Chief Commercial Officer - Qanawat
House of Integrated technologies (HITS Holding)
Total years of experience :25 years, 6 Months
-- Manages the marketing, sales, product development, and customer service activities to generate over 1 Billion SR revenues per year
Establishes medium- and long-term Product and Service Strategy in order to guide the development of innovative communications solutions, attractive packages, products, and services for various customer segments
Drives business growth and increases market share through direct sales techniques of mobile consumer & corporate products and services
Has the best relations with most of Saudi wholesalers & key retailers owners
Combines technical knowledge of the Telecom with strong marketing and business development skills
Enhances strategic relations with suppliers
Managed for 2 years the FTTH “last Mile” sales and installation project on behalf of Mobily within the kingdom
Manages a team of 500 staff and reports directly to the chief executive officer (CEO)
Managed the indirect sales for the Consumer Business at STC which is the largest telecommunications company in the Gulf Region with a $40B market cap and the second most valuable brand in Middle East after Emirates Airlines
Generated of Saudi Riyals SR20 Billion in revenues and managed a team of 600 employees as well as the channels through STC distributor.
In charge of both consumer mobile products such as Prepaid voice, recharge and broadband data sell out as well fixed landline (voice and FTTH)
Took part of the weekly meetings of STC consumer department in which took decision on all matters for the segment and tracked progress Versus set KPI’s gathering all GM’s, VP’s and senior VP
- Opening the branch in Dubai and later in Abu Dhabi and managing a team of 16 research analysts, field researchers and business development manager.
- Expanding the overall business of the company locally and on regional level
- Acquiring new accounts and managing the relation with the clients such as Dubai International Financial Centre, Dubai Airport Free zone Authority, Dubai Economic Department, Department of Transport Abu Dhabi, Ferrari, Maserati, Nissan, Renault, Infiniti and others
- Managing projects such as Government Excellence program, customer satisfaction, Mystery shopper and Employees satisfaction index for most of the clients.
- Established a clear marketing strategy for the holding company’s (4Run Telecom & Qanawat) based on differentiating both identities in the market and highlighting on each company outputs
Managed the “franchising” program for 4Run Telecom in the Kingdom of Saudi Arabia and established clear channel trading department to handle these franchisees
Managed the reconstruction of the operation by preparing the “Commercial operation manual” which decreased the operational costs by 70% specially by establishing a Marketing department, customer care department, CRM system, logistics system and sourcing new retail outlets in Saudi
Managed a group of 80 staff in the operation, ensuring effective sales of more than 450 Million SR in 2007, 300 Millions SR in 2006 versus 23 Millions SR in the year 2005.
Managing the product Mix at the retail level and introducing several new services and products to be sold with higher profit margins
Assisted in the newly formed HITS Africa (a subsidy of HITS Holding acquiring GSM networks in 8 African countries) in building a Strategic Marketing plan for LiberCell (2007 - 2012) a network operator in Liberia.
(Mobile Telecommunication specialists in the Middle East)
Main duties are:
- Managing Advertising budget of multi Millions Dollars for the group in the Middle East countries
- Establishing clear Marketing & branding strategy for the group based on increasing brand awareness and highlighting on the company’s competitive advantages
- Establishing Business Partners program which is the first “franchising” program for Telecommunication industry in the Kingdom of Saudi Arabia
- Managing the branding transformation from previously Itsalat International to I2 in the entire region
- Preparing and delivering dealers incentives programs customized for each of the 21 countries where we have operation
- Managing the reconstruction project of all the company’s departments in KSA specially by establishing Marketing department, customer care department, and sourcing new retail outlets in Saudi
- Performing market analysis in terms of sales performance, pricing, stock availability, competition monitoring and updating our Dealers Data Base.
- Handling and liaising with all the manufacturers of mobile technology to establish profitable trade channels Marketing activities.
- Direct reporting to the CEO of the group
(First Retail Merchandising specialists in Dubai UAE - subsidy of SonyEricsson)
- Participate in preparing for all advertisement programs including presentations, seminars, conferences, lectures, public events, and any other advertisement activities which aim at increasing the market share of SonyEricsson in the region.
- Managing the activities of the company, leading a group of 16 Field researchers and Merchandisers to operate on behalf of SonyEricsson Mobile Communication at the retail level in the whole of Middle East countries and North Africa. Ensuring their performance in terms of Merchandising and effective trade Marketing relationships.
- Managing the branding transformation from previously Ericsson to SonyEricsson in the entire region.
- Develop and implement Above & Below The Line budget for our partners & clients
- Analyze Market figures and advise clients on the best promotional strategies and campaigns.
- Managing & executing extensive and structured product and technology training for Distributors, Dealers and sales staff in the Trade Channels.
- Performing regular market analysis in terms of sales performance, pricing, stock availability, and upgrading our Dealers Data Base.
- Develop ROI analysis and P&L analysis for our clients’ retail channel programs and formalize retail channel programs and process.
- Providing our clients with new ideas and techniques to stay ahead of competition by monitoring competitor's newly launched products and marketing activities.
- Supporting Distributors and Dealers outlets in terms of POS material to ensure better display and visibility of our clients’ products
- Developing and implementing product training and in-store visibility programs to key dealers.
- Collecting and analyzing market intelligence information and identifying & developing key potential retail channels.
- Develop solid Integrated Marketing campaigns to build brand awareness, brand Advertising, and Direct Marketing activities.
(In 1996 they represented 26% of the retail environment in Lebanon)
- In store promotion campaigns through out Coop’s branches. Managing in store Advertising Medium through TV screens & billboards
- Marketing Strategies for COOP’S own consumers’ products. Introducing new products, Brand Management, Packaging Studies for Production Department. Launching, promotions & product awareness.
- Retail Management, Below The Line activities, Merchandising & products displays
- Dealing with raw materials sources in & outside of Lebanon. Organizing Food & Beverage Exhibitions in Dec. 1993 & Dec. 1994 in Beirut where they witnessed a true success.
- Managing a team of 47 Merchandisers with yearly earnings of an average of USD 900, 000. Clients’ profile: Nestle, Unilever, P&G, Coca Cola, Nabisco, Kraft, Planters, Mazola, Kellogg, and others.
Patrice Le Mumba (The Russian People’s Friendship university) Master Degree in Economics & Planning of National Economy
