Commercial Director
Alkhorayef Commercial Co.
Total years of experience :18 years, 9 Months
Commercial Director
To provide general management and operational oversight for Commercial through
developing and implementing its Commercial strategy in order to achieve short and long-
term Commercial objectives, customer satisfaction levels, and profitability targets within
ACC’s strategic objectives, and adopted policies and procedures.
Principal accountabilities:
• Provide General Management and operational oversight for the commercial
function in the Country.
• Design, implement the commercial’ sales strategy and set its corporate objectives
to drive short- and long-term growth /profitability in all four regions activities and
divisions.
• Negotiate and form annual dealership strategies, targets, and marketing programs
with the vendors principles.
• Lead, direct, and control all Commercial function’s activities.
• Prepare the annual Sales, Parts and Service Budgets guidelines and lead the
commercial’ teams discussions during budgeting cycle.
• Establish, assign, and monitor set targets performance in all areas.
• Review and improve the company income statement to ensure full alignment with
the budget.
• Formulate strategies that mitigates financial and operational risks.
• Review and approve special discounts within authority, authorize credit
applications.
• Lead complex negotiations with executive clients and business partners.
• Participate in management meetings to provide overall progress reports.
• Provide guidance, supporting visits to the regions.
• Develop and oversee the implementation of Commercial’ policies, procedures.
• Lead and direct the regional teams on change management.
• Guide, mentor and develop Commercial’ team to take larger and complex
responsibilities.
• Identify and recruit senior key talent.
Parts and Service Sales CMD, CR
Maximize Parts and Service Sales in the Region and facilitate in
developing growth areas in Parts and Service marketing.
• Responsible to achieve our assigned Parts targets.
• Motivate and direct the field sales force to deliver optimum results and
achieve their pre qualifiers and assigned targets.
• Ensure full utilization of all Parts and Service Marketing programs in
our Region.
• Implement and achieve our departmental and regional objective as
per the assigned work plan.
• Obtain up to date market intelligence, which includes profiles on each
major competitor in the region, and put forward the required action
plan for better positioning.
• Liaise with service department to ensure prompt follow-up on matters
pertaining to customer service related problems in the field and
workshop.
• Establish and maintain good ongoing customer rapport with key
decision makers ie. top 40 customers.
• Work closely with other branches, towards achieving their respected
Parts and Service targets.
Kingdom Work on developing plans and opportunities to better position OCS Arabia Sales and operational teams to obtain the majority share of all business related to the (TFM) Total Facility Management Solutions. • To maintain and develop a wide network of key contacts and decision makers within the KSA market place, and insure that the Company participates in as many opportunities as possible. • Achieve Specified budget Turnover Targets and Profit Levels. • To develop the required sales strategies and its required work plan. And prioritize work effectively and work extensively with the team. • To ensure Activity and Conversion levels are achieved to ensure budgets are met. • To have a detailed knowledge of the TFM Services & Market Place. • Ensure that all submitted proposals are innovative, accurate, compliant, timely and professionally presented. • Follow up with my direct sales team and provide feedback on sales leads and update the Salesforce (CRM) System accordingly. • Insure information and knowledge transfer during prospecting and mobilization. • To continue actively researching the TFM Services market place, advise on its market conditions and trends and competitor activity.
Parts and Service Sales CMD, WR
Maximize Parts and Service Sales in the Region and facilitate in
developing growth areas in Parts and Service marketing.
• Responsible to achieve our assigned Parts targets.
• Motivate and direct the field sales force to deliver optimum results and
achieve their pre qualifiers and assigned targets.
• Ensure full utilization of all Parts and Service Marketing programs in
our Region.
• Implement and achieve our departmental and regional objective as
per the assigned work plan.
• Obtain up to date market intelligence, which includes profiles on each
major competitor in the region, and put forward the required action
plan for better positioning.
• Liaise with service department to ensure prompt follow-up on matters
pertaining to customer service related problems in the field and
workshop.
• Establish and maintain good ongoing customer rapport with key
decision makers ie. top 40 customers.
• Work closely with other branches, towards achieving their respected
Parts and Service targets.
Construction Machinery Division - WR
Responsible to achieve our assigned Caterpillar Machinery products Sales volume and value targets, within the respected
Region.
• Meet or exceed the annual budgeted target of CM franchise, by ensuring the effective sales coverage of all the users
of his type of equipment in the Region.
• Meet the annual Sales objectives, as per the detailed work plan.
• Conduct professional customer interfacing, discussion and negotiations to insure proper deal closures, and full
customer satisfaction.
• Produce sales forecasts to assist H.O Product Management in their inventory planning.
• Ensure all Sales Rep’s receives the adequate amount of coaching and training to conduct their jobs with full knowledge
Work on developing plans to position the Zahid Tractor Sales Teams to obtain the majority share of all business related
to the Caterpillar and other franchises held by Zahid Tractor.
• Assist both prime product and product support departments in the achievement of company goals.
• Initiate and develop key account relationships in segments. The principal industries: General Construction, Power
Projects, Cement, and Mining industries.
• Pre-qualify new business opportunities amongst international and local companies engaged in the above mentioned
segments.
• Search through and analyse all relevant industry project news in all media with a view to exploiting this information in
relation to Z.T. product sales.
• Maintain project and forecasting data bases for all industry segments covered.
• Build and maintain effective relationships with a core group of industry knowledgeable key personnel, with a view to
gaining a comprehensive view of industry trends.
To call on both existing and prospective buyers within a prescribed geographical area, and maximize sales of the
Company's products within trading guidelines established by Sales Management.
• Make planned sales calls on all existing and prospective customers and report its outcome.
• Maximise the Prime product sales, leads to achieve annual sales targets Volume and Value.
• Preparation of necessary quotations and tenders and to ensure their prompt delivery and follow up and report outcome
of each quote issued.
• Provide (6) months rolling forecast updated monthly by unit, model and customer.
• Report on regular basis all competitive activities within my sales territory, eg. Pricing, sales, Special offerings.
• Report on regular basis on the prevailing and forecasted economic conditions within my territory that impact our sales
opportunity, eg. New projects, completion of existing projects.
To call on both existing and prospective buyers within a prescribed geographical area, and maximize sales of the
Company's products within trading guidelines established by Sales Management.
• Achieve the set sales target volume and value.
• Insure proper Top customers list coverage follow up’s, of the assigned territory.
• Quotation/Tender presentation follow-up, negotiation and closure.
• Deliver professional prime product presentations for comparison purposes.
• Submit accurate sales forecasts for potential business.
• Report on all relevant competitive/market activities.
• Maintain a high level of product knowledge.
Available upon request
Available upon request