northern Emirates, to ensure the sales teams and the station as a whole meet their cargo production targets.
To support train and guide domestic sales force of 27 teams, spread over six different locations around Dubai and Northern Emirates, at the same time providing support to the entire global network for Airfreight Exports out of UAE.
Monitor customer productions, regain any lost business, and secure new business from existing clients while generating new potential leads at the same time and working on them to convert into new clients.
Develop new markets for airfreight exports through prospecting, sharing leads and resources with other stations and through selective market penetration.
To enhance and strengthen business relationship with airlines and charter operators operating out of different UAE airports, at the same time ensuring best price contracts and space commitments are secured with these carriers.
Trouble shoot and support in complex operational issues by providing viable time and cost effective solutions.
Conduct comprehensive market analysis quarterly to generate a list of potential business areas per sector.
Joined al rais cargo as business development manager in May 2003, later promoted to marketing manager and finally as manager logistics for their new logistics division (al rais logistics) in Jebel Ali Free Zone.
Servicing newly developed and existing clientele and commercial houses within Dubai & Northern Emirates, conducting regular market research surveys, forecasting, pricing, public relations, promotions-publicity and business development to cover wider prospective areas.
Responsible for overall management, optimal utilisation and profitability of the Logistics Division (10, 000 sq. m warehousing facility with 11, 000 pallet positions).
Role of a Marketing Manager included administration, marketing, sales, complete coordination (internal & external), recruitment and training of new recruits.
Represented the company in various exhibitions and conferences around the world. Managed and organised the exhibitions from start to end.
Identified and developed overseas business associations with pro-active business partners in Europe, U.S.A, Far East and the Asian sub continent.
Continually assessed innovative ways to provide information and offers to our target market.
Lead the sales and marketing team towards profitability of the department through motivation and team building exercise.
Liaised closely with the corporate management, sales & operations teams to ensure the corporate marketing strategies are relevant and focussed.
Worked as a part of the team within the division and the organisation as a whole.
Developed and executed quarterly and annual business plans, ensuring they are in-line with the company wide strategies and objectives.
Achieved and exceeded financial targets as set on a quarterly basis.
Expanded the scope of company’s international freight forwarding program of FCL (Full Container Load), LCL (Less than Container Load) and air consolidations to Eastern and Western Europe markets.
Maintained and closed new accounts in the Far East trade lane.
Increased of inbound consolidation shipments from the Western Europe by 80%.
Doubled revenues from Northern India through the effective marketing of value added services.
Assistant Manager - Sales & Marketing (Logistics)
Established service contracts with various airlines and shipping lines.
Extended the company’s freight services to Kanpur, India, securing large corporate accounts from the leather industry.
Provided sales and service to both existing and new accounts.
Senior Executive - (Logistics)
Hands-on supervisor overseeing daily operations (Import/Export).
Execution of international sales contracts.
Oversaw accounts receivable and payable as well as overseas agency agreements.
Executive - Cargo Operations
Prepared cargo plans, monitored air/ocean cargo loading and transit details.
Supervised daily operations of crew (maximum 12).
Conducted point of origin to point of discharge communication and liased closely with all the participants.
M.B.A., MARKETING Conducted an extensive research on the changing dynamics of the Logistics Services Industry and Supply Chain activities. Was awarded with distinction for this project.
B.Sc., Honours