Business Development Manager – UAE & Bahrain
Novo Cinemas
Total years of experience :17 years, 10 Months
• Looking after sales and development for UAE & Bahrain
• Increased ~ 10% MoM new sales and footfall by 15%
• Aligned with strategic levers of the company to increase footfall by 10% & revenue by 15%
• Segregated the strategic lever target of 15% revenue by 8% by bank deals, 5% by partnerships & 2% by tactical campaign
• Existing contribution from sales dept in 2019 was 12%, increased to 16% over a period of 6 months, target to increase to 20%.
• Managing school trips to Novo Cinemas, visiting schools, sending weekly newsletters & updates (visited 190 schools out of 295)
• Increased school trips by 300% MoM.
• Organizing & managing private screening and corporate theatre hire (Build 1, 200 prospect database)
• Managing partners like ABSHER, AWNIC, AL SAADA & Dubai Duty Free
• Added new partners to uplift the base, like ADNOC, Dubai Festival City Mall (Al Futtaim), GEMS Education Group & ESAAD
• Managing loyalty partners Smiles (Etisalat), Skywards (Emirates) and adding AirRewards (Air Arabia)
• Tie up with e-Wallet (Etisalat) & PayIT (FAB Bank) & Noon pay an additional payment method
• Onboarded ticket reseller Nashwan & Ticketak and in talks with Bookmyshow and Wanasa Time.
• Ongoing partnerships deal with McDonalds, KFC, The Entertainer, Cobone, Groupon & Amazon
• Adding banks for buy one get one off (BOGOF) & 50% off deals on tickets like Samba Bank, RAK Bank, Finance House.
• Working closely for tactical campaign with AMEX, VISA and MASTER CARD
• Analyzing bi-weekly sales report and communicating with all respective departments
• Organizing and leading meetings with senior management at all levels internally and externally
• Key work is development of market, stabilize the partnership, increasing school trips and private screening
• Working closely with legal, marketing, operations, digital and IT to ensure smooth execution of projects.
• Reporting to Director of Sales & Marketing
Key Achievements
• Successfully identified and appointed 11 dealers in potential areas during my tenure
• Increased subscriber base by an average of 28% over last 5 years
• Magnificently completed branding (Signage & Window Graphics) for whole UAE dealers and their sub dealers.
• Identified potential dealers in remote areas and signed them for maximum penetration of UAE region.
• Effectively conducted training on various occasions for all dealers.
• Succeeded in converting cash to credit card base by 18% as compared to 3.5 % in 2013, the life of CC customer is 5.1 yrs
compared to 2.6 yrs of cash customers, resulting a longer period of consistent revenue.
• Well managed merging process during merging of Orbit in July 2009, Pehla in Aug 2013, TFC in Jan 2014 & ADM in Sept 2014. Including task such as signing new agreement, training on B2b, financial acquisition, training of new channel lineup, re-branding of their showroom.
• Executing Modern Trade activity in the region with retailers such as Jumbo, Eros, Jackys, Sharaf DG and Emax
Job Profile
• Managing the dealer network of all regions in UAE.
• Responsible to generate revenues of $ 2.5 million in a year.
• Delivering forecasted revenue on additional CAPEX and OPEX utilized during a tenure.
• Carrying New Sales and RRR (Renewals, Re-instatement & Reconnection) targets to dealers on monthly basis.
• To increase growth of the market in terms of revenues, geographical presence and dealer base.
• Managing OSN Brand with the proper marketing visibility in all dealer and sub-dealer locations across country.
• Managing the dealer B2B accounts and activities related to dealer transactions.
• Diversifying of dealers business to a hybrid high street / retail model.
• Developing, recommending and implementing sales strategies in order reach and exceed targets
• Effectively communicating progress against objectives & key targets, via regular meetings
• Positively liaising on a cross functional basis with all support functions including sales operations to ensure sales are administered correctly.
• Ensure sales volume and quality criteria’s are met and exceeded, by maintaining performance in line with best practice, and leading edge sales techniques
• Successfully initiated, planned and executed modern trade venture thru retails for Eros, Jackys & Sharaf DG
Key Achievements
• Positively identified and appointed 9 dealers/contractors in potential areas during my tenure.
• Successfully installed IM communicator (messaging tool) at all dealer office for easy communication
• Increased the capacity of scheduler from 3 people to 9 people in a span of 2 year
• Provided hands on training on B2b to all (existing and new dealers)
• Conducted training to all sales force on IBS (Integrated Business System) and B2b
• Assisted line managers for recruiting new staff and their training
Job Profile (Dealer Sales)
• Maintained existing dealer portfolio and targeting new dealers in UAE
• Managed and maintained the productivity for set objectives by the management.
• Analyzed monthly report, spot unusual trends, flag issues and investigate problems
• Played a pivotal role during yearly budgeting for the department.
• Hired new staff, introducing them with other departments and conducts an orientation program with HR..
• Looked after the reconciliation of invoices for dealer, contractors, business associates and vendors
• Updated the team with new offers, guidelines and business updates.
• Dealt with OSN team, contractors and dealers for day to day task for entire region.
• Trained, monitored and continuously support on B2b
• Assisted dealer on any enquires about programming, promotions & planning
• Visited dealers to see their stock level & marketing needs and monitoring them to see if they are displaying marketing material
properly or not and gathering information about the competitors
Job Profile (Direct Sales)
• Provided training on IBS to existing and new employees
• Assisted all sales agents for any queries and questions related to their sales
• Delivered their sales break up report twice in a week for DTH, Evision & DU
• Assisted in day to day operations thru emails, phone & IM communicator
• Delivered the sales commission report on monthly basis to finance for their commissions on DTH & Cable
• Assisted all teams during absence of their sales manager
• Interacted with Cable (Evision & du) for sales report to and fro
• Daily follow-up on delayed Installation, Maintenance, and Job Cards from installation dept on DTH customers
• Lead the team of 15 sales executives
• Involved in appointing Sub-DSA’a in Nagpur & Vidharba region
• Planned for new schemes to cope up with the competition.
• Solved customer’s issues and visiting elite customers.
• Built profitable relations with dealers of brands like Hyundai, Automotive (Maruti), TATA etc, Builders, Developers and Government bodies for arranging home finance thru ICICI Bank
• Settled the targets on micro and macro levels on monthly basis.
• Dealt with the ICICI bank for Home Loans and Standard Chartered Bank for Auto Loan for Approvals, Disbursement, Field Investigation and Commission pay out clearance.
• Accountable for answering Telephone Calls for resolving customer queries /complaints
• Identified training needs for new product / promotions from time to time
• Coordinated with the team to achieve company standards.
• Updated the daily enquires in the database of the company
• Handled a team of 5 members for meeting the assigned targets.
• Streamlined sales operations by involving the distributor network and enhancing their efficiency.
• Merit of winning the slogan competition which was later used in all the training programs as official title
• Increased number of sales by 15-20 % during my tenure
• Signed up main dealers in remote and potential areas to penetrate the market
• Interacted with distributor support executives for solving dealer issues.
• Looked after the dealer sales & distributor support
• Assisted dept head in appointing 7 new dealers
• Pivotal in the initiation of distributor support system
Commenced career as CSR