محمد عدنان سهيل

Across the GCC region, responsible for:
- Business growth - strategies and execution
- Accounts management
- Partnerships with corporate clients, association & professional bodies.
- Product development
- Aiming to provide high end B2B and B2C learning & professional development solutions.

Handling a broad portfolio of training solutions for Corporate/in-house (B2B) and public (B2C) - included professional certifications CFA, CPA, CMA, CSCP, CIA, ACCA, SHRM, PCM, FMP, IFRS, FP&A and Technical & Soft Skills (customized) Workshops.

• Identify training and development need through structured analysis and TNA’s.
• Sourcing and negotiating external supplier services & terms and issuing scopes of work and project requirements and timeframes.
• Providing in-house and onsite training on the core and bespoke products as defined within the current price-book.
• Issue and monitor post training reports & analysis; working closely with client base.
• To prospect new corporate leads, develop client relationships, sell new accounts while nurturing and maintaining revenues generated from existing accounts.
• Revenue generation in accordance with the company’s mission and corporate goals.
• Support the Regional Director in the execution of annual operational and business development plans and initiatives.
• Participate actively and flexibly in a range of worldwide marketing activities such as road shows, T&D shows, career fairs.

Looked after overall sales plans along with the allocation of professional courses (CFA, CMA, ACCA, CPA, CIA, IFRS, FRM) to team member. Monitored and managed activities in order to reach financial objectives.

• Achieved the assigned team targets for the new and repeating business.
• Trained, developed and motivated the sales team to complete the set goals and objectives also to supervised daily work of sales staff.
• Weekly/monthly/quarterly team reporting on sales targets, commissions, leads, potentials and other critical sales indicators.
• Developed new training/products, received accreditation of professional bodies and maintained business relationships with ACCA, GARP, CFA institute, IMA, CIMA.
• Identified new markets for existing/new products and purpose expansion plans both locally and internationally.
• Accurate update of marketing/sales channels (CRM, Website, Social media).
• MIS reporting; budgeted and actual sales, team members, product performance flagships and Real Time Incident Reporting (RTIR)

End-to-end sales cycle, account management and new business generation by selling financial training products in Dubai and northern emirates.
• Effectively presented unique benefits of studying at Lynchpin to professionals.
• Provided customer services to established and prospective customers.
• Established, nurtured and managed relationships with schools, colleges, firms and key opinion leaders within the assigned territory.
• Implemented territory specific lead generation and follow-up program.
• Maintained detailed client records in the company CRM system.
• Sustained and developed relationships with existing customers in person and via telephone calls and emails.
• Cold calls to arrange meetings with potential customers to prospect new business.
• Met and exceeded monthly, quarterly and annual targets established for the territory by the company.

Worked for an ACCA Approved Tuition Provider, and handled Sales & Marketing functions across all 3 branches nationwide.
• Sales forecasting and strategic planning to ensure the sale and profitability.
• Analyze business developments and monitoring market trends.
• Developed annual marketing plan in view of sales targets, which detailed activities to follow during the fiscal year with a focus on meeting set objectives.
• Managed the Marketing & Sales department budget. Delivered marketing activity within agreed budget and directed team where budgets are devolved.

Additional Responsibilities (in HR Dept):
• Planned, developed and implemented strategy for HR management and development (including recruitment and selection policy, discipline, grievance, counseling, pay and contracts, training and development, succession planning, moral and motivation, culture and attitude development, performance appraisal, quality management issues)
• Monitored, measured and reported on HR issues, opportunities and development plans and achievement within agreed formats and timescales.
• Liaised with other functional heads to understand all necessary aspects and needs of HR development, and informed HR objectives, purpose, and achievements.
• Planned and directed for Training of employee including senior managers and maintained contact with outside resources for training.

• Implemented marketing strategies that made an impact to support the brand and drive sales and online traffic.
• Managed the marketing budget on a day to day basis.
• Produced cost-effective promotions in print and online media.
• Delivered events program, to ensure maximum brand presence & meet strategic objectives