Sales Regional Manager & Head of Customer Service
Arabsat
مجموع سنوات الخبرة :20 years, 3 أشهر
Regional Sales Manager
The Regional Sales Manager is tasked to manage all sales activities for the assigned Arabsat services & resources within MEA region.
Job Responsibilities
•Proactively promote the sale of products & services, ensuring consistency with company goals & strategy
•Collaborate with and support local business partner in the designated territories to develop Arabsat business
•Strengthen existing customer relationships and develop new relationships with personnel who influence and make buying decisions.
•Improve customer satisfaction by understanding, communicating and executing solutions to their needs.
•Support local business partner to produce proposals for Arabsat products ensuring that they are accurate, technically verified, competitively priced, submitted on time and offer customer solutions that highlight customer business benefits.
•Liaise with other departments/organizations as necessary to ensure effective delivery of customer solution, offering customer service levels that set Arabsat ahead of its competitors.
•Keep up-to-date with developments and trends in products, industries and market conditions
Meet or exceed territory financial objectives required in support of the divisional business plan
•Develop and implement sales strategies for territory & organization. Maintain an accurate customer pursuit list and provide monthly reports and forecasts to regional leadership.
•Deliver training/education to sales representatives as required
•Liaise with Finance to resolve any invoice discrepancies and help reduce the company DSO levels
•Track record in selling Professional Services and achieving multi-million Dollars Sales Targets.
•Solid background in satellite communication services (Video & data)
•Deliver the annual/quarter financial targets while sustainably growing the business in line with MEA market roadmap, as well as submit the estimated annual Forecasts with accuracy.
•Plan, lead and conduct effectively contract negotiations
•Identify and develop new business opportunities - long and short term profitability
•Foster, monitor and coordinate the pipeline of initiatives with customers, ensuring appropriate response strategies are formulated and communicated
•Development & Execution of CRM throughout sales life cycle
•Manage Sales office, with a team of 4 employees, and support directing the other sales reps/teams.
"Customer Service & Sales Development"
The essential responsibilities are to work directly with customers to capture sales opportunities and to work effectively across functions with other company employees.
Job Responsibilities
•Using relationship management techniques to develop selling opportunities within existing and new customer accounts; penetrate new divisions and organizations within assigned accounts; develop new selling relationships within assigned partner accounts.
•Scheduling and attending sales call appointments with customers.
•Determining if customer has a valid need for company products and services.
•Proposing an evaluation test activities to enable the customer to test the services or products in their own environment, and ensure QoS.
•Set criteria for quality assurance, while determining & ensuring SLAs.
•Determining acceptance criteria that a customer could use to determine the success of an evaluation test project.
•Utilizing a consultative approach, discuss business issues with customer and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs.
•Responding to RFP's and follow up with customer.
•Developing an account management plan to sell to customer based on their business need.
•Building and strengthening your business relationship with customers within existing accounts. Ensuring that their needs are being met.
•Recommending marketing strategies, Providing status information to the Manager including forecast/pipeline information.
• Identify and develop new services/ markets/ market segments for Arabsat's products and services related to the telecommunication products/services.
• Establish/ update the pricing, delivery and sales mechanisms for these services and establish the brand/ image of Arabsat's services in line with the long term plan of the organization.
• Support the sales team in identifying new market and customer segments for enhancing sales revenue
• Identify sales opportunities and perspective customers for new services being launched by Arabsat by establishing pre-sale network with the existing customer base
• Create a network with customer organization to seek their inputs on Arabsat's existing services, new services and also to get an update on competitor actions/ initiatives
• Coordinate market research for defining relevant customer/ market segment for new services and explore competitors activities.
• Prepare the marketing plan for new services including pricing mechanism, positioning plan, differentiation from competition, broad sales pitch, etc.
• Lead the competitor analysis for the products and services of telecommunication, to identify competitor's plans and create Arabsat's counter plans for the same to sustain its market share and customer basket
• Ensure training for self in specific marketing tools, statistical and analytical tools
• Inform the sales team about new services/ market segments & seek customer feedback about existing products & services & new customer requirements
• Plan for launching the new services/ products with the technical planning department
• Enroll in multiple negotiations and closing deals activities specifically for strategic opportunities and long-term business partnerships, which are above the conventional sales scope of work.
• Coordinate the periodic market research activities for planning for the product aligned to the role holder
• To understand customer satisfaction levels and additional needs from existing products and services; check feasibility for new services being launched by Arabsat
• Enhance brand(s) image through excellency in execution. & ensure effective brands’ communication including company website, print communication, and advertising, in cooperation with marketing communication/PR departments.
• Provide post analysis to assess effectiveness of key marketing programs.
• Provide leadership and coach rest of marketing team.
• Managing the development of CRM system and all sales-kits and provide training & supervision
• Identify potential business areas and oversees the company marketing function to identify and develop new customers for products and services.
• Develops and implements an effective business development plan to meet or exceed established strategic business objectives.
• Develops and manages marketing budgets, and oversee the development and management of internal operating budgets for various product categories.
• Represents the company at various community and/or business meetings to promote the company.
• Promotes positive relations with customers through various contacts/agents/media building up and maintaining customer relations and pursue long term business association with Clients / Consultants.
• Establishes and implements short- and long-range marketing goals, objectives, policies, and operating procedures.
• Undertakes performance reviews and feedback for direct subordinates.and arranges for need based training inputs for subordinates
• Develop the synergy & integration process between the two sales&marketing forces of Arabsat and its new subsidy HellasSat.
• Evaluate the financial aspects of product development, such as budgets, expenditures, research and development appropriations, or ROI and profit-loss projections & risks
• Develop pricing strategies (rate card), balancing firm objectives and customer satisfaction.
• Boardroom presentations to clients/prospects in a professional, knowledgeable manner.
Responsibilities:
• Monitoring overall status of spacecraft and subsystems performances, managing the attitude control and propulsion subsystems; the attitude sensors, control algorithms and actuators, which allow the control of the satellite's orbit and attitude during all phases of its mission.
• Ensuring the health status for all satellites in operations and all subsystems on board.
• Preparing, validating and executing all maintenance procedures to maintain optimum satellite behavior
• Conducting orbit determination procedures, calculating orbit ephemeris, and checking expected orbital events and the real-time data of each satellite sub-system and acting immediately in case of anomaly.
• Reviewing Satellite Orbital Operations Handbook (SOOH) and assisting missions engineering in preparing sequence of events for maneuvers.
• Implementing scheduled preventive maintenance on ground system equipment and facilities
• Assisting in frequency loading / interference from adjacent GEO satellites.
• Following up and coordinating along with sat engineers and RF teams all payload activities for subscribers.
Training Courses:
'05: 4th Generation Arabsat Satellite Operational Training
'05: 4th Generation Arabsat Satellite Theoretical Training
'05: Arabsat Knowledge Transfer Program
• Time Management
• Meeting Management
• Fundamentals Of Corporate Finance
• Project Management
'05: Arabsat Ground Segment Training
'05: 2nd & 3rd Generation ARABSAT Satellite Operational Training
accomplished the following courses: > Managerial Economics >International Business Strategy >Marketing Management >Sales & Selling >Risk Management >Project management >Technology Management >Strategy Management >HR management >leadership >Organizational Behaviour > Information system management
Strategic and tactical functions of marketing throughout the product life cycle. Establish and implement a marketing plan and budget. Marketing campaigns for customer acquisition . Assess the customers and market , competition, and trends. Translate ideas into opportunities, to convince the product or service. Measurement and analysis of products and business performance
Graduation Project: Students Telephone Assisted Registration System (STARS) Integrated interactive system (Hardware and software) allows students to complete their registration process, information retrieve and/or update, by accessing collage database via telephone system. Training courses: '02: Training On E-Jordan 1st Conference, Amman/Jordan '02: Training On Computer Control & Communication (CCC) Co. '01: Training On Saudi Ericsson Communication Co. '01: Training On AL Jawal (Saudi Mobile Operator)