Senior Executive Sales Manager
Xerox Egypt
مجموع سنوات الخبرة :19 years, 3 أشهر
Jan 2012 - April 2014 Xerox Egypt
Senior Executive Sales Manager
Strategic Accounts Operations
Responsibilities:
* Responsible for sales operation of the Strategic Accounts Ops. managing group of sales account managers.
* Responsible of Xerox corporate Strategic accounts ( in the banking, and financial sectors) and outsourcing projects
* Setting up future strategies and product development.
* Setting up realistic and achievable goals and taking necessary steps in order to achieve them.
* Motivating sales force to achieve the budgeted targets.
* Creates and manages cross-functional teams, processes and information streams of the business.
* Analyzes business performance against objectives
Jan 2010 - 2011 Xerox Egypt
Senior Executive Business Development Manager
(Production Solution Group)
Strategic Accounts Operations
Clients: Banking, Telecommunications and Graphic Arts Industries.
Responsibilities: * Key objective is to drive increased business penetration through motivation and mentoring of the Sales Teams
* Leading and assisting to manage and measure the strategic Accounts operations Sales teams to achieve the targeted Revenue and with the required Margins.
* Identifies team member's individual strengths and weaknesses and implements appropriate coaching plan to develop.
* Engages with Sales Leaders to facilitate account and opportunity planning sessions to develop clear strategies, value propositions and actions to acquire strategic accounts.
* Keeps up to date with current industry trends and fully assess the impact on Xerox customers and potential customers
* Relays customer feedback to assist with the future development of Xerox services.
* Assists in the on-going education/development of the teams including training and coaching them on how to sell effectively
* Having a strong understanding of customer needs; uses customer feedback to improve processes/service
* Effectively leads the team members to gain results, establishes and communicates clear priorities, assists building and motivating the team, works to improve capabilities of team members
* Ranking no. 1 for year 2010 with Performance 183%
Jan 2007 - 2009 Xerox Egypt
High End Products Manager
Clients: Banking, Telecommunication, Government and Graphic Arts Industries.
Responsibilities:
* Provide focused sales expertise for Future Color business solutions
* Responsible to define document processes, applications development and volume growth to enhance customer profitability and productivity
* Utilize solutions selling skills to communicate Xerox strategy and direction to key decision makers
* Collaborate on development and execution of account strategies
* Identification, engagement and coordination of marketing and technical resources to sell high value-add solutions
* Stay current on industry trends, best practices and competition
* Leadership Attributes: customer driven approach, managing teamwork, drive for business results, decision-making, openness to change, environment and industry perspective
* Cascade leadership and experience to identify and develop business opportunities with sales account managers and key influencers decision makers of client organizations
* Follow order to install process to ensure 100% customer satisfaction in all post sale activities
* Coordinate Future Color focused customer events
* Provide necessary leadership to support the Company and the Business Team in attaining their color plan
* Participate in account strategy sessions involving Future Color, account workshops and major opportunity reviews
* Provide input on the training materials required to develop a sales force with a high level of credibility with commercial printers
* Ranking no. 1 for year 2007
2003- July 2006 Xerox Egypt
Executive Account Manager
Production Solution Group
Clients: Government, Banking and education
Responsibilities
* Identify customer requirement, determine best solution
* Present proposals while ensuring customer concurrence throughout the entire implementation process
* Understands key business process and applications
* Interface with presales analyst, second level support and service
* Understanding of all business operations including the core drivers within the sales and marketing process
* Understand the financial impact of decision including margin, volumes and likely impact on market share.
* Understand the range of effective marketing tools available in a channel market environment
* Coordinating with products' managers to fulfill the company strategy and plan
* Maintain and improve customer satisfaction through proper handling to their complaint and customer care visits
* Follow up on implementation of solution starting from contractual to delivery through installation of SW and HW, assure compliance with existing systems, testing outputs and creating new application
* 107% (2004)
* Special recognition trip Jan 2004
* Excellence award 2005
2001-2002 Xerox Egypt
Senior product Specialist
Responsibilities: * Achieve assigned operating targets / objectives for all Docutech products
* Cascade leadership and experience to identify and develop business opportunities with sales specialist and key influencers decision makers of client organizations
* Support Government sales specialist to understand customer key business process and applications
* Conduct sales calls with sales team, demonstration, proposal creation, presentation, and input and maintain prospect activity into sales cycle tracking processes.
* Ensure full coverage of sales team for all Governmental territories
* Development of business application for Docutech
* Work with marketing for on-going updates of competition info
* Responsible for creating and building relationships that will result in additional revenue and revenue opportunity within the Government territory.
Achievements
* Ranking no. 1 for year 2001 (284 %)
* 125 % year 2002
Oct. 1999 - Dec 2000 Atlantic Industries
(Coca Cola International)
Operation Development Manager
Responsibilities: Programs Management
• Identify opportunities and areas of development in accordance with the overall company strategy.
• Prepare concept papers, feasibility studies and business cases for defined programs/projects
• Conduct and present the necessary market research and cost/benefit analysis for defined projects, highlighting possibilities and opportunities for success.
• Coordinate and monitor all relevant programs/projects along with their milestones, tracking progress and anticipating project setbacks.
• Develop action plans for the programs/projects tracking their progress.
• Highlight high business risks and red flags and follow up implementation of the suggested solutions.
Operation Management
• Ensuring the right execution for company products
• Supporting the management of Assiut plant and 3 main depots in implementing the Atlantic industries international standards
• Utilizing and Increasing the turnover of the plants assets (vehicle, glass, creates etc ..)
• Enhancing the performance of the direct and indirect distribution sales force through routing and rerouting and all operation activities eg. Loading the trucks with all packs all brands, coolers placement in premium location in the trade, contracts structure with key accounts.
• Ensuring the proper implementation for the marketing promotions in the market place either trade or consumer promotions.
Achievements
* 8 % vs. prior improvement in direct distribution.
* 6 % vs. prior improvement in indirect distribution.
1997 - 1999 Xerox Egypt
Facilities Management Specialist
Xerox Global Services
Responsibilities: • Ensure that the annual revenue and site targets for Xerox portfolio are achieved through consistent revenue performance
• Protect and manage the Xerox portfolio market base in the specified accounts. Grow the market base through strategic account review and account planning
• Maximize profit share on all deals in order to ensure the correct level of profitability is attained in area of responsibility
• Exhibit a proactive approach in attending to customer problems and needs, and avoidance of customer dissatisfaction, to display a total commitment in putting the customer first
• Co-operate with different appropriate business functions to ensure that the teams target is achieved and to maximize customer service levels
• Accurately and timely complete and process all documentation and administration (contracts structure, document workflow and SLAs)
* Ranking no. 1 for year 1998 (186%)
* President club award 1998 for extraordinary contribution (Rome)
* Par club awards in (Jan.1999) for best contribution over 110%
1994 - 1996 Xerox Egypt
Sales Representative
Responsibilities: * Sell company products within an assigned territory for non-Xerox customers
* Effectively select and utilize sales tools / resources that are available, product demonstration to meet customer needs
* Increase customer satisfaction.
* To build and maintain a customer care program through territory management
* Coordinate with service, collection & billing to solve customer problems
* Top order taker commercial sales operation Semester 1 1995
* Excellence Award winner for the Commercial sales operation
* Par Club Award winner for high achievers Jan.1995 (over 110%)
Bachelor of Commerce (Accounting): Ain Shams University, Cairo Egypt - 1992
Secondary School: Saint George College, Cairo Egypt - 1988