Head of Air - KSA, Egypt & LEVANT
CEVA Logistics
Total years of experience :15 years, 2 Months
In my current role, I lead a team of 10 senior personnel across various territories, with a P&L responsibility exceeding $250M. My duties include managing and maintaining carrier/vendor relations, lead Global Tenders related to my cluster, streamline relationship with cluster product leaders and ensure trade lane focus.
Achievements
• Increased our YoY revenues by 46% by H2.
• Introduced and implemented CEIV and GDP practices across all stations in the region.
• Initiated strategic discussions with government entities such as GACA & MISA on investment ventures related to Vision 2030.
• Conduct monthly business reviews with our cluster MD in which the same results are presented to our CEO.
• Set ambitious plans to disrupt markets that are still considered “junior”, like Iraq (Baghdad & Erbil).
• Participated in mega project tenders related to Red Sea Project & Neom.
• Provided seamless solution to the EV leader “Lucid” for their FM operations in KSA.
In this role, I manage a team of 15 members. Full P&L responsibility over the Saudi Air Product that exceeds $120M. I lead the commercial relationship with all carriers, maintain compliance to Global Milestones, underwent virtual roadshows to grow the Saudi trade lane.
Achievements
• Spearheaded a product restructuring across KSA to become a standalone product.
• Increased GR YoY by 57%, exceeded budget expectations despite market situations.
• Successfully implemented a healthy and comprehensive work environment during Covid outbreak.
• Introduced sales planning initiatives to drive sales activity.
• Mentored sales team to better understand commercial and financial performance.
• Increased our market footprint in Healthcare and Military sectors.
• Obtained the IATA CASS License for our offices in KSA
• Activated our own customs license at DMM and RUH airports
• Obtained approval from the Saudi Customs to operate a pilot Console into RUH
• Managed our bonded facility in the Eastern Province (EGBZ) and introduced new services that complemented the Air Product such as Arabic Labeling.
Direct profitable operations of the Freight Management and Contract Logistics business. Responsible for providing financial and budget oversight of $45M in revenue, while managing 18 employees and cultivating relationships with key clients. Establish goals for continuous improvement, operational KPIs, and key business development activities.
Selected Accomplishments
• Succeeded in devising a surgical plan to maintain a profitable P&L during COVID-19, whilst keeping costs to the minimum and without having any layoffs.
• Managed to successfully implement and commission a last mile ecommerce project that includes 14, 000 deliveries per month, all during COVID lockdown.
• Initiated business within Retail, Aerospace and Healthcare accounts, positioning CEVA as a market leader in KSA.
• Executed projects that resulted in unprecedented revenue stream and highly satisfied customers.
• Increased GR YoY by 30%, exceeded budget expectations in year 2018 and 2019.
• Delivered ambitious multi-million dollar budgets, while managing overhead budget constraints.
• Increased profits and market share by coaching & managing the sales team to target and close industry verticals accounts.
• Spearheaded a profitable logistics project chartering 30 military jet engines, which added $1200K in revenue.
• Revamped the business strategy from prepaid business to collect, strengthening local client relationships.
• Landed major Healthcare contracts to support DG temperature controlled services and pharma related products.
• Coached and shadowed KAM members to secure FM AOG shipments that are ITAR restricted.
• Secured two major CL contracts with 5-year terms and an EBITDA above $350K/annum.
• Ensured zero defect startup to strategic contracts by implementing solid SOPs.
• Achieved the lowest churn rate in KSA as a result of delivering impeccable customer service and support.
• Led the organization during a restructuring phase, which included cutting costs and operational optimization.
• Reduced operational waste, negotiated better rates with vendors.
In this role, I manage a team of 18 members, five of which are business development managers and executives. Full P&L responsibility over FM & CL (Freight Management & Contract Logistics), setting strategic goals for continuous improvement, monitoring operational KPIs and result areas, engaging in sales activity and business development.
Achievements
• Increased GR YoY by 24-30% (2018 GR $2.55 million), exceeded budget expectations in year 2017 & 2018.
• Delivered ambitious budgets while managing overhead budget constraints.
• Achieved increased market share and continuous profitability by coaching the sales team on targeting and closing industry verticals accounts.
• Focused on Retail, Aerospace and Healthcare accounts, this resulted in having CEVA one of the major players in those sectors in KSA.
• Spearheaded a project logistics opportunity that ended in chartering 30 military jet engines with 30 pallets of spare parts from DMM to DFW.
• Revamped the branch business protocol from prepaid business to collect, by focusing on key customers and segments.
• Landed major Healthcare FM contracts with top tier customers that includes DG temperature-controlled services and pharma related products.
• Coached and shadowed KAM members to secure FM AOG shipments that are ITAR restricted.
• Secured two major CL contracts with 5 years terms and an EBITDA above $350K/annum.
• Ensured zero defect startup to strategic contracts by implementing solid SOPs.
• Reduced churn rate (lowest in KSA) due to impeccable customer service and support.
In this role, I was given the full ownership of reshaping the heart and soul of the organization. Starting from Implementing HR Strategies and Plans, to building a solid foundation to our newly recruited personnel and to present a working environment that was a catalyst to our market growth.
Achievements
• Rectified the Nitaqat “Saudization” status from Red Category to Green Category.
• Recruited qualified Saudi Personnel that match our operational and professional cadre.
• Recruited personnel for senior positions as Station Managers, Business Development Managers, Operations Manager, etc…
• Managed to renew all of our major certificates, such as: SAGIA & CR while liaising with the relevant governmental entities.
• Formalized & developed several HR policies and procedures.
• Resolved and managed several Litigation cases related to the labor office and commercial court.
Entrusted by the regional VP to lead and manage the Country Operations & P&L during its transitioning phase. Responsible for Country Budget, monthly MBR’s and in submitting 2015 & 2016 budgets to the board. Ensured that our efficiency is improved by increasing productivity and by introducing automation into manual laborious tasks.
Selected Accomplishments
• Succeeded in turning the P&L (EBITDA) from Loss to Profit, by improving DOE & SG&A costs.
• Presented tough and stringent budgets to the board.
• Obtained ISO 9001:2015, ISO 14001:2015 & OHSAS 18001:2007 accreditations to our Saudi Offices and sites
• Drafted and submitted an Organization blue print that led to the success we are in today.
• Focused on AR Collections and managed to decrease our overdue from 60% to 15%.
• Implemented Sales strategies in compliance with our Global business portfolio.
• Attended and represented the organization at regional and global seminars/exhibitions
Duties included
Full responsibility of support related matters, especially ones related to project logistics i.e. site material planning, work force and equipment mobilization, and transportation necessities.
Achievements
• With a team of five, we managed to mobilize and muster work force and equipment for one of the biggest gas plants in KSA
• Liaised with the planning department to ensure assets are being utilized at the right time and that no idle equipment are on site and hence limiting equipment rental.
• Shuttled personnel between projects depending on work loads
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