إبراهيم الشادفان

Regional Sales Senior Manager of Enterprise & Distribution Business
• Department product range:
- B2C: Laptops, Printing Solutions, Monitors and Digital Imaging.
- B2B: LFD - Large Format Display, HTV - Hotel TV

Duties and Responsibilities:
B2C Business
• Product Management: Deciding product line-up for B2C and B2B with the respective category heads, operational support to ensure availability of display and Demonstration units and adequate stocks, Plan product launches, competition analysis.

• Sales Management: Revenue achievement (sales out), target setting for retailers, aligning targets of distribution partners (sell-thru), and retailers (sales out), Managing the Samsung extended field resources (CAP team and category promoters), daily sales reporting and analysis for speedy response to dynamic market changes.

• B2B business: Deciding product line-up for B2B based on the market segments and specialized channels, developing the printing solution and the A3 size business opportunities in order to increase the market share and to improve the Samsung existence the market.



• Channel Management:
- Direct engagement with tier 1 distribution partners (sell thru planning) and tier 2 (power retailers and hyper markets).
- Designing and implementing incentive programs in coordination with the category heads.
- Ensuring sell-out of products from the tier 1 channel.
- Implementing demand generation activities targeted at end user.
- Conducting key retailer seminars and training program on products.
- Setting up the yearly target and follow up the performance progress in quarterly basis which linked with the Rebate Scheme and Marketing Support.
- Setup the Marketing Activities Calendar on quarterly basis.
• Complete ownership of Organized retail (hypermarkets and power retailers) including and not limited to Managing the retail marketing calendar, Driving continuous demand, Ensure Display quality, Shelf Share & Box Share. Independently manage channel (Tier 2) and the Tier 1 retail team with their extended sales force (promoters) in Jordan & Levant countries. To ensure highest share of wallet with retailers for all categories in the assigned territories. Observe and analyze market and market trends. Monitor sales operations and control achievements by product and partners/resellers, Analyze and evaluation of activities, costs, operations, budgets and forecast data to determine dealer’s progress towards stated goals and objectives. (Or to maintain a competitive edge in the marketplace).
B2B Business
- Managing the development of a direct contacts for Samsung with local solution provider
- Generate sales that meet Samsung B2B products
- Follow-up local partners activities and requirements for the development of B2B products and end user needs through the B2B team
- Continues relationship with Enterprise and big projects owners
- Develop and enhance the work channel in the market
- Planning and managing the B2B sales activities
- Solving the market issues and problems accruing due to business development

Specialties:
A seasoned highly motivated professional record of accomplishment in sales, marketing and business management, possessing executive in business management in addition to excellent communication, interpersonal, and analytical skills
Duties and Responsibilities:
• Accomplish regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change.
•Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
•Establish sales objectives by creating a sales plan and quota for districts in support of national objectives.
• Maintain and expands customer base by counseling district sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
•Recommend product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
•Implement trade promotions by publishing, tracking, and evaluating trade spending.
•Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
•Accomplish sales and organization mission by completing related results as needed

Job Summary:
Managing and conducting all the marketing activities of the Product for the identification and creation of sustainable competitive advantage by conducting marketing research, pricing the product, participating in the promotion and providing support to the sales functions.

Duties and Responsibilities
• Identifying the market segments of the product, estimating the market size and participating in the formulation of a marketing strategy and a comprehensive marketing plan so as to achieve a high market share and increase the sales volume of the Product
• Researching, analyzing and monitoring financial, technological, and demographic factors to capitalize on market opportunities and minimize effects of competitive activities
• Conducting marketing studies in cooperation with marketing research agencies to obtain information necessary for marketing plans
• Maintaining proactive relationships with suppliers to source best possible prices for stocks, and the best possible payment terms
• Attending training courses provided by the suppliers.
• Participating in developing a pricing policy that includes tenders, offers and discounts based on market analysis and the study of competitors’ pricing policies
• Coordinating with the Area Sales Managers for monitoring the sales performance and market share of competitors, profiling competitors, and preparing comparisons between company's Products and its competitor products
• Continuously following-up on sales data of the product in the different geographical areas of spread to judge on the level of market spread/penetration achieved
• Participating in the promotion and all marketing requirements necessary to support the sales process such as preparing catalogues, price lists, technical information, …etc
• Forecasting sales and purchase from suppliers keeping into consideration the seasonality’s and manufacturing lead times

Responsibilities:

• Communicating with Product suppliers to keep up with the new
additions, attend training courses and transfer supplier
experience to the Company
• Participating in developing a pricing policy that includes tenders,
offers and discounts based on market analysis and the study of
competitors’ pricing policies
• Communicating with the Area Sales Managers for monitoring the
sales performance and market share of competitors, profiling
competitors, and preparing comparisons between company's
Products and its competitor products
• Continuously following-up on sales data of the product in the
different geographical areas of spread to judge on the level of
market spread/penetration achieved
• Preparing periodic reports with respect to the section activities
and achievements to be submitted to the Unit Manager
• Performing any other duties related to his job as assigned by the
Unit Manager

Responsibilities involve professionally expanding the sales of Audio Visual Products which requires strong customer service skills, self-reliance, supervision and communication skills.

Duties and Responsibilities in Details
• Supervising and implementing projects.
• Studying, evaluating & pricing projects and tenders.
• Managing training of sales staff.
• Managing sales targets and marketing strategies
• Managing the budget for sales regions
• Planning and implementing marketing activities ( Exhibitions,
Advertising, Seminars, Sales Campaigns and Mailing
Campaign)
• Keeping on track major accounts records.

Responsibilities involve professionally expanding the sales of Riso Products which requires strong customer service skills, self-reliance, supervision and communication skills.

Duties and Responsibilities in Details
• Supervising and implementing projects.
• Studying, evaluating & pricing projects and tenders.
• Managing training of sales staff.
• Managing sales targets and marketing strategies
• Managing the budget for sales regions
• Planning and implementing marketing activities ( Exhibitions, Advertising, Seminars,
Sales Campaigns and Mailing Campaign)
• Keeping on track major accounts records.

Duties and Responsibilities in Details:
• Conducting technical study of quotations, bids, and determines direction and priorities for projects task.
• Promoting company sales through developing and implementing new sales and marketing techniques
• Managing training of sales staff.
• Studying, evaluating & pricing projects and tenders
• Planning and implementing projects