Regional Pricing &Tender Manager—Middle East & Africa
Move One Inc.
Total des années d'expérience :15 years, 8 Mois
Achievements:
• Established the pricing team at head office to manage bids and pricing for the Middle East.
• 100% turnover increase in the first year by moving the commercial department from Europe to Middle East.
• Set tariffs and create commercial models for each country in the GCC.
Job-Profile:
• Assist in the creation, validation and implementation of commercial strategy keeping in mind the company’s objectives, sales trends and business plans.
• Create standard operating policies, procedures and standards (SOPs).
• Analyze network performance to improve profitability and sales performance by proactively identify emerging trends within the industry and business.
• Perform risk and opportunity assessment of each individual bid and prepare bid strategy along with product manager, sales associates, operations and regional teams.
• To prepare commercial models including cost assessment based on fixed/variable cost structure, payback period, and distribution cost.
• Business intelligence reporting, detailing the size of the opportunity (volume/value), competition, fair market share analysis, seasonality of business, trend analysis, economic upheaval, demand drivers and forecasting in order to take tactical pricing action.
• Knowledge of various pricing techniques including variable pricing, premium sales, scaling based, yield management, strategic discounting and dynamic pricing.
• Experience in pricing analytics including value-added pricing, lifecycle management, aged inventory analysis, market price comparison & lost sale management.
• Review and manage customers contractual obligations and provide continual review to ensure that all terms and conditions (volume, spend, discounting) of the contract are met.
• Work on multiple projects simultaneously and prioritize work according to deadlines.
• Track win/loss ratios of each bid and suggest ways to improve conversion.
• Use BI tools and commercial systems thus supporting the management team with flexible and efficient reporting capability.
• Monitor, review and analyze monthly country P&L with the regional/central finance teams, compare against AOP and propose adjustments and actions.
• Provide weekly order book analysis and month-end performance analysis against forecasted orders and forecasted revenue.
• Contribute to overall service improvement/cost optimization by identifying process weaknesses, operational flaws, and participate in project work improving both process and the quality of work.
Achievements:
• Established the pricing team in the head office to manage regional bids for the Middle East.
• Increased turnover by 100% in the first year by moving the pricing function from Europe to Middle East.
• Set tariffs for each country in the GCC for easy implementation of the pricing strategy.
Job-Profile:
• Develop pricing strategies to increase conversions and optimize profitability.
• Responsible for all agents, corporate and individual logistics bids with specialization in high-risk zones, pet transportation and fine art movement.
• Develop and maintain relationships with overseas partners to enhance mutual business and expand the agent network.
• Directly accountable for contract price strategies, and commercial and technical bids (RFPs) for large corporations and embassies in the Middle East.
• Monitor and analyze monthly price realization to measure business performance and forecast development.
Achievements:
• Increase in turnover over previous year by 44% in 2007─08 and 24% in 2008─09.
• Increase in gross operating margins by 11% in 2009─10 and 20% in 2010─11.
• Record booking numbers achieved.
Job-Profile:
• Prepare and submit divisional monthly financial results against planned budget and quarterly rolling forecasts
• Prepare bank reconciliation and P&L statements.
• Audit invoices issued for customers overseas.
• Pass monthly provision entries for revenue, cost and expenses.
• Monitor cash-flow for the division.
• Price electronic bids in Acadia for Cartus and Pasha overseas relocations for large corporations, competing with 25 of the world’s best relocation service providers.
Achievements:
• Successfully implemented SAP in the publishing and distribution divisions.
Job-Profile:
• Responsible for account receivables for advertising, bulk, retail, employee and subscription sales.
• Establish credit limits and carry out credit check on new accounts.
• Coordinate with the Finance department for book-keeping functions and approvals for credit limits, legal cases, write offs, refunds, etc.
• Prepare reports on customer risk analysis through the process of
o Risk identification within the established risk policies of the company
o Comprehensive risk reporting
o Controlling risk by monitoring and enforcing compliance of the risk principles and policies.
• Periodic reporting on customer aging analysis, bounced cheques, outstanding payments/collection reports.
• Provide quarterly bad debts provision entries to finance.
Job-Profile:
• Issue invoices to partners, collect outstanding, and payment to suppliers.
• Pass monthly provision entries, book closures and financial reporting.
• Prepare bank reconciliation for all bank accounts.
• Monitor and pass purchase orders for advertising and marketing related expenses.
• Manage investments of the company & report returns.
• Report on the budget vs. actual performance of the company on a monthly basis.
• Actively involved in the finalization of accounts.
• Assist and prepare accurate and timely financials and associated reports i.e. statutory and regulatory.
• Participate in budget preparation and financial forecasts to meet the strategic needs of the program.
Job-Profile:
• Cash and bank related activities, processing salary travel, advertising and sales promotions and other expense reimbursements.
• Prepare budgets, debtors, outstanding recovery, supplier payments, handling bank and cash accounts.
• Prepare various MIS reports, fund projection statement, cash flow statement, bank reconciliation statement, debtors’ outstanding, etc.
Specialization in Investment Analysis & Portfolio Management and Direct & Indirect Taxation.