Senior channel sales manager
LENOVO
مجموع سنوات الخبرة :27 years, 1 أشهر
Management of sell in, sell through as well as sell out across all channels in order to efficiently achieve the set and agreed targets for each semester.
- Manage end to end relationships with the distributors to facilitate the desired brand positioning within the assigned territories.
- Launching of devices, setting up of dedicated Microsoft sales plans and also joint marketing execution within the Channel partners.
- Quarterly business review with all key stake holders including distributors as well as tier 1 channel partners covering the execution of marketing plans, promoter management, inventory management as well as tracking of market share achievement per quarter
- Drive all activities related to the retail, from partner selection, joint business planning, store roll out, sales & marketing planning, training and merchandising
- Developing and executing brand retail strategies covering in store retail branding, point of sale material, live devices, product training etc
- Solely responsible for driving cross functional alignment of the various functions including Marketing, Business Operations, Logistics, Trade Compliance, Local territory segment teams for effective execution of the overall mobile strategy
- Accountable for submission of the weekly sell in and sell through forecasts as well as follow order management cadence as per the prescribed guidelines
- Manage all partner development activities through effective planning in order to enable them to sell Microsoft Mobility products through targeted training and development
- Developed new business relationships in distribution segment to generate new stream of revenues
Design and implementation of demand generation activities for Microsoft Mobility products using customized to and Through-partner marketing campaigns
- Leading a team of 12-15 sales representatives and 5 sales support staff, managing 4 activities: PC sales, Software, Services and Electronics.
- I identify objectives, strategies and action plans to improve short and long-term revenue and profit earnings.
- I establish and manage effective programs to compensate, coach, appraise and train my sales team.
- I develop specific demand generation plans to ensure revenue growth in all company’s products/Market segments.
- I coordinate proper company resources to ensure efficient and stable sales results.
- Launched APOS services sales activities in June 2010 for Small & medium business and Channel partners.
- I contributed to driving multiple projects to generate demand, scale operation expenses and reduce Sales Costs.
- I trained and mentored newly appointed colleagues.
- I volunteered to lead " the Brand ambassadors" project and drive employees engagement on social media ( Facebook, Twitter and Tech savvy communities).
Achievements :
- Achieved 126% of sales quota in 2012.
- Achieved 112% of sales quota in 2013.
- My team grew sales revenue to $12M, up 23% YoY in 2012 and 11% in 2013 with creative demand generation campaigns, marketing, RAD sales model and sales metrics improvement.
- Improved sales close rate from 38% in 2009 to 81% in 2013 through improved pipeline management, training and coaching, business process improvement and strategic growth initiatives.
- Led end-to-end Customer Experience strategy improving NPS (Net Promoter Score) by more than 80% during tenure. Executed multiple customer-centric initiatives across Tech support, customer Care, Marketing and Sales to drive simplification, inclusion and vision.
I Manage existing channel partners, Identify and qualify new Channel partners in Morocco, Algeria and Tunisia.
- Recruited and enabled 30 new Chanel partners generating 65% new incremental revenue.
- I Actively execute product launches, campaign integration, communications plans, promotion planning and support channel incentive programs.
- I work with channel partners to identify and qualify mutually rewarding sales activities, strategies and business growth opportunities in order to maximize profit & execute against corporate/ segment goals.
- I plan and execute demand generation campaigns for registered/Certified partners and master distributors.
- I build and develop relationships with assigned Channel partners within my account set. I know all aspects of public & commercial customers, the sales marketplace, knowledge of the technology industry including the channel & competitive posture of the organizations I serve.
- Teach and support the partners in building and creating net new relationships with CIO/CXO, IT Director, procurement director as well as other key decision makers.
- I have weekly Meetings with partners and distributors to review our pipeline of opportunities, update Salesforce.com with the accurate sales forecast and provide them with the support they need to close opportunities and increase Dell’s share of wallet in targeted accounts (i.e. Sell-in, Sell-thru, Sell-out ).
- Identify cost effective and practical alternatives for the customer by bundling products/service “solutions” to maximize Dell’s opportunity while meeting customer’s needs.
- I partner with third party vendors as well as channel partners to provide business solutions to customers.
As a Storage and Server Specialist, I’m responsible for working with my assigned sales account executives and inside sales teams to drive and grow the enterprise business within their specific customer account sets.
I’m the lead resource within my team responsible for discovering, identifying, qualifying and closing Enterprise Server, Storage and Services technology solutions that we sell to our customers.
I work with my team to identify the customer IT decision makers and key influencers within a company in order to build trusting customer relationships that enable Dell to become primary partner of choice for Enterprise technology solutions. I identify and overcome the technical barriers associated with the customers IT decision making process.
With a focus on delivering solutions that meet/exceed the IT and Business requirements of our customers which often times are highly complex enterprise solutions, I’m also responsible for establishing and developing key relationships with software, peripheral suppliers and services partners that allow the account team to offer comprehensive enterprise solutions for their diverse customer environments.
In working to develop the solution for the customer, utilizing Dell servers and storage solutions, Dell Professional Services, as well as products from Software/Hardware/Peripheral partners, I serve as the technical lead in designing and architecting solutions that not only meet/exceed the IT and business goals, but also deliver outstanding customer experiences
Direct sales of ERP and CRM Software to Medium and large enterprises in Morocco.
Channel sales of Sharp commercial products to resellers, channel partners and end-users.