Head of Retail, Operations, Sales and Marketing
DunRoamin Ltd
Total years of experience :17 years, 3 Months
Dunroamin Ltd is a UK registered limited company, with an online e-commerce and physical retail presence, with manufacturing capabilities
GGICO is a Dubai Financial Market listed public shareholding company established since 1973. GGICO is a conglomerate with widely diversified activities in manufacturing, industrial, financing and brokerage, insurance, retail, services, trading, transport, hospitality, real estate development and investment in shares and securities.
Highlights:
•Distinction of rolling out very profitable van telecom operations in UAE and KSA that included sales in excess of $150K daily.
•Devised effective strategies and enhanced Blackberry market share in KDR channels in KSA and UAE by 11 and 9% respectively.
•Developed all SOP’s and facilitated various processes to help our team improve productivity.
•Led the RFP' for several bids, including HTC, Nokia, Etisalat and Apple (3 successful).
Highlights:
•Developed and implemented business review processes with key partners and customers with satisfaction ratings currently 9/10.
•Drawn up IMEA channel marketing strategy that enabled the maintenance of share of voice and shelf in all channels whilst Nokia was undergoing turbulent internal changes.
•Holds the credential of defining and leading operator and customer marketing strategy and initiatives for all distributors, retailers and operators across MEA.
Key Responsibilities:
•Entrusted with the onus of driving channel marketing across all 70 MEA Markets covering all channels, including general retail, branded retail, operator retail, rural and developing channels.
•Meticulously managed channel investments to ensure the best ROI on the channel marketing spend.
•Interfaced and negotiated with MEA Telecom operators’ group level deals that included Etisalat, STC, Zain, and Vodaphone.
•Accountable for learning & development, training need identification, module design, planning, coordination, training delivery & execution in the area of technical, functional & soft skills across Global Operation.
•Proactively contributed in the transformation of traditional channel POSM assets to digital and consumer centric engagement elements to attain successful market share expansion.
•Maintained a constant vigil on sales and market dynamics and attuned marketing strategies to exploit available opportunities.
Highlights:
•Recognized for managing all device launches across all channels (28K visited stores) across 70 countries in the Middle East, Africa and India to ensure constant growth in compliance with the policies and procedures.
•Credited for handling all BTL and retail activations of the Nokia launched Dual Sim portfolio that gained 18% market share in 3 months.
•Generated new and innovative ways to create impact through retail marketing in terms of visual merchandising, store layout, marketing materials availability, always keeping the consumer in focus.
•Conceptualized and created all current Nokia retail digital consumer booths across IMEA to ensure client retention and apt market penetration. Recognized as a global best practice.
Key Responsibilities:
•Accomplished responsibility for managing retail/customer/operator investments and ensure the best ROI on the retail spend.
•Responsible for sourcing and managing all fixtures and fittings manufacturers across IMEA.
•Shouldered the responsibility for all customer and distribution events across IMEA. These events have scored consistently high satisfaction scores from attendees (C level and owners).
• Instrumental in designing and delivering of customer marketing assets and collateral for customers and operator marketing initiatives across MEA.
•Overall ownership for deployment of the MEA Retail Marketing Strategy across the various retail channels-branded as well as general retail to capture target consumer base while ascertaining compliance to organizational brand objectives.
•Played pivotal role in planning, directing & controlling the Organization's activities to ensure that all scheduled targets and standards are achieved within allocated budget.
•Actively involved in designing, manufacturing and deployment of fixed TCO and solutions TCO to markets, incorporating local market to achieve short/long term business strategic goals and profit objectives.
•Set and fine-tuned an excellent operational base which is ratified by a very high customer retention ratio, focused on productivity and operational efficiency translating into cost savings and bottom line improvement.
•Established a web based system for timely, quality delivery of campaign POSM materials for all campaigns to Local Sales Units, ensuring all POSM is provided to them for launch day implementation.
•Solely responsible for managing and tracking the display phones process for MEA to ensure smooth functioning of the ordering, management and store delivery of the display phones. $4 Million annual spend.
Highlights:
•Led the global project to define and measure current sales personnel competences.
•Defined business mission and performance standards across all functional areas and periodically reviewed performance with deft application of concurrent management audit procedures.
Key Responsibilities:
•Fully accountable for driving sell-in of the Nokia portfolio to defined target customers (key industry and distribution players) to maintain a strong competitive market presence.
•Pivotal in integrating material and message creation for activities and ensure consistency throughout the whole sales cycle to optimize performance parameters and business outputs.
•Closely monitored training activities, plans, tools and resources for sell-in, sell-out and competence development by channel (retail, operator, B2B) to improve the service and to improve the volumes.
•Drove training support systems along with the assurance of regular upgrades, maintenance of all knowledge support systems and implementing processes to make the training function process driven.
•Actively engaged in content creation for each sales phase: Sell-in, Sell-through and Sell-out (Nokia Academy) to facilitate uninterrupted growth.
Highlights:
•Completely redesigned the business model, from using training consultants to embedding training resources in local countries, with local talent and local costs. Saved $3.4Million in year one. This model is now copied across ALL Nokia units worldwide.
•Directed and led the external & internal training function on a MEA level in addition to developing and implementing training strategy for Nokia sales channels.
•Conducted detailed ‘SWOT’ analyses and factored for competitive market determinants and key organizational objectives.2500 sales force involved.
Key Responsibilities:
•Key player in analysis, development and implementation of strategic business plans & policies while ensuring organizational growth.
•Assumed responsibility for managing performance of MEA training organization including Field Sales Force competency, training deployment, loyalty program creation and providing value through training services delivered to channel partners for achieving higher operational efficiency, resource rationalization and cost reduction.
•Set up a structured candidate feedback mechanism to assess effectiveness of the training programs. Analyze the feedback inputs to improvise the system of training delivery.
PAST EXPERIENCE
March 2004-October 2006: Director of Franchise Operations and Training, Olayan, Riyadh, Saudi Arabia
February 1999-March 2004: Middle East Training Manager, Burger King, Olayan, Riyadh, Saudi Arabia
January 1997-January 1999: GCC Training Manager, Olayan, Riyadh, Saudi Arabia
August 1994-January 1997: Various Operations Roles, Olayan, Riyadh, Saudi Arabia
January 1992-August 1994: Training Manager - Food Brands, Diageo, United Kingdom
MBA. Master of Business Administration in Management