Commercial Manager
Saint-Gobain
Total years of experience :23 years, 7 Months
- Achieving the annual target and ensuring profitable growth.
- Develop the current distribution network and adding new ones as well as restructuring the current network to reach the maximum profitable and efficient business performance.
- Establishing a network of direct key accounts in the Middle East.
- Launching new products and establishing marketing plan throughout the region.
- Developing the after sales service model of our partners and establishing our in house service center.
- Establishing and implementing medium and long term strategic plans and related investment requirements.
- Expanding geographical coverage in the MEA (Middle East and Africa) region.
- Develop and execute an accelerated growth (strategic short and medium term plans) plan in my region.
- Develop an efficient and highly competent distribution network that can achieve and maintain a sustainable growth over years
- Develop my objectives including measures and follow-up activities.
- Progressive increase of business turn-over on yearly basis
- Develop an efficient and highly competent sales & service team that will cater for direct end user in accordance to the sales growth in your region.
- Execute the Multibrand strategy in accordance with the group guidelines.
Working as a sales and Marketing director reporting to the regional MD of Egypt and North Africa.
- Leading, Motivating and developing a team of sales and marketing executives in order to create the best environment to achieve the company's goals.
- Giving regular consolidated reports to the Managing Director on monthly and quarterly basis.
- Managing (on the macro and micro level) distribution network (existing and newly added ones), direct sales to key account, sales team planning of the different sales activities starting from visits planning accounts list review, hot projects and jobs, budget achievement, channel management, key account follow up, sales forecast, orders delivery and receivables.
- Managing (on the macro and micro level) marketing plans for different product lines for different market segments through my product managers team, handling the marketing mix (4P's) of 3M electrical products portfolio, competition and market monitoring through regular monthly and quarterly reports, profit margin control and sales analysis.
-Building a team of 4 sales engineers in different locations (Alex, Tanta and Cairo) .
- Leading, motivating, coaching my team as well as appraising, conducting people review and setting training plans for them.
-Managing the CRM software project.
-Achieving the annual sales target (50 MEGP).
-Keeping and maintaining good relations with existing customers and acquiring new ones.
-Prepare the sales management tools necessary for the daily, weekly and monthly sales visits reporting.
-Delivering monthly reports to the management (general sales manager and commercial director) about my team and myself achievements and sales portfolio and forecast.
-Monitoring the market status regarding the market dynamism and competition movements.
-Coordination between my team and other different departments/divisions within the company.
-Responsible for discount management within my sales activity/team.
-Establishing a sub-segmentation and categorization systems for the industry segment in Egypt.
-Leading, Motivating and developing a team of product manager (s) in order to create the best environment to achieve the company's goals.
-Participating with the sales managers in setting the annual budget for my activity and setting the growth plans .
-Reporting and monitoring all market dynamics (monthly/quarterly) to the general marketing manager,
-Managing the profitability of my activity through discounts control and setting the proper commercial policy for our intermediaries (partners).
-Working jointly with the marketing communication team to set the proper communication plan for the brand/products range.
-Assisting the logistics teams in setting the stocking policy (safety stock) based on ABC/FMR methodology aligned with our delivery terms communicated to our partners through our commercial policy.
-Searching for developing new offers locally/internationally based on the market/applications needs.
-Developing our current business and creating new techniques/offers that help us growing fast with our business.
-Setting business plans for different products lines and implementing them jointly with the help of our sales force/managers.
-Thinking out of the box (creativity) to grow with our business and defending our market share.
-Managing growth plans within my activity and products domain.
-Participating in different company's programs for growth and efficiency improving.
-Improving the process continuously to serve our customer better through the different support functions (customer care center, logistics team, quality team, finance and legal affairs teams….).
-Developing our Channels (partner's network) through a convincing win-win approach to grow together.
Job description and responsibilities:-
-Marketing (according to the marketing mix (4P's)) all IC products that match our market/customers needs.
-Launching new offers and implementing the marketing and promotional plan set for those launches.
-Techno-commercial support for all Sales forces, design, project managers and after sales teams.
-Working reactively and proactively towards the market application needs and customer requests.
-Monitoring and watching competition dynamics and preparing the retaliation plans for their strategies and plans.
-Conducting market researches and studies for the sake of PAM quantification, Market growth rate measurement, positioning and repositioning our offer(s), opportunities seeking and competition watch.
-Preparation for exhibitions, seminars, workshops, products presentations and training sessions.
-Participating and implementing the pricing strategies decided by the commercial management locally or internationally.
-Following and visiting our partners (distributors, retailers, Panel builders, System integrators)in order to listen to them, solving their problems, Updating and training their staff, get their stocks levels and helping them in managing and growing with their business profitably .
- Leading the sales force towards the potential opportunities in different market segments and get them trained and armed with all necessary arguments and tools to penetrate the market.
-Building and implementing the promotional plans for different products (revitalization).
-Conducting marketing analysis for the sales records (values and volumes) for the sake of setting action plans according to different and multi -angled analysis for different products lines.
(A local leading company in the field of power, control and instrumentation systems .The sole agent of Allen Bradley (Industrial control, PLC and speed drives )& Bailey Controls (DCS system & field instruments) .Distributor for GE breakers .
Job Title:- Techno-Commercial support Engineer.
Job Description:-
-Product manager for Allen Bradley (SCADA, Telemetry systems and PLC's) and Industrial automation products (Contactors, speed drives, measurements and control relays, motor starters…etc).
-Product manager for Bailey controls field instruments (flow-meters, PID controllers, PH meters, level sensors, smart transmitters (absolute pressure, differential pressure, temperature sensors (TC, RTD, PT100)..)
-Responsible for technical support, Pricing and quotations preparation.
-Configuration, Programming, commissioning and trouble-shooting.
-Interfacing with our principals abroad (UAE, USA, France and Italy).
-Sales force support and clients assistance for solutions.
-On going technical knowledge updating and catalogues studying.