Products Manager (Sales Manager)
Ingram Micro
Total des années d'expérience :18 years, 2 Mois
Big Achievements:
Doubled the Growth Profit in Xerox business by maximizing the ROIC.
Tripled the active channel for GN Audio (Jabra) in 1st operating quarter.
Job Description:
1. Managing “Specialty” Verticals’ business within Ingram Micro (UCC, DC/POS and Printing businesses).
2. Driving the Product strategy to achieve revenue, profit and breadth goals for relevant vendor and Ingram Micro
3. Looking after a healthy Return on Invested Capital (ROIC).
4. Planning, strategizing and executing plans through the sales resources assigned for the product lines.
5. Research and study of Ingram’s position/market share per region / channel segment.
6. Develop Marketing Plan annually and quarterly, working closely with marketing team for implementation and for measuring each event success rate.
7. Design Reseller Programs for different Channel Segments to insure the right penetration and sales of different product segments to the right Reseller Segments.
8. Manage maximizing the use of Vendor Marketing Funds (according to Vendor contract and system).
9. Attend resellers Training and Seminars.
10. Monitoring sales pipeline and ensuring closures through sales teams.
11. Managing and planning rebates achievement by achieving the assigned sales targets.
12. Development of close relations with the vendor at every level.
13. Working with the vendor to achieve Ingram targets as well as Vendor Targets.
14. Sharing market requirement and feedback.
15. Building strong personal relation between key people in both organizations.
16. Maximizing the support Ingram gets from Vendor in all business aspects.
17. Ensure compliance with vendor contracts, reporting requirements, territory rules etc.
18. Upgrade skills and technical knowhow of both Ingram Sales team and Partners Sales teams.
19. Develop testing and certification programs for sales team.
20. Monitor/Develop Performance of each Salesperson for his/her Product.
Job Description:
1. Managing Ruckus Networks Business in Egypt as a funded head from the vendor.
2. Achieving sales, revenue and growth profit through our Channel Partners.
3. Developing and implementing effective reseller recruitment strategy.
4. Analyzing reseller capacity throughout the country to pinpoint activities to match recruiting efforts.
5. Performing analysis of reseller mix by product specialty and develop plan to ensure recruitment efforts target correct mix of resellers.
6. Identifying and providing necessary trainings/development to the Partners.
7. Coaching and Leading Partners’ sales teams to sell and achieve the needed targets.
8. Increasing Ruckus Brand/Products Awareness and Improve Ruckus Brand/Products Positioning in the Egyptian market.
9. Developing Demand Generation Strategies/Plans.
10. Planning and Implementing the go to market strategies.
11. Developing and Implementing Lead Generation plans with the Partners.
Big Achievements:
Achieving 120% in first 11 months.
Achieving 240% in Cloud Solution provider mix.
Job Description:
1. Managing SMC and SMB Academic Business in Egypt.
2. Achieving sales, revenue and product/solution mix.
3. Increasing revenue streams in addition to gaining market and mindshare among student population.
4. Developing and maintaining broad and deep customer partnerships, including building relationships at the CxO level and expanding relationships outside of IT Team.
5. Helping Customers in the business/digital transformation.
6. Helping Customers in the migration plans from old on-premises solutions to the new modern solutions “IaaS, PaaS and SaaS”.
7. Establishing and Maintaining relationships with strategic education solution providers (SaaS providers) to implement a co-sell motion.
8. Recruiting new Microsoft Authorized Education Partners (AEP).
9. Identifying and providing necessary trainings/development to Microsoft AEPs.
10. Coaching and Leading Microsoft AEPs’ sales teams to sell and achieve the needed targets.
11. Aligning Microsoft Goals and Objectives with our AEPs' Objectives to achieve a successful partnership.
12. Planning and Implementing the go to market strategies with Microsoft AEPs’ Owners/Leaders.
Big Achievements:
Successfully opened up Four Oil and Gas Strategic Accounts.
Increased the Company’s market share with 80%.
Job Description:
1. Using Xerox resources to achieve the maximum profit from assigned Strategic Accounts.
2. Setting/improving the best GTM (go to market strategy) to develop Xerox’s business in Oil & Gas sector.
3. Establishes productive and professional relationships with key personals especially with C Levels to ensured satisfaction level in assigned accounts.
4. Coordinates the involvement of company personnel, including support, service and management resources in order to meet account performance objectives and customers’ expectations.
5. Set strategy/plan and right tactics required for managing accounts business.
6. Achieving the company targets on both profitable sales volume and strategic objectives in assigned accounts.
7. Proactively assesses, clarifies and validates customer needs on an ongoing basis.
8. Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel to ensure getting the most benefits.
9. Managing the resellers and partners responsibilities, duties & directions as well as determining the proper reseller profit margin per each deal in assigned accounts.
10. Proactively recruits new qualifying partners to get the maximum coverage/profit.
Big Achievements:
Increased the Company’s market share with 50%.
Increased the Company’s annual revenue from 3M/Year to 9.5M/Year.
Improved and enhanced previously damaged relationship with key customers recovering 1.5M in lost sales.
Job Description:
1. Manage the Company’s business in order to develop sales and increase company’s market share in the assigned sector (Industrial Sector).
2. Establish and maintain successful relationships with customers.
3. Penetrates assigned Sector by:
a. Generating a new business across the Sector.
b. Selling new or additional products or services to current customers.
c. Using an existing network of industry contacts to generate new business.
4. Lead all concerned teams (Pre-sales, Project Management, Customer Service, Support, Finance, Collection ... etc.) to reach customer satisfaction.
5. Initiate new ideas to facilitate selling new products to increase customer portfolio.
6. Act as a consultant for customers to provide multilayers solution.
7. Assist the customers on setting plans/budgets for short/long term plans.
8. Follow new technics and ideas in negotiation to sell, retain and increase loyalty.
9. Studying, Analyzing and segmenting the market for assigned sector based on new changes occur.
10. Setup plans to achieve new short/long terms goals/objectives assigned by top management.
11. Presents achieved targets and the new approaches for decision making by line managers/directors.
12. Achieves sales/revenue assigned targets and objects.
13. Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, techniques, etc.
14. Recommends changes in company’s policies by evaluating results of competition behavior.
1. Leading the back office team to achieve its targets.
2. Handling complaints from VIP customers.
3. Reporting with all the team performance to the product manager.
4. Enhancing the workflow with the other departments/resellers.
1. Handling customers inquires in all issues related to the ADSL service.
2. Configuring all kinds of ADSL routers/modems.
3. Troubleshooting all kinds of Networks problems.
4. Guarantee customer satisfaction from company service.
1. Answering customer’s calls, and solving their problem over phone.
Mini MBA in Marketing • Subjects: o Principles of Marketing o Integrated Marketing Communications o Brand Management o Strategic Management o Business Finance o Organizational Behavior