Regional Sales Enterprise Business Unit Director
Etisalat
Total years of experience :25 years, 4 Months
Operates at an Executive Committee level with Board level credibility
Experience in leading significant commercial or sales and marketing teams within major global organizations experience in managing large business units, head counts of over 130.
Building and managing an effective leadership team at a global level Strong financial management skills and experience with P&L experience (budgetary planning, managing significant opex and capex)
Experience in leading significant commercial or sales and marketing teams within major global organizations.
Providing leadership and people management across the business' sales and marketing functions.
Develop growth strategies into new markets leading the identification, assessment and execution of potential strategic opportunities with developing and delivering the needed product and services roadmap with sales and marketing division.
Identify new product and technology partners and manage the relationship with full responsibility for developing and executing a business development strategy and roadmap at a global and individual geography level
Monitor and identify new business opportunities within the market and position the business accordingly
Developing and maintaining the headlines of commercial plan bridging over 3 year in order to growth the business unit based on customer centricity approach.
Observing overview potential & Pipeline to ensure targets Vs forecast and budget for Voice & connectivity & ICT revenues and cost
Leads the execution of the commercial strategy for the Enterprise, Government sector, and key accounts.
Leading a regional team for handling government accounts and support realization of business sales goals by leading, managing & owning the Government Accounts portfolio and ensuring effective delivery of Business Sales goals & targets
Generate innovation strategies for IOT & B2B innovation modules for new trends for companies and end User Experience UX
Develop analysis and cultivate relationships with key channel partners, enterprise customers and other industry leaders, monitoring all metrics and assuring the team meets both sales and key selling objectives.
Develop the segments proposition and commercial strategy to outperform competition.
Lead cross functional teams for design sales channel for both direct and indirect teams.
Planning for segment products and propositions aiming at growing the business, ARPU development for voice lines & enterprise customer’s growth.
Provide OpCo operating company support for product, pricing and segmentation to maximize returns (revenue and profit) on B2B, mobile and data products.
Drive Data Monetization (revenue and profit growth) through the dissemination of best practices in data product, pricing and commercial strategy.
Guide OpCos on fixed services portfolio expansion across the company in line with company and OpCo Strategy.
Guide OpCos on B2B product portfolio expansion across the Group in line with company and OpCo Strategy.
Responsible for enterprises accounts customer P&L sheet which allows company to determine the appropriate level of service, as well as pricing, discounts, and distribution.
Manage team prospects and forecasts for E-cloud applications and SaaS.
Customize needed tariff with both internal and external companies to reach competitive and distinguish proposals.
Coordinate department activities for customize B2B and M2M projects to ensure quality and meet timetables for reach perfect ICT solutions (including handhelds, surveillances, GPS devices, connectivity and ISP).
Monitoring pipeline and potential lists for sales team to ensure achieving yearly forecast through monitoring lead management report.
Evaluate other department's processes and settle the strategies for new projects.
Ensure markets diversity achievement including SME sectors and create especial hunting teams for especial projects.
Develop sales strategies and forecasts sales volumes for the key accounts across the district and takes responsibility for sales goals/quotas, budgets, and account management within the section.
Recommend and coordinate needed changes based on process analysis.
Direct members in the development, analysis, and preparation of reports.
Developing of the segments plan in alignment with the overall strategy
Ensuring that the segments plan is a reflection of the segments and market understanding
Manage teams in accordance with company policies and procedures to achieve the acquirements new markets for any products strategy.
Assist staff to resolve complex or out of sales and marketing strategies operation problems.
Coach and provide career development advice to staff.
Establish employee goals and conduct employee performance reviews.
Schedule and conduct staff meetings.
Responsible to meet department productivity and quality goals.
Communicate with other Supervisors and Managers.
To achieve new business monthly sales targets & objectives within defined territories through matching customer objectives & needs with tailor solutions ·
Develop and implement a complete end to end sales strategy for the defined customer portfolio and territory ·
Develop and implement Sales plans for all major sales opportunities ·
To achieve required activity levels in cold call visits within the territory, telephone canvassing calls, and face to face presentations per week
Retains and grows the business by building and cultivating strong customer relationships.
Ensures overall profitability with a value-based sales approach and monitoring of costs ·
Monitors customer satisfaction; reports and resolves customer issues and concerns and reviews expectations to ensure relationship is mutually acceptable and beneficial ·
Provides full sales activity reporting & analysis.
Objective to increase the sales and customer care services for corporate key accounts through Manage and supervision the account managers to reach these goals.
Managing the sales team to achieve the target within time framed and implement the marketing strategy.
PRIMARY RESPONSIBILITIES :
To achieve new business monthly sales targets & objectives within defined territories through matching customer objectives & needs with tailor solutions ·
Develop and implement a complete end to end sales strategy for the defined customer portfolio and territory ·
Develop and implement Sales plans for all major sales opportunities ·
To achieve required activity levels in cold call visits within the territory, telephone canvassing calls, and face to face presentations per week
Retains and grows the business by building and cultivating strong customer relationships.
Ensures overall profitability with a value-based sales approach and monitoring of costs ·
Monitors customer satisfaction; reports and resolves customer issues and concerns and reviews expectations to ensure relationship is mutually acceptable and beneficial ·
Provides full sales activity reporting & analysis.
1) Divided the segmentation:
My job to overview the segmentations and divide it as a territories between the salespersons as the nature of area for example one of territories is divide geographic segment and one is by demographic.
For good determine sales territories, I have to know how many person we have? And what the best segmentation design?
2) Review the sales calls:
I believe that the good salesperson spends a consider amount of time to planning the call. This planning includes using information provided by the company or from secondary resources like government reports about companies in field.
By reviewing in one to one meeting we almost get a good plan for calls daily basis.
3) Post - call analysis:
By using analysis and talking with salesperson, it help me to collect feedback about call can be used in future report.
4)Communicating with customer:
It is very important to follow up the customers situations with salesperson because that establishing and maintaining rapport with customer is necessary for future business and making customer orientation concept.
5) Review the filling out the call report:
This involves a detailed examination of what happened during the call, win-loss reports on new business, any information picked up about competition such as their prices.
By depending on reports and feedback from salespersons, I could estimate the potential, the prospects and almost the forecasts.
6)Evaluate Salespersons:
I am using the matrix of Sales force Management, 4th to evaluate the ratios of sales. For example sales expense ratio = expenses / Sales
For example of Call activity or productivity
Call per day ratio = number of calls/ number of day working
For example Account development and servicing ratio:
Order cancellation ratio = number of cancelled orders/ total number of orders.
Also, by focus in initial calls ratio in new business we are creating a large database about many issues like potential or market situation.
7)Motivation the sales force:
The successful supervisor how motive salespersons to achieve the target within timeframe and through coordinate with sales manager, we will have a lot of ways to motivate the team for doing good performance.
8)Communicate between the internal management and team:
Very important to clarify the rules and information for any update issue or promotion for team and modify it with them.
9)Primary appraising for team:
As a supervisor is a first line manager for team, I am preparing the primary appraising, usually by using Self-evaluation and I am also using Critical incident technique.
10)Reporting to the sales director:
The all reports for sales force should be briefly present and by figures to the sales director and following up with him the updated sales volume and any new instruction for internal factors such as company strategy, skill level for team, job satisfaction, motivation and the personal factors.
In addition, it is useful to discussing generally about external factors which also determine the sales force performance such as competition, market position, planning, training, rewards and the all issues of direction like leadership and quotas.
Maintain and develops healthy and good working relationships with key accounts for the benefit of the company
Understand the key accounts nature of business and needs in order to be able to develop creative solutions for such needs and demands
Monitoring of latest market trends and technologies in the sold products and gives feed back to the company and the key accounts.
Monitoring of competitors activities in the industry and gives feed back to the company
Develops, along with the company management strategic marketing plan for the key accounts
Drafts and presents proposals to key accounts
Monitors and manages major key accounts and wins back business from zero billing customers in close coordination with the Company management
Closes deals that are profitable
Resolves non-routine principal & customer conflict issues
Establishes and maintains close contact with customers, principals and delivery channels
Meets assigned Key Performance Indicators
Any other assignments that the management may request within the Company's nature of business
Prepares action plans and schedules to identify specific targets and to project number of contacts to be made; follows up on new leads and referrals resulting from field activity.
Identifies sales prospects and contacts these and other accounts as assigned.
Prepares presentations and proposals; develops and maintains sales materials and current product knowledge.
Establishes rapport and maintains contact with contract clients and potential clients.
Prepares paperwork to activate and maintain contract services; oversees account services through quality checks and other follow-up; identifies and resolves client concerns.
Prepares a variety of status reports, including activity, closings, follow-up, and adherence to goals; reports on special developments, information, or feedback gathered through field activity.
Develops and implements special sales activities to reduce stock.
Coordinates shipping schedules and delivery of merchandise and services.
Performs miscellaneous job-related duties as assigned
Cover all business module especially in Marketing, Sales and Business Development overall. My research paper was in "The best ways for managing sales force to implement marketing strategy". "New Product Forecasting" " Carrefour Successful History" " The Importance of Key Account Management" " Loyalty Management Presence: Gain or Loss?"