Commercial Manager
City Mall
مجموع سنوات الخبرة :23 years, 5 أشهر
• Develop plans and strategies for developing business and achieving the company’s sales goals through Broker/Agent sales
• Create a culture of success and ongoing business and goal achievement.
• Manage the sales teams, operations and resources to deliver profitable growth.
• Manage the use of budgets (Sales & Marketing)
• Define optimal sales force structure.
• Hire and develop sales staff / Brokers.
• Define and oversee sales staff compensation and incentive programs that motivate the sales teams and brokers to achieve their sales targets
• Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives.
• Manage customer expectations and contribute to a high level of customer satisfaction
• Define sales processes that drive desired sales outcomes and identify improvements where and when required
• Put in place infrastructure and systems to support the success of the sales function
• Provide detailed and accurate sales forecasting.
• Compile information and data related to customer and prospect interactions
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
• Work closely with the marketing function to establish successful support, channel and partner programs.
• Manage key customer relationships and participate in closing strategic opportunities.
• Travel for in-person meetings with customers and partners and to develop key international relationships.
• Developing and implementing commercial strategies according to company goals and objectives aiming to accelerate growth.
• Conducting market research and analysis to create detailed business plans on commercial opportunities (expansion, business development etc.).
• Understanding the requirements of existing customers to ensure their needs are being met.
• Act to acquire new customers and manage client relationships (new and existing).
• Collaborate with and coordinate diverse teams (marketing, sales, customer service etc.).
• Build and maintain profitable partnerships with key stakeholders.
• Monitor performance of commercial activities using key metrics and prepare reports for senior management.
• Assist in setting financial targets and budget development and monitoring.
• Examines company rules to make sure they stay relevant and makes recommendations for necessary changes.
• Looks for opportunities to grow a business, whether through partnerships or new initiatives, and works to take advantage of those opportunities.
• Analyses sales and other reports that give insight into how a company can make adjustments to improve performance.
• Coaches employees on best practices for managing contract issues and handling daily issues and tasks.
•Responsible for the development and performance of all the Life activities in Gulf.
•Planning, building and coaching life sales operation to meet qualitative targets in a profitable, sustainable manner.
•Lead the Life sales team in implementing the sales strategy & sales best practices to deliver the company’s vision and business objectives.
•Plan, build, coach and develop Life sales operation in the Gulf region.
•Develop and manage the training to provide appropriate / regular updated training, oriented towards results and attitude building in measurable and profitable way.
•Personally selects and develops high Business Development Managers to reach their full potential and create strong Life sales management team.
•Establish a management process to ensure effective follow up of Life performance and identify and implement new necessary initiatives and corrective actions well in advance.
•Establish standards and procedures to facilitate the effective, disciplined and consistent functioning of the Life sales structure.
•Control expenses to meet Budget guidelines
•Communicate with reputable brokers and explore areas of cooperation.
•Recruit and select sales consultants, potential unit Heads, Unit Heads and Agency managers.
• Managing the company’s Sales Centers and Agencies in Jordan & PNA with over 130 agents.
• Managing a team of Agency Executives, Sales Managers, Training Manager, Agency and Unit Managers.
• Participating with the Company GM in setting short and long term business strategies for achieving Agencies and Sales Centers objectives.
• Managing Sales activities to ensure optimal utilization of resources and meeting sales targets and objectives.
• Setting the overall Sales strategy and plans to achieve company goals, and administrating the achievement of those plans.
• Reviewing the performance of all Agencies and Sales Centers periodically, and identifying causes or issues related to the drop of sales, customers / agents complaints, high percentage of non productive business…etc.
• Specifying manpower requirements according to the recruitment and selection system and as per the recruitment planning practices at the company.
• Identifying training needs of subordinates and evaluating the outcomes of the training courses in coordination with the Training Manager and Human Resources.
• Revise monthly reports on the performance of Sales Centers and Agencies sales activities in Jordan & PNA and suggest improvements on how to increase the market share and maintain market leadership.
• Analyze Sales statistics of the company to assist in Sales policy formulation.
• Leading and motivating the Agency Sales force to work with conviction and proper attitude, removing any real or assumed barriers, to achieve budgeted objectives.
• Directing, developing and coaching the agency and unit managers to recruit and build a professional full time agent sales force also ensuring that appropriate class and field training is provided to the Agency sales force and Executives.
• Applying the company standards and procedures, which facilitate the effective, disciplined and consistent functioning of the Agency structure.
Managing Large Accounts portfolio for over 60 companies
· Participates in enriching the accounts database.
· Overall Account Management:
· Identify Potential Customers
· Competitive edge Simulation
· Managing the After Sales process
· Promote sales through managing promotions activities and subsidies with Accounts.
· Quarterly Business planning.
· Daily, Weekly and Monthly Reporting.
· Key Management Performance Indications development and monitoring.
· Recommending designated offers and products that best suit the account needs and requirements through identifying the potential segments in coordination with the marketing department.
· Recommending proactive and reactive campaigns versus the competition.
· Developing a trustworthy relationship with Accounts.
· In coordination with the Sales Support and marketing, give consistent feedback about market situation and competition movement.
Responsible for making reservations for customers via fax, e-mail, telephone, and the global reservation network known as "CRS". All data would be input into the hotel's "Fidelio" computer system.
· Receptionist, I was responsible for checking in and out customers, handling inquiries, complaints, and ensuing maximum customer satisfaction and quality service.
· Guest relations, my duties mainly revolved around serving VIP customers by ensuring high cleanliness room standards accompanying the guests form the Hotel entrance to the VIP room and administering VIP service standards.