Key Account Manager
Bayt.com
Total des années d'expérience :16 years, 6 Mois
• Established and developed a healthy business relationship with assigned verified lead list of companies by partnering with them and understanding their requirements; acquired companies with no significant revenue history.
• Focused on expanding the enterprise client database through extensive market research and prospecting; expanded customer share with growing client portfolio through consulting with existing clients.
• Managed the business in enterprise database through a solution-oriented selling approach; ensured significant market share growth, minimum sales metrics and substantial pipeline.
• Interacted with clients, determined their recruitment needs, prepared proposals as per clients’ requirements and presented demonstrations to clients to convince them buy company services.
• Instrumental in creative solution selling in order to revise and expand company’s service offerings to meet the changing recruitment needs of local enterprise clients.
• Liaised with different personnel including IT, Online Ad Sales and the client for ensuring effective fulfillment of various recruitment solutions.
• Spearheaded efforts to win new corporate accounts, managed existing accounts with no churn, increased the product portfolio per customer and maintained the highest level of customer loyalty.
• Worked with sales and marketing teams to prepare presentations and sales pitches; devised and implemented sales promotion plans, and leveraged market knowledge to acquire maximum number of accounts in the market.
• Identified up-sell and cross-sell opportunities by building long-term relationships with customers, resolved grievances in time and built a loyal customer base; tracked customer satisfaction scores and enhanced overall customer experience.
• Managed the training, usage and follow-up queries with clients through supervision of the assigned Product Specialist; supervised Telemarketing Executives for market research and prospecting to expand the client database.
• Supervised the building and maintenance of customer database, recorded sales information, appreciations and complaints in the internal system, entered all sales communications and opportunities in the CRM system and forecasted sales for a rolling-day advance period.
• Trained, mentored and motivated team members to generate leaders and post high sales figures, ensuring compliance with standard customer service practices.
Sales and Business Development:
• Manage sales of company’s SaaS product - Talentera with a view to make it the leading Applicant Tracking System (ATS) provider in the KSA region.
• Develop and implement winning sales strategies for Saudi Market, attend sales meetings all over KSA and generate revenues from different markets to contribute independently to company’s profits.
• Carry out market research and marketing studies to understand the dynamics across different markets, identify opportunities for business development and develop plans to capture market share in new areas.
Client Relationship Management:
• Present company’s services/products to prospective clients, prepare offers, prepare presentations and live demo for each client, and build a solid professional network through extensive client interaction.
• Lead marketing research to identify customer requirements, market demands, competitor activities and local / global economic conditions to develop / revise the marketing strategy and action plans.
• Develop new business with existing clients and identify areas of improvement to exceed sales quotas; identify opportunities within the territory and collaborate with sales teams to ensure growth attainment.
Team Management:
• Develop competent sales teams and provide job-specific training to ensure productivity, evaluate staff performance regularly, discuss performance parameters and provide feedback for improvement.
• Assist sales teams to achieve assigned targets, review sales reports forwarded by managers and recommend performance improvement measures to enhance business results.
• Developed strategic business plans to reinforce Bayt.com as a market-leading company in the region; formulated effective sales strategy to achieve organizational sales goals and revenues and set individual sales targets for the team.
• Worked with marketing team to prepare presentations and sales pitches; devised and implemented sales promotion plans, and leveraged market knowledge to acquire maximum number of accounts in the specific market.
• Built more effective communications with Relationship Managers through one-to-one review, understood training and development needs, and provided insight for the improvement of their sales and activity performance.
• Monitored and assessed the performance of Relationship Managers (Sales Team), and provided timely feedback to senior management regarding team’s performance.
• Rendered required support to Relationship Managers in managing key accounts; conducted weekly team reviews to check whether different KPIs of Relationship Managers are accomplished during the month.
• In-charge of recruiting, inducting and training sales and customer care staff based on staffing requirements; equipped the sales team with information on company services and knowledge of sales techniques to ensure successful deal closures.
• Stimulated the sales team to meet assigned daily targets, entered records of daily sales in the database and generated detailed reports for senior management review.
• Periodically appraised the performance of sales teams, recommended training to under-performing employees and resolved departmental problems; initiated necessary measures to retain top sales performers through rewards and recognition.
• Initiate and develop a strong relationship with assigned verified lead list of companies.
• Expand the Enterprise client database through market research and prospecting.
• Expand customer share with growing client portfolio through consulting with existing clients.
• Effectively manage business in Enterprise database through a solution oriented selling approach.
• Determine customers' recruitment needs, and prepare proposals to sell services that address these needs.
• Give demonstrations to clients on Bayt.com in order to handle
objections and convince customers to buy.
• Engage in creative solution selling to revise and expand Bayt.com’s service offerings to meet the changing recruitment needs of local enterprise clients.
• Liaise between IT, Online Ad Sales and the client to ensure effective fulfillment of various recruitment solutions.
• Achieve significant market share growth, minimum sales metrics and substantial pipeline in addition to abidance by company values and qualitative assessment by relevant managers in order to achieve confirmation.
Some of key accounts that i am proud to serve:
1) Ministry of Health.
2) Rajhi Bank
3) STC.
4) Mobily.
5) Al-Tawenya
6) SWCC .... etc
Main Responsibilities:
• Work at all times reinforcing Bayt.com as an admired and respected market-leading company.
• Acquire enterprise companies that have no significant revenue history with Bayt.com by selling Bayt.com’s solutions and services.
• Initiate and develop a strong relationship with assigned verified leads and effectively manage business in assigned database through a solution-oriented selling approach.
• Increase product portfolio per customer and maintain the highest level of customers' loyalty.
• Identify up-sell and cross-sell opportunities by building long-term relationships and providing quality customer service.
• Diagnose customers' needs, give demonstrations to clients in order to handle objections, prepare proposals to sell services addressing these needs and convince customers to buy.
• Manage the training, usage and follow-up queries with clients through supervision of the assigned Product Specialist.
• Manage market research and prospecting to expand the client database through supervision of the assigned Telemarketing Executive.
• Track all sales, communications and opportunities in the CRM system and forecast sales for a rolling 90-day advance period.
• Give demonstrations to clients on Bayt.com in order to handle objections and convince customers to buy.
• Track all sales, communications and opportunities in the CRM system.
Main Responsibilities:
• Work at all times reinforcing Bayt.com as an admired and respected market-leading company.
• Acquire companies that have no significant revenue history with Bayt.com by selling Bayt.com’s solutions and services.
• Initiate and develop a strong relationship with assigned verified leads and effectively manage business in assigned database through a solution-oriented selling approach.
• Increase product portfolio per customer and maintain the highest level of customers' loyalty.
• Identify up-sell and cross-sell opportunities by building long-term relationships and providing quality customer service.
• Diagnose customers' needs, give demonstrations to clients in order to handle objections, prepare proposals to sell services addressing these needs and convince customers to buy.
• Manage the training, usage and follow-up queries with clients through supervision of the assigned Product Specialist.
• Manage market research and prospecting to expand the client database through supervision of the assigned Telemarketing Executive.
• Track all sales, communications and opportunities in the CRM system and forecast sales for a rolling 90-day advance period.
• Give demonstrations to clients on Bayt.com in order to handle objections and convince customers to buy.
• Track all sales, communications and opportunities in the CRM system.
Highlights:
• Strategically secured more than <20> training contracts worth more than <750K> SAR within a span of 9 months.
• Successfully established collaboration agreements with overseas training institutes across England, UAE, Jordan, Kuwait and Egypt.
Key Responsibilities:
• Established and developed the training and consultation business through strategic business planning; developed contracts with trainers in different fields (local & overseas).
• Handled all operational activities of the training center; worked with senior executives to develop corporate training center strategies and initiatives.
• Managed communications and interface with International Alliances, partners & potential partners; identified and located new alliances for potential projects and new business opportunities.
• Hired, trained and built required teams, monitored the work flow, identified and assessed future and current training needs and prepared training materials.
• Developed and provided training programs that will lead to better customer service, quality standards, good human resource management and increased efficiency of the organization.
I achieved to secure new contract worth more than 4’000’000 SAR to implement a consultant project for the Municipal and Rural Affairs (professions and trades department) and affairs in Riyadh, Saudi Arabia.
Main Responsibilities:
•Traveling to more than 10 cities around the kingdom,
•Meeting more than 15 GM in deferent municipalities from deferent department for the reason of collecting data.
•Analysis more than 300 survey using Excel & SPSS.
•Managing 3 Foxe group to for SWOT analyses reason.
•Worked with the consultant team on putting the strategy of the professions and trades department.
•Work with the team in developing surveys, form, plans …etc. related to the project.
•Managing workshops related to the project.
•Ensure customer satisfaction.
Worked on three projects as follow:
1.HR Consulting project with Jeddah Municipality (3.8 million SAR project- 1.5 year)
Main Responsibilities:
•Supervising the project scope work.
•Surveys analysis using Excel & SPSS
•Worked with the team on the following work scope:
Performance Management System.
Assessment Center based on competencies (worked on more than 50 assessment center, over that 500 participant)
Pay roll system.
HR procuresses.
Competency matrix for all managerial levels.
Training needs.
Man power planning.
•Ensure to satisfy requirements of customers
•Study and Evaluate satisfaction on project work.
2.Training strategy project for Municipal and Rural Affairs - training department (1.8 million SAR project - 1 year)
Main Responsibilities:
•Supervising the project scope work.
•Surveys analysis using Excel & SPSS
•Worked with the team on the following work scope:
Managing more than 3 workshops for the SWOT analysis.
Defining Training needs for more than 100 jobs.
Diagnosis study for the resent statues of the department work.
Define the strategy of the training department of the ministry.
Man power planning.
•Visit more than 15 municipalities around the kingdom.
•Meet more than 20 G.M from deferent department for the reason of collecting data.
•Ensure to satisfy requirements of the project.
•Study and Evaluate satisfaction on project work.
3.Project management in Hajj season to manage collecting HUJAJ in season 2011. (7 day project)
my GPA was 4.02/5, I studied O.R. in 3.5 years with no fail. Dissertation entitled: “The Optimal Distribution For the Mobile Towers In Riyadh City” The project describes the optimal location for the mobile towers in Riyadh that makes the whole city covered by the signal of the mobile tower. We used in our project the “Set Covering Model “, also we used the C program, and lingo to solve our model.
