Sales Manager
Dufill Industries & Trading LLC – Al Abbas Group
Total years of experience :18 years, 10 Months
•Responsible for consistently growing sales profitably while assuring the payment collections from each account and solve payment discrepancy issues.
•Supervise the sales staff, communicate our monthly goals and targets, and ensure they have the product knowledge and information needed to achieve the goals.
•Full strategic and operational responsibility of GCC and North Africa sales.
•Set-up necessary tools to achieve monthly targets (staff, stock, merchandising, promotions…)
•Visiting customers and the outlets to identify prospective opportunities from new products and implementing the sales plans in the region (Distributors/retailers / wholesaler)
•Develop and maintain working relationships with vendors and industry partners to develop new business ideas and solutions relative to the market competition.
•Ensure providing professional and effective services to our local and importers customers to meet them expectations and satisfaction.
•Officially represent the company to the business community during meetings and events. Building a positive image of the company and our brands.
•Follow-up head office agreement and standards with the control forms (prices, planogram, merchandising, out of stock, new listing, quality…)
•Check with sales coordinators and supply chain team that all LPO are received & delivered on time with proper documentation.
•Manage, monitor and evaluate the performance of the customers to ensure proper stock availability in them warehouse.
•Associate with HR team for recruiting the market team and maintaining atmosphere in which employees willingly perform at maximum effort to reach the company goals and targets.
•Assess merchandisers and Supervisors performance.
•Focus on problem solving & inform immediately Department manager about major issues.
•Sending monthly market survey visit report and quarterly inspection report.
•Prepare analytical reports "monthly, quarterly and annually" customer compared to the budgeted goals and targets to discuss it with the superior manager during the weekly meeting with my suggestions about the necessary changes in plans to achieve the goals and targets.
•Provide quarterly sales forecasting to the companies to maintain the stock.
Key Responsibilities:
Strategic Sales Management
• Formulate and execute strategic business plan to achieve corporate goals of sales, revenue, market share and expansion of the customer base.
• Define key performance indicators (KPI), set targets for the sales team, and supervise the sales team for efficient implementation of sales plans and delivery of sales and growth targets.
• Monitor sales performance across all domestic sales channels and implement effective action plans to address and remediate negative variances.
• Plan and conduct structured market research studies to analyze market trends, performance of new products and competitive environment for evolving strategic inputs.
• Develop, implement and update product-pricing strategies including discount rates or special pricing plans based on cost, competition, supply and demand to deliver profitability objectives for products and services.
• Prepare budgets for the sales department and administer approved budgets, monitoring allocation and utilization of resources and control of expenditure to improve overall financial performance.
Sales Operations
• Lead the sales team in identifying sales opportunities and provide on-the-ground support including participation in negotiations related to difficult/complex bids.
• Gather and analyze client requirements and coordinate with production and product departments in creating proposals and bids meeting client needs and follow up for securing orders and generating sales.
• Monitor execution of all orders ensuring on time in full completion as per terms of contract/agreement and support billing, collection of payments and order closeout.
• Support the supply chain department in monitoring stocks of standard merchandize across channels and in maintaining optimum inventories to meet sales plan demands.
• Monitor field sales activities, prepare daily reports highlighting performance against targets, and recommended appropriate action plans to deliver results.
Customer Relations Management
• Build and sustain long-term relations with customers by developing partnerships and providing cost-effective solutions to their needs in order to ensuring high standards to achieve customer satisfaction and loyalty.
• Coordinate the handling of customer complaints including investigation and identification of root causes and development and execution of effective corrective.
Sales Team Management
• Manage a team of sales representative, determining targets aligned to the overall company sales objectives and monitor performance to ensure achievement of targets.
• Implementing effective motivational programs including bonuses and incentives to drive the team in delivering results.
• Conduct periodic performance appraisals of the staff in order to assess strengths and weaknesses, identify development needs and provide required training to the team.
• Support the sales team in collaborating effectively with other departments of the company facilitating achievement of the company’s growth objectives.
• Deal with the process of assessing manpower needs and recruitment of personnel including interviewing, selection, hiring, onboarding and deployment of staff.
Key Responsibilities:
• Coordinated management of relationships with company customers in Abu Dhabi and Dubai in the UAE, Qatar and Bahrain facilitating achievement of sales targets.
• Visited and communicated regularly with customers ensuring delivery of commitments assuring 100% customer satisfaction and loyalty.
• Tracked sales and movement of merchandize of various product categories and recommended new items as well as replacement for items not selling.
• Developed and supervised implementation of marker-oriented sales strategies for delivering the company’s sales, profitability and growth goals.
• Administered the allotted budget for regional operations, reviewing and approving expenditures to ensure budgetary compliance.
• Prepared sales proposals and presentations based on customer requirements, led negotiations to agree on prices and terms and closed sales deals.
• Coordinated the process of dealing with customer enquiries and RFQs ensuring on time issues of quotations and pro-forma invoices.
• Tracked and analyzed trends in customer preferences in order to prioritize sales efforts and deliver maximum return on investment on the sales spend.
• Managed the process of investigations of customer complaints, identification of root causes and delivery of viable and satisfactory solutions.
• Represented the company at events and meetings of trade associations in order to track current industry developments and as well as to build linkages and networks.
• Assessed the market potential of new and existing store locations based on sales statistics and costs and recommended actions for improving overall business performance.
• Prepared submitted management reports providing on time updates on markets, products, opportunities, competition and staff performance.
Key Responsibilities:
•Managed sales of the motors, insurance and financing products by generating fleet and individual sales through major automotive dealerships like Al Futtaim Motors (Toyota), Arabian Automobiles (Nissan), Gargash Enterprises (Chevrolet and Mercedes), Al Majid Motors (Kia), Juma Al Majid Est (Hyundai).
•Built and maintained strong working relations with dealerships and customers and drove programs to increase the company’s market share.
•Supported the sales manager with strategic market intelligence on the competition and their products and services for delivering customized offers to clients.
•Coordinated with the credit department for processing and approval of requests for financing for purchase of vehicles ensuring availability of complete and accurate documentation and information.
•Monitored all transactions and ensured compliance with all applicable bank policies and procedures as well as regulatory requirements.
Key Responsibilities:
•Managed day-to-day operations of the company’s showroom ensuring efficient execution of the company’s sales strategies and promotions to achieve predefined sales and revenue targets.
•Supervised thirteen staff, providing motivation and support in achieving showroom targets and conducted regular staff meetings to foster teamwork by discussing staff concerns, ideas and resolving issues.
•Provided internal training to staff on delivery of high standards of customer service and encouraged participation in product knowledge training organized by the company in association with partners like e-learning programs of Nokia Academy.
•Managed resolution of customer complaints endeavoring to provide satisfactory solutions at the showroom level while escalating complex issues to senior management.
•Coordinated with the warehouse for replenishment of stocks to maintain optimum inventories and coordinated with suppliers for replacement of defective items.
•Tracked and provided up-to-date information to the head office on market prices of SKUs compared to the selling prices of the company for fine-tuning of the pricing policy to maintain competitive edge in the market.
•Coordinated with the management of the mall for all showroom related issues.
•Produced reports providing on time feedback to the management on customer buying trends, expectations and issues for formulating customer retention programs.
Subjects: Marketing, Business Administration, Sales, Economics and Accounting