Business Development Manager - Qatar
Aconex
Total years of experience :5 years, 10 Months
• Achieve required sales targets
• Maintain product price
• Meet targets for calling prospects and lead follow up
• Generate new leads and prospect for opportunities
• Attend and participate in industry functions, product seminars and trade shows.
• Manage time effectively to ensure maximum productivity
• Plan and set objectives for client meetings
• Develop and maintain account plans
• Maintain an understanding of the businesses within the assigned territory and the factors that influence spending patterns.
• Identify new key clients and set goals and plans for securing new clients
• Update and maintain accurate data on CRM.
• Prepare written presentations and proposals.
• Question clients to elicit needs and respond to objections
• Understand competitors’ products in terms of positioning, features and benefits, pricing and account acquisition strategies
• Maintain excellent knowledge of Aconex’s products including their demonstration, pricing and administrative procedures.
• Ordering stock directly from vendors (HP Servers / HP ProCurve & Microsoft SW) at special reduced OPG prices according to set vendor targets. Making sure to close targets on sell-in and sell-out and maintain a healthy stock level in order to qualify for HP rebates.
• To meet pre-allotted distribution sales targets for the Qatar channel.
• To expand and develop customer breadth base and productline.
• To engage in planning & arranging visits for customers to advance and close sales opportunities as well as discuss future prospects & projects.
• To main run-rate business while encouraging more OPG orders.
• Monitoring and following up on outstanding payments from our resellers.
• Collect market information on competitor’s pricing and their strategies and doing analysis on how to price position our list of products.
• Creating promotions & campaigns to move current stock from inventory.
• Reporting directly to Microsoft OEM Team (Daily and Weekly) on stock levels and sales out figures.
• Reporting directly to HP ISS / ProCurve Team (Daily and Weekly) on stock levels and sales out figures.
• Having to continually update my HP/Microsoft Certifications.
• Leading a team of 3 persons and reporting to Branch Head.
• Develop and maintain Microsoft/HP reseller relationships for all the existing resellers/retailers in the Qatari market.
• Lead generation to resellers up till closure of deal.
• Develop and maintain client relationships for MAJOR customers in the fields of Education, Construction, Oil & Gas, Hospitals, Ministry’s.
• Manage multiple client relationships, marketing efforts, and a client level P&L.
• Ensure efficient and effective project communications.
• Build strong, positive long-term client relationships by understanding current and future business issues, markets, competition, and audiences.
• Proactively communicate and interpret industry trends and issues to clients.
• Set-up and attend meetings, presenting project approaches.
• Work with client(s) to uncover business needs and objectives.
• Co-ordinate delivery of multiple products/services to the clients.
• Ensure communications, reports, presentations, and deliverables are of the highest standard, meeting client commercial needs.
• Identify and share client feedback, account knowledge, and internal learning at internal project and post-delivery assessments.
• Manage “sales” pipeline to meet targets for a portfolio of accounts.
• Actively identify revenue opportunities including suggesting cross/upsell solutions that extend and improve our project and retainer deliverables.
• Liaise with technical staff to tap technical problems of the customers.
• Monitor and follow up on outstanding payments.
Products:
HP (Servers, Printers, Plotters, PCs, Workstations)
DELL (PCs, Servers)
Microsoft, Adobe Products, NOD32 Antivirus, Symantec
Cisco, 3 Com, & Networking
Annual Maintenance Contacts (AMC’s) - PCs, Printers, Plotters & HP Servers
• Develop and build client relationships for customers in the fields of Educational, Construction, Oil & Gas, Hospitals, Ministry’s.
• To meet pre-allotted sales targets
• Plan; arrange to visit customers to explore sales opportunity.
• Identify customer’s requirements, needs and suggest matching products.
• Liaise with technical staff to tap technical problems of the customers.
• Expand and develop customer base.
• Plan and schedule project implementation and delivery.
• Monitor and follow up on outstanding payments.
• Coordinate with Sales Manager for product information and clarification.
• Check on stock level and enhance availability.
• Collect market information on competitor’s prices, etc.
• Lead the whole process of tendering.
• Updating my HP Certifications.
Products:
HP (Servers, Printers, Plotters, PCs, Workstations),
Microsoft Open License, FPP & OEM, Adobe Products, NOD32 Antivirus, Symantec
Cisco, 3 Com, Juniper & Networking
Annual Maintenance Contacts (AMC’s) - PCs, Printers, Plotters
• Developed a Real Estate Management System (REMS) Module using Oracle 8i and Developer 6i tools.