Marketing and Business Development Manager
UBMS
Total des années d'expérience :19 years, 9 Mois
Highlights
Played a key role in signing an exclusive distribution contract with a well know brand (in the pro video/photo industry) to distribute their goods in a new territories (within in the MEA region)
Played a key role to sign distribution contracts with key brands to represent them in the Africa market
Built up the online sales department
Successfully contributed to increase the sales by 13% in 2017
Cleared up 30% of the aging inventory in the end of 2017
Key responsibilities
Strategy and Planning
Preparing and implementing the company business strategy and expansion plan
Preparing and implementing the business development plans with the key partners
Preparing and implementing the marketing plan and budget
Managing the marketing department
Marketing department management
Preparing the monthly media plans, schedules and deadlines of the activities
Preparing weekly and monthly reports to the management and to the key brands/principles
Preparing weekly promotions (new products, sales promotions, bundles offers, clearance, special discounts…)
Monitoring sales and preparing action plans
Defining the KPIs and measuring the ROI of the campaigns
Managing the marketing team and providing them with the necessary training
Communicating with the company’s principles “SONY, ARRI, VITEC, ZEISS, CANON, SENNHEIZER, DJI, LIBEC, FOR-A, ROSS VIDEO, SAM, GRASS VALLEY…
Supervising the website updates, features, traffic…
Planning and supervising the social media activities (in house training videos, promotional posts and campaigns, new products, events, Posts from the field (Friends of UBMS program)
Supervising the communication with 3rd part agencies (creative design agencies, web design agencies, hosting agencies, consulting agencies, contractors, printers…)
Managing the weekly competitors and market research reports
Managing the digital media reports (Adwords, social media, SEO…)
Conducting frequent surveys (online surveys, Mystery shoppers, phone survey..) to improve the quality of our services
Brand management
Improving the company brand image by communicating a message of being a “Source of expertise “
Successfully conducting workshops 2 every month) and launch events in collaboration with the big names in the industry (SONY, ARRI, ZEISS, VITEC GROUP, SENNHEISER, ROSS VIDEO, DJI…)
Sponsoring smart projects and partnering with key players (OSN, TWOFOUR54…)
Well preparing the participation in the exhibition and other events like CABSAT, Dubai International Film Festival…
Organizing roadshows in the new territories to improve the brand awareness and look after new opportunities
Organizing exciting competitions: “UBMS Talent Awards”, “The Creative Student completion by UBMS”, online completions…
Creating an in-house training videos to get a better attention of the end consumers, increase their interaction and to be support the strategy of being a “source of Expertise”
Renovating the showroom and the training academy with an innovative and modern design
Business development
Expanding the business by appointing new accounts (sub-distributors and dealers) in the African region
Preparing and implementing the business expansion plan to penetrate to a new markets/territories along with a new product lineup and strategy
Strengthening the relationship with key accounts (TWOFOUR54, Dubai media, OSN, CNBC, Orient TV, Universities…)
Developing the online business by transforming the website into a strong ecommerce platform (in progress) and through listing some of our products with the key online platforms (Souq.com/Amazon, Noon.com)
Developing the retail business by diversifying the products and partnering with key electronics retailers like Grand stores, Sharaf DG, Virgin Megastore, Duty free.. (in progress)
Improving the web conversions by implementing smart tools like “Live chat”, “Re-marketing tools”, “Ask our specialists”…
Highlights:
Building a new sales team
Expanding the business to the Levant region
Implementing a new retail expansion strategy to maintain a sales growth in the recession time and to secure a sustainable business in the future
Key Responsibilities:
Sales & Marketing management
Managing a target of $40M
Supervising 12 distributors in 7 countries (UAE, KUWAIT, QATAR, OMAN, BAHRAIN, LEBANON, JORDAN)
Building the sales and Marketing strategy aligned with CASIO vision and our goals in the region
Developing the sales and marketing action plan for each country in collaboration with the marketing team
Preparing the sales forecast of each country and the strategy to achieve it and sharing it with the sales team
Communicating with the key channels over the region (Duty Free, Premium watch retailers, Department stores…) and developing an expansion strategy for each
Budget management
Preparing and managing the sales department expenses
Managing the P&L sheet
Preparing and managing the subsidy budget
Team management
Managing a team of 3 sales persons and 2 planners
Defining the work process, procedures and policies of the sales department
Defining the target and the goals of each sales member in each market
Presenting the vision, sales and marketing strategy
Supervising the team work, progress and achievements
Training & support
Evaluation and Improvement
Highlights:
Successfully pointing new distributors in Kuwait who changed the brand perception in the local market and expanded the business
Achieving 120% above the target in 2014 first fiscal term and achieving over the target for every single fiscal term.
Opening 8 new CASIO watches standalone shops
122% sales growth in Qatar airport in 2015, and making CASIO ranking 3 watch brand in the airport with $600K sales.
Increasing the numbers of channels, key accounts and closing the deal with premium retailers in the region
Key Responsibilities:
Distribution management
Managing 6 distributors in Kuwait, Qatar and Oman
Preparing the sales and marketing plan of every fiscal term for each distributor
Educating the distributors and supporting them to develop the business and use the best tools to achieve our common goals
Organizing regular trainings sessions to the sales, marketing and VMD team of the distributors
Providing the distributor with the necessary documents, presentations, strategies and tools to achieve the goals
Planning and managing the A&P plan, incentive plan and giving support to the 3rd party agencies
Supporting the distributors in the exhibitions, press conferences, events and others
Retail management
Building and maintaining strong relationship with our partners (key channels, airports, department stores…)
Preparing the proposals and meeting the key channels in order to expand the business
Organizing dealers’ conference, launch events and press conferences to strengthen the relationship with the partners
Organizing a regular training sessions to the sales teams of the partners and applying a smart incentive plan
Support the channels with the necessary marketing activities to boost sales
Visiting the market on monthly basis to check the situation and give the necessary support to the distributor and the retailers in term of visual merchandizing, promotion tools and one to one training, and to check the competitors’ activities and the general market situation
Day to Day work and Reporting
Preparing the target of each distributor every single term
Following up with the monthly order process: order sheets, allocation, invoices, payment, shipment…
Supporting each distributor to achieve the target
Collecting the sales (PSI) and market situation reports and analyzing the data
Presenting the reports to the management and sharing the analysis with the distributors
Highlights:
280% increase in the number of clients in North Africa
Multiplying the inquiries through the website
112% target achievement in 2013 sales target
Key Responsibilities:
Involved in consultative sales and business development
Have a proven track record for meeting goals and deadlines
Using analytical and negotiating skills to firstly asses a clients’ needs, suggest a package for them and then sell it to them
Responsible for producing sales analysis reports and forecasts for senior managers
Bringing in new business to the company and serving the needs of my existing clients
Cold calling companies via phone to generate leads and prospects
Negotiating, selling and closing opportunities
Preparing monthly performance report
Involved in campaign management, product development and developing marketing strategies
Developing credibility through demonstrated success in driving pipeline & revenue generation. Establish strong partnerships, shared goals, and measurable metrics
Developing the internet marketing strategy
Supporting the marketing team in the preparation of the exhibitions
Managing new partners and products, ongoing training and proactive marketing strategies and programs.
Supervising and supporting the marketing team while preparing the marketing materials: catalog, brochures, posters, USB, e-catalog...
Developing a loyalty program
Giving support and guidelines to 3rd party agencies and advertising companies
Highlights:
Played a pivotal role in signing 2 overseas French Companies outsourcing contract.
Tactically converted Belgian Competitor to client by providing outsourcing its IT Solution through the organization.
Signed a partnership with Microsoft for the preparation of a solution to manage the academic institutions in cloud.
Successfully attained 100% closure rate with the assigned Key Account such as Oil Libya, ElAthir Group (Manufacturer of televisions and electronics) and Government Institutions.
Key Responsibilities:
Identified and developed new business opportunities by conducting extensive market research to generate leads for subsequent development.
Researched the current market scenario, product performance, analyzed competitor’s behavior, evaluated market threats/opportunities and implemented suitable action to stay ahead of competitors.
Formulated market segmentation and penetration strategies geared towards the expansion/ development and consolidating the objectives established by the organization.
Preparing the Media plan and the Internet marketing plan
Planning and monitoring the digital marketing campaigns
Social media management and e-mail marketing
Executed/distributed email marketing communications, across multiple brands/multiple campaigns, achieved high deliverability/meeting marketing objectives
Prepared documents and presentation materials to ensure that the documents are technically, commercially and legally reviewed.
Involved in designing the client portfolio by retaining the existing customer and generating new opportunities.
Established partnerships with companies and initiated complementary activities and technology providers as well as Microsoft and Hosting companies.
Ensured project design adheres to requirements, allocated manpower/ technical resources, updated clients through regular status reports to complete project within specified time/ cost limits.
Highlight:
Received award for displaying excellence performance in 2006.
Key Responsibilities:
Researched present/future market opportunities/trends and recommended to senior management suitable strategies/tactics to exploit these opportunities for sound and profitable growth.
Analyzed competitors' products and services, capitalized on evolving market trends and consumer demands as well as networked extensively among target clientele to enhance product penetration in the market.
Conducted market research, developed and implemented marketing plan and provided client needs and development of specifications to ensure that all activities are completed within established costs and timescales.
Developed customer relations by providing premier customer satisfaction, built a good rapport with the customers and responded promptly to customer issues/problems and identified areas of improvements in customer service.
Coordinated between commercial and technical divisions for developing and implementing customer loyalty initiatives.
Provided input to product planning, developed value propositions/market messages and ensured future product development to support company goals.
Developed test specifications and procedures, troubleshot problems/abnormal occurrences, advised on most suitable remedy, thus optimizing operations.
Planned and implemented marketing plans for promoting services in the market, while ensuring strict adherence to organizational policies and procedures.
The company is specialized in providing the design automation solutions for industrial chains, installing programmable logic controllers and sensors as well as in the sale and installation of sensors and variable speed.
Key Responsibilities:
• Developed detailed technical program specifications, provided estimates, conducted requirement analysis, designed/planned test reviews to deliver quality code for supporting/enhancing existing software.
• Gathered information pertaining to program needs, objectives, functions, features, and input and output requirements.
• Analyzed, evaluated and troubleshot programmable logic controllers (PLCs) and other equipments for efficient production solutions.
• Oversaw the design and application programming PLCs and desks as well as installation of sensors and controllers in factories.
• Maintained and developed proper support material and manuals in accordance with good programming practices, including technical specifications, test plans, acceptance protocols.
• Performed troubleshooting, database tuning, upgraded existing applications to improve performance and ensure smooth operations.
• Documented programming problems and resolutions for future reference as well as implemented and troubleshot programming changes and modifications.
• Incorporated enhancements in existing systems by analyzing/identifying areas for modification, investigating new technologies, making recommendations to management.
Other Trainings & Seminars Attended: • Marketing, Business Development & Export Training, Technopole ElGazela Tunisia • Export & Business Development, CEPEX Tunisia • Innovation Training, MARAINE Certificate. • Leadership Training, Mediterranean Seminar Of Innovation • Project Management Training, Microsoft Tunisia • Software & IT Solutions Sales Strategies, Microsoft Tunisia • Account, Pricing & Finance, CID INSAT Tunisia