Product Sales Manager
Sara Group for Building Material
Total des années d'expérience :31 years, 2 Mois
Sara General Trading is one of the biggest suppliers of sanitary ware and bathroom fittings, ceramic tiles, porcelain & accessories in the Middle East. Sara represents German & European brands like Villeroy & Boch, Grohe, Emco, Kaldewei, Trojan, Geberit and others.
Manage the complete sales cycle to projects including pricing, negotiating, invoicing & delivering the products to the customer.
Achieved company project sales targets for CY 2016
Guardian Industries is a multinational company employing 20 K people worldwide with sales turnover of $5.6 B. it operates 29 float, 4 pattern, 13 mirror & 14 Coater glass production lines around the world. Guardian RAK Glass factory has a capacity of 255 K tpa (Equiv. to 17.5 M SQM) of float glass & capacity of 40 K tpa of Coater glass (Equiv. to 2.7 M SQM). Guardian RAK’s annual revenue is approximately $140 M with an Approx. OPP of nearly 8% at a target production yield of 86%. Guardian RAK serves nearly 135 customers in 26 countries. My role:
➢ Leading a team of 7 Sales Managers (4 Architectural & 3 Technical Sales Mangers)
➢ Overlooking 7 markets to sell and grow the business of coater low-e glass versus a stable clear float share
➢ Increase the sales revenue Y-o-Y by 45% for the prime customers & impact the bottom like Y-o-Y by 10%
➢ Market responsibility for UAE, Oman, Qatar, Pakistan, Sri-Lanka, Myanmar and Maldives.
➢ Direct the sales team to achieve their monthly & 3 months forecasts in alignment with the budgeted targets
➢ Develop KPIs & sales incentive program to support the team to achieve their sales forecast & specified projects
➢ Lead the architectural sales team to achieve their annual set specs targets (Approx 2 M SQM)- Projects / Annual Target 1.5 M SQM
➢ Lead the technical sales team to achieve their commodity sales as per their monthly forecast input & reduce their DSO targets by a range of 5% to 15%
➢ Closely monitor the P&L statement with to maintain the budgeted monthly operating profit relative to the level of shipments for both the float & coater glass & track the operating profit per SQM & per customers
➢ Lead the quarterly sales review meetings to review the sales growth performance & plans for improvement.
➢ Implement & get trained on the MBM (Market Base Management) philosophy of doing business
ABC factory is the 2nd largest private cement plant in Syria with an initial investment of $320 M. Al Badia’s annual production capacity is 1.7 M tpa of OPC (CEM I) assuming 95%/5% clinker to gypsum mix & has an approx. annual revenue of $120 M. My role:
➢ Lead the Bulk (400 K tpa) & Bagged (1.2 M tpa) cement sales teams to achieve a budgeted target of 1.6 M tpa
➢ Managing a team of 8 people (4 Sales managers, 1 Dispatch manager, 2 Administration Staff & PA)
➢ Meet the assigned company KPI’s based on the vision, mission, values, corporate objectives & goals
➢ Responsible for the Dispatch team daily operation to achieve the monthly budgeted & forecasted sales
➢ Responsible for organizing product promotion seminars and events
➢ Successfully launched a new Pozzolanic (CEM II) product with a darker color as per the market requirement
➢ Negotiated agreements with both Bulk and Bagged customer to increase sales and market share
➢ Establish a pricing policy based on the competition offerings and spontaneous market changes
➢ Develop & track the marketing budget for the Commercial department
A new venture for Nissan Motor Corporation & Nissan Middle East aimed to improve Nissan’s dealer sales, supply chain, logistics & market share growth in the markets of KSA, UAE, Kuwait & Bahrain.
My role was :
* Kaizen the supply chain & logistics management for Nissan dealers in the Gulf region
* Apply lean inventory & waste elimination management
* Develop the Customer Satisfaction programs for Nissan dealers in the Gulf region
* Develop the Nissan Certified Pre-‐owned Program for the Gulf & Levant regions
GAPCORP is a leading Third Party Automotive Extended Warranty Company Re-‐Insured by Lonsdale UK working closely with car manufacturers & dealers in the GCC region to provide a better service to the customers. Its main clients include BMW, Mercedes, General Motors, Nissan & Ford. My role was:
* Develop the CY08 Marketing strategy, business plan and budgets for the Gulf region
* Organize brand awareness events to promote the financial service products like Extended Warranty, Motor Insurance, Roadside Assistance, Car Loan, Service contract & certified pre-‐owned programs.
* Responsible for all branding and marketing activities
* Analyzing the dealer management systems available in the region (Karridge, Oracle & SAP Systems)
* Product Launch (6 months period) for a new 4X4 Chines SUV truck in the Egyptian market (Selling less than EGP 200K)
GM Middles East office head office based in Dubai responsible for the sales & marketing activities of all Genera Motors plants selling in the GCC, Levant & Iraq markets. My role was:
* Ordering & supply Chain management for the Gulf region. (Using SAP System)
* Manage the dealer’s orders to match both production commitments & sales forecast
* Optimize ordering process to reduce the Order to Deliver period
* Manage the Medium Duty Truck ordering & sales development throughout the ME region
* Responsible for overall Gulf Standard Organization conformity
certification & homologation process
* Manage the regional fleet support budget (More than $60 M)
* Develop the overall fleet Guideline & ordering process for major
customers
* Manage the regional fleet demo program & customers data base
* Develop regional telemarketing & CRM campaigns
* Manage the regional fleet budget
* Devise fleet sales incentive
“ Chairman’s Award” trips for the highest fleet sales achievers
* Responsible for Chevrolet regional brand marketing, sponsorships & joint promotions
* Handle GM’s Middle East E-‐Commerce & Web marketing budget (GM Buy Power Implementation)
* Manage the advertising & joint promotional yearly budget (Over $20 Million)
* Communicate with all platforms on brand strategy execution
* Conduct brand identity clinics for all Chevrolet line up
Abdul Lateef Jameel is Toyota's main distributor since 1950 in Saudi Arabia with a sales turnover over $2 B back in 1994. My role was:
* Responsible for maintaining an overall P&L of 7% for Toyota and 8% for Lexus while achieving quarterly sales of no less than 1125 units for Lexus and 18, 250 for Toyota
* Apply lean management and waste elimination processes
* Responsible for the allocation and pricing of Toyota vehicles in
the KSA market “Kaizen Principal”
* Implement Genchi Gebutsu”, “Go & See” Toyota management principle within the company
* Lead a successful project to establish the 1st Toyota Internet Café in Saudi Arabia
* Career progression from an agent to Marketing Executive responsible for organizing various promotional events for 10 K Card Holders in Egypt.