Commercial Leader - OEM Channel – Middle East
PHILIPS LIGHTING
مجموع سنوات الخبرة :28 years, 10 أشهر
• Responsible for managing the OEM channel in the Middle East region, with the aim of maximizing sales revenues, profits & volumes, while ensuring the
right organization and structure are in place.
• Develop credibility and drive long term relationships with OEM customers, to fulfill long-term sales objectives.
• Define, develop and execute the commercial & OEM channel strategy in conjunction with marketing and Sector/BU management.
• Responsible for creating and implementing sales plan, including forecast, AOP, monitoring sales efforts and performance (monthly/quarterly/yearly) against budget, while taking corrective actions in order to contribute to overall business plan.
• Establish sales team objectives, setting goals and targets while leading, directing and motivating team.
• Contribute to product/solution marketing plans with respect to prices and sales priorities.
• Gain and maintain market information/ knowledge, in order to obtain and grow the targeted market shares.
Achievements: Organizing OEM channel, increase OEM customer base, develop OEM LED business, exceeding sales targets & increase market share.
• Responsible of achieving lighting sales targets within East Africa region and implementing sales plan.
• Work closely with existing partners, setting forecast per partner based on AOP and market, monitor and evaluate their performance on monthly / quarterly / yearly basis, to ensure meeting targets, increase volume and profitability.
• Develop and execute business plans and SWOT analysis to expand lighting business within East Africa markets region.
• Identify white Spots in the market, prepare and execute plans to develop new reliable partners, to ensure growth of market share.
• Build strong relationships with different cross-functional teams to ensure proper handling of customer needs.
• Keep awareness of competition in the market, co-ordinate with marketing and market intelligence, to set up a flexible strategy, and provide partners with the appropriate support, to effectively deal with competitive issues.
• Contribute to product marketing & promotional activities required, in addition to necessary new products/solution launching arrangements.
Achievements: Restoring existing partners’ performance, developing new markets/ hiring new partners, meeting and exceeding sales targets, increasing market share.
-) Develop business strategies to deliver a robust pipeline of new business and market penetration with focus on increasing profitability and strengthening sales.
-) Delivering sales in covered markets with responsibility of revenue growth and increasing market share by developing relationships with distributors, resellers, consultants, large enterprise and government customers.
-) Analysis of product mix and margins to maximize profits.
-) Manage the selling activities using products knowledge, services support and technology.
-) Identify, develop and implement new routes to market and actions to deliver growth plans for territory, identifying and recruiting channel partners including solution providers, VARs and system integrators.
-) Delivering sales in covered markets with responsibility of revenue growth and increasing market share by developing relationships with distributors, resellers, consultants, large enterprise and government customers.
-) Improve and implement training programs for partners and direct sales organization, including sales training and product application to customer requirements.
-) Understand customer business drivers in order to focus on pre sales resource team to influence customer procurement through value added selling.
-) Establish strong relationships with all internal cross-functional teams for better serving our customers.
-) Maintain competition awareness within the regional market and providing partners with the effective knowledge and materials to deal with competitive issues.
Active in sales of batteries, UPSs and cable manufacturing machineries.
Reporting to Marketing and Sales Manager.
The MIBA program develops and expands capacity to analyze managerial problems and make resourceful decisions. Acquire both breadth and depth of knowledge and skills required in a diverse and complex world. Skills include: • Manage change, acquire problem-solving techniques, communicate effectively and lead teams. • Take initiatives and calculated risks. • Think critically and creatively. • Provide an integrated perspective of the functional areas of business affecting any institution from economic, political, legal, and social aspects. • Adopt and practice highly ethical professional standards. • Inculcate a global perspective and an in-depth understanding of the international business environment and its practice. • Make use of contemporary technologies, to understand the strategic role of information and communication technologies in business practices.
The objective of professional programs is to allow engineers to become specialized in the engineering project management field. Courses: • Project Planning and Control Techniques • Management of Project Resources • Project Budgeting and Financial Control • Project Bids and Contracts • Project Management Information Systems • Project Feasibility Studies
The main educational objectives can be summarized as follows: 1) To provide students with understanding of the fundamental knowledge prerequisite for the practice of, or for advanced study in, communications and electronics engineering, including its scientific principles, rigorous analysis, and creative design, embedded and real time systems as well as intelligent machines and applications. 2) To provide students with the broad education, including knowledge of important current issues in communications and electronics engineering, necessary for productive careers in the public or private sectors, or for the pursuit of graduate education. 3) To develop skills for clear communication and responsible teamwork, and to inculcate professional attitudes and ethics, so that graduates are prepared for the complex modern work environment and for lifelong learning. 4) To provide an environment that enables students to pursue their goals in an innovative program that is rigorous and challenging, open and supportive.