Jayalal Panamukkath

International Aeradio (Emirates) Ltd is a leading provider of cutting-edge technology solutions. Founded in 1947, the company is a subsidiary of Serco Group plc (www.serco.com/middleeast) of the United Kingdom. Serco operates in over 37 countries worldwide, employing more than 41, 000 highly skilled staff. IAL has a multinational staff of around 120 and operates primarily in the United Arab Emirates. . IAL operates across a broad spectrum of high technology specializations which include Radio Communication, Information Security and Transportation.
JOB PROFILE:
Assess & pursue new projects and opportunities and thus achieving significant commercial goals of the company.
Ensure delivery of new sales /net profit by 2014 and beyond.
Drive sales in to new markets and countries in order to spread coverage of the business into new market sectors and segments in UAE by 2014.
Sustain a business model that meets conventional free cash flow limits as a minimum.
A switch in emphasis for the business such that longer term and larger scale opportunities and sales are generated.
To establish an agreed strategy and generate an operational model for the company in order to deliver a change in scale and business direction in the enterprise e-security solution and services.

• Develop & drive the sales revenue and profitability with UAE coverage.
• Responsible for retaining customers and Building and managing new customer base for Dubai and northern Emirates. Including developing the go-to-market strategy, demand generation plans, sales strategy and tactics and leading the sales efforts required to meet and exceed Company goals.
• Contribute to the success in top line revenue and also achieve organizational excellence. A key position within the Organization with overall responsibility/P&L for the success of STME solutions portfolio.

• Responsible to meet assigned annual sales target by sales
• Responsible for winning new customers
• End to end Account management of enterprise accounts
• Management of complete sales cycle from prospecting to project signoff and payment collection.

• Responsible to meet the time bound sales targets assigned in specified territory through structured approach.
• Extensive prospecting for new customers in the identified territory.
• Manage the customers for their entire IT requirement.
• Follow-up with customers prospects and leads to move the opportunity upwards in the sales cycle.
• Coordinate sales calls meetings; create and deliver presentations
• Assess and identify customer needs, effectively handle objections, close sales
Develop and manage ongoing lead / accounts pipeline
• Cultivate relationships, laterally and above the primary contact
• Resolve customer complaints / issues by effectively working with the customer relations team to support customer
• Provide management with ongoing weekly / monthly forecast and pipeline report

• Lead the sales team and manage daily sales activities.
• Responsible for sales growth & meeting and exceeding sales targets.
• Work with sales team to ensure that all technical and commercial issues are addressed.
• Educate sales team on the products and solutions and strategy for high penetration
• Prospect and identify new opportunities.
• Manage top tier large strategic accounts through entire sales process.
• Build and establish long-term customer relationships.
• Develop sales strategy both short term and long term.
• Responsible for business development in green-field area.
• Responsible for managing all aspects of sales including interfacing with prospects and customers, interacting with Principles and distributors, finalising selling prices, making technical and financial proposals, carrying out sales follow ups, negotiations and overseeing payment collections and done within agreed time and terms.

Major Account management and Solutions selling.
Independently handled the business of Sun Microsystems, Compaq, HP, IBM, Tandberg and EMC with main focus on storage business.