Managing Director - Public Networks (META), Managing Director - GCC Sales, Managing Director - Saudi
Reichle & De-Massari MEA
Total years of experience :31 years, 5 Months
Highlights:
• Successfully won NBB 2020 Project from Saudi, a part of Vision 2030 of KSA Project with STC, Dawiyat and ITC.
• Established R&M Saudi as FDI in KSA, 100% owned by R&M AG and R&M Holding.
• Efficiently set up and developed sales and operation team for R&M KSA.
• Significant contribution in making R&M as No:1 player in providing FTTx Solutions.
• Successful in winning First FTTx network passive solution with Mobily.
• Displayed transformational leadership to establish company in Saudi Arabia, as a 100% FDI (Foreign Direct Investment) company under Ministry of Investment.
• Essayed fast track growth to accomplish impressive top line & bottom line growth targets to propel the market share by generating business that resulted in company's growth from USD 500 k to USD 10 Million per year and also for Telecom business billed around USD 120 Million from 2010 to 2019 from KSA only.
• Exhibited dynamic leadership style by building up a sales team, successfully created and managed a mixed nationality team with full synergy and set up an assembly facility under the license of Manufacturing.
Responsibilities as Managing Director:
• Currently reporting to the Executive Vice President - Middle East, Turkey and Africa (META) with the responsibility of telecom sales while managing key accounts like Mobily & Saudi Telecom, Qtel, Major solutions to build up the telecom infrastructure (OSP&ISP) passive solutions from Central Office till End Customer (OSP), FTTx Solutions, etc.
• Develop and execute effective sales strategies and programs to support the achievement of business objectives and meet sales targets across the META region.
• Spearhead efforts to meet regional sales objectives by forecasting requirements, devising sales and marketing plans, leading customer engagements and promoting the company products/services.
• Develop strategic relations with the target customers to establish the client as the first choice telecom solution provider.
• Work as the key customer interface at C level in the nominated accounts and influence key decision-makers at all levels.
• Develop strategic plan and sales approach to develop a new market against the existing competition, price strategy and place new solutions to meet customer requirements.
• Manage P&L responsibility in coordination with the finance team; provide strategic inputs to annual operating plans and discretionary resources to ensure smooth running of business operations and timely completion of projects.
• Direct key account managers to create and maintain effective account development plan, and identify profitable business opportunities for future business growth.
• Identify new business opportunities target to telecom service providers, ISP’s, etc. mainly on OSP, ISP & FTTx projects.
• Manage and control with the OEM’s, 3rd party suppliers in terms of sourcing/single part supplier to the assembly line and system integrators for delivering a total solution to telecom carriers.
• Monitor marketing and brand management activities including final approval of press releases, choosing the right events /exhibitions for participation in order to increase customer visibility.
• Initiated robust steps to create a brand image in the local market.
• Directed and managed all sales and business development aspects for OC/DC/Public Networks, provided leadership to the team and ensured achievement of business goals and objectives.
• Developed and implemented sales growth strategies, prepared sales forecasts and budgets, fulfilled existing orders, generated new contacts, and grew the customer base across the region.
• Developed healthy business relations with customers, understood and analyzed their requirements to determine the focus of sales efforts and proposed innovative technical and commercial solutions to meet those requirements.
• Conducted extensive market research, identified and analyzed market opportunities, potential new markets and opportunities to ensure business sustainability.
• Built a strong network of the partner ecosystem, and maintained and expanded new and existing relationships with channel partners, enabling them to achieve and drive new additional revenue to the business.
• Prepared and implemented effective sales promotion plans and acquired the maximum number of key accounts in specific markets leveraging extensive market knowledge.
• Maintained knowledge and awareness of competing products/services to formulate effective plans to motivate key accounts to sustain them and grow the customer base.
• Accountable to handle the most important client accounts of the company; built and maintained a strong relationship with them to enhance the business revenue.
• Interacted with customers, developed a complete understanding of their needs and communicated the same to the sales team; educated the customers on the use of telecom products.
• Managed communications between key clients and internal teams to ensure successful service delivery to customers.
• Conducted market research, gathered market and customer information and provided feedback on future trends to support sales campaigns.
• Developed detailed reports on account progress, goals and quarterly initiatives to share with the senior management team.
• Kept updated on the advancements or updates in the telecommunications industry.
Highlights:
• Signed MoU with Nexans Norway for working together in the region.
• Successful in winning “TEAMS” connecting UAE-Kenya submarine link.
• Developed technical partnership with Huawei for DWDM network (submarine network).
• Scripted a success story by creating a new image of E-marine and presented branded E-marine as an independent submarine service providing company in the international market.
• Demonstrated business acumen by successfully signing international contracts for long term benefits for the company.
Responsibilities:
• Reported to the Chief Commercial Officer (CCO) with the responsibility of planning, developing and managing marketing and business development activities.
• Maintained regular contact with the senior management teams of major international Telecom carriers, Oil and Gas and major vendors of the company.
• Researched and identified new customers, projects and business opportunities in the field of Submarine Cable Network.
• Coordinated with the Proposals team and Etisalat transmission team and made techno-commercial offers, ensuring that the proposal meets the customer’s budget. Rendered guidance to the Proposals team to make the offer winning situation.
• Coordinated with international service providers, identified and fulfilled their requirements for bandwidth.
• Developed and managed the operating budget of the division to meet approved plans and to improve corporate visibility.
• Conducted market research, monitored competitors’ activities and marketing tactics to combat competition in high-growth, challenging markets, and accordingly revised the marketing strategy and action plans.
• Developed corporate strategies and plans for business activities like Joint Ventures, MoU’s, major contracts, etc.
• Authorized to negotiate and market the company’s commercial services with clients.
• Proposed to the management for participating exhibitions and events to improve the corporate visibility.