Sales and Business Development Manager – Key Accounts and Dealers (KSA)
Nikai Group of Companies / Panasonic MEA
مجموع سنوات الخبرة :16 years, 10 أشهر
In my Regional Sales Development Role, I am assigned a critical role focused on managing and growing revenue and market share of Panasonic and Nikai brands business by executing sales strategy and plan optimized for selected channel accounts across various verticles.
Brands Managed: PANASONIC / NIKAI
** Developed a strategic revival action plan for Panasonic’s CE (LEDs) category based on KSA market analysis and for Nikai MDA Category, leading to a 15% increase in the customer base and a 20% improvement in market penetration.
** Successfully maintained current key accounts and traditional dealer accounts, achieving a 90% customer retention and driving a 10% increase in repeat business increase in revenue.
* * Acquired new accounts, leading to a 20% increase in market penetration and a 15% revenue growth.
** Negotiated business plans & commercial conditions, finalizing agreements that led to a 10% increase in sales volume.
** Spearheaded the regional teams and identified improvements in sales process and monitoring sales activities.
** Collaborated with the principal product/marketing team in UAE to enhance brand visibility in partner stores, increasing brand awareness, product adoption, and sell-out.
** Collaborated with key customers and channel partners for streamlined order management, retail coordination, and impactful in-store displays achieving 25% sales conversion growth.
** Conducted account and channel mapping analysis, identifying untapped market segments.
** Led a detailed analysis, including continuous sell-out data evaluation and monitoring of brand activities.
** Forecasted Sales by product line with 95% accuracy, enabling proactive inventory management for Regional Dealers.
** Analyzed market statistics, identified growth opportunities, and achieved consistent quarterly sales targets, surpassing them by an average of 12%.
** Thrived on achieving ambitious new business targets, displaying versatility in operating at both strategic and tactical levels.
** Contributed to management decision-making relating to existing sales operations and business strategy.
As an Assistant Channel Sales Manager, I was challenged with the responsibility for propelling strategic initiatives and sales enablement for the assigned channel and to achieve sales and distribution objectives for the Consumer Electronics and Home Appliances division while developing, and expanding channel partners across assigned vertical(s)
Brands Managed: Toshiba / Sharp / BOSCH / White Westinghouse / Electrolux
* Successfully implemented a comprehensive key account entering strategy that resulted in a 20% increase in sales.
* Contributing to a 25% expansion in market penetration, pursued initiatives, leading to channel sales objectives for major brands including Toshiba, Sharp, Bosch, White Westinghouse, Electrolux catering to the customer network across the Kingdom of Saudi Arabia
* Collaborated with channel partners / distributors to ensure efficient order management, retail activity coordination, and impactful in-store displays, leading to a 25% increase in product visibility and sales conversion rates.
* Conducted account and channel mapping analysis, identifying untapped market segments. Developed a strategic action plan based on the analysis, resulting in a 15% expansion of the customer base and improved market penetration.
* Provided valuable feedback on market, competition changes, volume potential, and price roadmap, leading to a 10% boost in market share, while continuously reviewed market trends and analytics to optimize market share
* Led a detailed competition analysis, including product and price benchmarking, sell-out data evaluation, and monitoring of brand activities.
* Utilized the insights gained to formulate targeted sales and marketing strategies, resulting in a 10% increase in market share and improved competitive positioning.
As a sales supervisor I was responsible for assisting sales management team in meeting targets while liaising between the regional sales team and the upper management and devised new sales strategies and pitch ideas for improving sales.
Brands Managed: Toshiba / Sharp / BOSCH / White Westinghouse / Electrolux
* Introduced new and creative ideas, approaches, and methodologies for driving new levels of consumer engagement while generating intelligence of competitive market and delivering innovative solutions/ideas to optimize market share.
* Managed entire sales cycle across reseller customer accounts by forecasting, proposing, and closing sales with focus on sell-out to achieve total revenue growth and profit.
* Forecasted sales trends to maintain a competitive edge, delivering complete analytical support to regional sales head and product department of competitive activities, i.e. pricing structure, new product, competitor infrastructure, etc.
* Ensured all company driven campaigns, promotions, and activities are vocalized and implemented
* Sales Team Development: Assisted with the on-boarding of sales staff, identified and communicated associate goals and provided training and feedback to support the growth of the company.
* Managed team of 40+ Promoters and 3 Merchandizers across the Power Retailers and Hypermarkets
* Contributed to management decision-making relating to existing sales operations and business strategy.
* Achieved and surpassed sell-out targets for Consumer Electronics (AV / HA / SDA / ACs) division by proper control and utilization of manpower, and resources.
As a Business Development Manager, I was responsible for assisting the sales management team in meeting targets while liaising between the sales team and the upper management and devising new sales strategies.
* Managed and worked with the sales team to develop mutually beneficial proposals, negotiate contract terms and communicate effectively with stakeholders.
* Introduced new and creative ideas, approaches, and methodologies for driving new levels of sales engagement while setting clear team goals and effectively delegated tasks, ensuring the team's focus on key priorities.
* Prepared and maintained master report of entire activities including team performance metrics, identifying areas for improvement and implementing strategies to enhance results.
* Strategized and aligned all sales functions facilitating in developing sustainable relationship and maintaining clients’ portfolio of recruitment agencies across the UK and North America and addressed their needs and concerns.
* Mentored, developed, and spearheaded teams and increased their efficiency in overall operations to achieve individual and group set targets as well provided guidance to plan and execute.
* Sales Team Development: Assisted with the on-boarding of sales staff, identified and communicated associate goals and provided training and feedback to support the growth of the company.
* Contributed to management decision-making relating to existing sales operations and business strategy.
* Achieved and surpassed group targets by proper control and utilization of manpower, and resources
Delved into the three major areas of business analytics: descriptive analytics, predictive analytics and prescriptive analytics. Learned to interpret business data in a spreadsheet environment, communicate findings to stakeholders and execute strategic business decisions. In addition learned how to analyze consumer behavior, develop data-driven marketing objectives and manage promotional campaigns that inspire action. Developed Skills for leadership roles including Sales Management, Management Analyst, Brand Management, Operations Management and Budget Analyst
Develop the knowledge, skills, and abilities needed to be successful within any role in Supply Chain Management. Covered both the critical aspects of Supply Chain Management used by every company and the innovative methodologies and techniques that are increasingly being pursued by leading organizations The UH Bachelor of Business Administration in Supply Chain Management program is ranked 9th in the Top 25 North American Supply Chain Undergraduate Programs
Major Subjects: * Market research and analysis * Selling and sales management * Business and Operations Management * Digital Marketing * Marketing communications Topics covered: How to conduct market research and analyze buyers, how to price goods and services, how to sell, how to advertise and promote, and how to develop a marketing plan.