Oracle Direct Regional Sales Manager
Oracle
مجموع سنوات الخبرة :20 years, 10 أشهر
• Reporting to the Oracle Direct Technology General Business Director, responsible for Africa region across industries with 10+ million sales revenue targets.
• Allocating territories & targets to appropriate team members.
• Work with the team to set objectives and review performance of individuals.
• Develop performance management plan for team members as required.
• Coaching & supporting individuals in achievement of their personal development needs.
• Develop the team by defining the gaps; arranging for required trainings, recruiting and inducting new team members.
• Monitor and review individual target assurance plans, forecasts, sales activities, and call statistics; to ensure corrective action is taken as necessary in timely manner.
• Ensure channel sales management is actively implemented and other tools for partner’s self-sufficiency are in place.
• Identify, maintain and deploy an internal network of people who can support achievement of plans.
• Developing, maintaining and communicating a pipeline of future business that underwrites achievement of targets.
• Providing accurate and timely management information and revenue forecasts in GCM.
• Leading a team of 10 members covering Africa Emerging Markets, South Africa, Egypt, & Saudi Arabia.
Responsible for identifying new sales opportunities and carrying a personal sales quota.
Leading the team in prospecting, development, growing & closing new business in financial services industry across MEA.
Personally handling Kuwait, Levant, Saudi Arabia, Yemen, Libya, Sudan & Syria within the Financial Services Industry.
Directing the performance of team members to ensure efficiency in operations and meeting of individual & group sales targets.
Motivating the sales team by collaborating directly and working closely with them on achieving their goals.
Insure proper weekly individual & team’s forecasting and data recording and tracking on GCM.
Providing performance feedback regularly to sales manager.
Design sales and marketing campaigns and put teams and task forces together to deliver them.
Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required.
Maintaining an awareness of Partner Competencies and capabilities.
Operate in line with Oracle's business processes and procedures.
Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector.
Worked with customers on multisite projects and deals with complex, politically charged, decision-making processes, while identifying additional opportunities.
Manage customer accounts through the use of available internal resources and marketing campaigns. Handling Kuwait, Levant, Saudi Arabia, Yemen, Libya, Sudan & Syria within the Financial Services Industry.
Establish account presence and build trust with key contacts & Act as a trusted adviser to help maintain ongoing relationships with customers.
Provide comprehensive sales consulting expertise during complex sales opportunities.
Analyze and develop customer needs in terms of current business obstacles, identifying projects, scoping potential Oracle solutions and giving future product direction.
Account planning for top customers.
Responsible for building and managing a secure and healthy sales pipeline.
Initiation of the sales cycle including cold calling, engagement with the partners & distributors.
Deliver web-based presentations and demonstrations for potential customers.
Work closely with Oracle channel partners on their market coverage and pipeline progression.
Work towards an allocated License Sales Revenue target.
Produce an accurate weekly forecast.
• Quarterly forecast: Responsible for the quarterly forecasting of PC Shipments on a subsidiary level (managing 10 subsidiaries), cascading down the PC shipments per country in NEPA and WECA. Working with the OEM Leads to obtain local intelligence & combining this with the Market researches that are run through market research companies such as IDC/Springboard to gain an understanding of the market trends and accordingly help the management team in planning for budgets
• OEM CPE Plan: Working with the customer/partner experience Lead to highlight and engage the OEM Leads into driving CPE throughout their everyday business. Developing a CPE plan for the subsidiaries, managing the partner readiness plan to ensure technical & product sales readiness, formulating processes for the responses to ensure capturing the feedback of the customers.
• Account planning: Following up on the completion and updates of the Account plans (for each partner) on quarterly basis. Ensuring the quality of the Condition of Satisfaction made by the partners and tracking whether they are met by the account managers.
• Rhythm of Business monthly calls: Responsible for orchestrating the ROB Calls with the 10 subsidiaries OEM leads, preparing monthly ROB presentation for the MEA sales director to show the monthly business development.
• OEM Multi-Country share: Creation and maintaining of the Multi-Country share. Posting updated reports for shipments, inventory, & best practices.
• Internal readiness: Effectively keeping track of the internal readiness of the sales teams, for product trainings and personal development.
• Marketing: Working closely with the MEA marketing manager on promotions and marketing campaigns, to make sure the region is involved.
• Business planning: working closely with the management team to assist in driving the business, preparing detailed business plans and identifying value creation opportunities and processes, as well as conducting analyses and providing updates.
Act as a backfill for OEM Sales Manager.
Arrange for all PC initiative group meetings.
Manage the Affordable PC msn group, posting notes, meeting requests, information, needed marketing materials.
Responsible for keeping track of marketing activities done by our partners, through monitoring local newspapers.
Taking meeting minutes in all pc-initiative related meetings.
Monitor requests from PC-initiative Partners regarding sales deals.
Set realistic and achievable expectations with the customers, to insure customer satisfaction.
Educate customers about new procedures and rules regarding the pc-initiative in coordination with Microsoft and its distributors, and the ministry of communication and information technology.
Liaise with channel coordinator manager on providing trainings for the pc-initiative partners if required.
Handle all logistics of the Home/Student PC-Initiative.
Participating with the business development committee of the conjoint entities set to plan for and launch the E-enterprise initiative.
Produce monthly sales reports, and comparison reports to coordinate numbers between Telecom Egypt and Microsoft sales.
Participate in all meetings involving the different entities of the pc-initiative (Microsoft, Intel, Ministry of Communication & Information Technology, top local Hardware vendors).
Worked closely with the marketing team to run a Microsoft sponsored exhibition held for pc-for-every-home at an opening event of a new site for one of Egypt’s prestigious clubs.
Follow up with hardware vendors and Microsoft on all joined marketing activities, including exhibitions, advertisements, television ads, etc…
Participate with the marketing team in producing most of the marketing material for the initiative from a Microsoft side.
Part of the team working on marketing campaigns with partners to enhance their presence in the market and satisfy common business goals, by helping them produce an image to their company.
Awarded and A Bursary
