Sales Director -Asia Pacific Middle East and Africa
Cordstrap Middle East LTD
مجموع سنوات الخبرة :21 years, 1 أشهر
Cordstrap BV \[Netherlands\] is the world leader in manufacturing and supplying innovative cargo protection products and packaging solutions that ensure customers’ precious assets are secure on rail, sea, road, and air. With three international manufacturing locations \[including the Middle East\] and operations in over fifty countries worldwide, Cordstrap combines a powerful product suite \[ Lashing, Strapping, Tools, Desiccants, Dunnage bags\] with a collaborative approach and the best quality training, application expertise and legislative insights for its customer’s staff.
Key Accountabilities:
As a member of the senior leadership team, I managed and executed multimillion-euro revenue and related field sales and marketing activities in the APMEA region in the Middle East, India, Malaysia, Thailand, and Singapore.
Delivered APMEI regional sales financial goals by realizing New Business and Repeat Business targets, forecasting requirements assisting in preparing annual budgets, scheduling expenditures, analyzing variances, and initiating corrective actions.
Accomplished human resource objectives by selecting, and recruiting. orienting roles and expectations, training, assigning, monitoring, appraising, coaching, and counselling twenty-five plus employees in assigned regions. Reviewing job contributions, planning, and reviewing compensation actions, and enforcing policies and procedures.
Facilitated the sharing of insight (market, customer, industry) with relevant Cordstrap stakeholders to influence and shape best practices and enable the delivery of business plans.
Achieved sales operational aims by contributing country sales information and recommendations to strategic and tactical plans. Preparing and completing action plans, implementing productivity, quality, and customer-service standards, resolving problems, completing audits, finding trends, and implementing change.
Maintained and expanded customer base by leading area sales managers, building and keeping a rapport with key customers, and targeting new customer opportunities with different verticals.
Analyzed the assigned market to identify sales and new product opportunities, service level changes, surveying consumer needs and trends, and tracking competitors.
Attained a ONE-WAY agile mindset among the team by applying the appropriate leadership style, motivating team members for continuous improvement through direct training, Joint customer visits, consistent evaluations, and positive feedback.
Actioned on optimizing product and customer-mix management in line with strategic growth objectives thus ensuring profitable sales.
Provided support and guidelines on segment and transactional pricing to maximize customer order volume and profitability.
Worked closely with S&OP to provide accurate sales forecasts to align Sales and Operations to determine and optimize inventory and service levels.
Key Achievements:
Increased revenue by customer segmentation and acquisition of high-volume high margin vertical end-user accounts.
Achieved a CAGR of 4% B2C sales revenue from 2016.
Controlled gross margin leakage and overachieved GM expectations by +2%.
Achieved 200% of new business target in 2018-19.
Improved sales operations by restructuring and perfecting field sales and inside sales force capabilities.
Planned and executed marketing campaigns \[Seminars and customer awareness training in Singapore, Malaysia, Dubai, and Thailand\] to create awareness and positioning of the brand.
Improved sales pipeline conversion ratio to 25% from 10% in prior years.
Stanley Black & Decker Inc., formerly known as The Stanley Works, is a FT200 American manufacturer of Industrial Hand Tools & storage tools and household hardware and a provider of security products and locks headquartered in New Britain, Connecticut.
Key Accountabilities:
Review and action on critical information relating to business. Market size, Market share, key product category business (actual and potential), competitor activities, Market trends, Internal + and external sales performance review.
Sales planning by quarter. Planning involves detailed forecasts from key accounts/distributors and encompasses planned promotions.
Formulate and drive sales strategies and tactics to achieve $6 million plus revenue in the assigned ME region.
Commercial evaluation/feedback on transactional pricing.
Structure and lay procedures for smooth and effective execution of sales programs and plans.
Identifying distribution gaps and potential partners to address them.
Lead and support the Key verticals team \[internal\] and distribution partner \[External\] sales team.
Performance comparison of actual and planned sales results, identify reasons for Variance and evaluation of the need for plan revision.
Conduct monthly reviews and analysis of sales.
Responsible for GSV/NSV and Gross margin (P&L) of assigned markets.
Drive successful launch of NPIs and roll out of quarterly and annual promotions developed with the marketing team.
Ensure inventory at sales points aligns with forecasted business levels and market plans.
Recommendations to finance exposure limits and credit periods to distribution. Assist finance in collections through planning with customers and communication with finance.
Key Achievements:
‘WIN AWARD’ in 2014 for negotiating and securing bulk orders for Professional hand tools thus ensuring growth.
We achieved a YOY growth of 25 % on average through distribution expansion and business development initiatives.
Established new dealers for multi-branded hand tools and storage in GCC markets and sub-dealers through a UK-based agent in the Levant.
I appointed dealers and trained their sales force to align with the company’s regional strategy in the Middle East region.
ITW Buildex is part of the worldwide Illinois Tool Works (ITW) group \[FT200 Company\], which designs and manufactures construction fasteners and components, equipment and consumable systems and a variety of speciality products and equipment for customers around the world.
ITW Buildex is based in Melbourne Australia, with an on-site manufacturing plant producing hundreds of millions of self-drilling screws annually, from roll-forming to threading, alloy plating to head painting, including stainless steel fasteners.
Key Accountabilities:
Develop a regional STRAT plan and execute it efficiently to achieve the required growth.
Control and manage SGM expectations as per the agreed plan.
Established new markets. Develop strategic accounts in the ME region.
Maintained bad debts to less than 2% as per company policy.
Compiled and analysed sales and performance reports and presented them to senior managers and executives.
Conducted market research and competitor analysis to identify new verticals and revenue streams.
Managed and oversee coordination \[3PL\] and Admin functions for the UAE branch.
Lead market research and data segregation for technical analysis requirements by the product development team.
Manage key accounts, and sales presentations and negotiate supply contracts.
Provided onsite product training on the use of products in the most effective manner.
Analysing, identifying, and capitalising on competitors’ weak areas so supporting and strengthening the major advantage.
Involved in the development of the Company’s market penetration strategies for the Middle East & Africa \[MEA\] region.
Key Achievements:
Promoted to Regional Manager after 18 months.
Successful in initiating and finalizing annual supply contracts \[AMC\] with major OEM customers.
Introduced a new product suitable for the light gauge steel framing industry with support from the R&D department which constituted an additional 15% revenue from the MEA region.
More than quadrupled sales since appointment.
In-house Training Obtained:
Product Line Simplification & In Lining 80/20 philosophy • Market segment focus • Market Rate Demand
AMIDA GULF FZE, headquartered in Canada is a multinational company that brings the most advanced gear technology along with highly trained and experienced gear personnel with years of expertise and knowledge about all aspects of gear products like Gearboxes, Gear Drives, All Types of Gears and Gear Couplings, A/c and D/c motors, industrial blowers, and telecommunication winches. The company also provides Sales and service of Forklifts and distributors of Forklift spare parts, TVH Belgium.
Key Accountabilities:
Responsible for overall sales and marketing functions in the organization.
Developing sales strategies and setting personal and group sales targets.
Monitoring the sales team's performance and motivating them to reach targets.
Compiling and analyzing sales figures.
Maintain and grow key customer accounts through planned individual account support and liaison with internal staff.
Submit periodic market research and competitor analysis reports to the management.
Communicate, liaise, and negotiate internally and externally to facilitate the development of profitable business and sustainable relationships.
Developing overseas suppliers and extending the product line.
Setting sales targets for individual reps and your team, according to company guidelines.
Recruiting and training of sales team members.
Reporting to Managing Director.
Key Achievements:
Bagged a single largest project sales order of USD 1.5M from a newly identified and developed customer from the telecommunication industry segment. Contributed towards 30% of the Annual Sales of the Company.
Successfully conducted marketing initiatives like launching company brochures, website, and pricing policy.
Successfully introduced a new product line \[Forklift spare parts\] from TVH Belgium contributing added revenue and market penetration.
Scottish and Southern Energy PLC is one of the largest companies in the UK, involved in the generation, transmission, distribution and supply of electricity, energy trading, the storage, distribution and supply of gas, electricity and utility contracting and telecoms.
Lead a team of thirteen to achieve individual and group sales targets.
Accountable for the total sales revenue of the assigned region.
Validating and processing client’s paperwork for validation.
Training the sales staff as per Energy Sure Standards (A Govt. regulated body monitoring the energy trading industry).
Monitoring and reviewing individual performance and suggesting restructuring and realigning the team when needed.
Ensuring effective communication and excellent customer service.
Stimulate and develop positive morale and team spirit that leads to high productivity.
Review daily and weekly sales reports and report results and actions to superiors.
Key Achievements:
Promoted as Area Manager (Region - East London)
Manage and develop the tyre retreading products and accessories business in the assigned territory.
Plan and execute an agreed market development strategy.
Distribution channel analysis and development. Work closely with dealers and end users to grow market share and revenue.
Record, analyze and administer according to systems and requirements.
Implement the company’s credit policy and achieve monthly and yearly revenue turnover targets.