Key Account Manager
Del Monte Foods UAE FZE
مجموع سنوات الخبرة :22 years, 7 أشهر
• Managing Key Accounts of major restaurant chains and 5 star hotels within the HORECA Division and maintaining the relationship with them
• Building Sales Team capability to grow the business and achieve annual target of AED 84 million
• Setting efficiency objectives for the HORECA team and tracking individual performance
• Stretching the company’s reach to HORECA and Chain Accounts
• Increasing the average buying products per customer
• Analyzing channel performance and implementing strategies for further development
• Aligning with internal departments to ensure a smooth-running operation is sustained for the clients
• Gaining market knowledge of competitors in the market
• Negotiating new contracts with key accounts and submitting bids on major tenders
• Reviewing and revising existing contracts with key clients according to customer profitability guidelines
• Undertaking extensive market research for identifying potential clients and lead generation
• Managing current commercial objectives to reach annual stretch budget of AED 20 million
• Coordinating site visits and booking client meetings to gain a thorough understanding of their requirements and existing service functions
• Bringing all key functions of the business together to make sure client needs are met from beginning to end
• Preparing tender submissions according to client specifications in a timely manner
• Consulting with Business Unit Heads on menu structures, costings and feasibility studies to provide competitive pricing for clients proposals
• Negotiating contracts and closing business deals with clients by offering value added solutions
• Growing and sustaining key business relationships with all existing and potential clients
Business Development Manager, Transmed Overseas Inc. February 2014 - September 2014
Dubai, U.A.E.
• Planning and executing sales initiatives for major Foodservice clients, specifically 5 Star Hotels and Fine Dining establishments
• Developing business opportunities around a core product range of Fresh Seafood and Fine Dining Items
• Maximizing sales and profitability to achieve annual budget of AED 6 million
• Identifying strategic opportunities for the business and building account specific plans
• Coordinating with the sales team on market visits and assisting them on finalizing business deals
• Maintaining high level business relationships with existing clients as well as developing new relationships with potential customers in the HORECA channel
• Collaborating with suppliers on product availability and pricing in order to capitalize on the chances of being competitive in the marketplace
• Ensuring client-focused services is maintained at all times across all internal divisions whether dealing with order satisfaction, product quality or deliveries
Unit Manager, Transmed Overseas Inc. July 2012 - January 2014
Dubai, U.A.E.
• Managed the Catering and Wholesale business unit within the HORECA Channel, worth AED 40 million in order to deliver and exceed the business plan target
• Analyzed sales performance in the territory regularly and discussed with my team members on actions needed for continuous improvement
• Developed strong account penetration to achieve desired business results
• Built client relations and enhanced them in order to secure customer loyalty
• Liaised directly with supply chain team to meet customer demands by ensuring their forecasted product consumption is in stock accordingly
• Negotiated contracts with key accounts, bid on major tenders and closed business deals
• Implemented strategic management decisions in promoting certain product mixes in the market
• Planned for current and future business opportunities
Account Executive, Transmed Overseas Inc. April 2011 - June 2012
Dubai, U.A.E.
• Planned strategies to meet objectives and achieve targets within the food service department
• Managed and maintained relationships with key clients by regularly visiting them and providing them with product updates and promotions
• Kept track of current market trends in the restaurant and hotel industry and ensured maximum gross profit margins
• Coordinated closely with customer support team in monitoring client orders, food stocks and verifying timely deliveries
• Followed up on collections from customers, deposited them and communicated with credit control department accordingly
• Identified potential new customers and developed business with them
Sales Manager, Hyatt Hotels and Resorts December 2005 - October 2010
DFW Airport, TX, USA
• Developed and implemented a strategic sales action plan to achieve and exceed an annual quota of $1.5 million
• Initiated creative proposals and formal sales agreements with prospective clients
• Managed and supported key accounts by assessing exact program specifications from beginning to end to ensure the success of their event
• Negotiated contracts for hotel rooms, 92, 000 square feet of meeting space and food and beverage
• Solicited new accounts through prospecting, direct marketing and promotional events, trade shows and various networking events
• Scheduled appointments and led sales calls with event planners for Fortune 500 Companies and associations
Convention Services Assistant, Hyatt Hotels and Resorts July 2003 - December 2005
Dallas, TX, USA
• Contributed in the event planning process, including organizing and setting up of all food and beverage, audiovisual, meeting and sleeping room arrangements for upcoming conventions
• Handled clients' needs on a daily basis and managed their program requirements
• Navigated and managed Hyatt's intricate database system and trained new administrative staff
Sales Assistant, Hyatt Hotels and Resorts February 2002 - June 2003
Dearborn, MI, USA
• Provided support for four sales managers in different divisions including the Large Meetings, Small Meetings and Business Travel Markets
• Assisted in development of creative proposals and formal sales agreements
• Monitored and tracked account trends and compiled monthly reports
• Fielded calls and questions and coordinated feedback with clients
Front Desk Agent, Hyatt Regency May 2001 - September2002
Dearborn, MI, USA
• Was responsible for the hotel procedures of registering new guests, and managing frequent guests' reservations
• Proactively responded to all guest complaints and resolved their issues in a timely manner
• Supported the front office manager and supervisor in the training of all new guest service agents
• Aided in managing yield revenue reports and monthly forecasts
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(May 2007) Masters in Business Administration The University of Texas at Dallas, Richardson - Texas
(July 1999) Bachelor Degree in Business Administration American University of Beirut, Beirut - Lebanon __