Director, Sales
ATC
Total years of experience :19 years, 4 Months
Director, Sales & Service
at Abdullah Abunayyan Trading Corporation (ATC) Location: Riyadh, Saudi Arabia
Company Industry: Sales
Job Role: Management
March 2010 - Present Highlights:
• Developed and executed business plans with full P&L responsibility for KSA.
• Amplified business revenue through strategic management of 13 branches.
• Responsible to achieve projected sales budget of several hundred millions of Saudi Riyals along with
profit target and cost reduction.
• Responsible for Strategy planning and Strategy Execution.
• Played a pivotal role in conceptualizing 5 years company strategic development plan as well as
implementing the balanced scorecard (BSC) strategy via KPIs and Initiatives.
• Responsible to participate in government and private sector tenders including price finalization and
projects execution.
• Successfully built high-performance executive teams and developed efficient sales operation system for
• Developed the service team (after sales team) to be a key tool to close deals and generate revenue.
Key Responsibilities:
• Spearheading the development and implementation of strategic/ tactical sales and marketing strategies
to support organizational sales activities, drive growth and revenue/ profit achievement.
• Conceptualizing, planning, executing sales and marketing programs, formulating product awareness
strategies to drive business and capture virgin/competitor markets in alignment with organizations
objectives and profit motives.
• Developing and implementing Key Account Management (KAM) principle on Key Strategic Customers.
• Creation, development and implementing Mega Projects Approach/ Principle
• Identifying target customer segments, formulating market penetration plans, updating region wise sales
forecast. Focusing on achieving/surpassing sales targets. Expanding business reach and proactively
creating new sales leads/opportunities.
• Analyzing and evaluating the effectiveness of current sales/ marketing methods, tools, costs, and results.
recommending suitable changes to enhance operations and profitability.
• Providing leadership/ strategic direction to a team of over 80 including13 branch managers, 15 key
account managers and over 40 sales engineers to achieve performance objectives through trainings,
mentoring and utilization of resources aligned with organizational vision.
• Keeping close tabs on market dynamics/competitor activities and devising effective marketing strategies
to counter the same. Collating information and formulating strategies to optimize performance
parameters and business outputs.
• Developing and the automation all sales activities in the SAP and E-Commerce platform
• Developing the CSD (Customer Service Department) to provide technical aftersales support, prompt
and total coverage of KSA and to generate business
Inducted as Regional Sales Manager, charted a stupendous growth curve through exceptional performance to merit multiple promotions as National Sales Manager
Designation Chronology:
• June 2005 - February 2010: National Sales Manager
• January 2005 - June 2005: Business Development Manager
• August 2001 - December 2004: Regional Sales Manager (Western Region)
Highlights:
• Developed sales and marketing plans to establish a strong presence across the nation, endeavored to achieve projected business and capitalized on market opportunities.
• Dexterously managed sales in the 3 regions of KSA with a total of 9 branches, 3 regional managers and over 20 sales engineers.
• Played an instrumental role in establishing new branches to cover the entire KSA region as well as restructuring the whole sales force.
• Monitored implementation of 4 year development plan.
Key Responsibilities:
• Strategized, managed and expanded entire business area according to organizational goals/ strategies. Superintended business-unit on national level.
• Assisted with business planning and forecasting processes, improved business performance, managed company resources and controlled assigned spending budgets to attain goals.
• Introduced new products to complete the range. Captured target consumer base through highly focused product launches.
• Formulated a strategic plan geared towards expansion, development and consolidation of the product development strategies, coordinated implementation of sales plans to increase revenues/profitability and expand market presence within assigned budget.
• Ensured top line sales goals and bottom line profit goals are met, by recognizing profitability/ revenue impact of business opportunities.
• Benchmarked employee performance, periodically conducted performance appraisals to maintain a skilled and motivated team.
Highlights:
• Assisted the group Managing Director in upgrading operations for KSA and export division. Boosted export sales and amplified export market share.
• Established new sales system and procedures as well as modern new sales reporting and follow-up system.
• Executed critical feasibility studies to pilot major business expansion drives and consistently exceed targets.
• Introduced new projects tracking concept for major projects in the region.
• Executed export business feasibility studies, assessed commercial feasibility and proposed strategic plans geared towards the expansion in the competitive landscape.
Key Responsibilities:
• Maneuvered the existing business forward by identifying new, profitable opportunities and converting them into commercial contracts. Built a successful international reputation for the company, provided enhanced customer service and gave the company a leading edge within the market.
• Superintended the export sales deals right from negotiations to signing sales contract, identified avenues and opportunities to expand business.
• Collated and analyzed data pertaining to various KPI’s and business parameters to plan and effect turnkey business solutions, aimed at enhancing profitability of business operations.
• Established professional quality system, monitored and revised policies/procedures and service standards for promoting corporate image of the organization.
• Oversaw training of new employees, explained company’s policies/practices. Conducted regular trainings, motivated team members to enhance performance, developed result-oriented team, through selective mentoring/recruiting.
Previous Professional Experiences:
• Jul '00 - Jul '01: Regional Manager, Western Region, Saudi Discs & Blades Est./ Diamant Boart
Joined the organization as Sales Engineer, moved on upward career trajectories, to merit multiple promotions to the position of Sales Manager at HILTI, Saad Abu Khadrah & Co.
• Aug '99 - Jul '00: Sales Manager, Eastern Region,
• Jul '93 - Jul '99: Major Accounts Coordinator and Acting Regional Manager, Western Region
• Dec '88 - Jun '93: Technical Marketing Advisor
• Oct '87 - Nov '88: Sales Engineer, Western Region
• Sept '85 - Sept '87: Sales Engineer
• Aug '84 - Apr '85: Electrical Engineer, Ministry of Public Works, Amman, Jordan
Other Training and Certifications: • Strategy Execution Training • Finance for None-Finance Professionals • BSC-Balance Score Card • Time and Territory Management • Sales & Marketing Techniques and Handling Major Accounts • Strategies for Successful Selling (SSS) • Sales Calls Mastery (SCM)
