Export& International Business Development manager
3 Brothers for Lighting Solutions
Total des années d'expérience :24 years, 11 Mois
My role was to expand the company business in both GCC and Africa through setting up a regional free zone trading hub in Dubai to market 3brothers products in both GCC & Africa by reaching potential distributers in target countries, such distributers should be served through the warehouse in Dubai or the main warehouse in Egypt.
Through a detailed business plan for each target market and detailed agency management system for export, the export activities are managed to achieve the objectives such as reaching the qualified distributors, registering the products and company in different governmental entities, marketing the products for the engineering consultants and contractors, bidding for projects and receiving orders. The focus of 3-Brothers is on outdoor lighting, street lighting and indoor modern lighting and spotlights.
One year mission that was targeting to achieve the below:
• Open a regional Office in Doha to handle the GCC distributers & agents, as well as handle Iraq and Iran markets as they are a potential markets for the company product portfolio.
• Enhance the payment terms and receivables of current export markets in the way that balance between achieving the minimum required monthly sales volume/ value to keep the unit fixed cost as low as we can, and to guarantee the minimum required hard currency cash inflows.
• Set an agency management that organizes the relation between the company and its distributers and agents in the current and targeted new markets to facilitate the business flow and as well payment flow.
• Penetrating the African market by studying and implementing representative trading offices in Kenya to serve Eastern Africa countries and in Ghana to serve western Africa countries.
• Set the corporate export strategy until year 2020 that take into consideration the expansion plan of company in both automotive painting products and wood painting products, and introducing the protective paints as new product development by year 2018.
- Doubling the export figures of the group by end of 2018.
- Enhancing the contribution margin of export business to 41% in 2016
- Build the Agency management System that organize the relation between the group and its agents and distributors in more than 75 countries.
- Restructuring the department to be more efficient and productive.
- Building capacity of team through coaching, simulations, internal and external training.
- Changing the culture of department to be customer and marketing oriented.
- Set up the department 3 years strategy and annual business plans.
- Handling the regional offices of group in the way that increasing sales and decreasing expenses.
- Building the markets’ information and knowledge database.
- Setup the expansion plan in new markets - Enhance the payment terms and receivables of different markets.
- Setting up & implementing the export business development hub in Dubai for all other GCC countries, African markets, western and Eastern Europe countries and Russia in order to triple the annual sales for the mentioned regions through the following:
- Build a strong regional distribution network in mentioned regions for the decorative lighting products and end customer products by having a sole exclusive agent in each market that committed to achieve both sales targets and implementing a marketing plan with the support of Dubai office to increase brand awareness and create pull effect for the sales.
- Overcoming the long order delivery time from Egypt to such markets due to the long export procedures and unavailability of direct shipping lines to these countries from Egypt.
- Penetrating the business to business sector through penetrating the lighting projects sector in GCC countries; this has been handled brand awareness for the engineering consulting companies, contractors, real estate developers, interior designers and architectures.
- Accomplishes marketing and sales human resource objectives by recruiting, selecting, assigning and coaching the team.
- Achieves marketing and sales operational objectives by contributing marketing and sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; identifying trends; determining system improvements; implementing change.
- Meets marketing and sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; initiating corrective actions.
- Determines annual and gross-profit plans by forecasting and developing annual sales quotas for different countries; projecting expected sales volume and profit for existing and new products; analyzing trends and results; establishing pricing strategies;
- Accomplishes marketing and sales objectives by planning, developing, implementing, and evaluating advertising, and trade promotion programs.
- Identifies marketing opportunities by identifying consumer requirements; defining market, competitor's share, and competitor's strengths and weaknesses; forecasting projected business; establishing targeted market share.
- Improves product marketability and profitability by researching, identifying, and capitalizing on market opportunities; improving product packaging; coordinating new product development.
- Sustains rapport with key accounts by making periodic visits; exploring specific needs; anticipating new opportunities.
- Provides information by collecting, analyzing, and summarizing data and trends.
- Protects organization's value by keeping information confidential.
- Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional events.
- Accomplishes marketing and organization mission by completing related results as needed.
- Managing the entire product line life cycle from strategic planning to tactical activities
- Specifying market requirements for current and future products by conducting market research supported by on-going visits to customers and non-customers.
- Driving a solution set across development teams (primarily Development/Engineering, and Marketing Communications) through market requirements, product contract, and positioning.
- Developing and implementing a company-wide go-to-market plan, working with all departments to execute.
- Analyzing potential partner relationships for the product.
-Take the responsibility of the research unit's Set up and train the team. All the team members had less than one year of experience in the research field.
-Coaching the research team with different research methodologies and analytical techniques.
-Improve the quality of research output, findings, data and information to convert it to research based knowledge for decision support.
-Determine the corporate needs of research activities and set the required budget for the annual research activities.
-Set the research briefs and product definitions that required to be communicated with the research suppliers globally
-Manage the research with the research agencies in different regions specially in China, India, Brazil, Thailand and Dubai
-Involve the scientific research techniques in the running the business cases through putting relevant research methodology.
-Managing more than 10 projects simultaneously with cooperation of the research team.
-Set up the market intelligence system that is acting now globally to cover up-to-date information and news from 3 countries
Managerial Achievements
-Effectively manage the research unit team including all the related HR activities such as the developing and training plans.
-Direct the research team to work collaboratively and effectively with the marketing teams within the companies.
-Handle the research budget
-Set up the KPI's of the research unit to measure the ROI of the research activities.
Value Added for Asfour crystal international
-The company now has well established research department that able to act globally, the company didn't have any research team before 2010.
-The research findings helped the company to change its global distribution channels in the way that increased the profitability.
-The research findings helped the company to enter new business areas.
-The research findings helped the company to develop new product that translates all the consumer needs "voice of customer"
- Take the responsibility of the research unit's Set up; it was a part of the business development department.
- Translate the research findings in a business template model that was helping for the decision making and business development.
- Determine the corporate needs of research activities in the healthcare sector and hospital management.
- Set the research briefs and product definitions that required to be communicated with the research suppliers globally
- Manage the research with the research agencies in different regions especially in Egypt, Saudi Arabia, and Emirates.
- Preparing the corporate research manual that reflects the corporate needs of research activities in each country and the best practice research methodologies and approaches that can best fit the required research project.
- Implement the patient intelligence and information system
- Design the required research methodologies either qualitative or quantitative, sometimes apply the mixed approach
Managerial Achievements
- Effectively manage the research team.
- Direct the research team to work collaboratively and effectively with the business development and marketing teams within the companies.
- Handle the research budget
- Set up the KPI's of the research unit to measure the performance and the ROI of the research activities.
Value Added for Andalusia Group
- Patient intelligence and information system
- Pricing research based model
- Research based directions for the corporate to enter new business areas such as the pharmaceutical areas and personal and beauty care areas including the plastic surgery.
- Design the required research methodologies either qualitative or quantitative, sometimes apply the mixed approach
- Changing the accommodation prices in the hospitals in the way that increase the number of nights by 15% and profitability by 18%.
- Take the responsibility of the international market intelligence unit.
- Translate the market intelligence findings into real export opportunities.
- Design the required research methodologies either qualitative or quantitative, sometimes apply the mixed approach
- Development of the international trade and export Market Intelligence system.
- Implement the export opportunities' analyzer.
Managerial Achievements
- Effectively manage the market intelligence team.
- Handle the unit budget
- Set up the KPI's of the research unit to measure the performance and the ROI of the research activities.
- Manage the daily dialogue and conversations with the business clients, partners and stakeholders
Value Added for Egyptian Export Promotion Center
- The center become the main hub for the export information
- Attract the exporters and companies to buy the information
- The center Listed as one of the best trade promotion centers in the Middle East and Africa.
Main Developed products Headlines:
- Export research
- Tracking new markets and opportunities
- Export analyzer
- International market intelligence
- Analyzing the potentiality
- Do the required In-depth interviews
- Moderate the focus groups
- Design the interview guides, questionnaires and focus group discussion guides
- Collect both the downstream & upstream data.
- Analyzing the quantitative and qualitative data.
- Do the data verification and measuring the accuracy.
- Write the sector reports and the country reports
Managerial Achievements
- Self-learning
- Self-motivating
Value Added for Euromonitor international
- Sector reports and country reports to be published and sold to the clients
- Accurate data and information
Main Developed products Headlines:
27. Qualitative data collection
28. Quantitative data collection
29. Qualitative analysis
30. Quantitative analysis
31. Data verification
32. Downstream approach
33. Upstream approach
i worked on the following categories:
1- juices
2- UHT milk
3- hot drinks
4- packaging trend of preserved food.
5- packaging trend of frozen food.
6- packaging trends of dried food.
7- packaging trends of sweets and confectionery.
8- trends of carbonated products.
9- trends of energy drinks.
10. bottled water market trends
_ Implementing Economic and market research Section
_ Supervising the economic situation for the building materials industries sector.
_ Form an economic management system to evaluate the building materials industries sector.
_ Preparing market studies for industrial products.
_ Preparing the economic indicators for the building materials industries sector.
_ Study the effect of international trade agreement on the building materials industries sector.
_ Co operate with the Egyptian trade offices in abroad to create exporting chances for the building materials.
_ Preparing statistical survey for industrial activities.
_ Preparing statistical analysis for industrial data.
_ Preparing market studies for industrial products.
_ Preparing the economic indicators for the industrial sector.
_ Preparing the economic studies for small enterprise.
_ Study the effect of international trade agreement on the industrial sector.
_ Participating to prepare the declaration of the industry sector in the international trade agreements.
_ Preparing the economic indicators for the industrial sector.
_ Preparing the Industry statistical book.
_ Study the economic benefits of the industrial co operation between Egypt & the other countries.
MBA in international markets, My GPA is 3.7
Implementing trade models and market size forecasting models
diploma for mapping new markets and opportunities, market access and trade regulations
diploma in international trade, trade regulations, customs, and international markets analysis to map the potentiality.
bachelor degree in statistical analysis , modeling and economic analysis