Sales and Commercial Director - MEA
Ecolab - United Arab Emirates
Total years of experience :21 years, 1 Months
Deep knowledge of the MEA B2B market and particularities, I have been developing strategies
that deliver consistently double-digit growth on sales and profitability. Managing the regional P&L, responsible for delivering the division objectives by leading a team of district managers and other sales leaders while identifying partnership opportunities to deliver new & existing markets growth.
Key Responsibilities:
• Sales Operation: Develop and deliver annual business plans in areas of sales strategy, profitability, product launches, operating expenses, and budgeting with a systematic & agile approach, operating with a global mindset while aligning with market opportunities and trends
• Monitor, analyze, and lead team to identify actions to achieve country and customer specific business plans, deliver & report regional business results, growth opportunities and actions
• Meet regional and division profitability targets throughout years in role
• Gain new business through focused and targeted prospecting (lead generation), industry networking, and partnership with internal sales and support teams
• Utilize analytics tools and work with the analytics team to report against sales performance and sales strategy successes, weaknesses, and opportunities to senior management.
• Monitor and identify actions, in partnership with field leaders, to improve sales and service performance, total cost, and customer satisfaction and retention
• Recruiting, leading, and developing team members to achieve individual performance, development, and division business objectives while creating a collaborative team environment driving strong engagement
• Identify succession and development plans for all critical roles within region
• Safety: Create a safety culture ensuring employees are properly trained in and follow all safety guidelines and incident reporting requirements
Responsible for leading a team of sales managers to deliver profitable growth and superior service to customers. Developing the team to ensure quality and safe work practices, facilitating the establishment, growth, and retention of customer relationships, driving enhanced margins for the division.
Key Responsibilities:
• Sales Management: develop winning commercial plans and drive local Go-to-Market & Sales processes to win existing business renewals & drive new business growth
• Lead deployment of agreed regional strategies, key business priorities and regional Master plan to the Key Account Managers/ Market Development Managers
• Define, forecasting and deliver regional direct sales and business targets
Responsible for identifying opportunities and acquiring new customers and distributors for the Export business in Middle East and Africa. Executing marketing strategies and initiatives, commercialising products, and product management for all divisions and Export countries.
Key Responsibilities:
• Lead various Acceleration programs to set my team up for commercial transformation including Org & Talent development ensuring we have the right resources to deliver results
• Market Research and develop the Guideline for Channel Segmentation and dashboard for channel measurement
• Product development: portfolio optimization to achieve optimal margins
• Delivered several successful distributors workshops in MEA
• Division & Marketing Manager: February 2009 - January 2013
• Key Account & Marketing Manager: January 2005 - January 2009
• Sales Manager: August 2001 - December 2004