General Manager (GM)
Orkila
Total des années d'expérience :19 years, 10 Mois
• Strategic pricing, planning, budgeting, reporting, and P&L ownership
• Rebuilding relationships with Customers, business development
• Restructuring, team building coaching and mentoring
• Portfolio analysis to determine the best products to buy depending on margin and liquidity, expense control and analysis
• Process design and improvement
• Supply Chain management: designed a forecasting tool to place orders of products consisting of getting the forecasts from the market for different products, checking stock levels, and accordingly placing orders (or knowing when to place an order) with the different suppliers in order to maximize efficiency, not having “lost sales”, and not overstocking, taking into consideration lead times, transit times, etc. Then following up on the orders, from origin to destination to clearance, and deposit in stock. This is followed by systematic market approach for all products in stock. This Process is updated every week.
• Handling the day to day activities, including financial, commercial, admin, regulatory
• Strategy design and corporate planning, including restructuring
• Portfolio analysis
• Traffic and flow optimization between the different departments in the Head office and branches across the region
• Process design and improvement
• Preparation of yearly budget according to industry, economic and competitor analysis
• Management of sales team (7-10 nos), including training, motivation, follow up, and monitoring of activities and performance
• Set up of business plan/operations, cost reduction project. Improved top and bottom lines and all the ratios
• Reporting to Head office (monthly and quarterly); Managing day to day activities
• Managing 25 staff members (HR, technical, administrative and financial issues), along with 30 life sales administratively
• Set up of new premium collection process and managing tracking and follow up on accounts receivables, collected multi million accounts several years old.
• Maintaining and developing new relations with brokers and corporate clients.
• Improved the performance of both branches in less than 12 months, with proper restructuring and process improvement, especially the quotation/offers, issuance and deliveries of policies process.
• Participated in establishing AXA’s strategy in the Gulf region, in coordination with the CEO and Executive Committee members.
• Delivered the yearly Strategic Plan, including “Ambition AXA” (5-year plan) after the financial crisis incorporating 40 strategic initiatives along with qualitative and quantitative information.
• Delivered Quarterly Business Reviews and Target Letter in addition to all requirements to AXA Group/MedLA region
• Maintained and up-graded the review of markets and competitors in the Gulf region (5 markets, 180+ companies).
• Provided support in studies for new potential markets.
• Prepared main guidelines for selling and cross selling to support sales force.
• Prepared and met all management business requirements, and structured reports according to specific needs for the new MIS tool, and direct involvement in logic design, cubes and report-testing prior to launch.
• Prepared documentation of AXA Gulf’s strategy and performance for the company’s shareholders/investors (Board meetings, AXA Group Executive Committee, and Regulatory Authorities)
• Designing a new budgeting process, by collecting revenues and expenses by line of business for each branch, including future projects, recruitments, and related needs.
• Managed the largest portfolios of the company, up to $ 500M sum insured; Analyzed market studies and developed new products, such as household insurance; Trained and directed the sales force in its approach for potential and existing clients
• Developed optimal traffic through the various departments for standardized and special products
• Management of the portfolio of one of the largest contractors in the Middle East
• Development of statistical models to analyze and improve the loss ratio of the motor portfolio
• Coordination among clients, the reinsurance department and the underwriting department
• Underwrote policies in most Property and Casualty lines of business (projects up to $1.3 Bn)
• Conducted around 200 pre-risk surveys, with PML scenarios (Probable Maximum Loss) calculations
• Managed team of 12 underwriters from different nationalities, negotiated several successful deals with major clients