Head of Key Accounts
Universal Group
Total years of experience :25 years, 2 Months
Universal Group boasts a group of 8 companies under its wing, and 250, 000 acres of factories floor space, with headcount of 13, 500 employees. The Universal product range is fully redeveloped every two years and Universal products can be found in 10 million homes worldwide.
Member of board of the Company Commercial Committee team.
Participate in total company budget of 2016
Set the Key Accounts strategy, target, forecast and market POS coverage
Increased key accounts market share to equalize company independent market share in three main categories
Promoted after 3 months from Head of Corporate Sales to Head of Key Accounts.
Developed new KPIs, reporting system, policies, job descriptions, objectives for managers and non-managers.
Restructured the department with 10 Key Account Managers, 2 Sales Managers, hired and trained 145 promoters.
Sector growth of 132% from 66 mm/annum to 200 mm/annum
Gave a hand for new stores acquisition, shop guidelines, CI, P&L, standards, brand consistency and design.
Budget Hotel is a multinational company, with HQ in China, In Budget Hotel we have designed and built extremely beautiful collections of matching guest rooms, bathrooms, corridors, lobbies, restaurants, coffee shops, bars…etc. Each collection comes with unbelievably low price tags and also comes in several color schemes.
The main 3 areas are Sales and Marketing strategy, Sales Development and regional teams management.
Structured and developed the company’s value proposition to the end customers, agents and business partners.
Hired international team members for Egypt, China, KSA, Jordan, Sudan and Morocco from Italy, USA, Colombia, Morocco and Mexico, for Sales, Marketing, Training (in-house and outsource) and Operations.
Determine annual marketing strategies, managed execution localized per each country, analyzing trends and results.
Managed hiring regional business partners within Middle East and handling of localization issues.
Managing reports to the CEO.
Establishing sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
Control sales volume, product mix, set international pricing strategy complied with supply and demand, changing trends, economic indicators, and competitors.
Developed new business segments
Managed creative development process, assessed and monitored creative proposals/concept development against creative brief and the client’s brand / business objectives
Developed revenue-generating ideas and identified new business opportunities with existing clients
Initiated and developed Salesforce platform as the global company CRM.
Trained, cultivated and set KPIs for China, KSA, Egypt, Jordan teams within the first 2 months.
Developed and sustained a strong, executive-level and mid-level client relationships
Closed a hotel project in KSA in the first month (during induction in China office), and created a pipeline of $10 M in the first couple of months.
Developed an online training program, and hired a free-lance trainers network to train our network of business partners and leads developers
Electrolux is a global market leader in home appliances and appliances for professional use, selling more than 40 million products to customers in 150 countries every year with brands such as Electrolux, AEG-Electrolux, Eureka, Frigidaire and Zanussi
Ensure that sales plans, goals and policies are consistent with company-wide goal
Managing the corporate sales team nationwide.
Acting as Sales Director in his absence.
Support AC Sales to corporate accounts nationwide.
Monitoring GP, and preparing the yearly budget detailed by PNC/ SKU in each brand and category with weekly beats and identifying the root causes of any plan mismatches
Initiated, supported and executed co-branding and partnerships with key multinational organizations i.e.Vodafone One points redemption, Orascom(s), IGI, NSGB… etc.
Initiated shop in shop concept for Olympic Group Direct Sales channel
Increased the sales figures/ KPIs by 444% from April 2010 till end of 2013.
Increased the basket size by 96%.
Identifying new business opportunities to increase sales with the objective of maximizing long term profits.
Manage budget, structure and P & L.
Manage reporting and deliver market feedback to top management.
Managing strategic corporate deals
Preparing the yearly Sales Forecast and putting a plan for the sales team to help them achieving their targets.
Help generate sales leads for the sales team, generate new business, and maintain the existing accounts.
Monitor the responsibility for the consolidated account profitability.
Establish and maintain key relationship with critical decision makers.
Make strategic alliances with the right partners.
Restructured a new team from the scratch, initiated a policy for outsourced sales agencies and a policy for part time team internally for remote areas for cost saving purposes.
Initiated and structured the corporate discount policy, credit policy and a policy for internal referral system amongst the whole company.
Preparing the department gab analysis and score cards
Established the department SLAs and processes manual with all stakeholders/ functions.
Relationship Manager - DAMAC Properties March 2008/April 2010
DAMAC Properties is the largest private master developer in the Middle East, the parent company, DAMAC Holdings, has grown over the years from a specialist catering company established in 1982, into a multi-billion dollar conglomerate to become one of the largest organizations in the Middle East.
* Recruit, manage and lead a team of 50 sales agents.
* Handle multinational corporate accounts.
* Responsible for the International sales (Africa Sales Unit) in addition to the local business.
* Manage a team of property consultants and relationship officers in terms of corporate sales
* Ranked top five sales amongst a sales force of 350 persons.
* Handle high net-worth end users and investors.
* Manage leads and prospects on CRM system by Oracle.
* Reporting to Director of Sales and Vice President.
* Achieved 45 millions EGP sales on the first year and running a pipeline of more than half a Billion EGP.
* Maximize property revenue by using the spin selling sales technique.
* Develop effective sales strategies.
* In charge of Corporate Sales department.
* Develop annual sales /business plan
* Set the sales yearly strategy and budget, including SWOT analysis, with monthly review.
* Set the sales force objectives monthly and yearly.
* Manage day to day sales activities
* Generate new business, maintain the running accounts, and help generate sales leads for staff
* Restructured the sales team.
* Set the market segmentation
* Provide offers to the multinational, national and local companies plus all governmental sectors, associations and syndicates
* Understands the overall market - competitors' strengths and weaknesses, economic trends,
supply and demand etc. and knows how to sell against them
* Ensure that sales plans, goals and policies are consistent with company-wide goal.
- BCD Travel (Third Largest Travel Management Company in the Globe) April 2006 - March 2008
* Responsible for Egypt Sales for BCD Travel.
* Head of Corporate Sales for Travco Group
* Set the budget, business plans and targets.
* Provide monthly reports with the actual sales, compare it with budget, company developments and market share to BCD Travel head quarter in terms of business travel.
* Manage multinational key accounts such as Novartis, Vodafone, Schlumberger etc.,
* Approach new accounts by cross and up selling on regional and global level.
* Implement GDSs (Amadeus, Sabre, and Galileo) solutions and other portal services for corporate clients.
* Handle RFPs and market surveys.
* Promote and support the 9 Travco retail branches in terms of sales and operation including Air, Hotel, Car and all the other ancillary services.
* Manage the company sales team, receiving reports, evaluate KPIs according to achievements.
* Attend meetings for marketing activities, Increase sales by approaching big corporate accounts, sign contracts with CEMEX, Pfizer, AP Moeller Maersk..etc.
* Maintain the existing clients.
* Prepare offers/attend bids for multinationals companies i.e. Shell, Novartis, ExxonMobil.. etc.
* Approach competitors' accounts.
* Handle client MICE (Meeting, Incentive, Conference and Events) & Off Shore events.
* Manage group's trips abroad and locally starting from Air tickets, meet and assist services, transfers, hotel booking, to sight seeing.
* Negotiate corporate deals with suppliers such as airlines, hotels, cars etc. and supervise files operation.
* Attend international training to improve the sales skills and develop the BCD Travel international network.
* Increase the company corporate sales by 25%
* Reporting to Senior Vice Presidents in Atlanta and London.
Sales Supervisor - Corporate
- Cairo Marriott Hotel, Zamalek, Egypt, August 2002 - April 2006
* Handle key corporate accounts.
* Coordinate with regional sales office of Marriott International to increase business opportunities.
* Handle RFPs and report them to Marriott Regional Sales Office in London
* Supervise and monitor a team of sales executives and coordinators.
* Handle customer's objections and follow up on sales calls.
* Increase the property revenue and achieve the sales target set by the regional sales office for Marriott International.
* Schedule and monitor terms of payment with corporate accounts.
* Handle and attend corporate clients' events and conferences with hand on operation.
* Sign corporate contracts with MobiNil, Orascom, UN, USAID, government etc.
* Price quotation for corporate and travel segments.
* Monitor weekly plans and daily activities for sales executives.
Reception Shift Leader
- Le Meridien International Hotels, Cairo & Hurghada, April 2000 - April 2002
* Supervise and monitor a team of Guest Service Agents at the front office with utmost accuracy, attend to customers' query and/or complaints.
* Promote good well and hospitality in order to maintain favorable image of the hotel.
* Prepare daily hotel figures and management report to the Front Office Management and Hotel General Manager.
* Handle group and individual's arrival and departure.
* Chase on payment, credit ceiling and review the agencies vouchers, cash and checks.
Food and Beverage Trainee
- Le Meridien Cairo Hotel 1997
* Handle dine in clients' requests and orders.
* Coordinate with the hotel main kitchen.
* Demonstrate the multinational service styles.
* Handle food and beverage cashier duties.
Bachelor of Hotels and Tourism. Hotel Management Department - The Egyptian Higher Institute for Hotels and Tourism May 1999