Chief Sales Marketing Officer
Al Suwaidi
Total years of experience :21 years, 8 Months
• Developing strategic direction and plans for the company with regard to all revenue generating activities and functions including sales, marketing, channel programs, business development and customer support
• Developing and managing the company’s overall marketing, branding and corporate communication strategies in line with the company’s objectives and market characteristics and trends
• Developing the sales strategy based on regional and global market research to generate business opportunities and prioritize target markets
• Maintaining market intelligence on marketing propositions of competitors and trends
• Participating in the development of business cases for new projects / initiatives
• Implementing tracking, monitoring and analyses of sales and marketing activities and performance to ensure successful growth, profitability and achievement of business objectives as defined by the company strategy
• Managing field sales, sales operations, pre-sales and marketing teams
• Setting and meeting sales targets along with the sales teams, coupled with developing and maintaining a database of potential and existing customers
• Managing marketing lead generation and sales pipelines to ensure accurate and adequate lead inflow to reach targeted sales objectives
• Maintaining a climate that attracts retains, and motivates key personnel. Recruiting, training, appraising, supervising, supporting, developing, promoting and guiding personnel
• Maintaining long-term relationships with potential and existing customers and business partners
• Setting policies and objectives of the company, ensuring such policies and objectives are practical and realistic and recommending them to the approval of the Board of Directors
• Formulating long, medium and short-term strategies to manage activities concerning the company and proposing such strategies to the Board of Directors
• Endorsing suggested plans and programs so as to achieve expected objectives and approved strategies and periodically monitoring their achievement
• Preparing balance sheets, estimated budgets and general expenditure and monitoring the financial performance of the company in coordination with the finance and administration manager.
• Disseminating instructions, circulars and information in addition to issuing administrative, organizational and technical directions to fulfil endorsed plans and programs
• Seeking out new ways to increase and developing business opportunities geographically, new products and to work towards maintaining organization’s competitive edge
• Specifying manpower requirements according to the Human Resources Planning practices adopted by the company and based on recommendations raised by Department Managers
• Preparing periodic reports with respect to company’s performance and achievements to be submitted to the Board of Directors
• Ensuring the proper implementation of company policies, procedures and regulations and monitoring the overall compliance displayed by Department Managers
• Supervising and facilitating internal relations and teamwork among company departments in order to best organize and integrate the operational phases of quotation preparation, sub-contractor selection, project management, quality assurance and delivery
• Supervising the Administrative and Financial functions, in terms of providing required support and guidance, in order to ensure the effectiveness of such functions in achieving their purpose
• Handling high-level marketing and sales activities for promoting business opportunities and securing company projects through building relations with major potential clients
• Supervising the Marketing and Sales function in order to best support company operation and develop business opportunities, approving sales forecasts and marketing approaches and providing guidance where needed
• Focusing on expanding the customer base, retaining loyal customers and understanding the local market
• Handling high-level relations with major clients throughout project quotation preparation, project execution and delivery and supervising all personnel delegated with client relations management duty
• Monitoring the financial performance of the company on periodical basis through the Finance function and comparing achieved performance with set targets
• Representing the company at conferences, exhibitions and official occasions or delegating employees to fulfil such duty
• Supervising the development and execution of all internal development initiatives with the participation of the concerned department managers at the company
• Leading and motivating a team of professionals to deliver sustainable financial results to the business in line with market expectations
• Conducting periodic meetings with subordinates to follow-up the smooth running of activities and discussing suggestions aimed at internal/ external development
• Assessing training needs and development requirements of subordinates as well as supervising the evaluation of training-course effectiveness and monitoring training results on departmental and employee performance
• Carrying-out performance appraisals for subordinates according to planned schedules and recommending necessary actions
• Overall responsible for the operations of the Business Unit inclusive of the following activities staff management, marketing & sales, financial results
• In charge of developing the Buildings Management Systems and the Security Business, establishing objectives, marketing and sales strategies
• Undertaking the development of the System Integrator channels for the Buildings Automation and Security Products and Systems
• Overseeing the daily operations of the Business Unit with additional responsibility for establishing objectives
• Effectively managing customer relationship and associated sales and marketing activities
• Undertaking the preparation of both strategic and operational sales and marketing plans, focusing on solutions relating to the Business Unit market
• Facilitating continuous improvement of business processes, leading the evaluation of activities measured in terms of value to both the customer and company
• Ensuring the implementation of various human resource and communication programs through the design and identification of required man power
• Dealing with critical key accounts with direct accountability for the Unit’s operating income statement
• Communicate, deploy and adapt the Group strategy, animate and lead the marketing function and coordinate all marketing project activities in the country
• Fully accountable for overseeing the entire marketing and communication function with additionally responsibility for the management of Product and Segment Managers, supporting the sales team to reach a target of SAR 450mn
• Ensuring the growth of profit on an ongoing basis in all targeted market segments through guaranteeing the deployment of strategic operations
• Analysing and understanding markets when defining customer needs and expectations, defining company targets through both technological and marketing innovation
• Identifying offers, alliances and partnerships, ensuring the development of a coherent, innovative, competitive and market-orientated offer, including products, systems, complete solutions and serviced
• Additionally responsible for the proposition and communication of strategic orientations, defining the most appropriate strategy to achieve company objectives in the country
• Responsible for the effective management of 10 Sales Engineers, motivating the same to successfully attain a sales target exceeding SAR 90mn
• Consistently driving sales and products across the country through the development and implementation of sales strategies to generate further revenue, growth and profit
• Undertaking the development of the industry’s access channel incorporating system integrators, OEMs and specialised distributors
• Monitoring / analysing the market share, highlighting any areas for concern and proactively addressing the same with members of the senior management team and defining the strategy for the Product Department
• Applying a solution system approach when globalising all the concerned needs for industry market
- Identified the customer needs and analysed the competitive environment to define the industry market strategy
- Through customer seminaries, prescribed, promoted Schneider Electric, made lobbying and customer intelligence in order to detect tendencies and market reactions
- Collaborated with the Product Departments to elaborate specifications relative to product adapted to the industrial market
- Defined the specific offer in a market segment in addition to the global strategy and launched new products offers
- Responsible of the marketing activities of Telemecanique products
- Launching new products offers, particularly Tesys and Altivar serie 8
- Supporting the product sales by launching several promotional campaigns,
- Developing access channels particularly the system integrators, panel builders and OEMs
- Leading a research program to develop new strategies of control for variable speed controllers of 3-phase asynchronous motors, in order to improve the quality of control and performances and reduce the cost of implementation,
- Supervising engineers’ internship to perform a DSP card and set up creative solutions intended to reduce the motor noise
High Performance Control of Speed/Sensor less Induction Motors by Direct Torque Control Collaborating with Schneider Electric and Laboratory of Electrotechnics and Industrial Electronics (LEEI) of Toulouse, France
Advanced Automation Engineering at (ENSEEIHT - National Higher Educational Engineering School of Electrotechnology, Electronics, Computer Sciences, Data Processing and Hydraulics) Toulouse, France