Mohammad Abu Odeh

1. Restructured the TV team and assigned clear R&R per function
2. Repositioned Hisense TV in the UAE market following a constructive approach based on the brand requirements & the competition around
3. Optimized the TV P&L and ensured that a profitable business is well furnished Decided on the UAE TV sales & profit target
4. Introduced a multi-distribution strategy and equipped it with major distributors
5. Re-shaped the overall OR business and finalized agreements with all retailers in UAE
6. Introduced "Audio" & re-shaped the "Laser TV" business in both IR & OR
7. Built a solid network of IR dealers, major distributors, key retailers

Managed all commercial units including but not limited to: Sales, Marketing, Customer Service

• Managing all showrooms including but not limited to: Staffing, Customer service, Home delivery, Professional display, POS.
• Monitoring, evaluating all showrooms performance and initiating corrective actions as needed
• Setting multiple sales targets & incentive schemes for the Key Account Executives, Showroom Managers, Sales staff
• Determining annual gross-profit plans by implementing marketing strategies, analyzing trends and results
• Leading, managing & innovating mega campaigns to accelerate sales across all categories
• Maintaining constructive business relationships with the executive decision makers & owners within key accounts
• Creating & formulating sales policies and procedures
• Developing multiple sales strategies to achieve the company’s sales goals and targets, monitors closely to ensure full achievement
• Restructuring divisions within the company to assure smooth business operations are running

• Performing the needed market sensing across Levant countries.
• Preparing the yearly sales and marketing calendars for the OR market
• Agrees and monitors the yearly client promotions according to their marketing calendar.
• Maintaining the targeted ROI for all Samsung investments within Levant.
• Branding management of all Samsung investment locations within Levant
• Working hand to hand with Sales and Product Managers to enhance, obtain our market, shelf share and analyze according to our set targets.
• Supporting sales managers by conducting different promotions to achieve sales targets.
• Acting as a control tower and a focal point of contact across Samsung Levant team when designing our business strategies and action plans.

• In addition to the previous R&R as Key Account Manager I was chosen to manage the Sales of two divisions (AV&HA) within the organized market (Retailers such as Carrefour, Smart Buy, Leaders, etc.)
• In six months’ time I managed to save the company +150K USD by:
a. Furnishing an integration plan among the two divisions’ teams
b. Granting the two teams all the needed trainings and materials
c. Furnishing a fair reallocation to the whole team based on sales volumes, investment areas inside each channel
d. Redesigning the set targets, commission & incentive scheme for the whole team
e. Reducing the unnecessary sales force by 30% and ran the show in 2017 in an efficient manner
• I closed the year with an excellent AR with a yearly GR of +20%
• I assured products availability by doing the proper forecast quarterly
• I maintained an excellent relationship with the new divisions of each channel

• Deciding product line-up for Samsung Jordan distributing channels and Hyper markets (OR) and support those to ensure availability of display units and adequate stocks.
• Managing key 2nd tier customers (IR) who play an important role in shaping Samsung’s business in Jordan keeping a market share of +35%.
• Revenue achievement (sales in & out), target setting, contracts negotiation.
• Building a long term relationship with key clients while collaborating with sales colleagues to maximize revenue opportunities and grow future business.
• SFMT management which included, but not limited to, staffing/retention, team development, performance and compensation management
• Achieving Samsung KPIs such as: WOS, M/S, CP, TIM per account.
• Follow up the daily sell-in & sell-out progress, promotions status, AP & AR.
• Helping key accounts to forecast for future business in line with management sales plans.
• PSI management per account.

• Maintaining long term relationship with corporate accounts and maximizing sales opportunities within.
• Focusing on and developing existing clients, together with generating new business.
• Responsible for development and achievement of sales through direct sales channels.
• Acting as they key interface between the customers and relevant divisions.
• Attending clients meeting, maintaining and expanding business relationship with them.
• Driving the sales force to achieve targets and sales goals by aligning with management sales objectives.
• Build and maintain information on our competitors, understand what their products do, how they deliver them, how they compare to our products.

• Manage the selling process to external customers, including pricing contract negotiations
• Pro-actively search, qualify, develop and engage into new customer relationships
• Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies
• Ensure full penetration into and mapping of customers organization
• Seek to continuously improve customer satisfaction
• Ensure adequate update of Maersk IT Systems (MARS, INSIGHT, FORESIGHT, SCV etc.) for which s/he has responsibility

• Participating in developing the corporate division’s main objectives, plans and budgets.
• Re-addressing and resolving customers’ complaints, building structured process to avoid the same in future.
• Selling JTG products and services to business institutions.
• Responsible for a large portfolio of business accounts.
• Meeting and exceeding all sales activities in accordance with sales management guidelines.
• Maintaining a knowledge of the industry and an awareness of the factors that may affect the business
• Achieving the monthly sales goals and targets according to management plans.
• Collaborating effectively with other departments within the company as required in the selling process.