Head of Business Development ( Sales, Marketing and Supply Chain )
Middle East Batteries ( MEBCO/ Clarios )
Total years of experience :23 years, 7 Months
* (Market and Feasibility Study), with MEBCO a Saudi company which is a Joint Venture Company with Clarios the largest batteries producer in the world.
* The project investment is 10 million $, and the feasibility study covers KSA and GCC markets.
* The project is aiming to study the GCC markets in order to find potential for Trucks Batteries starting from the suppliers to the buyers including the full supply chains ( Sources - Manufacturing - Dealers )
Implement results of sales plan to estimate effectiveness and feasibility. Follow PSR (Prospect Status Reports) with Regional Sales Managers to fill each quarter with correct prospect. Calculate productivity ratios to manage cost and profit. Match brand reputation with customer understanding by devising training plans for dealers. Direct regular reviews of dealer standards, including corporate identity manuals for retailers and operational departments. Lead performance marketing on social media channels as well as follow search engine optimisation. Implement strategies and tactics by identifying prospect changes in automobile industries. Track results of marketing-communication plan to align with mother company guidelines. Partner with sales and marketing departments to design budget forecasts and monitor expenses for exceeding target budget and attaining targeted return on investment.
• Sales Scoop:
- Established sales forces via reports, forecasts, tools, key performance indicators, processes, and policies to maintain profitable revenue from customers serviced via sales business unit.
- Developed SWOT methodologies, which grew new sales revenue by $38.5 million on 2021 for FUSO brand.
- Determined direct/indirect costs of products to estimate customers’ needs, especially rent-a-car companies by negotiating with factory for total cost of ownership.
- Expanded sales volume by sustaining new potential and network of whole sales certified dealers.
- Arranged regular Meetings with sales managers to establish annual and monthly objectives for unit sales, gross profits, expenses, and operating profit.
• Marketing Scoop:
- Increased publicity for FUSO brand as newcomer by building Customer Relationship Management team.
- Monitored marketing responsibilities for both channels (Sales and Aftersales) for Mercedes Benz and FUSO.
- Optimised market position by monitoring competitors’ activities, new market insights, and price changes.
- Identified and swiftly resolved operational issues, which increased sales revenue by 18% and profit margin by 9% as an average for both divisions Mitsubishi and FUSO.
- Improved marketing ROI to reach 10% on average.
- Enhanced SEO for website from few followers in 2017 to 16K followers in 2022.
- Deployed Quality Management System (QMS) for sales, marketing, training, and CRM departments.
- Developed Omni Channels to deliver company message and image as per Daimler Guidelines.
● Supply Chains Scoop:
- Observed and studied the market trends and behaviour (Purchasing, Suppliers and Logistics Process), specially for spare part flow.
- Negotiated strategic partnerships with key suppliers and service providers, optimising resources and delivering cost-effective marketing solutions.
- Enhanced our material flow from SKD (Simi-Knocked Down) to be SKD (Complete Knocked Down ) due to the new regulation Agreed between Juffali and Daimler which are related to safety and healthy work environment.
- Executed concept of “NCR” Non-Conformity Report.
- Worked closely with supply chain team to enhance material flow specially for tier2 suppliers from supplier till the factory plant and then to the end user.
- Followed with supply chain team the quality of logistics process, custom duties process specially for green stickers confirmative data.
- Enhanced the storage environment specially for tires, batteries, and sensitive parts.
- Awareness of inventory control for Juffali and even for our dealers a Tier1 and sub-dealers Tier2
- Additional experience in Automotive Batteries Supply Chain because of previous market study conducted on a personal effort to be provided to one of the Automotive Batteries Provider in GCC.
Estimated effectiveness and feasibility by tracking results of Mar-Comm plan. Led pipeline and analysis reporting by overseeing key marketing data integrated with sales force. Defined marketing needs and directions by managing customers and product segmentation. Developed marketing plan by proposing calendar and budget allocation via channel/geography. Executed segmented pure customer database to avoid duplication and misleading by following up with customer relationship management department. Supervised competitors’ activities, market insights on new products, and price changes to control “Positioning”. Followed up salesforce’s achievements through daily reports, visits, monthly targets, and actual sales. Applied concepts of opinion tools and brand value comparison by using brand funnel tool for measuring brand awareness and loyalty, later feeding back to Japanese Advisory Team.
• Devised revised plans and goals for 2016 based on new Saudi market economy crunch, leading to average of 45% reduction in sales revenue and targets for total of passengers’ cars and commercial trucks.
• Determined direct and indirect costs of product and financial system to estimate customers’ needs and cooperation, specially rent-a-car companies, whilst working on total cost of ownership.
• Managed top and bottom lines issues via increasing sales revenue by 18 % and profit margin by 9% as average for both divisions Mitsubishi and FUSO.
• Improved network in Saudi market by creating new dealers, maintaining current dealers, and controlling quality and progress, whilst deploying dealers’ enhancement program.
• Conducted joint contracts for parts and services for retail, dealers, and wholesale customers by improving service packages to support after-sales channels.
• Achieved (142.740.000 S. R Passenger Cars) and (115.900.000 S. R FUSO Trucks), already achieved in West Region (2015).
• Acquired “Customer Loyalty” by providing exceptional services to Business-to-Business, and Wholesales Customers.
• Increased company revenues by exploring new channels and markets like Retail, Corporate, and Fleet Sales.
• Accomplished business objectives by conducting SWOT analysis and monitoring sales performance.
• Ensured highest return on investment by forecasting budget and spending.
• Grew profitable revenue from customers serviced via sales business unit.
• Enhanced key accounts customers and secured sustainable sales bulks.
Followed PSR (Prospect Status Reports) with team to fill each quarter of year with correct achievement. Controlled performance and objectives evaluation by working on SWOT analysis. Managed cost of sales for customers allocated to sales territory within budget, whilst working with national sales manager.
• Provided leadership to explore new capabilities in enterprise workflow through participating in events, campaigns, pricing, branding, and specifications by utilising 4P`s concept and tools.
• Ensured effective and efficient management of sales resources, whilst participating in marketing by supervising business performance and sales team.
• Generated profitable revenue from customers serviced via sales business unit by establishing sales team.
• Achieved set revenue targets, whilst meeting customer needs through directing assigned territory manager and sales team.
Managing the whole fleet sales operations.
• Following the BTL - (below the line) issues including pricing, positioning, flyers, quality & other Medias such as gifts, incentives and
events.
• Daily feedback on marketing opportunities for new models by reporting to Marketing Director and then to Korea.
• Overseeing quality development and updates competitor brand profile based on pricing, added values, customers reaction.
• Creating a complete knowledge about market dynamics and competitor’s comparison.
* Managing all export franchising activities with clients (Arab Countries, Australia & Far East Countries).
* Participating in the international ceramic fairs such CEVISAMA
Achieving the sales target by selling the I.T training courses to the public. Then I left to Spain to continue my career path.
Excellent Grade as per the universal standards. 96%