Group Business Development Director
Stily Group “ Stily & 4 Heed “ Car Care Supplementary services
مجموع سنوات الخبرة :21 years, 9 أشهر
Major Achievements :
Increased sales by 30% in Q4 2017 & Q1 2018
Initiated and Spearheaded new corporate agreements with Ministries and Major Automotive Companies
Helped opening new sales channel through new key accounts
Increased order volume of current accounts
Managed and improved relationship with global suppliers (Nielsen, CarPro, Stek, Express Window Film, and Premium Shield).
Restructuring the management and work process
Increased warehouse size in accordance to market share, and expected sales forecast to cater be able to cater the market.
Increased Brand Equity & franchise price by contracting with a Marketing Consultant to:
Develop and implement brand & communication strategy
Develop and implement a Corporate Identity / Corporate design
Build corporate credentials
Hire and steer social media agency
Develop a new website in accordance to brand strategy and corporate identity
Develop and implement a new Showroom identity to reflect both the brand strategy and brand positioning.
Core responsibilities :
Tracking daily and monthly sales achievement
Developing Annual budget and sales target to ensure profitability going for a 25% growth for 2018
Preparing and managing volume planning and ordering
Managing all global supplier relationship and communication.
Managing and leading the relation between the company and its key accounts
Create and establish the brand Stily and position it as the market leader in its segment
Increase Brand Performance in the Marketing & Sales funnel, by focusing on each steps of the funnel.
Developing and managing CRM to increase customer satisfaction
Implementing retail standers to increase CSI, link sales team incentive schema based on CSI score
Supervising all marketing activities in coordination with the contracted marketing consultant
Managing and coaching sales teams of both Stily & 4heed
Managing all marketing activates with marketing agency for websites and social media management
Creating monthly campaigns to increase showrooms traffic and revenue
Major Achievements :
• Successfully drove Eastern Region to achieve 86% CSI “PDSS” in 2016
• Successfully achieved highest GM accessories sales and supplementary in kingdom in 2016, with a growth of 185 % versus 2015
• Achieved 93% at the GM retail standard assessment for the eastern region in 2016
• Increased fleet sales from 800 units 1250 units in the eastern region between 2015 to 2016 (56% growth)
• Established phase one of the “ Chevy I Care - Sales Manager KPI’s - Sales Excellence” program in alignment with the OEM team and achieved an overall score of 92%.
• Implemented retail standards to maintain a minimum of 90% in the Customer Satisfaction Index.
• Implemented vehicle delivery promise time “VDPT” in accordance to GM retail standards
• Established the top salesman tournament, in which each salesman is being assessed on their sales skills & capabilities
• Accepted the ownership of Managing & leading CPOV department from 2015 till end of first quarter of 2016
• Cooperation with IT to implement quick solution for easy estimation in showrooms for appraisal and trade-in
• Established a full-fledged used car operation and infrastructure in the whole dealer network (including training, market analysis, and consulting, business plans)
Core responsibilities :
• Reviews Sales Department turnover and profitability status.
• Prepare and propose annual budgets and business strategy for Sales Department in coordination with Regional Director
• Managing and leading the fleet sales department
• Preparing and monitoring Sales team monthly KPIs and ensure their implementation and achievement (through showroom control).
• Preparing monthly sales forecast for all branches to meet monthly regional sales target and GP%
• Establishing action plans to maximize CSI and meet OEM targets
Analyze Showroom control through ERP real statistic data to monitor Daily showroom control showroom managers and KPI performance
• Preparing and analyzing detailed monthly lost sales reports through ERP by showroom
Conduct monthly sales and marketing review meetings to ensure active participation and execution of campaigns
• Conduct monthly process and facility assessment to ensure all showrooms are compliant to GM retail standards
• Provide high level management assessment results and action plan for repair weaknesses
• Supports line management in conducting training need analysis by evaluating technical capabilities and skill levels
• Assessing sales team’s training requirements, and preparing training needs analysis to create training plans and programs.
• Ensure implementation of training program and evaluate training results.
Major Achievements
• Increased sales team performance by coaching and managing people's capacities to increase target achievement from 70% up to 95%.
• Increased sales profitability through coaching the sales team to sell at higher GP rather than direct discount
• Increased customer satisfaction by establishing and implementing a new delivery strategy to shorten new vehicle delivery time.
• Reinforced the implementation of Lexus' 7 stars service program and the sales core process including the Ninanki program.
• Implemented retail standards to maintain a minimum of 95% in the Customer Satisfaction Index.
Core Responsibilities
• Preparing yearly sales business action plan and sales process.
• Preparing monthly sales forecast of all branches to meet monthly sales target.
• Monitoring competitors’ strategy, pricing, and activities to benchmarks performance and react accordingly to stay ahead of competition.
• Recommending pricing strategy for all vehicles based on brand equity and competitors pricing to achieve sales volume and achieve maximum Dealer profitability
• Preparing succession plan (sales operation process) for Senior brand manager and business GM positions with retail sales operation
• Monitoring and following up showroom control on daily basis to insure lead conversion and customer follow up.
• Preparing monthly analysis of the showroom control by ratios (Calls conversion ratio-Traffic conversion ratio-Demo ratio -Appraisal and trade in ratio-Achievement and conversion closing ratio)
• Preparing monthly sales analysis to repair the weaknesses through coaching
• Following with training Dept. for new training programs from Lexus to increase sales team qualifications and performances
• Communicating specific carline sales targets on a monthly basis with high level management, and continuously track performance in line with pre-determined and set objectives
• Conducting monthly sales and marketing review meetings to ensure active participation and execution of campaigns
• Preparing and analyzing monthly lost sales report by showroom control through showroom control
• Retaining lost customers data base and coordinating with CRM to try to take advantage of customers later to open new sales opportunities
Major Achievements
• Successfully implement GM retail standards in Riyadh Region and achieved a score of 96% on GM retail assessment
• Leading positive cultural change and effective business improvement by enhancing customer sales to delivery satisfaction (based on GM program PDSS).
• Build and establish GM SOP procedure (Standard Operating Procedure) in Riyadh Dealership
Core Responsibilities
• Ensure successful achievement of showroom volume target
• Prepare yearly sales business action plan as well as monthly sales forecast of all branch to meet monthly sales target
• Recommend pricing strategy for all vehicles based on brand equity and competitors pricing to achieve sales volume
• Analyzing car line performance by VOG (vehicle order guide) to share with Import/Logistics Department for product planning and ordering
Preparing succession plan (sales operation process) for all managerial positions with retail sales operation
• Daily Showroom Control monitoring by customers details to ensure proper follow up from the sales team.
• Preparing monthly analysis of the showroom control by ratios ( Calls conversion ratio-Traffic conversion ratio-Demo ratio - Appraisal and trade in ratio-Achievement and conversion closing ratio)
• Monthly sales analysis for showroom control to repair the weaknesses through best practices
• Reporting showroom control by actual traffic and Face to Face Traffic to senior management
• Preparing detailed analysis of lost sales though showroom control on a monthly basis
• Reporting lost sales to senior management preparing action plans for quick fix solutions to increase sales closing ratio.
• Retaining lost customers data base and coordinating with CRM to try to take advantage of customers later to open new sales opportunities
Major Achievements
• Achieved higher company turnover by achieving sales through maximum GP percentage
• Achieving monthly CSI% to meet GM Standards level requirement
• Achieved GM’s Accessories’ Excellence Program Award for 2009 and 2010
Core Responsibilities
• Ensuring successful achievement of monthly showroom volume target
• Preparing succession plan (sales operation process) for all managerial positions with retail sales operation
• Product/specification planning and forecast to meet market requirements
• Preparing sales support & claim policy procedure in line with principal strategy
• Assessing sales team’s training requirements based on employee evaluation to ensure maximum efficiency
• Preparing monthly sales report based on sales units, GP value & CSI
•Preparing daily, monthly, and year to date sales report
•Prepare sales analysis report based on sales data
•Liaising with top management on sales planning, growth, future pricing strategies, marketing and inventory
•Applying all operations and reporting system using Sedcoterm and ORACLE platforms
•Evaluating and analyzing process map to ensure fluid work process
•Building and establishing process map to improve sales
•Synchronize branches to the head office by creating link instructions (order request form, weekly and monthly sales report, and inventory status)
•Supervising invoicing and green ticket department
•Monitoring sales’ vehicle booking and ensure sales closing
•Following up on plates & registration process to ensure delivery promise date
•Coordinating, managing, and regulating inventory control procedure
•Monitoring stock movements to avoid stock shortage
•Assessing and evaluating sales employees performance level
•Fleet & Retail sequence
•Create customer data file using AS/400
•Follow up customer request with purchasing department
•Unit’s delivery with complete set of documents (license, warranty book, company facilities)
•Direct face to face inquiries with fleet customer
•Preparing bank and fleet quotes
•Follow up sales consultant monthly budget achievements in all branches
Bachelor of Commerce Accounts & Administration - Ean Shams University 2000 (Very. Good)