Territory Sales Manager
Omnix International Co
Total des années d'expérience :33 years, 7 Mois
Brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate Solutions/Products.
• Account and Customer Relationship Management.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points, in which will support the customer’s decision process.
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.
• Managing Sales Activities and Sales Planning for strategic accounts.
• Prepare and deliver sales reports
• Prepare and deliver presentation about company capabilities, solutions and services that can be provided.
• Prepare and deliver Tenders, Proposals and Quotations
• Lead deals negotiations
• Prepare and deliver Projects Costs analysis
• Negotiate and decide pricing plan
• Handling big strategic accounts that needs experience and focus like:
o Jeddah accounts:
GACA
NCB
Saudi Arabian Airlines
SAVOLA Group
Panda
Al-Soraiya Trading Group
Fakieh Group
General Cars Syndicate
Gulf Stevedoring
Maghrabi Hospitals & Clinics
Makkah Accounts:
- King Abdullah Medical City
- Makkah Development Authority
- Emarat Makkah
- General Cars Syndicates
o Madinah Accounts:
Taibah University
Islamic University
Madinah Municipality
Madinah governor
TAV company
Madinah Development Authority
Abha Customers:
- King Khalid University
- Emarat Abha
- Abha Muncipality
- Cement Company
Yanbu Customer:
- Royal Commission
- RC Medical Center
- Samref
- Yanpet
o Al-Baha Accounts:
Al-Baha University
Al-Baha Municipality
• Brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate Solutions/Products.
• Account and Customer Relationship Management.
• Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points, in which will support the customer’s decision process.
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.
• Managing Sales Activities and Sales Planning for strategic accounts.
• Prepare and deliver sales reports
• Prepare and deliver presentation about company capabilities, solutions and services that can be provided.
• Prepare and deliver Tenders, Proposals and Quotations
• Lead deals negotiations
• Prepare and deliver Projects Costs analysis
• Negotiate and decide pricing plan
• Handling big strategic accounts that needs experience and focus like:
o Jeddah accounts:
GACA
NCB
Saudi Arabian Airlines
SAVOLA Group
Panda
Al-Soraiya Trading Group
Fakieh Group
General Cars Syndicate
Gulf Stevedoring
Maghrabi Hospitals & Clinics
Makkah Accounts:
- King Abdullah Medical City
- Makkah Development Authority
- Emarat Makkah
- General Cars Syndicates
o Madinah Accounts:
Taibah University
Islamic University
Madinah Municipality
Madinah governor
TAV company
Madinah Development Authority
Abha Customers:
- King Khalid University
- Emarat Abha
- Abha Muncipality
- Cement Company
Yanbu Customer:
- Royal Commission
- RC Medical Center
- Samref
- Yanpet
o Al-Baha Accounts:
Al-Baha University
Al-Baha Municipality
Bids & Proposals:
Established tenders section and managed it in a professional way to assure providing all the necessary administrative and coordinative services to sales department as well as other involved departments which helping performing and achieving their goals.
• Managing all tasks related to the preparation of tenders/proposals in a structured manner that ensures the quality of the submitted tender/proposal and reflects the company image.
• Assisting the sales manager in segregating the RFP into parts and ensure prompt delivery to each involved department.
• Tracking and follow-up on pertinent correspondences throughout the proposal preparation phases with the bid owner as well as the internal stakeholders and outside vendors.
• Separate the tender into various sections and distribute to the pertinent parties’ within the company and vendors as well.
• Attending all meetings related to the preparations of the tender within the company, and with the vendors as well as with the customer for any clarifications.
• Calculating prices and prepare costs analysis within the company sales policy.
• Managing all different phases of collecting and consolidating all tender's parts in a structured manner and in line with the corporate methodologies and standards. Submit to the sales manager for his reviewing and approval
• Managing the quality assuring procedure and review all details of the proposal to make sure that our proposal covers all RFP’s parts and fulfill the customer requirements.
• Tracking tenders/proposals and maintain elaborated statistics on winning rates, rejection/loss rates, reasons for rejection/loss, by developing a complete database.
Sales Executive:
Assisting the Regional Sales Manager in his daily functions, communicating with customers, vendors and suppliers, arranging for events, meetings and presentations ....etc, organizing filing and all related work documents manually & electronically.
- Bids & Proposals:
Handling / Consolidating Bids and Proposals. I’m an important member of that sales winning team, which has won and processed several big projects in Banking, Government, Military, Health sectors and Private companies.
- Orders processing
Preparing and following up orders processing and all related issues up to final delivery and acceptance.
- Managing Sales Reports:
Managing sales issues and reports using SAP system, preparing all sales reports needs for the top management.
- Presentations, Demonstrations & Seminars:
Managing successfully presentations, demonstrations and Taking part in presenting the company in computer exhibits. Preparing for Seminars, Workshops ….etc
Sales Executive:
Assisting the Regional Sales Manager in his daily functions, communicating with customers, vendors and suppliers, arranging for events, meetings and presentations ....etc, organizing filing and all related work documents manually & electroniclly.
- Bids & Proposals:
Handling / Consolidating Bids and Proposals. In that period of time I was an important member of that sales winning team, which has won and processed several big projects in Banking, Government, Military, Health sectors and Private companies for a value of more than 50 million Saudi Riyals.
- Orders processing
Preparing and following up orders processing and all related issues up to final delivery and acceptance.
- Managing Sales Reports:
Managing sales issues and reports using SAP system
- Presentations, Demonstrations & Seminars:
Managing successfully presentations, demonstrations and Taking part in presenting the company in the computer exhibits. Preparing for Seminars, Workshops ….etc
- Sales:
Handling / Consolidating Bids and Proposals. Preparing quotations and proposals, following up order-processing and all related issues up to final delivery and acceptance, managing sales issues and reports using SAP system, managing successfully presentations, demonstrations and taking part in presenting the company in computer exhibits, preparing for Seminars, Workshops ….etc
- Marketing:
Designing Banners, brochures and products advertising
- Computer:
Computer Programming using COBOL language, Managing Sales & Collection Reports, Supervising IT Dept.
- Executive Secretary for the GM:
All secretarial work for the office of the GM.
Organizing Computer courses and managing/scheduling training hours.
May 1989, HELWAN University, Cairo, Egypt, Bachelor of Commerce (B.Com.) from Foreign Trade faculty. Specialization in General Accounting,. General estimation of V.G. with Honor degree