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Marc Dargham, Regional Manager West & Central Africa

Marc Dargham

Regional Manager West & Central Africa·JC YARED CI - Building Materials, Oil & Gas Equipment & Services

Lebanon

Master's degree, Commerce with emphasis in International Affairs

Work experience

Total years of experience: 24 years, 11 months

Regional Manager West & Central Africa

May 2019 - Present

JC YARED CI - Building Materials, Oil & Gas Equipment & Services

Abidjan, Ivory Coast

I found this job using Bayt.com

May 2019 - Present

• Prepare the strategic business development plan in line with the overall market positioning strategy of the company and in agreement with the (VC).
• Produce detailed financial plans and budgets to achieve these strategic objectives.
• Perform market research to identify potential international partners and franchisors
reputed for having best practice in their fields and capable of satisfying the requirements
of the Saudi market, and prepare business opportunity assessments.
• Create selection criteria and screen potential franchisors and joint venture partners as
sources of new business.
• Conduct due diligence on potential partners, lead negotiations in conjunction with the
(VC) and close transactions/agreements.
• Closely work with the (VC) to determine basis of deal structure and negotiation strategy,
and structure commercial arrangements with partners.
• Report on regular basis to the (VC) on the progress of both divisions, with comments and
explanations for variances from forecasted budget.
• Devise and implement strategic and operational plans across all areas in both divisions to
generate sales and optimize cost, and at the same time identify new trends in the market
and adjust accordingly.
• Actively participate in the formulation of marketing strategies and development of
marketing plans and budgets, advertising and promotion programs, and service/product pricing.
• Making proposals to the (VC) for new business initiatives with full supporting business and
financial justification
• Liaise and closely work with the department heads with respect to finance and all business
support services.
Company industry:
Oil & Gas
Job role:
Management

Group Business Development Manager - EMEA Countries

March 2019 - April 2019

Lootah Group Of Companies - Multinational Conglomerate in Construction and Industrial sectors

Dubai, United Arab Emirates

March 2019 - April 2019

• Identify and implement strategic and operational plans by conducting a market research, competitor analysis and feasibility studies to drive the expansion and penetration of products and services.
• Responsible for expanding the business by identifying, negotiating and closing-out new business opportunities and expanding the market share.
• Prepare strategic business development plan in line with the overall market positioning strategy of the company. Analyze potential partnership for the available brands, solutions and services.
• Perform analysis on region business opportunities. Direct sales forecast and set performance goals and targets accordingly. Create selection criteria and screen potential client and joint venture partners.
• Establish structural commercial arrangements with partners and maintain relationships with major clients, suppliers and key stakeholders to negotiate and close deals.
strategy on the export business area.
• Perform analysis on region opportunities and evaluate market research to meet the changing competitive market demands.
Company industry:
Construction & Building
Job role:
Research and Development

Territory Manager Africa

May 2015 - September 2016

PM Piping - Market leader in the Supply of Steel, Pipes and Piping Materials to the Energy sectors

Dubai, United Arab Emirates

May 2015 - September 2016

• Identify and implement strategic and operational plans by conducting a market research, competitor analysis and feasibility studies to drive the expansion and penetration of products and brands.
• Responsible for expanding the business by identifying, negotiating and closing-out new business opportunities and expanding the market share.
• Prepare strategic business development plan in line with the overall market positioning strategy of the company. Analyze potential partnership for the available brands, solutions and services.
• Keeping informed of all potential clients in the market, analyzing local, regional and global trends, gathering market information, competitor analysis, conducting feasibility studies to obtaining new contracts and enhancing relationships with clients.
• Perform analysis on region business opportunities. Direct sales forecast and set performance goals and targets accordingly. Create selection criteria and screen potential client and joint venture partners.
• Establish structural commercial arrangements with partners and maintain relationships with major clients, suppliers and key stakeholders to negotiate and close deals.
Company industry:
Oil & Gas
Job role:
Oil and Gas

Head Of Business Development

February 2013 - April 2015

Sehnaoui Plant Group of Companies - A Market leader in Construction Trading Industry in MENA Region.

Beirut, Lebanon

February 2013 - April 2015

• Develops a business plan and sales strategy for the countries that ensures attainment of company sales goals and profitability. 
• Analyze and review activities, costs, operations, and forecast data to determine business progress toward stated goals and objectives.
• Analyzing sales figures and forecasting future sales volumes to maximize profit.
• Expand  service offering, and explore new opportunities within existing clients/new clients.
• Manage Revenue Target for international market.
• Establish partnerships with global vendors & local commercial and technical partners.
• Manage the whole sales cycle, and be the focal point in all relations with potential partners. Negotiate and close business proposal. 
• Prepare business case studies and specify market requirements for current and future products.
• Oversee key projects, processes and performance reports, data and analysis. 
Set and deploy the trade marketing business plan and manage the execution in order to increase company sales of the assigned brands and categories.
• Establish, maintain and adjust selling price by monitoring cost, competition, supply and demand.
• Build strong, strategic, long-term relationships with clients across Africa. 
• Follows up on the sales achievement and participates in decisions that are required to comply with the market demands and needs.
Company industry:
Construction & Building
Job role:
Administration

Regional Business Development Manager West Africa

December 2010 - November 2012

HMD (Part of AIG Group) – Leading multi-brand distributor of machinery and equipment in West Africa.

Beirut, Lebanon

December 2010 - November 2012

• Target potential business expansion opportunities by identifying and contacting potential local or regional partners. Identify and develop new business opportunities in Africa region.
• Screen potential business opportunities by analyzing market ‘readiness’, customer wants & needs, affordability levels in the target countries, current and potential market size, competition intensity, partner strengths & areas for development, partnership requirements and financials.
• Prepare Business plan, strategy, budgeting, costing and manage existing client data base.
• Develop strategic alliance with International companies.
• Develop and Maintain data of new tenders, opportunities and client and ensure that the company is registered/ pre-qualified, analyze the data and forecast market trends.
• Developing and implementing quarterly and annual sales programs, plans, and policies for every sales manager.
• Managing the performance and activities of the entire sales units, including account managers and staff.
• Follow up with client's satisfaction to identify the scope of improvements in product quality and service delivery. Plan and oversee the expansion of the company's clients in new markets.
• Developing and implementing re seller agreements, sales and distribution strategies.
• Establish, maintain and adjust selling price by monitoring cost, competition, supply and demand.
• Build strong, strategic, long-term relationships with clients across Africa. 
Company industry:
Construction & Building
Job role:
Sales

Regional Business Development Manager West & Central Africa

February 2005 - October 2010

Cocitam - Oil&Gas Products and Industrial Equipments.

Abidjan, Ivory Coast

February 2005 - October 2010

• Assist the Managing Director in planning, developing and implementing the company’s strategy.
• Responsible for identifying, qualifying and generating new business opportunities.
• Provide accurate and timely reporting to the GM regarding details of business development meetings, projects’ status, budgetary provisions and legal aspects.
• Develop business plans, including marketing and sales strategy and monitor department expenditures. Pro-actively hunted for target tenders and investment opportunities.
• Conducts regular market visits to existing and potential clients in order to expand the customer data base. Follows-up on product related advertising and promotional activities.
• Take executive lead responsibility for the identification, development and implementation of all joint ventures and strategic partnerships through the business development cycles.
• Identify additional sales activities, training, or materials necessary to accomplish specific product sales in key accounts or markets and also to ensure selling to new customers.
• Establish and maintain appropriate systems for measuring performance and success of key aspects of commercial management and development.
Company industry:
Oil & Gas
Job role:
Management

Commercial Manager

January 2002 - January 2005

Ja Delmas - A world leader in Construction, Mining, Energy and Industrial Equipment in Africa.

Abidjan, Ivory Coast

January 2002 - January 2005

• Plan, direct and supervise commercial activities of the company. Explore new business avenues, initiate market research, prepare business plan and feasibility studies based on the yearly strategy.
• Screen potential business opportunities by analyzing market ‘readiness’, customer wants & needs, affordability levels in the target countries, current and potential market size, competition intensity, partner strengths & areas for development, partnership requirements and financials.
• Create a route analysis by interacting with distributors and analyzing the sales strategies, sales force, sales organization structure, in order to analyze the sales teams rout plans.
• Coordinate with the Marketing Division to ensure marketing tools are provided to the trade to increase brand visibility and achieve business objectives.
• Regularly monitor targeted partnership opportunities to ensure that they will meet the profitability requirements of Unilever and that of relevant portfolio companies.
• Establish Sales targets by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and profit for existing and new products.
• Set and deploy the trade marketing business plan and manage the execution in order to increase company sales of the assigned brands and categories.
• Establish, maintain and adjust selling price by monitoring cost, competition, supply and demand.
• Ensure that we are the right partner in each country and ensure that we meet the revenue growth, profit and return goals for each country
Company industry:
Mining & Quarrying
Job role:
Sales

Lead Account Manager Paris

October 1998 - November 2001

Orange - Telecommunication Company.

France

October 1998 - November 2001

• Work toward building the overall strength and performance of the sales and marketing team and the company as a whole. Monitors and follows-up on the competitor’s prices and sales strategy.
• Supervised all aspects of country image building profiles, sector analysis, and investment guides for publication in leading media.
• Business development, market analysis and penetration strategy.
• Managed large accounts generating long term business relations in corp. branding
• Formulate the advertising, marketing and promotion strategies.
• Interacts with the representatives of newspapers, radio and television stations, and other types of mass media to negotiate deals. Plan and organize promotions.
• Keep track of the international happenings so as to accurately predict the trends of the market.
• Visit customers and promote existing/new products as well as point of sales actions.
Company industry:
Telecommunications
Job role:
Marketing and PR

Education

Universite le Pantheon - Assas Paris 2

July 1998

July 1998

Master's degree, Commerce with emphasis in International Affairs

France

View attachment

Université Pantheon Assas Paris 2

June 1995

June 1995

Higher diploma, Licence in Business Management( Sales & Marketing). University le Panthéon - Assas

France

Skills

Business Operations Management
Expert
Business Operations Management
Expert
Commercial Sales
Expert
Commercial Sales
Expert
Business Development Manager
Expert
Business Development Manager
Expert
International Business Development
Expert
International Business Development
Expert
Regional Managers
Expert
Regional Managers
Expert
MS Word, Excel, Access, Power Point,
Expert
MS Word, Excel, Access, Power Point,
Expert
Microsoft Office software & the Internet- Expert.
Expert
Microsoft Office software & the Internet- Expert.
Expert
Innovation and Creativity for Business Plan. Market research and Analysis information.
Expert
Innovation and Creativity for Business Plan. Market research and Analysis information.
Expert
Thorough understanding of products/applications and service of primary focus.
Expert
Thorough understanding of products/applications and service of primary focus.
Expert
Thorough understanding of customer requirements and market conditions.
Expert
Thorough understanding of customer requirements and market conditions.
Expert
Understanding of the European, Middle Eastern and African markets, mindsets and working cultures. Ma
Expert
Understanding of the European, Middle Eastern and African markets, mindsets and working cultures. Ma
Expert
Proven track record in managing projects from initial budgeting through product development phase an
Intermediate
Proven track record in managing projects from initial budgeting through product development phase an
Intermediate
Extensive Public Relation network and strategic relationship with customers, suppliers, companies a
Expert
Extensive Public Relation network and strategic relationship with customers, suppliers, companies a
Expert
Experience at working both independently and in a team-oriented, collaborative environment is essent
Expert
Experience at working both independently and in a team-oriented, collaborative environment is essent
Expert
Ability to effectively prioritize and execute tasks in a high-pressure environment.
Expert
Ability to effectively prioritize and execute tasks in a high-pressure environment.
Expert
Strong commercial acumen and proven communication abilities across a range of levels.
Expert
Strong commercial acumen and proven communication abilities across a range of levels.
Expert
Strategic thinking and Problem-solving abilities.
Expert
Strategic thinking and Problem-solving abilities.
Expert
Determine new opportunities by analysis of business needs. Develop and implement strategies for new
Expert
Determine new opportunities by analysis of business needs. Develop and implement strategies for new
Expert
Strong power of conviction and keen sense of creativity.
Expert
Strong power of conviction and keen sense of creativity.
Expert
eadership, Decision maker, Teamwork and Excellent Management skills with a ‘can-do’ attitude. Hard w
Expert
eadership, Decision maker, Teamwork and Excellent Management skills with a ‘can-do’ attitude. Hard w
Expert
marketing communications
Expert
marketing communications
Expert
marketing management
Expert
marketing management
Expert
marketing operations
Expert
marketing operations
Expert
order
Expert
order
Expert
operations management
Expert
operations management
Expert
market research
Expert
market research
Expert
marketing strategy
Expert
marketing strategy
Expert
negotiation
Expert
negotiation
Expert
product management
Expert
product management
Expert
key account management
Expert
key account management
Expert
purchasing
Expert
purchasing
Expert
marketing
Expert
marketing
Expert
people management
Expert
people management
Expert
logistics
Expert
logistics
Expert
supply chain management
Expert
supply chain management
Expert
operation
Expert
operation
Expert
planning
Expert
planning
Expert
problem solving
Expert
problem solving
Expert
materials
Expert
materials
Expert
Administration
Expert
Administration
Expert
Microsoft Office
Expert
Microsoft Office
Expert
Customer Service
Expert
Customer Service
Expert
Purchasing Negotiations
Expert
Purchasing Negotiations
Expert
Logistics Management
Expert
Logistics Management
Expert
procurement
Expert
procurement
Expert
merchandising
Expert
merchandising
Expert
Teamwork
Expert
Teamwork
Expert
Marketing Support
Expert
Marketing Support
Expert
Wholesale Sales
Expert
Wholesale Sales
Expert
Store Management
Expert
Store Management
Expert
MS Project
Expert
MS Project
Expert
Office Management
Expert
Office Management
Expert
Office Work
Expert
Office Work
Expert
Management
Expert
Management
Expert
Business Development
Expert
Business Development
Expert
Sales
Expert
Sales
Expert
Leadership
Expert
Leadership
Expert
Team Management
Expert
Team Management
Expert
Sales Management
Expert
Sales Management
Expert
Project Management
Expert
Project Management
Expert
Operations Management
Expert
Operations Management
Expert
International Sales
Expert
International Sales
Expert
Global Business Development
Expert
Global Business Development
Expert
International Business
Expert
International Business
Expert

Languages

French
Native Speaker
English
Expert
Arabic
Intermediate

Hobbies

  • Scuba Diving, Yachting, Fishing, Rafting, Surfing, Tennis, Winter Sports and Traveling