Business Development Manager
Fircroft Group
Total years of experience :15 years, 7 Months
Increase sales and GP generation
Identify new sales leads and make relevant introductions to new clients and opportunities.
Cold call as appropriate within market or geographic area to ensure a robust pipeline of opportunities.
Tracking all major project opportunities and all capital development projects in the territory, and their
Making initial approaches to senior stakeholders; assisting or managing the pitch/presentation selling of Fircroft Arabia service lines and preparing and participating in tenders for public sectors.
Successfully prospect and generate revenue from new regional and national Technology Industry accounts at the highest level (procurement, operations leaders, CHRO, Senior VPs, etc.) through regular executive calls, visits, executive presentations, and delivery of top-tier value-added programs
Develop new streams of revenue and increase overall revenue growth by winning new accounts
Responsible for attaining overall revenue goals, increasing account share, developing high-level business contacts and relationships; achieving margin and profitability goals
Work collaboratively with the client to come up with strategic solutions to drive contract business
Gain a deep understanding of the customer’s business and partner in their ongoing success
Ensure that client goal are met with quarterly business reviews to address tactical results
Key Achievements:
Generating 5 leads in a month and converting them into opportunities
Acquired 27 ICT, Oil & Energy, and FMCG clients despite of economic crisis throughout 2 years.
Successfully achieved the 2021 Target by dealing with IT Govt administration in Riyadh.
Pulled 70 Vacancies from the existing clients on cross-selling method.
Succeed in revenue generation, and placed bulk requirements.
Improved CRM accuracy by 34% by implementing a weekly “clear up” session involving all staff.’
Sales & Distribution strategy
Meeting sales targets through effective planning and budgeting. Set realistic and achievable targets for the team.
Implement best practices of demand forecasting to ensure an adequate supply of products to all territories.
Execute the set targets for the Dept’s sales force and monitor, guide and motivate (Senior) Sales Supervisors, Merchandising Supervisors in their performance to effectively manage and control the van sales operation and to realize the sales targets. (The number and type of staff to manage to differ per Dept.)
Responsible to distribute the target to all sales teams on the 1st week of every month by brand and SKU (Stock Keeping Unit).
Key Accounts
Ensure implementation of agreements with Key Accounts (national and regional) and negotiate LTA’s/promotional activities for regional Key Accounts in cooperation with Trade Marketing and actively build and strengthen good business relations with the representatives of Key Accounts in the Dept’s region.
Create a promotion fact sheet as per the agreed details (period, customer, mechanism, quantity, price, and cost).
Conduct weekly/ monthly meetings with the sales team and review the sales result, pending invoices, and other related issues.
Establishes a strong relationship with the key national customers, developing a business set-up based on the needs, the market’s nature, and people’s demands
Accountable for multiple customers across multiple portfolios, carrying independent sales targets.
Identifies and develops new business opportunities, in collaboration with pre-sales experts
Constantly interacts with key stakeholders within customers, understanding their objectives, challenges, and remit to increase own effectiveness.
Merchandising & brand management:
monitoring sales and merchandising management in hyper and supermarkets
Credit Management Following up on payments according to credits terms ref. and issuing rebate %
Recruitment and motivating new joiner in the department
Finance & administration; Approving petty cash expenses, vacation requests, timesheets, and payroll.
Key Achievements:
Achieved 5% profit growth in Q2 in comparison to Q1.
Accelerated 10% sales in a Q2.
Controlled food costs from 28 % to 24% from last quarter.
Decreased the shelf audit time by 30% by suggesting day-to-day mini audits to ensure product availability and placement.
Increased territory client base by 60% by being actively involved in marketing and sales promotions.
Trained and developed a team of 7 sales executives to be deployed in company branches over 7 regions.
Introduced online selling and trained three teams of sales personnel to handle online orders and transactions, thereby increasing the company’s profits by 32%.
Improved product movement between warehouses and hyper and supermarkets, thereby decreasing the weekly movement time from 10 hours to 6 hours.
Meets with customers in a sales environment to drive product sales and knowledge.
Makes sales appointments with clients.
Generates new leads by meeting with consumers, follows up with any clients to make sure that they are satisfied with the product.
Understands how to make products appeal to consumers based on the environment and current trends.
Discovers target markets and the advantages of other companies.
Make a strong sales plan including shipment and supply processes.
Set the price and discount for paper products for international customers.
Implement and monitor the customer’s segmentation & Service level adjustment.
Search for new key customers.
Development, and execution of key account strategy on all sales levels.
Responsible for achieving the monthly sales target and due payments.
Prepare market trends, competitor’s activities.
Provide weekly and monthly required reports to the Sales Director.
Periodic customer visits taking their orders in advance for planning and setting priorities.
Responsible for sending monthly & quarterly forecasts.
Key Achievements:
Accomplished 2 years of the contract to supply complete plastics including design and printing
Make a strong export plan including shipment processes for plastic products
Identifying, qualifying, and securing business opportunities coordinating business generation activities
Building business relationships with current and potential clients
Understanding client needs on EIA and offering solutions and support answering potential client questions and follow-up call questions responding to client requests for proposals (RFPs)
Collaborating with environment manager and leadership to secure, retain, and grow accounts
Creating informative presentations; presenting and delivering information to potential clients at client meetings, industry exhibits, trade shows, and conferences
Creating and maintaining a list/database of prospective clients
Cold calling; making multiple outbound calls to potential clients closing sales and working with the client through the closing process
Collaborating with management on sales goals, planning, and forecasting; maintaining short- and long-term business development plans.
Key Achievements:
3 years contract for the Operation and Development of a Public Health Laboratory Project in Jeddah from Jeddah Municipality worth SAR 1, 800, 000.
Successfully secured a three (3) years contract as KPI for mosquitoes inside and outside doors in Jeddah from Jeddah Municipality is worth SAR 1, 200, 0000.
Successfully secured a three (3) years contract for the Operation and Maintenance of Air Quality Monitoring Stations in Khafji from Saudi Aramco worth SAR 1, 800, 000.