Regional Manager Levant & East Africa
Hilti
Total des années d'expérience :19 years, 6 Mois
Responsible for bottom line, growth and development of 11 market organisations across the Levant area (Lebanon/ Jordan/ Iraq/ Syria/ Cyprus) and East Africa (Sudan/ Ethiopia/ Kenya/ Tanzania/ Rwanda/ Uganda).
Responsible for Levant & East Africa Market Organisations
Major Achievements
•Setting strategies to develop within the markets and aim for growth and market share. Achieved 60% growth within the region.
•Building up competence within the organisations: setting up management teams and team leaders with clear succession roles and alignment with long-term planning. Ensuring talent development from within the region: 6 talents mobilised globally.
•Ensuring Team motivation and engagement across the region. Growth 25% in Employee engagement survey within my area.
•High level relationship with Regional Key Accounts to ensure strategic alignment and understanding of needs.
Overall responsible for the Lebanon Market and organisation to engage in productivity gain and bottom line results.
• Turnaround for the Market bottom line from negative to positive results. -4% ROS to 7.8% ROS in first year.
• High increase in employee engagement survey: +25% improvement.
• Restructuring of the management team and internal company policies in line with company long term ambition.
• Incorporated new ERP system based on SAP modelled for smaller business units.
Commercially Responsible for East Mediterranean (Levant) Region
Responsible for sales team in the Levant area (Lebanon, Jordan, Syria, Palestine, Iraq) main focus on forecasting, customer satisfaction, sales targets and budget process, commercial policy, pricing and financial targets.
• Regional Cluster Driver: From Morocco to Pakistan, driving the “Customer Success” process within each of the markets. Core focus on improving customer partnership and gear each local entity’s team & strategy around the customer response and expectation.
• Developed and implemented a Sales Strategy & Commercial Policy for the Levant Area (pricing of packaging Material, Capital Equipment, Commercial Conditions & Compliance for customers).
• Collaborated with customers on product portfolio mix, opportunities, factory dynamics, and marketing:
o Launched 3 new dairies in the region.
o Increased the market share for carton packaging and focused on higher quality products.
• Lead and developed “Key Account Plans” and cascaded roles down across the organization to the various functions: Marketing, Customer Service, Finance, and Technical. Distributed the Roles and Responsibilities for each member of the team. Set the targets for each team.
• Developed and set targets for Sales Team while supporting and accompanying the commercial effort. Reviewed the team’s performance and identified skill gaps which were closed through the appropriate trainings.
• Strong focus on Net Assets, P&L, Working Capital.
Reported to Sales Director and responsible for development of business in Lebanon (2002-2005) and in the Central and Eastern Region of KSA (2005-2006).
Seminars/Trainings attended
- Leading with Impact. Ashridge UK
- Managing Products. IMD Lausanne
- Management Development Training, Leading Minds
- Leading Key Accounts TP Academy
- Value Based Business, TP Academy
- Value Selling, TP Academy
- Presentation Skills, Covey