Senior Commercial Excellence Business Partner
Aramex International
Total years of experience :23 years, 11 Months
• Supporting commercial team in achieving their individual targets. Thus 100% account managers are achieving targets.
• Supporting the team on smartsheet pipeline which has helped in increasing the opportunity closing ration by 50%.
• 360-degree analysis of the business which has helped in reducing revenue leakage by 30%.
• Introducing various initiatives which has helped in gaining new business of USD 3 million in a year.
• Oversee all Commercial Excellence initiatives within the country, coordinating with the country leadership team to ensure support in key decision making.
• Ensure that platforms & systems provide the support & flexibility needed by the Commercial & Marketing stakeholders.
• Drive key business insights through supporting the design of dashboards to track sales force effectiveness, program effectiveness, and ensure the adoption of sales automation tools
• Establish sales plans and provide analysis and controls through sales reporting, forecasting, and sales performance measures.
• Examine and analyze reporting from across the country to analyze trends and identify potential improvements, best practices, and unseen opportunities / risks.
• Lead a portfolio of initiatives, build consensus and drive the adoption of best practices, capabilities and tools that collectively make Commercial Excellence a differentiating core competency, supporting exceptional customer relationships, driving revenue growth, and the acquisition, development and retention of outstanding sales and talent.
• In conjunction with the business units, link commercial strategies and initiatives supporting opportunity identification and the development of metrics used to measure our success.
• Responsible for Commercial planning and development, Performance management and improvement.
• In the previous assignment managed 70% of the country business. Gained additional business worth USD 4.5 million
• Accounts handled, Alshaya, Azadea (Zara), Boutiqaat (Kuwait’s top ecomm Co.), Alghanim Group, MAF, Al Tayer, Landmark, Nestle, NBK, KFH, Schlumberger, KOC, Equate Petrochemicals.
Selling TNT Express products (Air Express, Air Economy, Road services & Air freight) to corporate customers in Kuwait.
Generating leads through various external and internal sources, qualifying and converting them into business opportunities.
Lead and manage customer presentations and proposals to gain new customers and to get additional share of business from the existing customers
Maintain and strengthen a healthy pipeline of opportunity and to have a focused approach to closing the opportunities.
Using various sales tools and reports to do an in depth analysis of the current business to avoid any revenue leakage through down trading or lost customer.
Leading sales team which is involved in selling international freight forwarding solutions, both air and ocean to the regular importers and exporters in Kuwait.
Setting sales objectives/ targets and Coaching/ motivating sales team
Sales process management and improvement
Sales program and campaign management
Weekly sales review along with the senior management team
Responsible for country revenue growth
Maintain and strengthen a healthy pipeline of opportunity and to have a focused approach to closing the opportunities.
Using various sales tools and reports to do an in depth analysis of the current business to avoid any revenue leakage through down trading or lost customer.
Won multi - million dollar freight forwarding contract for Kuwait based petrochemical company
Successfully developed the business of major accounts of DHL Express Kuwait in Oil & Gas industry.
Identify, establish and manage multi-tiered relationships across customer and DHL organization to ensure a long term business partnership and achievement of corporate goals.
Lead and manage customer presentations and proposals, ensuring there is a common understanding of service expectations and solutions, both with the customer and DHL.
Actively involved in resolving the problem, situation or process, keeping up the commitments and complying with the intent of policies, procedures and agreements.
Devised the personal sales plan for identifying and gaining new business prospects and maximizing growth within the existing account base.
Efficiently deployed the DHL sales tools to maintain the database and to capture the opportunities identified within the customers.
Gained biggest accounts of TNT, Fedex, and Aramex in Kuwait including Equate, Weatherford, Baker Atlas, Halliburton, Boodai Trading, Sultan Center, Global International, IMCO, Zain, SESCO..
Awarded as Sales Person of the Year for 2011 with year on year revenue growth of 45%
Successfully developed the business of global (CSI), multinational (GMNC) & national customers in Fashion/ Textile & Apparel industry at country level.
Aligned the Asia Pacific Regional Team for maximizing share of wallet from the customers.
Delivered customer presentations and proposals; assured that DHL’s level of service quality to the customer from various DHL functions (customer service, ground operations, gateway operations & billing dept.)
Mapping supply chain of all business units of the customer using supply chain explorer and unearthing hidden opportunities.
Significantly formulated the sales plan for each customer with regards to product mix, cross selling, up selling and retention.
Key Accounts Managed includes Adidas, Reebok, Li & Fung, GAP International, Macys, Target Store, H&M, YKK, etc.
Major mention includes that for the first time in the history of DHL Express India, moved a chartered flight of Boeing 747 Aircraft with 100 ton shipment for one of the global customer.
Consistently attained year on year revenue growth has been in the range of 40% to 70%
Gained Federal Mogul Project worth half a million euro.
Played a pivotal role in managing the pricing for Global RFQs and all major businesses in India.
Effectively evaluated the current international pricing for all lanes & working out rates and volumes.
Actively involved in SMPP - Strategic Market Pair Program and MASR (Minimum Authorized Sell Rates) for all India Sales Force.
Successfully evaluated Indian business in detail - top line, bottom line, location wise, lane wise, etc.
Worked on Logistics project (warehousing/ domestic distribution) for General Motors India.
Instrumental in addressing the major customers like Emerson Electric, GE, Ingersoll Rand, J C Penney, Woolrich, Guess Inc., General Motors, Hutch, Arvind Mills, Ashima Textiles, Ferromatic Milacron, India Medtronics, Cadila Pharmaceuticals, Inductotherm, etc.
Steered efforts for meeting prospective clients, making presentations, understanding their international movements and negotiating with the prospective customers.
Bagged the accounts of Ingersoll Rand, a USD 2 million/ annum account for Emery / Menlo India.
Accredited for acquiring 28 charter flight contracts worth USD 8 million for Reliance Infocom, which was considered as one of the largest deal for any Freight Forwarding Company in India.
Among the best performers
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Among the best performers