Product Line Sales Manager
Asbis Middle East FZE
Total years of experience :19 years, 1 Months
• Product Sales Strategy
o Created annual product sales strategy based on global trends, historical sales, vendor product launch roadmap and got buy in from senior management.
o Managed Seagate portfolio worth US$ 14mn annually in addition to quarterly re-forecast reviews and implementation of new sales and market growth strategies to grow the regional business
o Executed product sales strategy by directly managing a 5-member sales team and customer base.
• Product Positioning
o Excellent product knowledge and thorough understanding of competition pricing and strategy
o Improve sales performance of key product lines through development and implementation of product road maps, targeted new market introductions, vertical segmentation and sales training
• Customer Management
o Contracts - Experience in negotiating and finalizing the annual agreements with customers
o Promotions - Finalizing Branding and Shelf Space with customers for specific events
o Product Profile - Catering to the customer’s requirements by finalizing a profile that would meet their consumer needs
• Inventory Control
o Solely responsible for quarterly forecasting to ensure consistency in inventory stocks
o Working with all stakeholders to monitor and manage current and ageing inventory by suggesting and implementing new ideas, aggressive targeting and product pricing
o Analyzing reports and taking appropriate action to manage overall inventory levels
• Product Training
o Conducting training for the sales team and customers on product features and road map
Achievements:
• Increased Seagate sales by 30% within first year of joining
• Pricing Management
o Worked with the Management on setting minimum margin requirements when listing new products
• Product marketing
o Directly involved with Vendors and Distributors to improve the visibility of their brand on the website in keeping with GridzDirect layout requirements
o Instrumental in running exclusive promotions on the GridzDirect website due to tie-ups with key Vendors
• Competitive analysis
o Monitoring the market pricing and ensuring that GridzDirect portal has competitive pricing
• Supplier management
o Managed 30 vendors who were actively involved with GridzDirect
o Relationship with the Vendors resulted in successful launches and product promotions which increased online traffic to the GridzDirect portal
Achievements:
• Increased Brand Portfolio from 5 to 50 within the first six months of joining by establishing official partnerships with major vendors/suppliers across UAE
• Over 100% growth in E-commerce sales for the company
• Establishing transparency with Distributor and Vendor resulted in GridzDirect achieving the set margin targets - which would vary per category
• Sales Management
o Developed sales strategies and worked closely with the product manager to achieve set targets
o Created Sales Rebate Programs catering to customer’s requirements by finalizing a profile that would meet their consumer needs
o Conducted training for the partners on product features and road map
o Evaluated market feedback on product performance and implemented innovative ideas related to product development (special bundles with competitive pricing and special pricing for certain products
o Updated knowledge of competitor as well as company products for effectively
o resolving customer issues/ queries during business deals as well as providing customized business solutions based on analysis of customer requirements
o Collaborated with the marketing team in implementation of channel and partner programs
Achievements:
• Excellence Award for Outstanding Channel Sales for the brand “Logitech” in Quarter II, 2010
• Grew sales of Logitech by over 100% year on year in UAE local channel market
1. Vendor Management
- Contracts - Experience in negotiating and finalizing the terms of the annual agreement
- New Product Launches - Negotiate on special pricing and exclusive launches
2. Product Development
- Excellent product knowledge and good understanding of competition pricing and strategy
- Creatively generated new ideas for product development which could include price revisions or Bundles, keeping in mind the stock available in the market
3. Stock and risk management
- Responsible for raising purchase orders to ensure consistency in stocking
- Vendor - Closely monitor aged stock levels. Work with the vendor on aggressive pricing
- Internal - Conduct internal promotions and develop incentive schemes for the sales team to clear aged stock and reduce overall inventory
- Customer - Monitor the customer weekly/ fortnightly sales report for an indication of product movement
4. Product Training
- Conducted training for the sales team on product features and road map
- Conducted training for the customers for the entire product range
Results Oriented
Worked with customers on Product targets that are finalized with them at the beginning of the year
Implemented sales strategies that helped achieve the said targets
Ensured that internal Targets were met and overachieved
Stock Management
Worked on customer stock report for new order suggestions, based on availability
Worked with the Product Management Team for special offers that could be extended to the customers
Conduct promotions for customer sales team for specific periods. Promotions would be target based.
Aged stock management - worked with the customer to keep the aged stock levels at a minimum
Created customer product profiles and worked on their margin requirements with the product team
Marketing & Promotions
Worked with the internal team to secure our participation in all customer planned events
Submit exclusive offers in advance for features in catalogues and marketing campaign
Negotiate with the Store-Managers for increased visibility via Gondola’s or End Caps
Visit the stores and conduct brief on-floor trainings
Achievements:
Best Logitech Sales Executive in 2006
Excellence Award for Outstanding Sales on a Spiff Day in 2006 for the brand “Kingston”
Increased monthly Sales from USD 70K USD to 150K year on year in UAE channel.
Increased monthly Sales from USD 90K USD to 200K year on year in UAE retail.
Key activities includes:
Hands on: Store visits for sales and on floor product training
Relationship Management: Developed and maintained excellent customer relationship
Finance: Laised with finance team to ensure payments were on track.
Strategy: Implemented sales strategies and met targets.
Achievements
Best Sales Person of Year 2006 for the Brand “Targus”
Increased monthly Sales from USD 50K to USD 100K year on year for Targus in UAE.