commercial director
Air Liquide
Total years of experience :28 years, 8 Months
• Developing and implementing commercial strategies according to Air Liquide goals and objectives to accelerate growth.
• Conducting market research and analysis to create detailed business plans on commercial opportunities (expansion, business development etc.).
• Understanding the requirements of existing customers to ensure their needs are being met.
• Implement new customer acquisition strategies.
• Manage existing client relationships and understand their needs.
• Collaborate with, coordinate and train diverse teams such as marketing, sales and customer service.
• Establish and manage long-term relationships with stakeholders.
• Track, measure and analyze commercial metrics using KPIs.
• Manage and track expenditures, financial goals and budgets.
• Utilized the industry best-practices to build an effective multi-phase onboarding and ongoing training program to ensure initial development of the commercial team.
• Partnered with Marketing to improve our commercial messaging e.g. pitch decks, talk tracks, scripts, cadence, and develop a program to launch it to the field.
• Became an expert on our market, customer personas, and competition to increase impact and effectiveness of enablement resources.
• Provide continuing innovation, as how to structure and design of new contracts, in line with ALAR strategies and customer negotiations.
• Ensure transparency with all relevant stakeholders such as Legal, Revenue, and HR during the sales cycle process.
• Understand the commercial, contractual and risk structure and ensure that all obligations are fully understood and implemented by the team. This will include the requirements of the Project Agreement, Sub contracts and Finance Documents.
• Developed and maintained positive relationships with internal/external stakeholders and implemented and tracked proactive public relations efforts to promote a positive company image
• Built and maintained very strong business relationships with ARAMCO, SABIC, SEC and major Large End users
• Gained market share during the recession years of 2011 and 2012 by segmenting customer base and servicing new specialized niches.
• Led multiple project teams in the development of key organizational strategies including pricing strategy, marketing outreach campaigns, and bundled manufacturing solution offers. These strategies and tactics helped to exceed revenue and profit goals 2013 - 2014
• Increased sales by 25% over the prior year through development of Channel Partner relationships
• Collaboratively worked with territory Account Executives, Sales Director, and Vendor Partners in developing an overall territory account plan to ensure the sales division met or exceeded regional and organizational targets.
• Have a project management to develop project plans, co-ordinate and drive execution by ensuring the projects meet assigned schedules on budget to achieve targets and objectives
• Demonstrated experience of leading the organization, for maximizing profitability, service delivery and increasing operational efficiency
• Executed and spearheaded internal and external business strategies to optimize customer relationships
• Developed proposals, negotiated terms and conditions, and implemented contractual agreements with accountability for delivering strong financial results
• Leveraged market knowledge and expertise to facilitate customers maximizing their return on investment the company products
• Understanding and experience of P&L management and with direct accountability for achievement of key financial targets
• Interfaced with legal counsel regarding sales contracts
• Developed Internal Control Policies and QR reports
• Managed a multinational and multicultural team
The company is a multinational American technology and services conglomerate spread across aviation, health-care, finance, entertainment, energy sectors.
Inducted as Field Engineer and worked up the hierarchy to the position of Country Product Marketing Manager.
Highlights:
• Drove product sales by 500% within a span of 12 months.
• Entrusted with the responsibility of expanding markets for key market segments for divisional product line sales with P&L accountability of SR 40 million annually.
• Cracked a major deal with MOH (Ministry of Health) for supplying new MR (Magnetic Resonance) Equipment, worth SR 25 million.
Responsibilities as Country Product Marketing Manager (Aug 2003 - 2011):
• Steering the development of the business strategy for key market segments including springs, bearing quality in alignment with the divisional budget and plan.
• Designing and implementing strategic business development measures for opening new routes and improving route efficiencies by determining market segment sizes, trends and product and service requirements of the region.
• Carrying out market analysis and research for company's products, championing programs to meet specific customer requirements, competitive threats and market opportunities.
• Defining and executing product line growth strategies across the product portfolio and supporting new product commercialization plans across the country.
• Overseeing whole commercial country business specific demand creation activities; including customer communication plans, formulating competitive strategies and leading Country's Sales team in each market.
Highlight:
• Successfully managed 1, 000 accounts nationwide and boosted customer satisfaction levels within saturated markets.
Responsibilities as Account Manager (Feb 2000 - Jul 2003):
• Strategized, managed, and expanded entire business area as per organizational goals/ strategies. Supported rapid sales growth through development and implementation of promotional activities with a high level of efficiency, quality and cost effectiveness.
• Reviewed and assimilated information pertaining to prospective scope for product innovation and prevalent market conditions, to optimize strategies and market positioning.
• Prospected and negotiated strategic business partnerships within assigned territories, resulting in maximized revenue and business expansion.
• Increased market penetration through current referrals and strategic marketing drives. Maximized leverage of brand equity through foresight media management, specific strategies, systems & plans.
Highlights:
• Instrumental in certifying processes for ISO 9001:2000 standards, thereby augmenting productivity, efficiency, quality and strengthening the bottom-line.
• Streamlined all operational procedures of the company using computer proficiency on Linux and Windows platforms (3.11, 95/98, NT, XP and Vista).
Responsibilities as Service Territory Leader (Jan 1998 - Feb 2000):
• Generated revenues, maximized profit margins by identifying high potential sales opportunities and prioritizing them to drive sales and revenues of healthcare products & services.
• Strove to achieve total customer satisfaction by inculcating and promoting flawless execution and adherence of the team to pre-established customer critical success factors.
• Formulated operational plan and called prospective customers, mastered effective sales presentations, provided technical and administrative product information/ demonstrations and quoted appropriate prices.
• Completed and submitted on a timely basis all required reports, data input requirements, requests with the help of File Manager system, and e-mail and voice mail systems.
• Handled and processed problems/needs and initiated effective solutions in a timely and uniform manner, according to the Product and Service Complaint Procedures.
• Met standard scores on all ISO certifications, demonstrated fiscal restraint and exhibited behavior associated with a desire to increase profitability in the territory.
• Developed and maintained a synergistic working relationship with the internal team and the entire regional team, prioritized workload efficiently and consistently exceeded expectations.
Highlight:
• Awarded for consistently providing superior customer service.
Responsibilities as Field Engineer (Aug 1995 - Feb 1998):
• Performed routine service, modifications and preventive maintenance for Factory Authorized Service on: CT (Computed Tomography), MRI (Magnetic Resonance Imaging), US (Ultrasound system) and Power & Grounding systems.
Electrical Engineer specialist in Electronics and IT Networking