Sales Manager, Dubai & Northern Emirates
InfoFort LLC
Total years of experience :25 years, 1 Months
• Establish sales strategy and plans to identify market opportunities and leverage market share
• Implement long and short range goals, objectives, policies and operating procedures
• Measure sales capabilities, processes, competencies and performance of the sales teams
• Develop sales strategy for Business Solutions customers and work closely with team leaders to achieve strategy objectives
• Develop and enhance sales skills, methodology and monitor competitors’ activities in the market
• Monitor and report current market trends, competition, share and developments to the country and regional managers
• Provide recommendations on enhancing incentives schemes for the staff
• Effectively plan and allocate needed resources to achieve segment objective (Banking, Insurance, Oil & Gas, Telecommunication for Local, Global & MNC)
• Drive customers to use cost effective service channels and increase use of automation
• Develop strong relations with decision makers on customer side
• Regularly visit selected customers; especially those that have potential and may migrate into higher segments
• Create and implement processes for acquiring new business
• Accountability for delivering sales targets and organize regular team meetings
• Manage and develop Egypt’s revenue “USD 6 Million/annum” (+350 customers)
Major achievement:
• Achieved YOY growth of 22% per year for the last 3 years (2010, 2011 & 2012)
Responsibilities:
• Achieve sales targets as set by the management & deliver the required annual growth rates
• Manage and develop Egypt revenue “5 USD Million/annum” (+300 customers)
• Ensure the sales team members perform all job functions according to the procedure and policies set forth.
• Participate in the performance appraisals and assessment of the sales team.
• Recruit, train and supervise sales executives and telemarketers.
• Build a new client portfolio and retain the existing client base.
• Actively pursue customers as per InfoFort sales plan objectives through outdoor selling.
• Maximize penetration, development through cross/up selling activities for existing customers.
• Continuously conduct market research on customers’ needs and share it with unit heads in order to improve InfoFort offerings.
• Carry out other sales & operational activities as requested by the management.
• Comply with company sales tools and reporting systems & ensure delivering “weekly, monthly” reports as requested by the company management.
Major achievement:
• Nominated & won “Employee of the Quarter“(Q2 2010).
Responsibilities:
• Manage and develop the assigned field sales territory (100 Customers, 160 Accounts) in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs.
• Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers’ needs are recognized and met.
• Establish customer agreements and ensure that pricing guidelines are always applied and profitability targets for customers are met.
• Meet and exceed New Business and Cross Selling Targets through acquisition of competitor held accounts.
• Develop and implement an approach to secure competitors and prospects business in the shortest time possible. Establish Prospects pipeline to support this approach and target them accordingly.
• Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk. Take appropriate corrective action internally and/or with the customer.
• Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers’ relationship.
* Major achievements:
• Nominated & won “Employee of the Month“(Apr 2009).
• Nominated & won “Salesman of the Month award “(Oct 2008).
• Nominated to manage some of the Key Accounts.
• Built a strong relationship with the customers in a short period of time.
• Assigned to develop different lapsed sales territories.
• Provided unique solutions gained from the past CS experience.
Responsibilities:
• Manage & develop a team of 35 Customer Services agents and team leaders.
• Supervise, Plan, Control & Co-ordinate a group of Front-line customer service staff and express Centers / Service Points activities (10 DHL Service Points).
• Monitor & evaluate the Express Centers /Service Points performance.
• Implement DHL’s customer service policies and meet organization’s objectives to assure all callers receive service, which is prompt, friendly, courteous, accurate and helpful.
* Major achievements:
• Nominated and won the "Employee of the Month" award (Jun.2007).
• Successfully managing the team to meet departmental objectives.
• Exceeded Regional & Area service level & KPI's targets where we were ranked among the best countries in the region ( Eastern Europe, Middle East & Africa- EEMEA )
• Nominated and won the "Employee of the Month" award (Nov.2006).
• Achieved monthly targets against stated objectives.
• A decrease in staff turnover was apparent through continuous building of team spirit and morals.
• Provided support to country commercial team by strong contribution in selling value added services & sales lead programs.
Sales & Marketing Executive
Utopia Egypt Publishing & Distribution Co.
- Develop sales revenue by promoting the company core products.
- Negotiate Sales agreements with the clients as set policies and guidelines.
- Provide prospective clients with accurate information about the properties.
- Prepare presentations, proposals and sales contracts.
- Follow up maintaining customers on weekly & Monthly basis.
- Responsible for collecting relevant information on new clients for sales agreements.
- Ensure client satisfaction at all times.
- Coordinate company staff to accomplish the work required to close sales.
- Conduct market survey where and when necessary.
- Making promotional Sales / Marketing seminars & conferences.
- Dealing with the most famous publishing companies such as; Cambridge, Oxford, Macmillan, Mc Graw Hill, Prentice Hall, Harcourt, Houghton Mifflin.
Developer, Translator & Quality Assurance
Information & Decision Support Center "IDSC"
The Cabinet Presidency
" Project - Part Time "
- Translator & Data Entry for the Social Fund Development -Youth Projects.
The Electronic Fair Project - English Site "www.sfdprojects.org.eg ".
- Quality Assurance for both Sites (English & Arabic Site)
·IDSC: The Best Governmental Organization in the World (2003).
Purchasing Coordinator
Kuwait & Middle East Investment Holding Co.(Al Khorafy Group- Egypt)
"Work during university"
Responsibilities:
• Assist the Purchasing manager in indoor & outdoor purchasing requests.
• Responsible for indoor & outdoor supplies.
Trainings & Programs Aug. 2013 Performance Management Training LOGIC Management Consulting - Cairo May 2013 Basic Fire Fighting Theoretical Training GTSC – Cairo Jan. 2013 Finance For Non-Financial Managers American Chamber of Commerce in Egypt - Cairo Dec. 2012 Aramex Extraodinary Manager B Business – Cairo Sep. 2012 Advanced Strategic Management Training Prof. Arturo Bris (IMD) – Dubai Mar. 2012 Effective Communications & Human Relations Training Dale Carnegie – Cairo Dec. 2011 Leadership Training for Managers (LTM) Dale Carnegie – Cairo Oct. 2011 Executive Leadership Development Program American University of Beirut (AUB) – Lebanon Jan. 2011 Microsoft Project 2007 Global Knowledge – Cairo Jun. 2010 Train the Trainer Program RITI Institute / Brilliance Consulting – Cairo. Aug. 2008 Focus Workshop Franklin Covey Corp / LTC Egypt - Leadership Training & Consultancy – Cairo. Mar. 2008 Area On Boarding (Inclusive of the Global Selling Process & Best in Class) AC Training & Consulting- Australia “Andrew Cornell”- Bahrain. Mar. 2008 Teamwork Promise Franklin Covey Corp / LTC Egypt - Leadership Training & Consultancy – Sharm El Sheikh. Dec. 2007 Certified Supervisory Manager (CSM) “1 Year” Innovative Group, Inc-Florida, USA / Florida State University, Florida, USA Nov.2007 Executive Coaching Workshop American Chamber Of Commerce in Egypt Jul. 2007 Customer Care & Satisfaction LOGIC Management Consulting - Cairo Jan. 2007 Effective Tele-Sales Logos International for Training & Consulting - Cairo May.2006 Safe Training DHL Regional Security Manager – Cairo. Dec.2005 Time Management Workshop American Chamber Of Commerce in Egypt Mar.2005 Customer Services Excellence DHL Network Trainer – Cairo Jul.2004 Selling Heavy Weight Shipments against Freight Forwarders DHL Network Trainer – Cairo May.2004 Effective Selling Skills Training DHL Network Trainer – Cairo