Regional Business Development Manager
Redington Gulf
Total years of experience :17 years, 3 Months
I am a specialist Microsoft resource placed in Surface exclusive distributor Redington to drive Enterprise and Corporate business in UAE. This is a strategic investment from Microsoft to have their own partner and customer facing resource within the distributor.
Responsibilities and achievements:
➢ A consistent overachiever with an ability to influence C level decision making, working closely with end customers and Partners/ Resellers in the region. Part of the winning team of Surface in Microsoft for growing the year on year revenue.
➢ Responsible for managing the Surface business of $10million in UAE annually.
➢ Managing the business of Microsoft Surface for Business devices which includes 2-1, Laptops, and an all in one collaboration device Surface Hub 2S with having a major focus on Government, Education (K-12 and Higher Education), Construction, Banking and Health care & Retail sectors.
➢ Supporting partners in positioning and driving DAAS, trade in, buy back and windows autopilot (zero touch deployment) to provide a solution driven and cost effective proposal.
➢ Working closely with the Business Unit as well as Microsoft Account team to support creation, communication and execution of GTM strategies for UAE.
➢ Leading the right product positioning, doing work shops, road shows etc. for creating the awareness.
➢ Driving the sales campaign and promotions along with the partners and track/report on a monthly basis to achieve the KPIs.
➢ Build and maintain productive and valuable relationships with Customers, Partners and internal stake holders.
➢ Directly engage with Customers, driving conversations that add value to the relationship. Understand customer challenges and needs and propose solutions to address. Act as a trusted advisor to all stakeholder groups.
➢ Support the sales process for both Net New Business and New Business from Existing customers, including deal qualification, opportunity progression and closure.
➢ Provide regular updates for business Forecasting and Pipeline planning.
➢ Help in onboarding the right set of partners for business growth and driving them to achieve the assigned targets.
➢ Customer centric and a frequent traveler, 70% of time invest in travelling and meeting customers and partners physically.
➢ Managed the business of LG Signage Solutions with end users and getting the facilitation done through Channel partners and System Integrators.
➢ Involved into end to end solution sales, helping and guiding partners/customers to formulate the strategy.
➢ Partners pipeline review, working closely on the target allocation and achievements.
➢ Driving end customer discussions to create the opportunities and supporting the partner deal closure.
➢ Managing Corporate and Enterprise customer funnel with the respective partners and doing quarterly revenue forecast
➢ Supports the local partners/customers in determining the most technically appropriate and cost-effective solutions and in the preparation of demanding offers. Provides technical support during the technical meeting, product presentations and negotiations and offers product/solution/service related training.
➢ Leading the pricing strategy development and pricing reviews based on the competitor’s analysis and current market trends.
➢ Involved into complete solution estimation.
➢ Ensure effective sales forecasting and annual budgeting, stock management and execution of the stock management priorities.
➢ Closely worked with the partners on re engaging with churned accounts.
➢ Regular partner meetings in order to maximize business opportunities.
➢ Responsible for the business expansion for Philips Signage Solutions, engaging directly with the strategic customers for product positioning and partners for the allocating targets and driving the assigned number.
➢ Goal setting & Sales Planning, Participates in sales strategy discussions for assigned accounts, agrees on short and long-term goals.
➢ Responsible for hiring the Sales and business operation team.
➢ Successfully managed the teams of Sales, Sales Management and Business Operations to achieve the business goals.
➢ Expertise in New business development dealing directly with the customers and partners. Increasing the market share through acquisition of new partners and customers.
➢ Supports the local partners/customers in determining the most technically appropriate and cost-effective solutions and in the preparation of demanding offers. Provides technical support during the meeting, product presentations and negotiations and offers product/solution/service related training.
➢ Closely worked with the marketing team to support creation, communication and execution of GTM strategies for UAE.
➢ Supervision of proposals development in response to client brief help the partners in preparation of RFP focused on Enterprise and Corporate business.
➢ Leading the pricing strategy development and pricing reviews based on the competitor’s analysis and current market trends.
➢ Ensure effective sales forecasting and annual budgeting, stock management and execution of the stock management priorities.
Franchise Expansion: - Worked for the prominent clients in Education, Retail and Food & Beverage Industries. Successfully managed the expansion of brands like Brain works, Kid zee, Sanjeev Kapoor, Gelato Ice creams, VLCC, Naturals, Jawed Habib, Juice Salon, Talwalkar’s Fitness
Lead Generation: - Prospecting clients through various marketing and networking channel. Involved in the activities like E Mail blast, SMS Blast, Franchise Retail Shows, News Paper Advertisement, Cold Calling and Social media.
Event Management: -Showcasing the Brand portfolio and closing business on spot.
Team Management: -Responsible for team targets, preparation of Sales Plan & Strategies, training, monitoring and reviewing performance. Bringing the deal to a closure stage with high negotiation & closing skills.
Negotiations: - Negotiating with landlord/franchise owner/ property brokers/ Investor to get the best deal and royalties.
Location Mapping: - Research on new location as per the requirement of the brand. Working very closely with the property brokers for the identification of site.
Commercials: - Preparing the business proposition and profitability study with the support from consultants and describing the same to the potential investor.
Contract Management: -Responsible for all client interaction starting from the point the contract is signed till the entire implementation journey. Reviewing the contract t&C and suggesting changes if required.
Sales Management: -Efficiently managing the Demand & Supply and doing things within the specified TAT.
Collections & Renewals: - Clearing the hurdles in payment and invoicing during the project.
Client Relationship Management: -
Provided Services to some of biggest names in the Hospitality industry.
Understanding client business processes and streamlining the same for efficient and agile usage of data in different departments at the client’s side.
Smooth requirement gathering and delivery of projects to the client's satisfaction.
Consulting on latest industry trends and best practices
Account Revenue Mining and contract renewals.
Overall maintenance of healthy relationship between the 2 companies.
Account Management: -
Managing all operations related to client assignments right from the point a contract is signed till the service delivery.
Explaining the client’s requirements to the support and technical teams.
Builds strong relationship with the Delivery and Operations team.
Excel in cross team tracking mechanisms.
Finalizing the activity plan and the dates, coordinating for course notes.
Product training to the clients physical and through web.
Tapping Industries - Selling HR solutions-seeking business, HR partnership, marketing collaterals - presentations and negotiations.
Professional experience in recruitment across functions varied sectors / Industry. Serviced leading companies in, Insurance, financial services, Auto, Media, Technology, FMCG, BPO and KPO domain.
Strong exposure to various recruitment tools like head hunting, database search, cold calling, internet search / social networking, advertisement processing, etc.
Team management. Hiring and training. Employee engagement and communication. Attrition management.
Handling key account for resourcing assignment, Pan India.
• Masters in Business Administration -Marketing & HR from IMI (Belgium) 2005-2007