Market Development Manager
HP
Total des années d'expérience :12 years, 3 Mois
• Responsible to drive PC portfolio and services business across country as category owner, accountable for market share, revenue, P&L sustainability and sequential growth.
• Drive strategy into action for pricing, marketing, product selection and positioning throughout product life cycle, execution of business objectivity to meet challenges from competition.
• Execute strategy to grow volumes by identifying and developing untapped, new market segments and retaining existing space.
• Grow services business by leveraging installed based and warranty extension.
• Appraise and managed alliance partner funds and execute joint business plans and marketing actives.
• Strong alignment with supply chain to ensure forecast accuracy for timely material availability.
• Presentations, product briefs to internal sales team, partners sales force and customers on strategies, positioning, NPI’s and roadmap.
• Develop a go-to-market plan shows building product strategy that's tailored to the market and customer aim to reach, shape up various channel programs for partner and channel sales team.
• Key liaison with all stakeholders on presales activities, managing expectation, gathering and formulating requirements, executing initiatives and meeting all deliverables deadlines.
• Facilitated proposal assessment and formulation, ensuring that business need was understood and address customer and company perspective.
• Led team that managed retail channel business across country, accountable for country target.
• Allocate country budget into regions / zones according to the market size and total addressable market.
• Reviewed business plans with regional business units highlighted the key challenges and proposed solutions based on available budgets.
• Updated team on the channel programs, matrix and ensure their success.
• Evaluated partner induction, downgraded and managed quota adjustment requests from account manager.
• Managed potential conflicts by developing communication externally and internally and strict adherence to channel rules of engagement.
• Ensured partner compliance to the signed agreements. Reviewed weekly sell-in, sell-thru and order forecast tracker submission to the management.
My core responsibilities are to develop and nurture a strategic/mutually beneficial relationship with Tier2 Commercial Partners, Consumer Partners and Distributors to drive additional revenue with joint sales efforts, Identifying/Activating Potential Partners, Partners’ Training, Development and Retention, Marketing, Executive Briefings, Business Planning and Client Engagements. I am contributing 50% of Country Sell Thru Target of Tier2 Managed Partners of Pakistan.
Responsibilities and Activities that I am managing are:
Collaborates with partners to shape strategies that will accelerate sales funnel and grow market share
Drives the end to end planning essential for bridging the business interest of organization and the Partner
Perform detailed pipeline analysis and use that data to improve partner’s sales strategy
Accurately communicate long term organizational strategy, rationale and value to retailers.
Build appropriate strategy to beat competition and minimize their influence on the procurement buying process
Review partner business model & market strategy to identify revenue challenges and determine growth opportunities
Track partner profitability to ensure accurate roll-ups to channel management and reliable quarterly results
Collaborate with partners to develop sales strategy fully aligned with HP business goals
Identify and share best practice in margin management with partners
Escalates critical partner issues to the right people within the organization to ensure prompt action
Act as the focal point for driving and closing partner issues/ concerns and ensure that partners feel their issues and concerns are given the highest priority
Expand internal networks, contact and relationship to maintain selling effectiveness
Joined as Sales Executive than worked as Account Manager with the largest distributor of DELL Computer along with Microsoft EMC & CISCO Product
Responsible to maintain Key Accounts, liaise with the customer to build and develop relationship
Interacts and communicates with the client on a regular basis to determine changing perceptions and preferences
Determines the most crucial needs of these customers and carries them out to ensure that they receive priority on customer care and service.
Carries out continuous market analysis and research on the dynamics of the account
Communicated with Principal to lock opportunities, negotiating prices and discussing product specifications
Manages conflict and comes up with effective negotiation and sales strategies
Maintain the accuracy of forecast
Prepare presentations, proposals, plans, contact reports as necessary
Assist with the preparation of contractual agreements
Achieving Targets/Quota given by the management
Tracking customers’ Purchase Orders & timely Deliveries as per Technical and Commercial terms & conditions keep up to date on Account Receivable Status
Ensure the Collection of Account Receivable in time
Business Development with existing and potential customer to achieve sales target assigned by management
Manage and secure existing accounts and identify new accounts to maintain high level of sales achievement
Pre-sales by identifying the Pain Points of customers’ existing system and to provide them an appropriate solution within their budget
Engage with the key persons of customer to maintain relationship at all level to have a clear understanding of their organization to have a grip on the account right from the initiation till the receipt of payment
Closely work with principal for identified Business Opportunity and negotiate prices as per customer’s requirement to pitch a viable Solution
Create detailed proposals and quotations and manage all customer engagements to a successful conclusion
Create and built the healthy sales funnel by selecting the right opportunities and understand customer needs
To plan promotional activates for specific accounts to increase sales or push stock to improve relationship with customer
Tracking customers’ Purchase Orders & timely Deliveries as per Technical and Commercial terms & conditions and Follow-up on account receivable status
Collection of Payments/Account Receivable in time
Develop an up-to-date knowledge of the characteristics, strengths and weaknesses of products, competition and prices.
Maintain up-to-date information on all customer interactions in the database
To respond all requests of customers for technical assistance via phone or email
Ensuring all calls for assistance are logged in the system
Redirect calls to appropriate engineer and ensure that engineer update the status in system
Regular reviewing of outstanding calls for assistance and escalating problems to the appropriate support person
Identify and escalate critical calls requiring urgent attention
Ensuring customers are kept informed of the progress of their requests and are notified when the requests have been completed
Ensuring procedures for support are adhered to
Ensure that daily, weekly and monthly statistics, status reports, and graphical and reporting aids are completed and continually modified to meet the needs of the department
Give Monthly presentation to management showing the TAT of complains and the support required
Got incremental revenue from customer through signing new contracts 40% (USD 50K) and ensure to retain existing SLA’s
Master in Business Administration (Marketing) 2.9 CGPA
Bachelor in Business Administration (Information Technology) 2.1 CGPA