Sales Manager - Middle East
IFSC Group
Total des années d'expérience :20 years, 10 Mois
• Spearheaded the employee review processes to assess performance, build relationships and
enhance sales success.
• Mentored and coached sales staff on proven-successful selling techniques.
• Directed and led teams to ensure productive goal setting and field sales productivity.
• Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
• Controlled sales cycle processes from new business agreements to sales figure monitoring using
shrewd negotiation skills and detailed reporting.
• Created and implemented organizational and filing systems for sales reports and company
documents.
• Monitored weekly sales to create detailed reports to implement corrective action.
• Identified opportunities for growth within the territory and collaborated with sales teams to ensure
goal attainment.
• Developed long-term customer partnerships that increased sales and margin growth.
• Promptly resolved all customer requests, questions and complaints.
Key Account Management \{i-mile, IPS\}
• Built relationships with customers and the community to establish long-term business growth
• Contacted customers by phone and email in response to inquiries
• Cross trade issues, Switch B/L, Telex Release, Express release
• Manage intra-corporate and customers communications regarding market, corporate, political,
authoritative changes as well as the regular commercial fluctuations
• Mutually building SOP's with operation and making sure for smooth transition.
• Responsibility of creating and managing the budget for the central region
• Create and execute Sales Strategies, Plans, to achieve budgets
• Analyzed sales data and kept up to date with market trends.
• Developed solutions to sales challenges and maximized business opportunities.
• Liaised with customers, management and sales team to better understand customer needs and
recommend appropriate solutions.
• Attended weekly meetings with the VP of Sales to discuss strategies.
• Solutions for ocean/Air product customers
• Work closely with the regional team to improve product competitiveness
• In line with operation team to make SOP's for major accounts and ensure compliance
• KPI evaluation, analysis and corrective action whenever necessary
Key Account Management \{ Yanbu Cement, Grand Silos\}
Trucking
• Route survey / Route Map
• Curtain Side trailer - Riyadh to Kuwait
• Factory extensions
• Heavy Machinery, Transformers (8Mx3.5Mx3.2M) weight 80 tons
Regional Business Development Manager, 08/2012 to 09/2013
Kuehne & Nagel Ltd, . Riyadh Saudi Arabia - Riyadh
• Implemented marketing strategies which resulted in 12% growth of customer base.
• Verified data integrity and accuracy.
• Responded to customer requests via telephone and email and effectively answered questions and
inquiries.
• Customer relationship Management
• Lead team of 8 Sales people with in the Kingdom
• Worked closely with team members to identify potential accounts and assist in closing major
accounts.
• Worked directly with management, ZA, and Sales department to brainstorm, discuss strategy and
mitigate business development issues.
• Performed initial client assessment and analysis to begin research process.
Key Accounts Management \{Al Marai, SMI, Al Essa Industrial)
• Maintaining account portfolio
• Elevated account management by predicting potential threats from competitors to determine
effective solutions.
• Secured high-value accounts through consultative selling, effective customer solutions and
promoting compelling business opportunities.
• Boosted revenue by bringing in and cementing relationships with clients and optimizing the
servicing of existing customer accounts.
• Serviced accounts on a regular basis to propose new products or services and maximize revenue.
• Consistently achieved top ranking in revenue and profit growth by involving BM, FS, ZA and
continuously monitoring V-Log.
• Smooth transition to handover accounts to FS
Head of Ocean Freight along with complete P&L import/export
Saudi EDI, Manifestation import/export, Container IDLE issues, Over weight issues, Bay Plan, ensuring that the shipping and receiving processes run smoothly. This involves resolving problems concerning logistics systems, imports and exports, transportation and customer issues. Complex problem solving skills are used by Shipping Managers on a daily basis.
Part of a my job involves negotiating the price of transportation with carriers. This involves acting as a liaison for corporate decision makers and relaying counteroffers back to superiors. My primary responsibility is to ensure all shipping endeavors stay on budget without compromising speed and efficiency.
International/National Management, Vessel Management, Yard Management, Import/Export KPI, Operations, Sales, Key Accounts, Accounts(Payable/Receivable) .
Being a Shipping Managers I spend a fair amount of their time analyzing key performance indicators and formulating their findings into reports to be communicated with stakeholders. They analyze things like carrier performance and daily employee productivity, and then formulate their findings into daily reports.
Worked with Sales managers to drive and monitor sales prospecting
Responsible for representing company's brand and maintaining long term relationships with exciting accounts in a competitive market place.
Handled high-volume paperwork and collaborated with Sales/Operation/Accounts/Key account department to resolve invoicing and shipping problems.
Lead team of 35 employees
Overseeing shipping documents and invoices, proceed with the payments and fielded client questions on time.
Oversaw evaluation and on boarding of new suppliers as appropriate to broaden the client portfolio and mitigate risk.
Developed and refined a compelling, differentiated value proposition, as well as positioning and messaging for the company's offerings, including Supply chain process and achieving KPI.
Built commercial strategies with management to grow existing accounts, penetrate new customers and markets, and launch new products.
Conducted, aggregated, and distilled market research into meaningful and actionable insights