Sales and Marketing Director
Rapid Access
Total years of experience :15 years, 8 Months
Reporting into the Managing Director (ME) and the Global Sales and Marketing Executive Director. Functional responsibility for all sales and marketing activities within the ME region and General Manager responsibilities for Saudi Arabia & Bahrain. Leading and developing the strategic vision for Rapid Access Middle East by providing effective leadership and strategic vision to deliver business goals.
· Oversee and guide business units in meeting commercial goals and implement change programmes to hit commercial and budgetary targets.
· Report directly to the Managing Director (ME) and the Global Sales and Marketing Executive Director.
· Administer all sales and marketing activities within the ME region and manage Saudi Arabia & Bahrain operations.
· Devise, develop, and articulate the strategic vision for Rapid Access Middle East by providing effective leadership to advance business goals.
· Pilot the development and execution of initiatives supporting revenue generation, revenue growth, and sales targets in all ME regions.
· Chart successful course of development for strategic sales plans to expand business into new products, services, and territories, such as the launch of the regions first Virtual Reality (VR) simulator training, Asset Management Systems (AMS) and telematics, and expansion into Duqm (Oman) and Tabuk (KSA)
· Propelled sales team out of a depressed COVID period, stimulating sales productivity to achieve greater pipelines and sales for FTEs through skills-based training, the effective use of market and internal data, and leveraging business systems and CRM to focus sales activities more effectively.
· Helmed the Sales and Marketing Centre of Excellence for Loxam PAD (ME, UK, IT, FR, N.EUR).
· Expanded market share in 2020 from 18% to 26% regionally by streamlining organisation and portfolio to achieve consistent trading portfolio growth through H2 2020.
· Conceptualised, designed, and spearheaded the implementation of an innovative customer contact strategy, driving headcount efficiency and slashing costs by 25% while boosting customer NPS growth.
· Mentored, motivated, and trained sales teams across the region, with an emphasis on improving total revenue per sale (securing 11% improvement revenue per FTE).
· Direct the design, implementation, and roll-out of an advanced customer experience tracking tool to facilitate real-time improvements on customer satisfaction.
· Assumed interim role of General Manager in Saudi Arabia & Bahrain from Q2 2020 to Q2 2021
Reporting into the Managing Director (ME) with functional responsibility for all sales and marketing activities within the ME region. Leading and developing the strategic vision for Rapid Access Middle East. Providing effective leadership and strategic vision to deliver business goals.
· Liaised regularly with the Managing Director (ME) to convey updates on all sales and marketing activities within the ME region.
· Scrutinised regional markets and adjacent companies to develop and execute organisational strategy for regional growth and market penetration.
· Analysed, defined, and executed annual business plans with accompanying sales and service delivery targets.
· Aligned business and financial plans with the Group’s long-term objectives and established policies and procedures.
· Formalised and erected development and coaching structure for the next generation of sales leaders.
· Integrated SalesForce (CRM) with Rapid Access operations and coordinated similar implementations for UK, Belgian, and Italian businesses.
· Compiled, evaluated, and monitored all key operational performance indicators to distill customer and operations insights.
· Pioneered the implementation of strategies and initiatives that more than doubled customer NPS, growing from 23 (in 2018) to 43 (end of 2019) with a further increase to an average of 57 (by year end 2020)
Manage the introduction of new and existing products to new customers and sectors. Oversee the implementation and management of business processes and develop programmes to deliver improvements in market penetration, fleet utilisation, customer experience, and ROI.
· Orchestrated the implementation and management of business processes that positioned products in new sectors.
· Formulated programmes to deliver improvements in market penetration, fleet utilisation, customer experience, and ROI.
· Managed the day-to-day output of internal sales and marketing teams, with dotted line responsibility for field sales and training functions, with 12 direct and 32 indirect reports
· Authored financing proposals and secured capital investment in fleet, machine modifications, and human resources to defend and grow market share across all Rapid territories.
· Enhanced business customer service functions to bolster customer satisfaction through the adoption of available technologies, improved employee development and recruitment, and the implementation of more efficient business processes.
· Wielded control over regional pricing governance to keep products competitive in an ever-changing market.
· Optimised operational and product distribution infrastructures.
Implement operational processes and programmes to ensure efficiencies in sales, finance, and engineering.
· Deployed comprehensive executive-level leadership with full accountability for regional general management.
· Implemented, enhanced, and refined operational processes and programmes to synchronise efficiencies across sales, finance, and engineering departments.
· Built, initiated, and managed a centralised Customer Service Centre.
· Boosted sales by 40% from an 18-month low to a record high, in conjunction with customer base growth of 105%.
· Sourced, recruited, and managed a high-performance sales team, protecting the company’s 50% market share against a doubling of competitor fleets.
· Harmonised operational excellence and cost control in deft management of engineering teams.
· Augmented training sales by 302% by developing and implementing an operator training programme.
· Coordinated and oversaw the opening of new business locations, generating a 200% increase in rental sales across the region.
Various roles managing and directing multiple customer-focused projects, including research of customer contacts, launch of the group’s sustainability policy and the development and launch of products and service to customers, and the development of the group’s service offering in niche sectors.
A degree focused on the operation of nano-electronic devices to national-scale electricity networks, radio frequency engineering to industrial automation and robotics. The degree also included multiple elements of business administration and management, including a focus on innovation, creativity and enterprise.