Revenue Cluster Head
Unigaz
Total years of experience :19 years, 8 Months
• Lead the formulation, execution and monitoring of company’s business development, market penetration strategies and plans for enhancing business growth focused both on financial gain and customer satisfaction.
• Promote the company’s products/services addressing or predicting clients’ objectives.
• Build long-term relationships with new and existing customers and stakeholder partnerships.
• Create and manage a customer value plan for existing customers highlighting profile, share and value opportunities.
• Monitor the market trend & analysis of competitors’ strategies for upcoming projects.
• Manage all short- and long-range planning of commercial affairs, market status and customer demand and local economic development.
• Develop clear and effective written proposals/quotations, submission of tender bid & represent the organization in pre- bid meetings.
• Develop and implement a training and development program for team members.
• Prepare PowerPoint presentations and sales displays.
• Develop sales goals for the team, manage their daily activities and ensure sales goals are met.
• Monitor costs in relation to prevailing competition and adjust the selling price if necessary.
• Monitor company’s performance against agreed business target.
• Prepare and develop the division’s annual budget.
• Ensure that all operations comply with established policy and local regulations.
• Conduct regular meetings with the sales team to set priorities, review and motivate performance.
• Prepare quarterly sales team commissions.
• Develop and facilitate the process for converting potential leads to customers including budgets, proposal writing, contract negotiations, and presentations.
• Provide feedback to installations head of division regarding the outcome of the negotiations/proposals with the potential clients and the additional needed steps to close the deal.
• Coordinate with the operation manager to overcome any challenges or potential issues.
• Develop the sales department policies and procedures consistent with the company’s overall guidelines, objectives, standards and ensure their adequate execution.
• Manage the development of a homogenous sales team.
• Resolve issues and problems with clients, which have escalated beyond the capacity of the sales team.
• Coordinate with the operation manager to review, amend and approve offers for clients with detailed BOQ, maps along with other client specifications.
• Prepare weekly reports on the progress of offers and sales activities.
• Propose to the Area General Manager the export sales strategy in order to book up the mill on each market.
• Report to the Area General Manager for all activities in order to keep abreast the sales versus forecast and new leads and prospect customers.
• Develop and maintain customer base, to secure multiple options for best sales.
• Liaise with logistics Dept. for freight and timing to commit to customer the delivery time and C&F prices for order execution.
• Follow up on customers’ complaint with the customer services department and quality control to ensure customer satisfaction.
• Monitor the quality and status of competitors (strengths and weaknesses) in order to stay abreast with latest markets situation and trends.
• Issue when required, the Product Development Inquiry form to allow IPM penetrates new markets.
• Evaluate the sales performance of each customer independently in order to set and meet the company net-to-mill targets.
• Monitor on timely basis new sales opportunities, reorders of current customers, and relations with identified ‘premium’ clients in order to develop and nurture long-term customer relationships.
• Ensure the implementation of the Inco terms on customers in order to ensure the proper and smooth sales operation.
• Review and monitor on timely basis receivables report in order to ensure proper collections activities of customers.
• Set and carry out export sales strategy to align IPM divisions BUs on functions, competitive analysis, short and long-range goals, in order to attract new and retain existing customers.
• Generate monthly Progress Reports to management on all sales activities performed within the month.
• Set costing and pricing in alignment with the net-to-mill per market.
KPIs
• Number of Metric Tons sold.
• Achievement of net to mill target / contribution/ Metric Ton.
• Ensure proper credit coverage and collection to each customer.
Managed organizational sales by developing a business plan that covers sales, revenue and costs controls.
Providing directives and monitoring performance and spearheading of the sales and presales team.Setup, implement and identify possible areas of improvement in the operations, support and after sales services.Directing, managing, supervising and controlling the development and implementation of a diverse range of IT solutions.Review all major deliverables (i.e. strategic brief, function spec, techspec, etc.) to ensure quality standards and client expectations are met.Preparing and delivering product awareness sessions/updates.Promoting Security Professional Services (Penetration tests, Vulnerability Assessments, Network and Security assessments).Providing timely feedback to the managing director regarding sales performance based on predefined KPIs.Providing timely, accurate, competitive pricing on all IT solutions, while striving to maintain maximum profit margin.Participates in industry events & trade shows.Partner with the Managing director on developing and implementing new sales strategies.Work closely with the marketing, accounting, technical and logistics departments.Check up on sales volume and targets with the sales team on monthly basis as defined in the business plan.Conduct sales meeting on weekly basis.Protect teamwork and preserve cooperation spirit between sales crew.Support the sales team ethically and technically to help them close deals.Lead and follow up with the sales team to ensure proper sales activities are carried out on a daily basis.Trained new sales employees and provided ongoing mentoring, counseling and product knowledge education.Develop new partnerships and alliances with local and international companies.Monitor, maintain, and ensure that all sales-related data is entered and captured in the Microsoft CRM system.
• Researching and evaluating existent business structure by applying various business analysis tools, formulating end-to end sales solutions, streamlining operations, while contributing to long term growth objectives of the corporate entity.
• Formulating, developing and implementing yearly business strategies to ensure attainment of revenue goals and profitable sell-through.
• Driving business and ensuring sustained growth, focusing on achieving/ surpassing sales targets. Expanding business reach and proactively creating new sales leads/ opportunities.
• Constantly interacting with prospects and maintaining cordial business relationship with key clients.
• Meet company sales target objectives by recruiting the needed sales team and establishing their sales objectives by forecasting and developing annual sales quotas.
• Develop budgets and ensure department adheres to it.
• Manage and direct overall operations.
• Monitor sales activities to ensure that customers receive satisfactory service and quality goods.
• Maintain sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.
• Design solutions that meet customer requirement and budget based on Watercenter Products line-up.
• Participate in developing policies and procedures.
• Clearly communicate goals to the Management.
• Measure the success of the sales department via KPIs.
• Delegate responsibility.
• Generate and present sales reports on a weekly, monthly and quarterly basis.
• Participate in lead generation and business development.
• Ensure inventory is stocked and consistently replenished.
Specialties:
Cost Control * Process Optimization * Strategic Planning * Inventory Management * Staff Development * Quality Assurance * Goal Attainment * Policy improvements * Team Leadership *Performance Reviews * Vendor Coordination.
• Sales / Sales Management Executive Track Record of Success in the Design and Delivery of Cutting-Edge Computer & Internet Technologies.
• Manage the sales organization and drive the direct sale of its products and Professional Services.
• Meet company sales target objectives by recruiting the needed sales team and establishing their sales objectives by forecasting and developing annual sales quotas.
• Maintain sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.
• Collaborate with different organizations in the company including presales, PMO and delivery teams to project expected sales funnel and achieve the right profit margins for delivered solutions.
• Identify, pursue and close big projects (including software, hardware and professional services).
• Present technical concepts and business solutions clearly through demonstrations and proposals and possess a strong business development along with technical presentation skills.
• Design solutions that meet customer requirement and budget based on Microsoft Products line-up such as Content Management Systems, Archiving Solution, Workflow, SharePoint Portal and finally CRM and ERP solutions.
• Outstanding success in building and maintaining relationships with key corporate decision-makers, establish large-volume, high profit account with excellent level of retention and loyalty.
• Keeping customers satisfactions and delighted and earn more direct business from them.
• Miller Heiman sales methodology.
Specialties:
Key Account Management * Sales Presentations/Closing * New Business Development * Direct Sales & Reseller Partnerships * Consultative & Solution Sales * Product Management * Networking & Relationship Building * Contract Negotiations.
1- Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach.
2- Keep up to date with market trends and new developments utilising information for business improvement.
3-Proactively develop and improve products and services.
4-Preparing seminars and trainings for the sales department to be up to date.
5- Inspire others to share their vision and support them to reach a common goal.
6- Coordination and planning of budgets, people and time management.
7-Show loyalty to the team by standing by decisions that benefit the
organization.
2008 -….: Securatel ( Member in Teletrade Computer System Holding)
• Technical Manager, responsibilities included:
1- Providing solutions for customers concerning Panasonic’s PABX, CCTV, Hand Punch machine and everything related to security as fire alarm, burglar alarm, access control etc
2- Choosing the best product needed for the implementation of any required solution
3- Managing, organizing seminars and demonstrations for technicians, sales representatives and customers for better introduction and familiarity with the company’s products
2005 - 2008: Sacotel (Panasonic exclusive agent )
• Applications Engineer, responsibilities included:
1- Managing and training the company technicians’ for product installation (IP PABX and CCTV) and ongoing support for miscellaneous troubleshooting
2- Managing and organizing seminars for clients and sales representatives for better introduction and familiarity with the company products. This also resulted in more professionalism and increasing the clients’ contacts and more business opportunities
3- Preparation and submitting of tenders for various Telecom projects up to the final negotiation stage with the clients. Getting new clients for the company incurred a substantial growth
2004 - 2005: Libatel (Avaya exclusive agent)
● Technical Support Engineer, responsibilities included:
1- Installing and programming an IP (PBX) and ongoing support for miscellaneous troubleshooting
2- Managing and organizing demonstrations for clients to be able to present the product
2003 - 2004: Logistic Brigade
• Installation of a PBX including cabling, programming and general maintenance in the Logistic Brigade
2002 - 2002: Ericsson
• Two month training on GPRS project
My GPA was 3.69.
my gpa in the last year was 14,7 over 20 .