Chief Commercial Officer
Royal Jet
Total years of experience :26 years, 1 Months
• Conferring with CEO to plan business goals and strategies, developing Sector policies, directing sales functions and operations, and establishing responsibilities and plans for attaining anticipated performance and profitability targets.
• Develop and manage a 3 year business plan which includes product strategies, marketing plans, regional sales targets, channel sales and global direct/indirect business. Set performance targets for 1 year revenue and expenditure budgets in liaison with the CEO and the CFO for all direct and indirect management.
• Provide leadership and direction to the sales and marketing team ensuring that they are motivated, capable and resourced to achieve performance and target objectives consistent with the company values in a safe and cost effective manner.
• Direct and manage the processes for product sales and marketing - ensuring effective use of resources, skills and expenditure in market research, advertising, exhibitions, promotions, proposals, presentations, tenders, bids, and contracts.
• Direct and manage the account management process to ensure that RJ delivers its set service, develops more business and fully meets customer expectations. Negotiate and finalize major accounts - when required.
• Develop the strategy and the agenda and manage costs of participation at industry related events and international and local exhibitions, trade fairs, seminars, events which will contribute to the increase in market awareness and promote Royal Jets commercial opportunities to enhance returns and maximize benefits from such investments, in coordination with the PR agency.
• Following up on and managing the outsourced entities such as the PR agency and the marketing company, and ensuring that they are delivering the required, as per the approved and signed contracts.
• Through liaison with other key Divisions advise on customer feedback and work together as a project team to ensure RJ aircraft are equipped with modern communication equipment and In-Flight Products and Entertainment Systems that will meet the customer’s expectations.
• Establish and monitor the annual operating and sales target budgets for the department.
• Manage the development of the customer service database Section.
• Manage the development of staff through performance reviews - setting clear objectives for all direct reports with appropriate incentives and rewards for on target sales performance.
• Managing the maintenance of accurate database and records of sales and after sales through the customer service Section Head.
• Conducting periodic meetings with subordinates within the Division to keep abreast with latest developments and advise appropriate solutions and measures.
• Specifying manpower requirements according to adopted planning and employment practices in coordination with the Human Resources division.
Senior Account Manager
Enterprise - Major Accounts
• Handling TOP key accounts in the field of TMTH (Transport, Media, Technology and Healthcare)
• Managing both Government and private sectors, such as; Dubai Holding-Tatweer, RTA, Emirates Post, Dubal, Microsoft, IBM, Reuters, Real Media (Owners of ZEE TV group), DMI
• Meet all their telecom requirements and provide them with the best solutions which meet their needs in the best commercial ways.
• Arrange presentations to their decision makers to give them full ideas about all of our products and services.
• Prepare tenders and proposals for the large selling deals.
• Maximize opportunities from incoming enquiries via face-to-face sales meetings.
• Accurately forecasts annual, quarterly and monthly revenue streams.
• Resolve customer complaints regarding sales and service
• Sales of emerging products and multi-product sales.
• Achieving Sales targets
• Managing a team of account managers, sales support executives and engineering teams
• Acting as Director-Direct Sales
• Working As account manager for MVC (Most Valuable Customers) meeting all their telecommunications requirements and introduce them the best communications services to help them doing their business in perfect and advanced way.
• Managing all the consulates of different countries in Dubai (More than 45 Consulate General and Commercial offices) in term of providing them our best solutions which might help develop their work, solve their communications problems, share the experience of the old consulates with the new ones in town and build a strong and trustable business relations with them.
• Studying the market and offer the companies with Data services (Data leased lines, Internet leased line, Frame relay, EMNET&EMDAN, ATM…etc)
• In Addition to that; I am working as Telesales Team Leader for a team of 14members.
• I guide my team how to approach the business customers and how to reach the decision makers.
• Our goal in Telesales is to Increase sales, Keep our customers and re-churn our previous customers.
• I set-up the monthly / yearly target for the full team and follow up the team day to day performance.
• My work requires doing a lot of Presentations such as; staff training, new products & services, regional presentations, etc...
Higher Certificate in Strategic Management from IATA which included 4 main subjects: 1.Airport route development and commercial management 2.Airport master planning 3.Airport marketing & corporate communications strategies 4.Airport strategic management with business simulation