Sales & Marketing Manager
Morgan International Transport & Marine
Total years of experience :29 years, 4 Months
Ensure the effective achievements of sales objectives .
2)Direct contact with all major customers .
3)Developing sales members
4) Weekly meeting with chairman to secure any gab may arise.
5)Ensure having a healthy pipeline.
6)In charge of branding awareness
7)Customer engagement .
8)Establishing customer loyalty programe.
9)Market study and SWOT analysis.
10)Monitoring and measuring marketing pipeline velocity .
11)Ensure having a great ROI.
Line Manager for 4 heads (3 Territory Sales Managers and 1 indoor sale)
• Ensure regaining lapsed customers (lost) and maintain existing, develop them
and ensuring acquiring new customers to enlarge portfolio of customer’s base.
• Hitting monthly target in each area to achieve country budget.
• Having a solid tool of market intelligence to see how competitors go and a
close monitoring to their activities.
• Coaching, training and having targeted joint visits to all my subordinates to achieve
and ensure applying company’s targets and strategy.
• Participating in some commercial strategic decisions in collaboration with country head
of sales & marketing and National Sales Manager.
• Reporting to National Country Commercial Manager weekly, monthly and quarterly.
• Acquiring new leads using a solid closed business relationship with all key customers.
• Monitor market and competition situation and take appropriate actions in order to act
on business risk within the framework of the current strategies.
• Develop business plans for CRM department supporting customer retention
strategies reducing customer churn rate, and ensure that CRM systems and E-com tools
are consistently promoted to customers and implemented to achieve customer satisfaction
and lowest cost per shipment transaction..
Using SALESFORCE CRM toolDHL Sales Territ
In charge of 95 customers in my territory gene rating Euro 1, 200, 000 per annum.
• Managed and developed a portfolio of prospects and existing customers through building a
strong customer relationship to ensure that customers’ needs are recognized and met.
• Handling Alexandria industrial area and building a top 10 key customers in my territory
(Among one of Egypt top 3 customers)
• My Territory represents 8% from Egypt non-cash revenue.
• Establish customer agreements and ensure that pricing guidelines are always applied
and profitability targets for customers are met. Ensure that customer’ prices are reviewed
on regular basis and whenever any discrepancy arises between actual and promisedvolumes a
re-negotiation takes place.
• Develop and implement an approach to secure competitors and prospects business in the
shortest time possible. Establish Prospects pipeline to support this approach and target
them accordingly.
• Exploit all new opportunities from existing and potential customers (prospects) ensuring
a maximum penetration of DHL in assigned territory.
• Develop and implement a personal sales plan and call cycle that incorporates initiatives for
identifying and gaining new business and maximizes growth of existing customers
to achieve the individual sales (volume and profitability) targets.
• Managed all customer-related information by communication to the selling team around
specific customers as well as in sales systems so that other DHL staff can access customer
account
and territory information.
• Monitor customer performance, loyalty and satisfaction to measure success, business
fluctuation and possible business at risk. Take appropriate corrective actions internally
and/or with the customer.
• Promoted DHL brand image and values through own appearance and behavior so that it
reflects DHL high standards and develops customers’ relationship.
• Monthly territory analysis in regards to (rev /shipment 'rev/ day, weight / shipment .etc.)
• Quarterly meetings with country manager to discuss territory's Rev, gross margin, net
margin, customer outstanding balance. Etc.
• Daily access to COMET CRMsystem to maintain customer pipeline flow.
In charge of more than 450 customers in my territory, generating EGP 2, 500, 000 per annum.
• Managed and developed a portfolio of prospects and existing customers through building a
strong customer relationship to ensure that customers’ needs are recognized and met.
• Established customer agreements and ensured that pricing guidelines are always applied and
profitability targets for customers are met. Ensure that customer prices are reviewed on
regular basis and whenever any discrepancy arises between actual and promised volumes a
re-negotiation takes place.
• Develop and implement an approach to secure competitors and prospects business in the
shortest time possible. Establish Prospects pipeline to support this approach and target
them accordingly.
• Exploit all new opportunities from existing and potential customers (prospects) ensuring a
maximum penetration of DHL in assigned territory.
• Developed and implemented a personal sales plan and call cycle that incorporates initiatives for
identifying and gaining new business and maximizes growth of existing customers to
achieve the individual sales (volume and profitability) targets.
• Managed all customer-related information by communication to the selling team around
specific customers as well as in sales systems so that other DHL staff can access customer
and territory information.
• Monitor customer performance, loyalty and satisfaction to measure success, business
fluctuation and possible business at risk. Take appropriate corrective action internally
and/or with the customer.
• Promoted DHL brand image and values through own appearance and behavior so that it
reflects DHL high standards and develops customers’ relationship.
• Monthly territory analysis in regards to (rev /shipment 'rev/ day, weight / shipment etc.)
• Quarterly meetings with country manager to discuss territory's Rev, gross margin, net
margin, customer outstanding balance. Etc.
• Daily access to COMET CRM system to maintain customer pipeline.
Handling top 20 customers in ALEX.
• Insuring all customers are having their supplies, booking, Proof of delivery reports.
• In charge of daily tracking to all key accounts shipments & advice customers with delay.
• Responsible of up selling and cross selling to generate more revenue.
• Handling customers' complaints
Report to Business Development Manager.
• Selling insurance.
• Handling Import Routing Request.
• Sales Leading Reports.
• Daily cash Shipment Report to Business Development Manager.
• Handling 15 Suspect calls daily
DHL Customer service back line
Charge of handling all tracing requests.
• Calling customer to advise delivery details.
• Handling all complaints regarding shipments delay
Receiving clients at the front counter & ship their shipments to destinations.
• Handling telephone calls (7 lines).
• Insuring all pick- ups are booked for couriers to be dispatched.
dealing with different nationalities, maintain smooth tourist program schedule, handling guest's complaints,
review rooming list prior of guest's arrival, checking menu items during the excursions along with chef and restaurant manager according to guest's nationalities,
arranging for sightseeing visits along with travel agency in Luxor & Aswan .
-Faculty of Tourism & Hotels Alexandria (spent 4 years)
