Head Of Sales
Delta Global Equipment L.L.C
مجموع سنوات الخبرة :22 years, 5 أشهر
Company Profile: Delta Global Equipment LLC (DGE), is a leading equipment distributor for diverse range of clients includes B2B, SOHO (small office/home office), big-box retail, hypermarkets, and eCommerce clients.
• Successfully led the inception and growth of a new brand “PANTUM”, achieving remarkable results in just 8 months.
• Conducted market research and executed sourcing strategies to procure products from international vendors, expanding the product portfolio.
• Responsible for budget forecasting and adherence.
• Introduced over 200 new SKUs within IT category, aligning with market trends and customer demands.
• Established and managed fruitful relations with power retailers, key accounts, dealers, distributor, SI & Corporate houses across GCC, as well as setup an in-house and third-party e-commerce platform.
• Designed and implemented cost efficient sales and marketing strategies which included ATL & BTL activities and digital marketing for e-commerce channel and marketplaces.
• Spearheaded an exceptional 40% growth in sales during Q3 of CY2023
• Responsible for revenue generation, gross profit improvement and business continuity in assigned Middle East, Africa and part of South Asia region, covering 15+ countries & 31+ direct distributors and report directly to BICG/ Sales Director.
• Delivered 25% YOY growth through secured sales and successfully maintained an approximate 25% gross margin, which has contributed to the overall profitability of the business.
• Aligned with distributors, successfully expanded dealers, online, and retail channels by developing localized campaigns that drove sell-out across multiple channels, including key retailers such as Carrefour, Lulu, Sharaf DG, Safari, EXTRA and others.
• Sales & Marketing Budget preparation & implementation by fixing the sales budget with Tier-1 distributors, discuss and agree annual targets and termly sales plans, together with the requisite marketing plan/budget (products/pricing/promotion etc).
• Manage pricing update, price campaigns, discounts, rebates, incentives and seminars; manage and monitor gross profit and A&P budget support requests from MEA/Distributors.
• Appointed and enabled new distributors with all infrastructure development, staffing & operational supports, training & development.
• Activate new accounts and generate fresh activities in mature accounts to sustain growth momentum.
• Overseeing the entire tender process aligned with distributor starting from receiving the RFQ till orders delivery to the customers. This involves open tenders, specification comparison, prices, delivery dates/ assessing monthly demand and providing other necessary technical support and data to control the tender process.
• Implemented strategic and tactical e-commerce programs in alignment with Tier-1 distributors to manage and execute digital and e-commerce campaigns with the support of the marketing team and media agency.
• As business leader created the successful strategy and roadmap for rapid growth of 300% in 5 years
• Responsible for P&L for the region and consistently achieved above model profitability
• Set Budgets and Marketing Activities (training, seminar, PR) per each Distributor based on their Activity Calendars. Liaise with Bose’s distributors and the Tier-1 partners to generate a common Activity Calendar.
• Developed business and build brand in assigned markets, establishing strategic partnerships, rolling out channels, steering branding and sales efforts by delivering strategic direction and joint business plan to channel partners, and launching of products
• Create customer pull and a resonant marketplace by enhancing customer experience both in-store and online
• Establish demand-supply balance closely working with Product Marketing, Sales, Product Management, Customer Services and the Supply Chain team
• Acclimatize Distributors’ sales team to BOSE standards and BOSE’s ways of doing things
• Conceptualize and implement organic growth initiatives at partner level, to bring BOSE to customer proximity
• Created new POS and Flagship Stores within the distributor/channel network
• Drive brand messaging efforts both in-store and on-line social media
• Identifying and cultivating new relationships within the industry
• Acknowledged for enhancing sales of Bose Distributors by an average of 30% per annum
• Attending and representing the company at industry events
• Monitor distributor’s PSI (Purchase, Sales & Inventory) of each product category, and work together to provide recommendation to Client on how to improve the sell-out.
• Frequent visit to local customer together with the distributor’s staff for the business development through presentation / demonstration / negotiation / technical support.
• Establish contacts and business relationships with the C-Level or right representatives of the large companies, Governmental Organizations and chained-brand hospitality companies for major Vertical segments by countries.
• Developed and nourished partners (Teir-1 & Teir-2) network through training seminars, product engagement forum.
• Devised strategies to increase profitability of business. Delivered 30% comp growth.
• Prepared and maintain information for the review of business performance and the forecasting of future sales business and planned activities.
• Set yearly budget and negotiate agreements with wholesale partners for optimal sell-thru and space location.
• Developed and nourished dealer network through training seminars, product engagement forum. Continued on next page…
• Gather market information together with staff of the Distributor on market demand/product evaluation/competitors’ activity/sales channel to find business opportunity and take immediate action.
• Participate in the initiation, management and delivery of all Demand planning, Supply planning, Supply allocation and regional Channel roll-out activities needed to successfully launch a new product, and coordinate EOL activities
• Generated and implemented a highly effective visibility strategy that involved successfully developing innovative ideas for product launches, such as utilizing podiums and roadshows. I also directed both external marketing and visual merchandising agencies, managed budgets, and collaborated with retailers to secure prime spaces. Through these efforts, the company achieved a significant year-over-year pre-order increase of approximately 11%.
• Completing a retail store mapping project to understand and improve brand visibility and shopability, ensuring there was brand presence in the golden zones (hotspots) in each retail store across the region.
• Through researching the actual sales product mix within each store, I have also begun a project (SFA) to tailor the merchandise stock to match those sales. This was executed across approximately 100 stores and resulted in significant revenue spend saving by no longer displaying the full suite of high-end products.
• Leading a joint project with the sales team, involving expanding visibility within new channels including Bose Flag-ship stores, dealer stores, retail store (Plug-ins, Virgin Mega stores, Lulu, Sharaf DG, Safari & etc, .) and creating a marketing plan on how to display merchandise without incurring and rental space fees.
• Consistently identifying cost-effective and professional agencies to carry out marketing-related activities.
• Manage and implement the marketing plan across ATL, BTL, and TTL.
• Identified and appointed 200 retailers for selling post-paid connection of Hutch
• Delivered 40% comp growth during my tenure.
• Developed and led a team of 8 field executives, trained and supervised "DEALERS" and field executive
• Conceptualized and organized promotional campaigns as part of brand building and market development, formulated attractive sales incentive / reward scheme for sales channel to ensure higher sales figure
• Involved in sales and marketing of software packages exclusively for LIC Agents & Development Officers (DO) in and around Andhra Pradesh (India).
• Being a concept selling (B2B) requires to Identify prospect needs and work with software development division to create customized options.
• Building and maintaining a consistent sales funnel and pipeline.
Business Administration Distinction
QUALIFI Level 7 Diploma in Strategic Management and Leadership
Bachelor of Commerce