Sales Manager/ Contracts based
Siemens LLC
مجموع سنوات الخبرة :22 years, 9 أشهر
Sales Manager/ Contracts based for Siemens LLC. UAE and Responsible for ME Region
Job Summary:
• Develop and sustain Services Contracts Business in the Lower Gulf Region to achieve strategic and financial targets.
• Play a major role in growing the overall Service & Customer Support business
• Develop Service Contracts Business in regional Markets (Lower Gulf Region Countries) as a main business model of the Service & Customer Support activities
• Create Business Plan to ensure target achievement & smooth/proper operations
• Responsible for service & Customer support profit & loss
• Identify Customer Demands/Expectations (market research & customer surveys)
• Identify external service providers’ channels & Business Partners according to business demand.
• Establish a retrofit opportunity management system to ensure the achievements of set targets
• Technical and commercial reporting to Industry Customer Service division General Manager
• Achievements from April 2011- July 2012:
• Signed and executed contracts with : SCHLEMBERGER, ABU DHABI NATIONAL OIL CO (TAKREER AND BOROUGE AND ELIXIER), LAFARGE, OMAN REFINERIES AND PETROCHEMICALS CO, QATAR CHEMICAL COMPANY LTD, DP WORLD, EMIRATES AIR LINES ENGINEERING, SHELL, RAS GAS, QATAR GAS, GULF PHARMACEUTICAL INDUSTRIES (JULPHAR), DOLPHIN ENERGY,
• Developed Contract business opportunities pipeline to 3 times opportunities expected volume.
Corporate Channel Manager for Schneider Electric, France
Job Summary:
• Identifies the customer segment specificity, leads the definition of the commercial policy for the segment and supports its implementation.
• Manages the customer portfolio in order to size and allocate the sales resources.
• Proposes sales objectives and builds the customer action plan for the segment, in order to support the field sales force at country level.
Job Responsibilities:
• Apply the Corporate Channel Principles and Fundamentals:
• Build and apply the local Channel policy based on Country's ambition / vision, on the local market specifics (needs and difficulties by market and channel, customer and intermediary characteristic), on the top operating management organization and on East Med's commercial policy specificities.
• Identify the need for products, applications and solutions for the customers segment.
• Leverage: Enrich and update the channel strategy principles, create a network of specialists through a community of practice.
• Implement the Customer action plans in coordination with countries sales.
• Measure: the progress performance by group of channel segment and by products family (Order Intake, Sales, Stock availability…), the trends of the channel, the Profit Margin, the commercial cost performance, the market share evolution.
Achievements: from 2007 to 2011
• Established a global commercial policy with successful implementation in Levant Countries.
• Established a customized training concept for Partners in Business Management training which became part of the International Training Catalogue.
• Established and Implemented a Franchise Business Module (was first in the Group) and Monitored the implementation in China as Pilot Country.
• Established a new Consulting Business Module in Business Management which enhanced the relationship with the partners and impacted significantly the business growth.
Applied CRM solution (Customer Relationship Management):
• Analyzed and identified job descriptions, staffing requirements, tasks and information circuits.
• Identified CRM Software requirements in alignment with the processes of involved departments
• Defined the business objectives of the implementation and Established measurable business goals with phased implementation approach
• Leaded the negotiations with CRM solutions providers.
• Defined the process of change management Strategy.
• Advised management on Business Development Strategy in the Middle East.
• Participated in pre-sales missions and advised top management on production planning.
• Advised management on development strategies, implemented staff restructuring.
• Analyzed and identified job descriptions, staffing requirements, tasks and information circuits.
• Motivated work teams, recommended employees according to job suitability.
• Ensured highest standards in technical/crew management and operations while maintaining agreed budgets.
• Aassisted the Regional Manager/Managing Director in planning, and executing Production strategies and products development.
• Consulted and negotiated with international companies to build partnerships.
• Presented engineering reports and findings to top management.
• Followed Quality Assurance and Production Supervisors’ decision-making and troubleshooting operations.
• Managed and supervised human resources policies, e.g. compensation and benefits, employee relations, recruitment, training and safety.
• Developed and implemented engineering policies.
• Participated in ISO system 9001/2001 implementation.
• Developed business plan, strategies and defined opportunities.
• Achieved the highest production rate in the history of the company (from 16 to 20 tons of cigarettes a day).
• Developed and improved the performance of 5 production lines.