Sales Director
Distinct Equipment Trading Company
مجموع سنوات الخبرة :17 years, 1 أشهر
Responsibilities & Accomplishments:
Subordinates
Departments: retail, wholesale, projects and export.
Area/region Sales head department & Sales Team leader & Coordinator Team.
My mission: Follow-up the work team in the region in terms of performance and goal achievement and increase customer and report to senior management and the meeting with subordinates to resolve problems and expand the areas of sales. in order to achieve the strategic company plan.
Responsibilities & Accomplishments:
• Planning, formulating, organizing, controlling, and directing all operations and activities of the sales department to accomplish department revenue and budget objectives in alignment with company policies, procedures, and strategies.
• Identifying hiring needs, selecting, recruiting, orienting, training, objective setting, coaching, performance monitoring and disciplining subordinates in assigned regions communicating job expectations; planning, monitoring, appraising, and reviewing job contributions, enforcing policies and procedures.
• Benchmarking productivity, quality, communication, customer-service, and reporting standards; resolving problems; identifying trends; determining regional sales system improvements; and implementing change.
• Determine and assign sales quotas, targets, and goals, assess sales pipelines in advance and project/forecast sales volumes, starting with the goals of your planned forecast, understanding of your average sales cycle, visit value, revenue per head count, etc., benchmarking against historical data, formalizing sales processes and establishing seasonality to achieve quarterly and annual revenue objective across all territories.
• Keep abreast with the latest industry/market trends through publications, conferences, seminars, webinars, monitoring market fluctuations, and observing competitor activities. Monitoring competition by gathering current marketplace information on pricing, products, new products, and merchandising techniques.
Responsibilities & Accomplishments:
• Achieve profitable sales of Hilti products to my defined customer base.
• Develop high-level long-term relationships with decision makers in construction & DSC companies.
• Negotiated prices, terms of sale and service agreements.
• Demonstrate Hilti products to potential buyers and train their staff.
• Responsible for penetrating large accounts in order to develop the company’s sales portfolio.
• Utilize all elements of the Sales Management Process (SMP) to effectively analyses.
Implement and control the opportunities within territory.
• Developed competitive comparison tables of \[BOSCH, DEWALT, MAKITA AND SPIT\] pricing, fees,
ratings, category and product performance to use for account sales calls.
• Manage and develop the growth of key products within the sales territory.
• Target the appropriate customer groups to ensure successful introduction of new products.
• Ensure timely collection of all the dues / over dues and to coordinate opening of LCs for large orders.
• Utilize sales skills to probe, build and cross-sell directly on site to customers.
Through product, market and service knowledge, provide business solutions fully adapted to
customers' needs.
• Perform marketing launches and promotions as assigned.
• Demonstrate team skills and communication with market and internal team members.
• Ensure adherence to Hilti's quality philosophy while supporting the Company strategy and culture to
exceed customers' expectations.
• Develop engaged customer relationships and effectively implement strategic concepts.
Time and territory management.
• Handled 140 client companies and brought in 30 new accounts in 2017
• Met with an average of 45 clients per week consistently.
• Obtained and evaluated credit information about prospective customers
Responsibilities & Accomplishments:
• Directly supervises sales team and logistics from 20 to 25 salesmen and 5 team leaders to ensure
targets has been achieved by using CRM.
• Analyze regional market trends and discover new opportunities for growth.
• Increasing business opportunities through various routes to market Increased (for example by opening
2 new branches (Riyadh & Turaif) in the central region).
• Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high
professional standard is achieve and monthly sales target and KPI target are met.
• Review sales reports and records to ensure adherence to Company policies and procedures.
Supervision, staffing and scheduling of the workforce with particular emphasis in sales
• Promptly resolved all customer requests, questions and complaints.
• Planned and directed staff training and performance evaluations by SMART technic (S = Specific & M =
Measurable & A = Achievable & R = Reliable & T = Timetable)
• Maintained knowledge of current sales and promotions, policies regarding payment and exchanges,
and security practices.
• Met existing customers to review current services and expand sales opportunities.
• Monitor the accuracy of sales goals reporting
• Developing sales strategies and setting targets
• Lead the top-to-top meeting with key customers to ensure strong relationship and remove business
obstacles, aligning with long term company direction
• Plan to ensure achievement of divisional and personal target, aligning with company sales policies and
strategies
• Forecast quarterly and annual profits by using SAP.
• Prepare and review the annual budget for the area of responsibility
• I have devised the idea to increase the Bank sales, and then given the sales team Presentation on
this idea (this idea was registered in my name)