Mohammed Abusan

Direct Responsibilities: (Selling ICT Solutions
o Develop and execute a business strategy to identity and develop new sales
opportunities to achieve my target from named accounts.
o Understand customers business, drivers and future plans to position our
solutions in a consultative sales approach .
o Build a strong pipeline and accurate forecast .
o Managing tendering process responding to RFP’s (Commercial/ Technical)
o Managing the entire sales cycle (Lead generation, Qualification to Closing)
o Build a strategic relationship with customer’s CXO’s and decision makers .

Direct Responsibilities: (Selling ICT Solutions
o Develop and execute a business strategy to identity and develop new sales
opportunities to achieve my target from named accounts.
o Understand customers business, drivers and future plans to position our
solutions in a consultative sales approach .
o Build a strong pipeline and accurate forecast .
o Managing tendering process responding to RFP’s (Commercial/ Technical)
o Managing the entire sales cycle (Lead generation, Qualification to Closing)
o Build a strategic relationship with customer’s CXO’s and decision makers .

Lead the sales team to achieve company target.
•Design annual sales strategy, budget and business plan.
•Preparing price list for all solutions.
•Recruiting skilled sales executives and BDM’s, presales engineers.
•Monitoring all projects completion and collection process.
•Contracting discussions and negotiations.
•Design incentive plans over the year and keep the sales team motivated.
•Design career development plan for sales team members and help them to achieve it.
•Develop existing channel partners and recruit new partners to increase our reach and generate more leads.
•Customer visit, deal negotiation and closing.
•Monitoring sales team daily activities on sales force

Lead the sales team to achieve company target.
•Design sales strategy and business plan.
•Manage sales team daily activities and generate clear Forecast, Pipeline and Account plan.
•Sales team support (Deal Closing, Customer Visit, Solution Design, Costing and Contract Negotiations).
•Sales executives recruiting.
•Sales team Coaching and Training (Sales Cycle, Strategic Accounts Management, Business opportunities capturing strategies).
•Branch collection and receivables management.
•Define a smart KPI's for sales team members.
•Manage sales team activities and assure that KPI's are being achieved.
•Generate 30/60/90 days forecast.
•Equipments forecast and stock management according to pipeline.
•Design incentive plans over the year to motivate sales team to overachieve.
•Report to Branch Manager.

Manage 15 Strategic Accounts.
•Build proper account profile and account plan to capture all business opportunities with ongoing update and development.
•Understand customer business, environment, internal process, main clients, industry challenges, competition and future plans.
•Provide clear 30/60/90 days forecast to achieve my target.
•Solution Design and Contract Negotiation.
•Solutions demonstrations (Software/ Hardware).
•Assign and manage project team members with professional implementation plan.
•Build and develop relationships at various levels within my accounts.
•Reporting to Sales Manager.

Responsible to generate and manage sales in geographical territory.
•Maintain existing customer business and generate new sales.
•Generate new sales from new customers.
•Provide monthly forecast to achieve my target.
•Generate daily activity report.
•Maintain high knowledge of competition products and prices.
•Managing orders processing, delivery, installation and end user training.
•Follow up on customer payments.