Assistant Sales Manager
Kansai Paint MENA
Total des années d'expérience :18 years, 2 Mois
• Introducing and promoting the newly introduced Protective Coating range in UAE market.
• B2B / Institutional sales, key account management, new business development, customer contact and penetration.
• Conducting trials at customer end to get product approvals.
• Meeting with consultants to get the product range specified.
• Working in close coordination with R&D for product development to meet customer needs.
• Training and coaching painters / applicators at customer premises.
• Promoting and introducing the company / brand to key buyers in all emirates of UAE including all market segments i.e. OEMs, extrusion companies, job coaters etc.
• Responsible for all brand / product related activities across UAE.
• B2B / Institutional sales, key account management, new business development, customer contact and penetration.
• Building a data base of all potential customers from scratch including all relevant industries / market segments followed by visits and sales calls.
• Keeping track of competitor’s product, prices and activities in market.
• Conducting trials at customer end to get product approvals.
• MIS reporting, stock management / ordering, sales planning and forecasting / ensuring the completion of sales cycle.
• Replying to all customer enquiries in a timely and accurate manner.
• Working in close coordination with R&D for product development to meet customer needs.
• Training and coaching painters / applicators at customer premises.
• Introducing and launching the brand in Northern emirates i.e Dubai, Sharjah, UAQ, Ajman, Fujairah & RAK.
• Securing paint business of under construction villas and routing the sales through dealer to ensure their business interest.
• Collecting / listing the market database and presenting data of prospective clients.
• Opening the new dealer accounts and managing the existing set of dealers.
• Placement / Sales of CCD machines at the dealer outlets.
• Ensuring the merchandising and product display at the dealer outlet.
• Ensuring primary and secondary sales followed by the payment collection.
Role: Retail Sales. (Dec 2013-Sep 2014)
Scale of Operations:
• Introducing and launching the new brand ‘’Oasis Paints’’ in Dubai and Umm Al Qawain market.
• Collecting / listing the market database and presenting data of prospective clients.
• Opening the new dealer accounts.
• Placement / Sales of CCD machines at the dealer outlets.
• Ensuring the merchandising and product display at the dealer outlet.
• Ensuring primary and secondary sales followed by the payment collection.
• MIS reporting, sales planning and forecasting.
Role: Project Sales. (Oct 2014 to May 2015)
• Keeping track of upcoming construction projects.
• Introducing the company brands i.e Oasis and Dulux to the consultants and contractors.
• Understanding BOQ and preparing the quotations.
• Ensuring new business development along with managing the existing clientele.
• Complaint handling.
• B2B / Institutional sales, key account management, marketing, business development and conversion projects from liquid stoving paints to powder coatings, customer contact and penetration.
• Introduction of new brand / company in market and relationship building at all levels for assigned accounts.
• Product Trials at customer premises and approvals.
• Complaint handling and customer services.
• Leading the sales team to ensure target achievement and timely collection of receivables.
• Assess reasons for competition activity in existing accounts and prepare strategy of displacing them.
Role: Managing B2B Relations
Achievements: Conversion of Dawood Yamaha (motor bikes), Sazgar Engineering (Tri Wheelers Manufacturers), Pakistan spring, Metaline Engineering and various small size customers from liquid paints to powder coatings.
Business Volume Handled: 180 Million Pak Rupees Annually
Scale of Operations:
• B2B sales / Key Account Management.
• New business development / sales of value added products, building and updating the sales database.
• Specializing in conversion projects especially in automotive industry, dealing with government and defense organizations.
• Participating in seminars and trade exhibitions.
• Complaint handling / Client relationship management and customer services.
• Training / coaching customer’s staff through seminars and powder school program.
• Sales Planning and forecasting.
• Timely collection of receivables.
Role: Distribution Management / Sales Team Management / Primary and Secondary Sales.
Achievements: Promoted to Area Sales Manager after being announced as Best Sales
Promotion Executive for 2004. Highest primary sales of 285000 Liters lube in one month
and Secondary sales of 255000 liters.
Business Volume Handled: 360 Million Pak Rupees Annually
Scale of Operations:
• Meeting primary and secondary sales targets, managing 3 distributions with over 60 people in reporting line.
• Sales planning / forecasting and on time placement of orders to maintain the stock norm.
• Ensuring product sales, collection, merchandising and display in the high street division with over 1800 outlets and wholesale market.
• Coaching / Training sales team and distribution Staff.
• Improvement of KPIs, implementation of company HSE and performing HR activities for distribution and sales staff.
• HSSE focal point for the distribution.
Sales Promotion Executive Shell Pakistan Ltd.
Achievements: Best Sales Promotion Executive for the year 2004, Winning the best activity and product launch award as a team for the central region in year 2004.
• Planning, managing, organizing and hosting BTL activities, road shows, and trade seminars.
• Selection of target audience, market cluster, theme and venue of seminar / gathering.
• Planning seminars and trade gatherings in close coordination with sales and marketing to ensure the effective product launch / re-launch, retaining customers, taking the competition market and shelf share. Overall resulting in enhanced sales and business volumes.
• Creating better product / company awareness in market.