Regional Commercial Director
Integrated Telecom Company
Total des années d'expérience :27 years, 4 Mois
Integrated Telecom Company (ITC) is a leading Saudi based telecom provider established in 2005. Since then, it has grown into one of today's fastest-growing telecom companies offering next-generation ICT solutions for broadband, connectivity, cloud computing, managed services, security services, satellite and internet services for government, businesses, wholesale and consumers sectors. ITC owns DSP, ISP, DATA CENTERS, Fixed-Line, Managed Security Services, SOC & VSAT license as well as an independent infrastructure that includes 2 international landing stations connecting the Kingdom to rest of the world through submarine cables.
Accomplishments:
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• Provided vision, leadership and oversight required to deliver excellent results and achieve all organization’s regional goals.
• Instrumental in enhancing company performance, augmenting business/ profits and surpassing commercial turnover.
• Consistently attained annual announced targets from quantitative and qualitative objectives.
• Significantly contributed towards ITC strategic planning and projects.
• Established SOPs & KPIs to improve the services rendering in all touchpoints, leading to enhanced customer satisfaction scores.
• Recognized for development and implementation of innovative strategies, improving performance, cost-effective material and resources procurement whilst securing proper operational controls and compliance.
• Strong leader and communicator proficient, ensured all operations are carried on in most appropriate & cost-effective way.
• Streamlined organization’s operations and steered improvement in operational management systems, processes and best practices.
• Guaranteed the organization’s processes remain legally compliant.
Key Responsibilities:
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• Establishing a vision, short & long-term strategy, business development, sales plans and strategic direction that efficaciously repositions the Company for success.
• Presiding over day-to-day sales operations to attain consistent YoY market growth, improved costs, and bolstered sales, resulting in a steady increase of profit contribution.
• Monitoring performance against targets, objectives, achievements and goals for all region departments.
• Superintending the Regional Team (Corporate and Consumer) to achieve the planned KPIs. Serving as Stealth Leader, Culture Builder- who sets clear strategic objectives, motivates teams to deliver exceptional results.
• Owning comprehensive understanding of sector/region economic, including but not limited to market leaders, competition, regulation, innovation development, channels, strategic partners, thus empowering the Company in securing more valuable opportunities.
• Providing leadership within the internal matrix to pitch and secure innovative fruitful business partnership deals with strategic vendors and customers.
• Supporting all region-marketing campaigns. Rose, to the dynamic telecom industry's challenge, proposed innovative solutions that directly impact bottom-line/ robust achievement in record time.
• Partnering with C-suite executives (CTO, CFO, COO) and all concerned departments to ensure achieving sustainable forecasted and planned business growth.
• Administering proposal management process right from opportunity identification to contract award until payment collection.
• Driving commercial leadership and perspective within cross-functional teams - Sales, Presales, Collection, Site Acquisition, Admin & Logistics, Engineering, operation & maintenance, Finance, Procurement, HR and OSP. Aiding them with analytical resources and rigor, they need to achieve maximum value.
• Building business cases associated with the allocated budgets for all coverage expansion activities.
• Initiating and closing all site acquisition tasks. Negotiating with all regional system integrators, vendors, resellers to secure/close contracts based on a win-win scenario.
Accomplishments as Senior Sales Manager (Feb 2011- Dec 2013):
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• Recognized for consistently delivering results, overachieving set goals and Revenue & Key Performance Indicator (KPI) targets.
• Successfully opened New Business Channels with Major Enterprise accounts.
• Headed a dynamic team of Territory Managers, Senior Account managers, and Account Managers to overachieve targets to meet company objectives and attain ITC market strategy.
Key Responsibilities as Senior Sales Manager (Feb 2011- Dec 2013):
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• Developed/delivered incisive, value-generating insight & analysis/ economic dynamics of telecom sectors. Owning big picture strategy, driving company missions- positive deliverables, short- and medium-term strategies to propel revenue, measurable market leadership and growth.
• Owned/ evolved sales & marketing and business growth strategy and executing plans to hit key metrics. Built business cases to ensure coverage expansion and revenue growth.
• Developed and presented proposals to clients, comprehending their requirements while engaging the Presale team into the client account to get specifications that will result in the sale.
• Inspired a culture of innovation, refurbished/ upgraded solutions and product offering by matching the underlying customer needs with customized products or services.
• Team up with the world's best engineers to expedite new coverage Areas, thereby more efficient & optimized business.
• Articulated a vision that generates excitement, enthusiasm and commitment from others. Coached and mentored a high-energy, high-impact product line team capable of delivering transformational results.
Accomplishments:
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• Established the Company’s regional vision and yearly strategy and defined the critical growth pillars for the East & West region across KSA.
• Divided and captured Saudi markets to sectors bases on demands.
• Served as an astute, analytical, visionary change agent, utilizing a bottom-up approach in management whilst initiating a customer-driven organization structure to enhance customer service thus loyalty.
Key Responsibilities:
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• Delivered the next phase of operations strategy, spearheaded key business drivers, formulated operational plans, ascertained that all operations are aligned with the short, mid and long-term strategies of the company in order to overcome the dense competition in the market.
• Defined and implemented business and marketing plans for the regions. Shouldered P&L ownership, including achieving growth objectives, optimizing margin.
• Led all dedicated Accounts managers to achieve their sales targets according to the committed business plan. Provided training, motivation & supervision by setting KPIs, prioritized the pipeline and forecasted annual sales volume.
• Aided enterprise Accounts to determine their exact requirements / define their RFPs.
• Collaborated with all Joint-Ventures, sister companies, dealers and distributors to achieve established sales targets.
• Expanded the partner ecosystem, nurtured business partnership, synergistic relationship with most well-known partners.
• Chaired meeting with Business users, Systems Analysts and gathered requirements for various teams for implementing ECM Projects.
• Mentored the Sales teams, empowered them to focus on specific technologies and offer the best solutions and operating performance for the customers while increasing the gross margins and profitability.
PREVIOUS PROFESSIONAL EXPERIENCE
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• June 2006 - Oct 2008: Area Manager-Eastern Province, Nesma CMS-IS, Saudi Arabia www.nesma.com/ www.nesma.net
• Sep 2003 - Jun 2006: Area Executive Manager, SAKHR International, Saudi Arabia www.sakhr.com
• Oct 2001 - Sep 2003: Technical Support Executive, Project Manager, Al-Alamiah Electronics, Saudi Arabia http://www.alalamiah.com/alalamiah/
• June 1998 - September 2001: Presales Technical Coordinator, Waseet Electronics, Saudi Arabia
• 1997 -1998: Technical Support Engineer, Ideal-soft, Jordan www.optimizasolutions.com/default.aspx
Pursuing
PROFESSIONAL DEVELOPMENT ---------------------------------------------------- • Miller Heiman Certificate (Sales Strategies Best Practice) • Miller Heiman Certificate (Sales Conceptual Strategic Selling • Finance for Non-Financial • Internal Auditor certificate • Ideal Soft Certified Engineer • Solomon IV ERP Certified Engineer • Sakhr Certified Engineer • Microsoft Products Sales Specialist Certified • Documentum Certified Engineer • EMC –Storage Sales Attendance • GE –Asset Management Attendance Certificate • Leadership Management • Ideal Soft, Financial Solution • MS Great Plains Solomon IV • MS Business Solution Implementation • MS Products Specialist • MS WIN 2000, Prof, server & Adv. Server Administration & Technical support + Trouble Shooting • MS-SQL Administration • SAKHR Products & Solutions • Ultimus Workflow, ADMIN & USER • Symantec Security & Recovery Solutions • EMC Infrastructure • Documentum Admin & User Training, Fundamentals, Sales, Presales • EMC Storage Solutions, Disaster & recovery solutions • Healthcare & Insurance Business Solutions • General Electric –for Healthcare • Oracle Technologies & Applications • Network Protocols • MS SharePoint –Workflow Process & Automation • FileNet –Work Flow –Corresponded Document Management • PMP Attendance Course • ITSMS & ISMS Awareness Program • ISO 19011 Internal Auditor