Business Developement Manager
Apple
مجموع سنوات الخبرة :15 years, 2 أشهر
• Selection and recruitment of direct sales channels (Carriers) and indirect channels (Channel Partners)
• Developing channel plan per partner in alignment with Apples channel programs
• Managing demand generation activities including 1:1 and 1: Many activities
• Managing the regions pipeline
• Liaising with resources across META region to provide needed support
• Developing regions overview, forecast and 3 years’ business plans for iPhone, iPad and Mac products
• Managing relations with key customers at CxO level
• Managing the B2B reporting dashboard
Selected Achievements:
• Grew channels revenue from 150 M$ to 280 M$ YoY
• Grew number of channel partners from 11 to 19 across GCC Region
• Managed multiple demand generation activities by partnering with Mobility developers and experts
• Market segmentation and profiling
• Mobile voice, Data and VAS products management
• Managing partnerships with key ICT Players
• Managing corporate customers’ life cycle
Selected Achievements:
• Successfully revamped Voice, Data and VAS products portfolio
• Grew ARPU by 30% and GM by 10%
• Lead partnership with Microsoft to launch Office in a box product
• Lead Partnership with ICT provider to launch joint fixed/Mobile proposition
• Lead commercial activities to revamp Partner program, sales commission and sales enablement tools
♣ Handled the Mid-High Value segment with YOY increase of 27% in absolute figures.
♣ Handled of the launch of the Mid Value segment.
Marketing Manager, March 2010-Nov 2010
Developed and implemented new marketing strategies based on thorough research of customer needs. Created a new bundled solution offering based on substantial investment in leading edge technology, including value-added cloud computing services. Managed hosting, connectivity provision, and VoIP functions.
Accomplishments:
¥ Launched new SoHo prepaid package and new office in a box proposition.
¥ Introduced new high-value SME accounts management program.
Corporate Segment Manager (Secondment from Zain Jordan to Zain Group), July 2009-March 2010
Brought on to manage special projects and assist in creating an operational blueprint for Zain, allowing for replication across various geographic regions. Played key role in shaping process, focusing on turning-around operation through end-to-end audit, analysis and re-engineering. Managed supply chain and Corporate sales and Marketing teams.
Accomplishments:
¥ Successfully completed objectives in a highly complex and challenging environment, increasing corporate accounts 80%, achieved 15% of annual target through alternative sales channels, and reducing bad debts by 80%.
¥ Led a skills-gap analysis across the workforce to identify core strengths and development areas, accurately aligning staff with appropriate functions and resulting in 200% sales growth with less staff, enhanced sales support, and increased efficiency through the reallocation of other resources.
¥ Restructured corporate sales team based on the skills gap analysis.
¥ Revamped corporate proposition resulting in doubling monthly sales.
¥ Led multiple, key account negotiations, successfully securing large deals, including Nigerian Army Forces.
Head of Corporate Sales, Feb 2008-July 2009
Directed sales team of seven managers and 75 support staff in developing and implementing new sales strategies to penetrate highly lucrative and relatively untapped corporate segment. Recruited and managed a portfolio of partners and handled forecasting, budgeting and performing yield analysis. Successfully created strong market presence and brand awareness, while initiating campaigns and market surveys.
Accomplishments:
¥ Restructured commission scheme to align different departments to their goals
¥ Launched MS CRM dynamics that resulted in a more structured relationship management with clear KPI’s
¥ Grew revenue by 18% by developing a more relevant accounts plans and sales campaigns
Job Responsibilities as Head of Corporate Sales: (Sept 2008 - Present)
• Designing/ developing corporate short and long-term sales development objectives for range of organizational products and devising cost effective network sales development strategies to achieve optimum commercial benefit.
• Forecasting, budgeting and performing yield management to achieve/surpass organizational goals/objectives.
• Instituting strong market presence, by creating product demand and awareness through customer awareness campaigns, market surveys and analysis.
• Establishing different corporate data solutions to meet consumer needs through targeted products/services.
• Introducing new business including cross selling with product teams, maintaining excellent account relationship with commercial clients to augment revenues.
• Directing account management process, assuring service delivery, developing additional business to meet customer expectations. Negotiating/finalizing on major accounts to strike a cost effective deal in favor of the organization.
• Budgeting, reducing costs and ensuring sales figures justify overheads. Reviewing comprehensive credit analysis/proposals for further credit approval.
• Providing leadership/direction to sales team ensuring awareness of individual goals, motivating to achieve performance/target objectives consistent with organizational values in cost effective manner.
• Coaching and supporting sales managers/executives to communicate and implement sales development plan. Monitoring execution of all aspects of plan and reporting achievements to senior management.
Job Responsibilities as a Key Accounts Manager “Corporate Sales”: (Sept 2006 - Sept 2008)
• Implemented marketing campaigns and business strategies for new product launches, and developed media and advertising strategies including ATL and BTL activities to build brand identity.
• Devised annual strategic plan, forecasted sales and marketing budgets and prepared reports with recommendations to achieve/surpass defined organizational quotas.
• Spearheaded organizational sales by formulating new sales strategies.
• Controlled and managed array of activities performed by cross functional team to ensure an increase in sales volume.
• Lead a team of professionals to create business models, set up operational structures, suggested integrated range of solutions for diverse operations and eliminated productivity bottlenecks to assure smooth operations.
• Well updated about competitor initiatives, market trends and formulated long/short terms strategies for national/international markets.
• Cross sold products and followed up on referral business to seek new leads to expand the client base.
• Evaluated appropriate trainings required, conducted requisite training programs, developed a team of account managers to retain/enhance existing account clientele.
Job Responsibilities as a Key Accounts (VIP) Supervisor: (Jul 2005 - Sept 2006)
• Instituted value addition to existing methodology in sales process, performed scientific analysis of customers’ accounts to achieve maximum potential and capture new key accounts.
• Proffered scientific methodology to provide numeric factors for further decision making.
• Developed/implemented business strategies to succeed, organize and efficiently handle key customers by offering quality services/solutions to maintain existing clientele.
• Consistently surpassed revenue goals, augmented market share, targeted potential clients and expanded current accounts to develop account strategies, negotiate and wind up revenue-generating relationships with leading prospects.
• Successfully gained back several accounts, forecasted sales status in organizations accounts, involved in sales calls for accounts initially handled by growth team and strived to augment and safeguard existing accounts.
• Audited service standards, maintenance and infrastructure to ensure conformity to requisite grading standards. Secured major corporate accounts and defined budgets/overheads/operating expenses to enforce adherence to the same.
• Approached potential clients in the industry, with product/project based solutions and customized cost quotations to increase customer base.
• Analyzed market parameters to research competitor initiatives as well as kept abreast of market trends.
Job Responsibilities as a Contact Center Telemarketing Team Leader: (April 2005 - July 2005)
• Closely monitored KPIs influencing efficacy of call center agents to enhance service quality/customer service standards.
• Scheduled working shifts for contact center employees using IEX schedule management system.
• Kept records of customer interactions/transactions, recorded details of inquiries, complaints/comments and actions taken to cater to same.
• Referred to unresolved customer grievances/specific customer requests for efficient service or further investigation.
Job Responsibilities as a Contact Center Team Leader-Coach (Concurrent Position): (June 2004 - Dec 2004)
• Identified appropriate trainings required at front liners desk and conducted training sessions to coach in high quality environment applying TQM/Knowledge Management.
Job Responsibilities as a Contact Center Team Leader: (Oct 2003 - April 2005)
• Oversaw/managed all call center operations to enforce positive customer experience.
• Accumulated data information from various sources, maintained reports and submitted the same to contact center supervisors.
• Recruited employees, evaluated training requirements, conducted training sessions inducing motivated team to ascertain appropriate behavior and high level of commitment within team members.
Concurrently handled position of contact center team leader - coach in the same organization.
Job Responsibilities as a Customer Service Officer & Acting Team Leader: (Jan 2001 - Oct 2003)
• Launched promotional campaigns to create product awareness among customers and facilitated special offers for churn customers.
• Resolved customer queries faced at front liners desk to meet deadlines for problem solving.