Head of Sales Operational Excellence
Sirar by STC
Total years of experience :24 years, 4 Months
Highlights:
• Successfully minimized and speeded up the sales cycle process by 30%.
• Developed lead generation function to generate additional 15% revenue for the company.
• Led a cross-functional Live Visualization & Analytical Visibility in PowerBi.
• Efficiently speeded up the project handover process by 50%.
Responsibilities:
• Manage the directives of the Sales Operational Excellence Department, providing leadership to the team and facilitating work processes to achieve high-performance standards.
• Render support to achieve year-end revenue of the company; lead efforts to speed up the sales cycle process, contributing to business growth objectives.
• Establish and drive well-defined sales processes and policies that enforce great discipline in sales.
• Instill sales process discipline, adherence to standards and excellence in execution while holding sales managers accountable for quality and accuracy.
• Responsible for CRM automation enhancements across diverse functions; identify gaps in processes to ensure timely resolution in alignment with automation strategy.
• Lead efforts to resolve audit observations related to sales unit; guide the team to ensure zero audit findings.
• Manage sales performance monitoring tools as well as lead generation performance tools to manage & reach all internal & external leads, contributing to sales and business growth.
• Responsible for SIP Enhancement and leading sales boost initiatives to increase the sales through different means.
• Engage and integrate stakeholders into CRM to minimize manual efforts, while saving time significantly.
• Build and lead a team of salespeople to help drive revenue, set and distribute sales targets to the team, and monitor their performance to achieve sales and business objectives.
• Manage the entire sales funnel and collaborate with partners to ensure effective lead management.
• Maintain consistent growth in the sales funnel, compare and evaluate sales against benchmark and guide the team to enhance the sales growth.
• Identify areas of improvement in the sales process and work closely with departments to improve the sales process quality, remove bottlenecks, and enable sales teams to enhance their performance.
• Review and analyze sales performance and identify root causes of lost sales and business growth opportunities.
• Analyze product efficiency as well as competitors’ activities and strategies for similar products/services, and accordingly create counter plans to sustain market share for the brand/company.
• Maintain customer database, generate prospects lists and disseminate information to relevant sales teams.
• Lead the team to ensure a high level of employee engagement and capability development by providing continuous feedback and coaching team members in the Sales Operational Excellence Department.
Highlights:
• Monitored 120+ KPIs for 2000+ employees with different functions and levels within more than 15 departments.
• Successfully increased employee engagement score by 70% by implementing new performance advanced analytics tools.
• Increased awareness of performance transformation strategies through continuous site visits.
• Pinpointed 10% of underperforming employees and initiated consistent improvement plans.
• Led and managed Digital KPIs Signage initiative project planned & launched in less than 2 months, enabling live KPIs monitoring & forecasting tools to be available with sales management.
• Introduced P&L tool to measure the performance of new & current projects and locations efficiency associated with ROI.
Responsibilities:
• Developed and optimized Consumer Sales Unit KPIs frameworks at the divisional and individual levels to meet set targets while implementing guidelines and processes for continuous improvement.
• Designed and implemented Consumer Sales Divisions/Staff KPIs planning/implementation initiatives to achieve and deliver key goals of the Consumer Sales Unit.
• Set KPIs and performance management processes, assessed regional performance, identified performance gaps and drivers, and developed action plans.
• Automate KPIs performance measurement (per channel and division) through different systems and tools; developed and oversaw the process of KPIs calculation, both at staff and departmental levels.
• Analyzed and determined low-performing plans/processes to enhance performance metric adjustments.
• Drive continuous improvement in the commercial (consumer sales and operations) processes.
• Identified, analyzed and resolved KPIs-related issues/conflicts in coordination with senior management.
• Incorporated process and matrix changes on sales target distribution (100+mn riyal, 1200+ employees, 15+ departments) for exclusive and non-exclusive channels.
Highlights:
• Reviewed and improved sales performance, revenue, incentive & commission schemes, budgeting, planning and analysis, and product pricing as well as tracked and forecasted all sales channel profitability.
• Efficiently planned and managed incentive and commission schemes for sales for more than 10 departments with several levels aligned with 15+M SAR saving budget.
• Conducted comprehensive profit & loss (P&L) analysis to evaluate the profitability of current or planned projects.
Responsibilities:
• Oversaw departmental strategic sales plans to ensure alignment with the company’s corporate business strategies.
• Led and managed financial modeling activities to support strategic business opportunities and initiatives using different modeling and scenario-building tools.
• Conducted extensive market research and competitors’ analysis to deliver positive sales and service experience.
• Performed the scenario analysis of different sales incentive schemes’ impact on revenue, product mix and profitability with regular reviews to resolve obstacles promptly.
• Analyzed and translated sales performance measures, benchmarking and related data into strategic recommendations and action plans. Ensured rigorous testing of assumptions and risks to facilitate high-quality decision-making.
• Worked closely with cross-functional teams like Portfolio Management, Finance, Marketing and Audit to ensure planning and sales performance processes are co-developed and aligned.
Highlights:
• Devolved Retail & Franchise Sales Performance mechanism &process in the company.
• Driven new sales behaviors and efficiencies between retail and franchise in line with the Mobily partners.
• Established a parameter to automatically measure sales performance efficiency with a full 360°view.
Responsibilities:
• Monitored and analyzed the Retail & Franchise Sales Performance using SWOT analysis to identify any factors affecting customer experience or revenue generation, and developed corrective action plans to ensure high performance.
• Identified and provided a Plan of Action to resolve any weaknesses in retail operations, sales and marketing.
• Consulted the Franchisees to develop and follow their business plans; assisted them in identifying business gaps.
• Influenced Franchisee to maximize profitability through company promotions, price setting, profit boosters and proper deployment of marketing concepts.
• Optimized policy, sales kit tools, and incentive scheme in line with Mobily objectives.
• Standardized authority, performance, waiting time and staff knowledge within retail and franchise.
Highlights:
• Managed budget of 20+M, monitored performance and department KPIs, updated reporting dashboards, and augmented manpower availability to accelerate sales growth.
• Collated outbound recorded quality calls data to analyze all sales of telesales calls i.e. 200+per day.
• Spearheaded and managed new projects such as 360°Degree Survey, Documents Archiving, Quality Calls, Member-Get-Member, Leads Management and Employee Knowledge Test.
• Oversaw a project - ‘Auto IVR Telesales Leads generation system’ which improved sales leads by 15%.
• Explored sales opportunities and general additional 20%sales through Member-Get-Member (MGM) project.
Responsibilities:
• Managed all VIP sales activities including sales budget, performance, KPIs settings and evaluations for multi-regions.
• Ensured sales growth & profitability through product development strategies and aligning them with related departments.
• Identified new sales opportunities as well as nurtured existing client relations to drive repeat business.
• Delivered excellent service and developed personal relationships with VIP customers to ensure long-term loyalty.
• Developed creative and targeted proactive campaigns to encourage increased activity from specific VIP customers.
• Managed sales operations in terms of logistics, sales tool readiness, and maximized utilization of resources.
• Worked closely with the logistics and distribution department to ensure that all orders are filled properly and on time.
Highlights:
• Successfully achieved KPIs and revenue targets by leading sales plans and campaigns.
• Ensured excellent customer experience through effective staff coaching and provision of reports to the concerned team.
• Efficiently enhanced outlet achievement as compared to the previous year by 20+%.
Responsibilities:
• Responsible for all aspects of retail outlets, including sales, staff, stock and resources management, and reports evaluation.
• Designed and implemented effective sales initiatives plans& campaigns to achieve KPIs & revenues.
• Led and managed developmental projects (products, analysis projects, establishing new points of sales).
• Monitored and ensured the right image of Mobily is reflected at the Mobily outlet.
• Developed and implemented operational strategies to meet quality and customer service standards.
• Prepared schedule for staff during shifts to make sure availability as per walk-in customer flow; planned and assigned daily workloads to outlet associates; guaranteed all stock availability and closing shift completed successfully.
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