Regional Sales Director
S-MART Distribution
Total years of experience :22 years, 11 Months
S-Mart Distribution September/2015- April-2017 (KSA - Egypt )
• Directly managed team of 8 professionals with company of over 50 staff reporting to VP.
• Responsible for generate target revenue from wide range of mobile products such as Apple, InnJoo, Hisense, Panasonic and Philips.
• As a Regional Sales Manager, facilitated a large volume of deals and developed numerous successful sales channels that accel-erated the company’s growth from a revenue of 15 million$ to 48 million$, thus increasing the growth of the annual target to 75 % within a period 12 Months.
• Full responsibility for creating and fulfilling business targets by sales team member, Partner and model (both areas: acquisition of new customers and also retention).
• Focused on achieving value and volume business through providing appropriate product mix for each partner, which lead to avoid any kind of overstocks or nonmoving stocks.
• Develop, Plan and deliver Key Accounts plans in terms of volume, value, merchandising and promotions.
• Working closely and hand in hand with sales team and partners to meet quota goals and to ensure sales targets/objectives are achieved quarterly and annually.
• Conduct regular business reviews with Partners & sales team to assist make accurate funnel, forecasting decisions & recovery plan.
• Preparing, executing and completing action plans to increase sales; implementing productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; im-plementing the required changes whenever needed .
• Communicated regularly with territory, regional and strategic managers for daily support and strategic planning for accounts.
• Forecasted annual, quarterly and monthly sales goals.
• Led the product marketing & channel sales team and support services team to deliver the desired KRA’s as agreed with man-agement.
• Created regional sales plans and quotas.
• Prepared and reviewed annual budgets.
Achievements & Significant Milestones:-
• Restructured the Egyptian and Saudi market to gain revenues and market shares.
• Exceed the Target revenue goals by 20% with total revenue of $48M
• Achieved 115% of monthly quota and grew sales to $12 M within three months, earning title as top representative in region.
• Maintained and organized a customer database of over 90 clients nationwide.
• Signed with Souq.com as an Exclusive Partner for InnJoo smart phone with monthly revenue of $1.25 M.
• Directly managed team of 12 professionals with company of over 1000 staff reporting to VP.
• Responsible for Managing and Sell all the line-up of Apple Products ( iPhone, iPad, iPod, MacBook Pro - MacBook - MacBook Air - iMac- Mac Pro, Apple watch and Apple accessories ) in the part of Creation, Pricing, Ordering, Margins and Profitability.
• Hired two sales manager for managing IR market and Retail market ( Retailers - power retailers - Hypermarket and APR market )
• Hired Marketing Manager to be responsible for Executing marketing activates, launch events & promotions, marketing funds, hiring, firing and watch promoters performances and Assisting in budget allocation by partner for each Quarter as per our marketing strategy.
• Succeed to Influence over 15 partners to stop buying from gray market and to deal and invest with Metra as official distributor for Apple products.
• Restructured the entire IR market into three segments (based on purchasing power and its credit limit for each partner ) for more focus and partners development purpose to gain revenues and market shares
• Attended all sales meeting with large retailers (Jarir - Extra -Carfour - Hyper Panda) and working closely and hand in hand with Retail sales Manager and his team, to meet quota goals and to ensures sales targets/objectives are achieved quarterly and annually.
• Gave assigned task which is sales and stocks reports for each partner, to marketing manager, and to be provided each Sunday including our company stocks report, to have the full visibility for the country stock position to take an action whenever need-ed.
• Set the sales forecast plan weekly/quarterly by partner to prepare the purchase orders plan for the vendor, to ensure smoothly products supply.
• Developed key partnerships -leading organizations to strengthen professional network and expand future business opportuni-ties.
• Worked with the vendor sales team to enhance and improve the performance of APR partners by having all the line-up of Apple products well displayed and sufficient stocks from each model.
Achievements & Significant Milestones:-
• Reduced the impact of the gray market for Apple products by 20% as been reported by Apple Team.
• Improved profit margin by 10% by increasing the sales of Apple and non-Apple accessories from $150K to $900K.
• Exceed the Target revenue goals by 30% with total revenue of $65M in Y 2014.
• Recruited over 20 new resellers and managed a territory of four region with over than 70 dealers.
• Increased customer satisfaction by improving follow-up and reducing repair time needs on products by having healthy stocks from spare parts.
• Directly managed team of 5 professionals with company of over 7000 staff reporting to country manager
• .Responsible for generating sales with Acer Distributors Tire 1 (Sell- In from Acer to Disti) to achieve the assigned Target.
• Responsible for generating sales from Acer Tire 2 channel partners (Sell- Out from Disti to channel) to meet the assigned target.
• Responsible for generating target sales from commercial and public sectors through Executive Partners and Dealers.
• Worked closely with Acer sales team & distributors to acquire new opportunities, and to develop and retain existing customers by providing solutions to yield win-win results for Acer, distributors & customer.
• Identified business trends and capacity of purchasing inside each channel partner, and leverages strengths of the channel which is helped to create a differentiated offering and position ourselves to capture business.
• Restructured the entire channel market into three segments (based on purchasing power and its credit limit with distributors ) for more focus and partners development purpose to gain revenues and market shares .
• Worked closely and with each channel partner and Acer distributors to ensure that each channel partner has the sufficient credit limit with Disti and fulfill this limit by Acer products.
• Set quarterly/annually target quota goals in terms of value and volume for each channel partner and by conducted regular business reviews with customer & distributors that assisted to make accurate funnel, forecasting decisions & recovery plan.
• Implemented and Developed Regional Channel Management Program.
• Worked closely with executive partners to meet the decision maker in public and commercial sector to know the allocated budgets for IT and to provide the required technical features in order to build RFQ’s for each division and to be one of the main vendor who cooked the bids
Achievements & Significant Milestones:-
• Exceeded annual revenue goals five out of seven years at Acer with total revenue of $75 M at Y 2012
• Earned annual reward six out of seven years at Acer
• Increased the sellout of Acer high-end product with selling price range above $900 by 20%
• Increased Acer market share in Saudi market from 17% up to 28% and to be ranked in Vendor No#2 position in Saudi Arabia.
• Commenced with just one distributor in 2008 and successfully gained 4 Distributors and 4 Executive Partners which led to an increase in the business revenue from $50M to $75M.
• Recruited over 35 new resellers and managed a territory of four region with over than 100 dealers.
• Won one of the most biggest bids of desktop business in MOE with total revenue of $1.25M in Y 2010
• Take a lead role on the sale by channel account, reporting to channel sales manager.
• Responsible for generating sales from Acer Tire 2 channel partners (Sell- Out from Disti to channel) to meet the assigned target.
• Responsible for generating target sales from commercial and public sectors through Executive Partners and Dealers.
• Started to build the structure of channel business in Western Region from scratch.
• Worked In parallel, to build and increase the level of relationship and trust with channel partners, had a daily meeting with them to get more understanding of their capacity of purchase and its credit limit with our distributors, and their total purchase ( Monthly/quarterly ) from our brand and other competitors, in the other hand worked with distributors sales team to increase our products portfolio with each partner to gain more revenue and market share
• Successes to recruited and signed up with 20 new channel partners in the first ninety days of my joining acre.
• Developed & maintained good business relationship with assigned customers and Acer distributors to enhance positive customer experience.
• Conduct regular business reviews meetings with channel Partners & distributors to assist make accurate funnel, forecasting decisions & recovery plan.
• Arranged sales training to train +200 of partner’s sales team including distributors’ sales staff in order to liquidate the key salable features for our products in the mind of the sales-force in-order to keep them fully updated on how to sale our product.
• Prepared and provided competitors reports in (weekly/monthly/quarterly) basis to the management in order to keep them updated on what is going in the market and the kind of activities that competition applied in the market to help them taken the required action whenever needed.
• Used the strong relationship with channel partners to maintain shelf space for our product to ensure that our products are well displayed in appropriate place tagged with technical spec with.
Achievements & Significant Milestones:-
• Rapidly promoted from channel Sales development to Country channel Sales Manager within one year.
• Earned Best Achievement reward in Acer EMA in the first year of joining Acer
• Increased desktop and monitors business by +400% by winning three deals through our executive partner in commercial sector.
• Grew Western region business by 300% with achieved revenue of $18M in 12 months.
• Having +65 active loyal channel partners enjoying having and selling Acer products.
(5) Branch Manager, Jubail - KSA
Pc Net Computer, April 2001 - December 2006
• Team Leader of 30 Employees and Managing three Branches.
• Fully Responsible on generating sales revenue from the Private & public sector, Enterprise and dealers. (with special focus on Royal Commission & SABIC )
• Setup the Yearly forecast and the sales policies.
• Involved in the high level managing decisions.
• Reporting to the Managing Director directly.
• Set the yearly plans for improving/enhancing the sales activities and the sales force.
• Controlled and developed the Show rooms management system for the three Branches.
• Arranged comprehensive programs for the retail staff development (Training Customer Care awareness).
• Evaluated periodically, develop and supervise the branches business.
• Controlled the retail branches in a monthly basis to insure efficient and Profitable work.
• Engaged employees in business processes with positive motivational techniques.
• Started the Expanding plan operations to open new branches in the targeted remote areas.
• Implemented company strategy through team.
• Resolved escalated customer issues in a timely manner.
• Fully committed to achieve my sales target.
• Increased monthly staff retention rate by 25% after implementing new training programs.
• Set strategy and solutions to meet the needs of the customer.
• Worked with external partners to deliver sales solutions.
Achievements & Significant Milestones:-
• Achieved secured annual revenue growth of 15% in yearly basis with total revenue of $12M in 2007
• Won one of the biggest notebook deals in Jubail area ( TOSHIBA ) with one of SABIC companies with total revenue of $1M
• Signed yearly contract with Royal commission for Jubail & Yanbu considered PC Net as direct and preferred supplier for any RFQ's less than $50K.
• Account plans and long term sales funnel development
• increasing the market share of the company products
• Establish executive relationship between PC Net and close channels
• Participation in general sales strategy over all the company
• Channel sales
• Liquidate the company products in the mind of channels partners
• Selecting the right pricing strategy for each Products according to the availability and the competitions in market place
• Fully committed to achieve my sales target
• Target Sheets to be prepared, accepted and achieved by the assigned dealers
• Implemented marketing strategies which resulted in 12% growth of customer base.
• Analyzed departmental documents for appropriate distribution and filing.
• Developed new process for employee evaluation which resulted in marked performance improvements.
• Created and built firmware to test associate hardware.
• Initiated two key partnerships which resulted in 54% revenue growth.
• Team Leader of 18 Employees
• Setting Quarterly and Annual Sales Objective for the Branch and For the Team.
• Monitoring sales performance and submitting periodic reports to the top Management
• Responsible for selling any systems and services to end-user customers in assigned geographic territory, industry or accounts
• Represents the company to the customer and the customer to the company in all sales-oriented activities.
• To continuously build a pipeline of new mid and long-term opportunities in commercial and public sector with an increasing total value to ensure quarterly revenue targets are met and exceeded.
• Participation in general sales strategy over all the company
• Implement company strategy through team.
• Managed branch with an average of $500K in monthly deposits.
• Maintained friendly and professional customer interactions.
• Resolved escalated customer issues in a timely manner.
• Gathered and reviewed customer feedback to improve operations.
• Created marketing materials.
• Oversaw staffing of new branch with 18 employees.
• An account manager for key account Such as (Armco, SCICO, King Fahd University, NAPCO).
• Setting a customer satisfaction standard level and controlling this level continuously in all of the sales operations.
• Fully Responsible on generating revenue from sales activities
• Setting the annual Sales Plan and Sales forecast analysis per account.
• Fully committed to achieve my sales target.
• Develop long-term business relationship with Accounts to achieve strong trusted adviser relationship.
• Identifying and following up on new business opportunities in assigned accounts.
• Putting strategy and solutions to meet the needs of the customer.
• Working with external partners to deliver solutions sales.
• Product demonstrations, customer training and product installation responsibilities.
• Managed a book of business worth $9 M across of 12 large accounts.
• Identified and qualified accounts to assess market potential.
• Asked appropriate open-ended questions to discover prospects' needs and requirements.
• Helped local clients expand business operations through targeted advertising.
• Maintained an extensive knowledge of competitors, their offerings and their presence in assigned territory.
• Visited customer locations to determine needs, set up contracts and provide training.
• Consistently hit and exceeded sales goals by 20%.
• Maintained and organized a customer database of over 60 clients nationwide.
• Sold All Kinds of Apple products (computer, scanners, modems and Networking).
• End-user customer sales.
• Sales with customer visits.
• Sold approaching, presenting, answering objections and closing sales.
• Searching for prospects, or leads.
• Contacted customers to set up meetings, check on needs and propose additional offerings.
• Negotiated and prepared sales contracts for new and existing customers.
• Visited customer locations to determine needs, set up contracts and provide training.
• Helped local clients expand business operations through targeted advertising.
• Consistently hit and exceeded sales goals by 20%.
• Managed a daily workload of appointments, cold and warm calls and service follow-ups.
• Serviced accounts on a regular basis to propose new products or services and maximize revenue.
• Developed and maintained long-term relationships with medium and small business entities.
• Identified and qualified accounts to assess market potential.
• Delivered a high level of service to clients to both maintain and extend the relationships for future business opportunities.
• Asked appropriate open-ended questions to discover prospects' needs and requirements.
• Identified and qualified customer needs, developed sales strategies and negotiated and closes profitable projects with an 85% success rate.
• Contacted customers as soon as issues arose to immediately find resolution before the problems escalated.
• Maintained an extensive knowledge of competitors, their offerings and their presence in assigned territory.
Master Degree New York Institute of Technology (NYIT) Bahrain 2006 Master of Business Administration (MBA)
B.Sc. Degree in Accounting Ain Shams University Cairo Egypt 1994 Faculty of Commerce