Business Development Director
Marafie Kuwaiti United Company
Total des années d'expérience :28 years, 8 Mois
Responsible for building market position by locating, developing, defining, negotiating, and closing business relationships; as well as, identifying new opportunities, evaluating all commercial aspects of the opportunities including cost verses revenue estimations and forecasting. Nevertheless, launching, maintaining and expanding global relationships with strategic partnerships.
Duties:
• Responsible for the overall management of all strategic and operational Marketing and Customer Relationship activities.
• Provide market feedback to the company leadership regarding competitive offerings, prospect needs and generate product development ideas.
• Take ownership of the management of the sales and marketing functions of the business.
• Drive increased revenue and profit to achieve the Company`s ambitious growth.
• Working to stringent targets, .
• Planning and coordinating the implementation of business plans and the penetration of new markets.
•Identifies trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and their accomplishments.
•Locates and proposes potential business deals by contacting potential partners; discovering and exploring opportunities.
•Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
•Develops negotiating strategies and positions by studying integration of new venture with company strategies and operations; examining risks and potentials; estimating partners' needs and goals.
•Closes new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
•Protects organization's value by keeping information confidential.
•Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
•Enhances organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
Responsible for managing a service team of Measurement Centre & Field Support Managers to implement department goals & ensure the effective & consistent practices are being followed within the region. Provide input for regional strategies. As assigned working with brand management to ensure action plans are implemented. Collect, maintain & report information about Competitors, the competitive marketplace & other topics useful to current & future business planning. Ensure all resources are focused on appropriate priorities to maximize positive impact & initiates action to reallocate when necessary.
DUTIES & RESPONSIBILITIES:
• Organize & schedule tasks, develop realistic goals & action plans for the team.
• Manage all tasks pertaining to designated areas and projects and delegate to manage work flow accordingly.
• Follow up on action plans with management and Field Support Managers, Measurement Centre personnel in order to improve Service Level.
• Adopt best practices from high performing brands and set Group Customer Service Standards for continuous improvement.
• Manage Customer Service team to enhance skills/competencies & to assign performance objectives.
• Be the focal point to improve and enhance ways of working by adding value to the job scope to benefit the Business.
• Develop fiscal expense budgets & ensure effective management within budget parameters.
• Monitor and adjust budget accordingly to maintain costs within company objectives.
• Ensure constant tracking of estimated budget vs. actual budget being exhausted.
• Reports on the progress of work within concerned region to Group Customer Care Manager.
• Ensure periodic reporting of Projects progress and Field Support activities within assigned region.
• Set and organize meetings with relevant key people in the business to align business objectives and enhance communication process for mutually beneficial results.
• Effectively manage the team by bridging communication between the brand and support teams.
• Coach, develop & mentor Field Support team to enhance skills/competencies & to assign performance objectives.
• Support the delivery of great customer service by raising awareness, driving and increasing knowledge in stores.
• Measure customer service in stores based on Alshaya service standards (SHOPPIE programme).
• Analyze statistics or other data to determine the level of customer service.
• Ensure all areas of people management including recruitment, development, training, coaching, leading, motivating team members.
• Build external networks to understand market trends and competitor activity that once fed back into central teams allows us to maintain a competitive advantage.
• Devise strategies that will add value to the business in terms of quality of service.
• Promote Alshaya’s Vision and Values.
B2B & B2C. Responsible for revenue growth through team of Relationship Managers, Personal Banking Officers, Relationship Officers, and Service Officers; maintaining the largest market share of Kuwait's banking market, through providing the best banking solutions along with exceptional customer experience.
• Main Responsibilities:
o Develop & monitor frontend's sales strategies/plans/budgets/internal sales & service campaigns.
o Responsible for meeting/exceeding sales/revenue targets in agreed KPI’s.
o Actively develop new businesses relation with corporates to generate new sales leads and distribute amongst the sales team to encourage every business opportunities and support sales team to maximize revenue.
o Regularly conduct sales call meetings and field visits, to support closing the deals, and coaching if required.
o Daily monitor KPIs sales funnel of sales force to ensure that minimum sales funnel standards are being met or exceeded.
o Actively follow-up on customer service statistics at the branch and team level to ensure customer service levels in line with NBK’s service SLAs; nevertheless, implement recommendations /Action Plans to improve the Customer Satisfaction Index Score (to increase this score on a quarterly basis) and conduct regular spot checks to ensure that all staff are taking the necessary action.
o Prepare and present team business performance reviews.
o Monitor competitive activities and develop the appropriate tactics and sales scripts to respond to varies weaknesses and turn it into opportunities.
o Implement Sales training programs available and recommend the appropriate programs for differential training needs.
o Participate with marketing team to develop new/exist products, segments, market campaigns, central campaigns, and business drivers to meet business objectives.
o Member of: sales and marketing committee, staff training, talents recruiting panel.
o Other duties assigned can be clarified during interview.
• Main Products:
Investments, Money Market, Leasing Funds, Insurance: Family Income Protection, Generation Insurance Fund, Education Insurance Fund, Term Deposit, Flexible Deposit, Lottery Accounts, Saving Accounts, Salary Accounts, Currant Accounts, Trust Accounts, SME Accounts, Consumer Loans, House Loans, Auto Loans, L/C, L/G, Collateral Loans, Credit Cards, Debit Cards, and Corporate Card.
Responsible of maintaining 34% of confectionery market share, 40% of products visibility on main fixture, sales, consumption solutions, new businesses opportunities; nevertheless, implement and provide full support to marketing team on their activities of brand awareness, marketing strategies, central/internal marketing plans.
• Main Responsibilities:
o Establish new and maintain existing relationships with Key Accounts.
o Daily field visits to monitor ensure maintaining market visibility/distribution, in-market products availability, warehouse stock, market demand, and consumption levels.
o Encourage and discuss new business opportunities to increase market penetration with hypermarket, modern-trade, impulse, and nontraditional businesses.
o Pitching & communicating new products, consumer activities, and partnership agreements with clients.
o Implement and monitor marketing activities.
o Present reports to management on monthly, quarterly, and annually on: sales performance, consumption development, in-market stock level, new business acquisition, marketing activity implementation, and business recommendations.
o Conduct and monitor market research: designing research plan, collecting, processing & applying primary data, coding & tabulating data, reporting and feedback. (The research was focused on: competitor activities, new product launching, and consumer behavior).
o Develop and monitor consumer promotions, market activities, and new products launching.
o Understand market needs by recognizing the gaps and using them as opportunities to arrange in-market local activities to support the consumption & sales numbers.
o Participate with part of logistics duties: pricing, forecasting, and packing.
• Main Responsibilities:
o Daily Telesales & Telemarketing through 30 - 40 phone calls.
o Establish relation with customers & invite or visit them for sales presentation.
o Identify customer needs and facilitate solutions from list of products.
o Provide and assists customers with courteous service and respond to their travel needs within the assigned time limit, by handling reservations, issue tickets, process funds applying correct and applicable fares or prices.
o Follow-up with customers for after trip feedback.
o Build and maintains good relationships with customers through regular calls and update them with new offers and latest promotions.
o Manage reservation files on a daily basis.
o Keep manager informed of day-to-day business activities.
• Products list:
- Royal Holidays - Points system, Customers can buy bundle of points good for 20 years, they can redeem them or part of them to use hotels in the main cities; this system managed by Royal Vacation Club.
- Zamzam Tower - KSA - Makkah - Timeshare, based "Sukuk conracts" each "Suk" allows the owner to accommodate in Zamzam Tower for either weekdays or week end; nevertheless, it falls within the exchange program of Timeshare.
- Euro Disney - Holidays Packages, one of my assignments is to attract customers encourage them to buy Disney packages.
- World for Two, international discount card, which allows 2 customers to dine and just pay for 1.
During this Job I contributed to the success of the organization and sales team by effectively using sales techniques and processes to convert prospective customers into timeshare owners. Develop relationships with prospective customers by soliciting and collecting referrals. Cater the sales experience to the individual needs and preferences of each potential customer, and follow through sales presentation. Maintain customer relationship after the sale to develop future business opportunities through referrals and additional sales.
• Senior Sales Professional - Main Responsibilities:
o Meet with customers after sales presentation to close the sales deals.
o Complete purchase summary worksheet at end of each sale.
o Assure complete and accurate processing of documents pertaining to sales.
o Review details of contracts with prospective owners and Owners once they decide on purchase.
o Follow-up on contract process to ensure that all required paperwork and legally required documents are completed accurately and in a timely manner efficiently.
o Work with Sales Management to minimize cancellations, provide comprehensive quality assurance and ensure timeliness of closings.
o Coach new sales members.
• Marketeer / Sales Professional - Main Responsibilities:
o Target prospective customers and invite them to company
o Follow and adhere to the consultative sales process during sales presenting.
o Establish trust with the customers throughout the entire sales process to build on-going rapport.
o Discover the needs of customers through a series of strategically layered questions/discussion and utilize the information to customize the sales presentation.
o Provide customers a sales gallery and properties details.
o Explain the features, advantages and benefits of the product and advocate the appropriate amount of points to accommodate the customers current and future vacation needs.
o Ensure clear understanding of finance options and present as an approach to ownership.
o Practice and continue to develop and improve sales script and presentation.
• Properties list:
- Hurghada Marriott Beach Club - Egypt.
- Mirette Touristic Village. Egypt - Egypt.
- Radisson SAS Taba - Egypt.
- Pyramisa Sharm El Shaikh Resort - Egypt.
- Pyramisa Cairo - Egypt.
- Mena House - Lebanon.
- Doha Hills - Lebanon.
