مصطفى عبدالرزاق كشباش

Designation Chronology:
• January 2013 to date: Acting General Manager
• April 2010 - December 2012: Business Development Manager

Highlights:
• Developed Customer Service programs accredited by IBTA CBP certification program and certified 10, 000 staff of UAE government entities including award of Diploma to 1500 staff of the Ministry of Interior (MOI), UAE.
• Documented several success stories leading to recognition of the IBTA CBP program to the highest standards of UAE government and on-boarded many training centers to the remunerative CBP Authorized Training Provider status.
• Introduced new products which grew sales by 60% and the partner network across the GCC region by 100%.
• Drove business development through effective implementation of annual business plans and ensured product quality and delivered annual business growth of 50%, exceeding forecasts and management expectations.
• Acquired and managed major accounts in the UAE - Ministry of Interior (MOI), Prime Minister’s Office (PMO), Etisalat, UAE University, Higher Colleges of Technology (HCT) and Abu Dhabi University and in Saudi Arabia - Al Khaleej Training and Education - NHT, Dar Al-Hekma College, SABIC and SEC as well as training and education partners and government entities in other GCC countries.
Key Responsibilities:
Acting General Manager
• Manage company operations covering all major functions of human resources, quality assurance, operations, content development, sales, marketing, public relations, accounting and administration.
• Led the team in developing and executing business strategies to negotiate new business and generate targeted revenues and profits through relationships with business partners - training centers, universities, major government entities and strategic collaboration with government authorities and local and international awarding bodies.
• Drive and motivate efforts to identify, pursue and leverage all emerging business opportunities through detailed planning and implementation to capture targeted business deals.
• Support the team in tracking and scanning markets, identifying and assessing potential in various organizations for deploying the company’s services and following up with proposals, negotiation and closing of deals.
• Plan and execute market research programs to map the economic environment impacting the company business including industry trends and competition.
• Manage development and launch of new business initiatives across the full cycle from the initial feasibility study to launch and promotion to ensure viable and profitable operations.
• Gather and update market intelligence and develop short and long term business forecasts for the GCC and MENA regions and prepare annual business development and business operation plans.
• Conduct SWOT analysis of the company and its business to map strengths, weaknesses, opportunities and threats to enable effective future business strategic planning.
• Lead the development of marketing communication tools and collaterals including the corporate website to facilitate effective communication with existing and new clients.
• Provide front-end leadership for developing and executing effective marketing campaigns to promote the company and its products across target client segments.
• Provide guidance and direction to all departments and ensure collaboration and cooperation in driving actions to achieve all organizational objectives.
• Maintain up-to-date understanding of trends in the industry by attending various trade events, exhibitions, workshops and seminars and provide feedback to the management and team.

Recent Projects
• New content development for the Professional Customer Service Diploma to train 3000 candidates at the MOI
• New content development for the Emirates Government Service Excellence Program for the Federal Government of UAE - a newly developed product of Track - IBTA-Arabia for training 10000+ employees of various ministries and departments of the Federal Government.
• Designed and developed the Basis Skills Program to prepare job seekers in coordination with the National Human Resources Development and Employment Authority (TANMIA).
• Developed and implemented a training program for Emirati job seekers in coordination with the Abu Dhabi Tatween Council (now Human Resources Authority).
• Implementation of CEPD - Professional Diploma for SMEs for Dubai Entrepreneurship Academy

Key Responsibilities:
Business Development Manager
• Communicated and liaised with government authorities, universities and training centers to identify, follow-up and establish new business partnerships to achieve annual revenue targets.
• Actively tracked markets to identify potential partner/client organizations and delivered presentations of Track Learning Solutions and its portfolio through face-to-face, telephone and/or e-mail communication.
• Followed up all business opportunities through finalization and signing of deals and monitored delivery of contracted services with commitment to high levels of quality.
• Conducted economic analysis of the market in UAE, developed short and long term business forecasts and participated in preparation of annual business plan and operational plan.
• Supported the management in developing plans for future business by providing analytical inputs on the company’s strengths, weaknesses, opportunities and threats.

Designation Chronology:
• January 1999 - April 2010: Area Manager - UAE
• May 1997 - January 1999: Branch Manager, Ajman UAE
• October 1996 - May 1997: Assistant to the CEO, Dubai UAE
• July 1996 - October 1996: IT Training Instructor, Dubai UAE


Key Responsibilities:
Area Manager - UAE
• Managed the company’s business in the UAE with full P&L accountability dealing with strategic planning, marketing and sales, promotional events, training, examinations and certifications to deliver all predefined business objectives.
• Established and managed vendor relations and partnerships including contracting to deliver a wide range of training products from international vendors like Oracle, Microsoft, CompTIA, Cisco, TOEFL, ICDL, VUE, Prometric and Certiport.
• Implemented modern management practices in the domains of personnel, staffing and development, IT, reporting systems and partner relations (customers and vendors).
• Led the process of management of change (MOC) to retain the company’s competitiveness in a demanding, dynamic business environment.

Key Responsibilities:
Branch Manager - Ajman
• Reported to the Managing Director and managed the operations of the Ajman branch ensuring smooth execution of all IT training programs.
• Supported the branch staff with technical assistance and policy guidance for conducting training programs as well as for executing promotional events.
• Served as Training Manager and Senior Trainer for Microsoft Certified Professional (MCP) programs and designed and delivered courses Microsoft Mastering series.
• Designed course outlines/syllabuses for various training programs related to banking and human resources and delivered programs including train the trainer (TOT) programs.

Key Responsibilities:
Assistant to the CEO
• Supported the office of the CEO in coordinating and monitoring operations of 17 company branches across the Middle East.

Key Responsibilities:
IT Training Instructor
• Trained individual and corporate clients on IT training programs of international vendors like Microsoft as well as advanced programming languages like Visual Basic and Access.
• Clients included organizations like the Canadian Consulate, Jebel Ali Free Zone Authority (JAFZA), Citibank and Emirates Airlines.

Previous Assignments
• Computer Systems Analyst and Programmer, MicroData, Dubai, UAE, July 1994 to July 1996 - Duties included assembly, configuration and maintenance of hardware, network design and configuration, programming in FoxPro, VB and other applications and customer service and support