Chief Operating Officer
Unilumin Middle East DMCC
Total years of experience :29 years, 4 Months
Achievements
- Running MENA operations and responsible for local teams development and performance in Sales, PreSales, aftersales and Marketing .
- Created and executed a Business Plan to define the road map for putting Unilumin in a leading position in MENA with short, medium and long term actions.
- Customized a local partner management plan with clear roles and responsibilities, targets, business reviews, KPIs and rewards.
- Recrutement of new sales, marketing and after sales resources. Defined team KPIs, coached the team executing the set plans and achieve success.
- Developed strong local parters network within MENA region. Recruited top companies and attracted them to use Unilumin and replace competitors.
- Build a healthy funnel and achieved more than 900% funnel growth.
- Specified Unilumin products in a number of new projects with end users and consultants.
- Received the first orders within the first months.
Role 1: Manager MEA Sales & Market Intelligence
• Leading the local sales team ( Sales Director, Sales Managers and Business development Managers ) in achieving company targets
• Leading MEA monthly Order & Sales forecasting and sales reviews, and leading the local O&S forecasting process
• Reporting to MEA Region VP. Dotted reporting to CFO & EMEA VP at HQ, making sure the KPI’s for local sales team are met and defining the necessary corrective actions as needed.
• Working together with MEA VP on budgeting, planning P&L and resources.
• I have also taken a role of Strategic Market Intelligence & Business Development Manager, in order to help Barco better understand complex projects and to develop key prospects to search and identify key stakeholders and define scope of work in major complex projects and Key Accounts, also, making sure all stakeholders are informed about Barco scope and what values Barco can add to the projects.
Achievements:
• Achieved a stable and consistent double digit growth in 5 years, thanks to team work, new strategies and new processes we defined which have put Barco MEA in a market leading position.
• Actively provided quality contributions and defined MEA business strategy and processes for Barco partner & channel management, processes for local sales, service and operations teams, individual KPIs and targets, and ways to improve and measure performance.
• Established new local channels and new markets for Barco products in MEA.
• Increased the MEA O&S forecast accuracy to 95% despite the region specific difficulties.
• Created a unified reporting system to enable HQ monitor and support the local MEA team performance.
• Influenced a number of major projects and got involved at early stage in the projects to eventually win.
• Specified Barco products in a number of major development projects within MEA
Role 2: Customer Care Manager MEA
• Developed MEA service organization and coached the local service team, enforced service processes locally in order to elevate our service operations excellence to higher altitudes leading to higher NPS score, customer satisfaction and better customer experience.
• Reporting to MEA Region VP and EMEA service VP, also, represent the MEA region during the service reviews and management board meetings at HQ, combined with executing my Sales Operations Management & Market intelligence roles.
Achievements:
• Elevated service revenue in MEA and achieved the highest service revenue growth worldwide within service organization.
• Elevate MEA NPS & customer satisfaction scores to achieve the company set targets and converted detractors into promoters.
• Set up a network of new service partners around MEA region and establish a network of authorized local service centers.
• Design new service packages to match local needs of MEA customers, and support this with relevant training programs to local partners and key accounts.
• Built a service business review system with local partners; this have dramatically improved our service performance in MEA region.
Achievements:
• Developed 22 new channel partners in addition to supporting existing partner network throughout MEA, which resulted in healthy order intake
• Secured the first 20 deals with new channels and new customers, and more from Barco existing partners
• Developed a very healthy funnel for Barco new products introduced through the new channels
• Introduced a promising prospecting plan for the next 3 years for a double digit growth target, this resulted in Increasing sales of new products introduced throughout Middle East & Africa
• Successfully implemented projects and managed multinational teams of subcontractors up to 60 personnel of various seniority levels (site managers, engineers, technicians, electricians and coordinators)
• Managing MEA operations (projects, customer service & presales), and coordinating between sales team, service team and customers project stakeholders
• Reporting to MEA Region Director.
Achievements:
• Successfully completed 4 of the largest projects executed in Barco history worldwide (i.e. Dubai Mall, Khalifah Stadium, Saudi ARAMCO OSPAS, Kuwait Oil Company and many more other projects)
• Successfully managed the proper execution of the largest two service contracts in Barco history ( DM & ABSA)
• Improved margins in all major projects I handled and got high scores of customer satisfaction.
• Driven the success of MMS western region of Saudi Arabia operations and staff including 10 personnel in Sales, service logistics and operations
• Coached sales, project management and engineering teams handling major projects and tenders having Production, Broadcast, Audio/Video, Sound Reinforcement, Audio Conference, Video Conferencing, Language Laboratories, and CCTV systems.
• ISO 9001 & SAP work environment.
Achievements:
• Achieved the highest sales for 3 consecutive years, among all sales team country wide (Audiovisual & Security Division )
• Won the biggest single project country-wide in the history of MMS Audiovisual & Security Division in 2001 (10 Million SR) after 2 years of continuous follow up.
• Started with “MMS“ as Senior Sales / Pre-Sales Engineer, then promoted to Region Manager, Reporting to Country General Manager
Technolinks is a leading audiovisual and security systems integrator in Jordan; used to be ranked Number 1 in Jordan
• Started as a pre-sales design engineer, and promoted to Engineering Manager. Reporting to company CEO, managing the works of company sales engineers, installation engineers, projects management and service department.
• Defined Project implementation processes and coached the projects and presales teams, leading meetings and discussions with Contractors. Consultants, and end customers.
Achievements:
• Influenced, designed, engineered, managed, and executed successfully the first turn key low current systems (5 star hotel project) in company history, competing against international system integrators, this did open the door wide for Technolinks to win several similar projects in Jordan market, and redefined the company name in Jordan to one of the main AV system integrators in Jordan .
Bachelor's Degree in Electronics Engineering,