Head of Sales and Business Developer – Turkey, Jordan & Qatar
NEBO MEDIKAL A. Ş
Total years of experience :24 years, 2 Months
Full-time leadership role within NEBO A. Ş. Working in conjunction with our Executive Director and leading the sales, account managers, technical support and R&D teams within the external facing functions together with other members of the Senior Leadership and Management Team, propose and co-ordinate agreed strategies to develop the our company business, in order to ensure that the company is positioned as a market leader within Jordan, Qatar & Turkey. In conjunction with other functions within NEBO A. Ş., monitor and direct the sales, R&D and account managers, technical support activities of the company and establish appropriate systems and operations to grow the users and services of NEBO A. Ş Products.
Strategic planning and positioning in the appropriate markets and products, enhancing the operation of the business, position or reputation in some way; lead a team of staff reach across all areas of the business (Qatar, Jordan & Turkey):
Main responsibilities
• Leadership and management of the sales, account management/ technical support and R& D teams, fostering a team-based culture, ensuring positive interactions with other teams within NEBO A. Ş. and with product users, Research Partners and other external collaborators.
• The proactive engagement of the existing and potential user communities for the effective delivery of agreed budgets and targets for sales, account management/technical support;
• In agreement with the Executive Director, create and implement sales plans to grow income in target customer market and geographic sectors globally;
• Working with Product Managers to agree positioning strategies for their product lines;
• Through the in-depth understanding of user needs, identify new opportunities and markets for product;
• Overseeing the annual renewals process, ensuring on-target retention of existing users;
• Responsible for the acquisition of new users;
• Ongoing support to distribute and produce to product or service in coordination with R&D department.
• Manages a sales team within MENA, arranging for meetings and decision makers.
• Collaborating with senior executives to establish and execute a sales goal for MENA region.
• Educating sales team with presentations of strategies, seminars and regular meetings.
• Reviewing regional expenses and recommending improvements.
Responsible for developing the sales in Jordan, of the Amadeus online and offline solutions. Drives our team to identify and pursue business opportunities together with air providers or third parties and in accordance with the defined expansion strategy.
• Management of sales and contract negotiations of the IT Portfolio solutions (Air Operations Engine including Schedules, Fares and Pricing, Inventory and Seats Modules as well as the Rail Distribution Platform) and other services
• Support the development and definition of the IT sales strategy in line with the BU LTP, working in close collaboration with Product Management, Regional teams and related Business Units. Review and contribution to the regional pipeline and prioritization of opportunities in line with LTP. Review of product and solution mix in line with opportunities and Management vision.
• Qualification of opportunities in terms of solution fit and revenue potential. Development and ownership of the sales strategy, the relationship mapping and the planning for each engagement.
• Sales lead on Air IT deals and full ownership of bid management process from start of the engagement to contract signature. Responsible for the definition, structuring and analysis of the commercial framework. Management and coordination of the cross-functional bid team.
• Management of the contracting plan and leading of the entire negotiation process from drafting to contract signature. Prime entry point for customer negotiation team. Structuring of negotiation framework in line with BU objectives and legal criteria. Coordination of internal contract negotiation team.
• Developing Technical strategies promoting Amadeus online products for both B2C& B2B solutions (AOCT, e-power, web services API, etc.).
• Organizing meetings with the potential customers to prospect for new business, negotiating terms of all online agreement (CAP, CAU, CAP-CAU) agreements and closing sales.
• Assuring accurate and up-to-date execution of CRM, and daily, monthly & yearly data analysis
• Attending local & regional exhibitions e.g. ATM Dubai.
Significant Accomplishments:
• Dominating Online projects within Jordan market attained a total of 98% Market Share in 2018 & 2019 considering that in 2016 was 15%.
• Award winning best Regional sales Manager for 3 times for Amadeus Online Solutions - Winner of Merchandizing 2016, 2017 & 2018.
• Completing over 25 online projects participating with all acquisition, negotiating and preparation process, e.g.: (Adventure Travel Web-services API, Hashweh Travel e-power, Cybersa web services, API GenX, Travzlle web services, e-rehleh web services, Travel Miles Ticket Jo web services, QTECH API, Calculus API, Big Ben e-power, Click Travel worldsoft.)
• Butterfly e-power (ongoing), ORANGE AOCT (Ongoing), Travel LEGO (Ongoing)
• Recognized as Air Content Sales Pitch Champion (ACSP) for Jordan Team and handling all related requirements for the ACSP Project based on status (Acquisition, Development & Retention)
• Attained a total of 43% Market Share in 2015 considering that in 2012 was 25%
Project Director coordinating and managing all activities for the project, accountable for the development, regular update and implementation of the project work plan, technical strategies, and budget to ensure attainment of the program goals and objectives in line with the project's mandate and approaches, to contribute to the goals of the local USAID Mission and government partners.
The primary liaison between the project and the local USAID Mission, Government counterparts, International Cooperation, stakeholders, and partners involved with management activities and/or implementing related programs in the project. Managing the project team, provides strategic and technical guidance and works closely with the assigned Portfolio Manager, Technical Strategy Lead, other project home office technical and operational staff, ensure that Project targets and deliverables are met on time. ensures the timely and quality delivery of project products and activities and supervises in-country staff.
Key Result Areas:
• In-charge of executing the association’s strategic business plan and supervises all operational & tactical functions for the project.
• Facilitate the identification and provision of required short-term technical assistance in support to program activities in collaboration with home office and regional office based technical teams.
• Facilitate the review of technical reports developed by other team members and/or consultants ensuring the quality of delivered products and that reports/recommendations are appropriately disseminated among counterparts and partners.
• Ensure the development of regular activity updates and their timely submission to the local Mission, and the development of quarterly and annual progress reports, financial reports and other reports as required to be submitted to the local USAID Mission
• Conduct budget monitoring and cost control based on sound financial and accounting principles.
• Ensure project staffing, structure and reporting relationships are aligned with project needs, local context and available resources.
• Build and maintain strong working relations with key internal and external stakeholders, beneficiaries, subcontractors, suppliers and partners. Provide effective and timely responses to inquiries and concerns.
• Developed the agendas of board meetings and prepared the consequent meeting minutes
• Monitored the activities and performance of all association staff members.
• Seek out new and strategic partnerships in the public and private sectors to advance program objectives and promote innovation.
• Engaged the members and potential members in the activities of the association
Significant Accomplishments:
• Played a pivotal role in:
o Budget savings with 24% rate
o 100% achievement for set business plan goals
In charge of executing the association’s strategic business plan and supervises all operational and tactical functions. Held responsible for the association’s overall performance and is empowered by the board of directors to take any necessary measurements to achieve the planned results.
Responsibility for the execution of AHA’s various activities and programs of work in accordance to schedules, allocated resources, and budgets.
Essential Duties and Responsibilities:
• Develop the draft business plan goals and strategies and update annually.
• Prepare an annual plan of work that defines the activities to be performed.
• Prepare annual budgets for the board’s review and approval prior presenting it to the general assembly.
• Devise and executes contingency plans.
• Implement the plan, reporting the current status to the board on a regular basis.
• Allocate human and other resources, and distributes work-loads.
• Monitor budgets versus actual expenditures/revenues, and reports to the board.
• Continuously updates the chairman on the association’s affairs, progresses, and important communications received/ made.
• Liaise with other organizations and business entities on joint activities.
• Contact all other similar associations to be aware of their activities and plans.
• Contact local and international funding organizations for fund-raising purposes.
• Prepares agendas of board meetings, prepares consequent meeting minutes.
• Follow up on the execution of all committee decisions taken during the meetings.
• Report to the board on all association activities.
• Recruit, retain, terminate, and appraise employees.
• Supervise the activities and performance of all association staff members.
• Support the recruitment and retention of association members.
• Engage members and potential members in the activities of the association.
Oversee the operations of a company’s affiliate in Jordan. Overseeing logistics, develop new business and ensure profitability. Responsible for managing overall operations, recruiting staff and creating budgets; also to develop and submit weekly, monthly or quarterly performance and progress reports to company headquarters.
Key Result Areas:
• Identification of new routes in order to achieve Company’s marketing goals and services level pertaining to the assigned territory
• Prepare the Marketing-Business Plan and to allocate responsibilities for the attainment of marketing goals and services levels
• Monitor performance of marketing goals and services levels, taking remedy if any shortfalls in consultation with Senior Manager Sales
• Development and achievement of sales target.
• Developing suitable sales strategy for the market and ensure achievement of market share.
• Recommend on passenger fare structure to ensure high yield and to maximise the revenue.
• Devise, implement, operate and maintain campaigns and other marketing devices to maximise the uplift.
• Liaise closely with the Senior Manager Sales in all aspects of medium and long term corporate development
• Develop general business opportunities including but not limited to corporate houses, hotel industry, tourism companies, media personnel and exhibition organizers to improve the market share.
• Take immediate decisions in liaison with Senior Manager Sales to take care of any situation affecting the load factor-yield.
• Ensure that the Sales Managers visit all the travel agents and top corporate clients to ensure maximum distribution and achieve high sales-yield.
• Should always strive to keep the cost of operations under control without compromising on the quality of operations-image of the Airline.
• Improve Oman Air image through effective media advertisements, personal interactions and through any other industry accepted practice in liaison with marketing communication Department.
• Shall be responsible for compliance with all provisions of the local laws applicable and if necessary to meet government agencies-officials and sort out issues of operational importance.
• To develop and maintain good relations with Ministry of Transport, Director General of Civil Aviation, Airport Authorities, Security agencies etc.
• Ensure a member of the staff has been appointed as the Emergency Response Coordinator at every station under my purview.
• Plan manage and support development of people in the station team.
• Monitored the station’s operating, manpower and capital budgets.
• Looked after the sales & reservations activities of the GSA so as to ensure the proper representation of Oman Air in both office standard and quality of manning personnel
• Involved in regular BAR Meetings & HDQ meetings Dialogues with GSA to provide the best of services to clients and correct operational shortcomings.
• Coordinated with the airport staff to assist during periods of flight disruption and pax re-accommodating
Significant Accomplishments:
• Played a pivotal role in increasing:
o Market share of 35% while it was 7% in 2007
o West Bank Market share with a total of 14% while it was 0% at the time of joining of the company
• Contributed in Oman Air’s starting of its first 4 weekly frequency while it was operating once weekly out of Amman
Reporting the Sales and reservations activities of the GSA so as to ensure the proper representation of Gulf Air in both office standard and quality of manning personnel.
Participate in the activities of Gulf Air’s sales force discharging our duties as efficiently as possible.
Assignments and areas of responsibilities, to achieve the allocate target set by HQ and other sales outlets.
Investigates, meets, processes and reports on all types of claims, complaints and compliments received by the station.
Identifies shortcomings of the quality of travel agents according to my allocated area of responsibility, Personnel and arranges for the provision of necessary trainings in liaison with the concerned departments.
Assists in preparing yearly Market Plans for this station.
preparing Sales reports required by the Head Office are completed and dispatched regularly
Participates in regular Sales Meetings, Staff Coordination Meetings.
Ensures in acquiring other airlines marketing practices and fares and recommends remedial actions.
Recommends corporate deals with major Accounts and Agents.
Ensures Gulf Air’s participation in sales campaigns and public events, collects sales leads for dissemination to concerned departments and stations.
Ensures that special and seasonal markets in this station are identified and planned for efficiently.
preparing station review presentations and participating in HDQ Station Review meetings.
Review the uplift and based on indicators recommend raising Sanctions.
Create database for monitoring OAL activities and ensure that Gulf Air is in a competitive position.
Compiling the Monthly Activity Report derived from existing database
Assisting DSM-Jordan on advertising and promotional issue
MIDT (Wise Vision) report to monitor the market and OAL
Assumes full responsibility for preparing requested sanctions to HQ and follow-up for approval.
Assisting in setting and accomplishing the yearly marketing plan for our station.
Enlarge Gulf Air’s traveler, and participating in th overall Marketing and Sales activities of Amman Station.
• Participating in stations sales activities as per instruction from A/ Manager and DSM.
• Maintains regular contact with the travel industry (Travel Agents) Commercial Houses, Private Companies, entertaining them and availing to them Gulf Air timetables, giveaways, window and other display items, and competitive fares as maybe necessary and within approved limits.
• Assumes full responsibility for the FFP.
• Making hotel booking and car hire at the request of the customer.
• Handling monthly reports for the station KPI/OAL&F5 Reports and participating in compiling the marketing monthly report and other daily reports.
• Maintain Sanctions database, and database on all marketing information and reports to DSM-Jordan.
• Create database for monitoring OAL activities and ensure that Gulf Air is in a competitive position.
• Compiling the Monthly Activity Report derived from existing database.
• Assisting DSM-Jordan on advertising and promotional issues.
• Promoting Gulf Air product and services in the local market.
• MIDT (Wise Vision) report to monitor the market and OAL.
• Participates in regular Sales Meetings, Staff Coordination Meetings.
• Performs other duties requested by Area Manager & DSM.
Quoting and booking the STA tickets for students and youth. Booking for hotel accommodation through the IBS Branch Recognition setup (httl: ibs.statravel.net). Preparing English Language Summer Courses for Jordanian students. Preparing some tours out side Jordan (Outbound officer) such as, Istanbul, Marimas, Antalia, Lebanon, Syria and Sharm El Shekh. Handling All Marketing matters for the company (Brochure, Flyers, Company Profile- Newspaper advertisements, promotional campaigns, leaflets, Banners and other marketing and promotional materials) through organizing between our company’s needs and our advertising agent. Preparing for the conferences and Workshops inside Jordan.
PREPARING & PARTICIPATE ON THE SCHOOL’S OPEN DAY ACTIVITIES.
The Bishop’s School 4th May 2001
Philadelphia National School 1st May 2001
Modern American School 20th April 2001
Baptist School - Amman 4th May 2001
New English School 27th April 2001
Oxford School - Amman 12th May 2001
Cambridge High School 18th May 2001
PREPARING & PARTICIPATE ON THE MARKETING CAMPAIGNS:
Yarmouk University - Irbed 4th - 6th November 2001
Jordan University for Since and Technology 10th - 12th February 2002
Amman Private University 10th - 13th March 2002
Yarmouk University - Irbed 28th April - 1st May 2002
Recruiting new corporate accounts and companies to work with our travel Agency with regards to tickets and hotel reservations. Promotion of the ISIC Card and its benefits to School Colleges, Universities & Educational Centers in Amman. The promotional of STA Travel tickets (Discounted Student Fares) to different educational institutions. Getting Sponsors for the marketing material and marketing activities.
Preparing Programs for Individual & Group inside Jordan. Handling all Reservation for Transfers, Accommodation, and Excursions inside Jordan. All Marketing matters for the company (Marketing Companies). Quality control matters following up our service quality after selling. Coordinate between our company and our Agencies outside Jordan. Handling the new employee matters. Preparing for the conferences and Workshops inside Jordan.
The Fifth Annual Wedding Expo
IUCN Congress Amman 2000 (4th - 12th October 2000)
KPMJ conference at the Dead Sea 7th November 2000 (Consultants Conference)
Business management with a grade of honor