Regional Sales Manager
Zenatix Solutions
Total years of experience :13 years, 1 Months
• Formulated and executed GTM strategy for Zenatix’s IoT solutions launch into the Middle East as a first hire. Expanded to Oman & KSA from the scratch.
• Managed the entire sales engine, building connections (Hunting and Farming), customer identification, requirements, and sales operations.
• Led the strategy and execution to drive Digital Transformation & Automation Solutions across Utilities, Retail, F&B, Industrial, Hospitality & Logistics verticals to potentially transition them into annual recurring revenue of multi-million USD for the organization.
• Built & managed strategic partnerships with medium to large SIs to drive coverage, boost pipeline & increase revenue.
• Managed a pipeline upwards of 3.5M USD in the first year of the launch through direct customer outreach, handling, and analyzing market requirements, and leveraging partner relationships.
• Worked with the cross-functional teams (product, delivery, engineering, finance, marketing, legal, etc.) on each RFP/RFI ensuring the relevant inputs from the client are incorporated to accelerate customer success.
• Designed & Deployed Pre-Sales Processes and Templates for events, C- level & Technical presentations, and marketing efforts.
• Assisted team to craft financially attractive solutions by analyzing business requirements, and innovative technical, functional & commercial analysis.
• Managed account planning, competitive analysis, and market intelligence; formulated growth strategy, and forecasted revenue.
• Mapped potential Energy Savings opportunities by analyzing market strategies, client requirements, savings potential, and financials.
• Spearheaded the optimization of the sales life cycle from tactical customer acquisition to contract closure and up-selling resulting in 2.5M+ USD revenue in 2020.
• Advanced market growth through cultivating strategic partnerships with key influencers, decision-makers, and cross-industry service providers• Accountable for a project pipeline valued at over 20M USD addressing customer pain points to present them with value-based outcomes.
• Consistently maintained project margin targets through analysis and refinement of financial models and project financing.
• Successfully closed projects worth over 1M USD for multi-year contracts through streamlined negotiation with senior executive decision-makers across 4 industries.
• Overhaul and amplify tools for customer qualification, sales forecasts, market intelligence, and Building segmentation.
Created & managed new business relationships with clients to provide Sustainable solutions for buildings. These services included consulting for Green Buildings, ESCO, Environmental Impact solutions.
Designed methodologies, processes, systems and tools to generate highly qualified sales leads at all levels of the hierarchy through online & In-person, establishing brand awareness.
Researched market penetration and viability, developed strategies and coinciding reports to track results: trends, profitability, and areas of opportunity, then made adjustments to strategies as needed to maximize the value of financial order book.
Worked collaboratively with the project team from conceptualization to realization to effectively retain existing client base for a continued delivery of value and attract new clients.
Successfully negotiated with executive level managers both internally and externally to close major deals and improved operational implementation.
Developed performance based proposals and ensured objectives & deliverables are met to maximize operating profit and revenue growth to effectively sell Engineering & Environmental Consultancy services.
Hold full P&L responsibility for total UAE Operations through direct training, leadership, and supervision of sales team & support Staff.
Designed and implemented processes to enhance sales productivity, through sustainable business pipelines, CRM tools, and targeted education.
Provided leadership direction and mentored account management team on client strategies, market and competitor trends, retention, identifying leverage points and buyer influences, and assisted in the third party closes.
Pioneered product positioning, pricing strategies and marketing plans to increase inbound leads to support initiative of increasing new business by over 25%.
Initiated and developed new partner relationships, providing strategic alliances and business opportunities.
Develop relationships with existing client base at all levels of the hierarchy through online & in-person, establishing brand awareness.
Managed the entire sales cycle, including production, invoicing, billing, PR, advertising & promotion activities both online (SEO, Facebook, Twitter, LinkedIn) and offline.
Organized niche conferences and events aimed at target audience to increase brand equity and market positioning.
Key Achievements
Developed & implemented client service program, which expanded small-to-medium client base by 20%
Successfully generated a lead of 40 corporate accounts, out of which 25 were realized as high business giving customers.
Retained the company’s top 10 customers in the wake of strict competition & changing market trends, by devising and presenting them with distinctive options.
Increased territory client base by 30% by being actively involved in marketing and sales promotions.
Introduced online selling and payment methodlology there by bumping the sales by 15%
1.Implemented strategically designed sales programs for ensuring business growth that led to revenue enhancement of an additional 1 Million USD in 2015 across all the branches in UAE.
2.Developed five major accounts in the region entrenched in competition; selling high-end relevant, innovative solutions contributing to 40% of the overall target.
Key Clients: Dubai Airports, Emirates, DEWA, Masdar, DMCC, NBAD, Al Tayer Group, Al Gurg, National Bank of Fujairah, Standard Chartered, Suhail Bhawan Group, Al Shirawi Group, NPCC, Lucy Electric, SGS Gulf, landmark group, Al Ghurair Foods, Intertek, Aggreko, Embassy of Canada, Pure Gold, Diamler, Atlantis The Palm, Berkeley Services, Al Serkal Group, Dal Group, Total, Aramtec.
3. Developed strategic and tactical plans to discover potential clients; resulted in a 10% increase of customer base, led all contract negotiations, and held P&L accountability.
4. Building & maintaining business relations with senior-level corporate and major clientele, ensuring maximum customer satisfaction by achieving delivery & quality norm.
5. Managed and trained a high performing sales team improving overall revenue growth by 15%. Delivered sales reports to director and implemented process improvements to increase productivity and efficiency.
6. Managed the entire sales cycle, including production, invoicing, billing, PR, advertising & promotion activities both online (SEO, Facebook, Twitter, LinkedIn) and offline.
7. Negotiated with the vendors and saved the operating cost by 20% for organizing business events, seminars and conferences.
8. Resurrected inactive accounts through a combination of cold calling and creative promotion directed to the key decision makers.
9. Conducted competitor analysis by keeping abreast of market trends & competitor moves. Modify pricing strategies and business plans, product/category pricing & promotion policies to retain & grow market share.
Career Highlights
1. Achieved promotional advancement in the first three months of employment.
2. Developed & implemented client service program, which expanded small-to-medium client base by 20%
3. Developed a new system for generating sales leads which was implemented across the organization and resulted in a 30% improvement in sales performance.
4. Achieved 150% sales target in the first quarter, outperforming every academy in the company after redefining the target market and developing comprehensive market positioning, branding and pricing strategy.
5. Achieved 100% annual target in a span of 7 months.
1. Managed all aspects of Strategic marketing, Brand management, Media, Digital, Creative, Sales promotion, PR strategies, Budgeting & Target setting.
2. Recognized by the management for increasing the website traffic by 40% with a new website launch.
3. Developed effective online marketing campaign and improved impressions by 50% and CTR by 60% in 2013 vs 2012 by introducing a customer segmentation strategy analyzing the trends.
4. Developed and optimized SEO and PPC programs that support lead generation and increase brand awareness.
5. Developed strategic relationships with media contacts and reduced the costs by 30% in the 1st year in 2012.
6. Liaised with a range of marketing agents and developed all marketing communications materials for print, digital, media distribution, radio and mailing services.
7. Executed successful launch of an e-learning product in alliance with the product support team bringing out USPs to achieve higher sales realization value.
8. Performed risk assessments, intensive market research and competitor analysis. Analyzed marketing data to improve marketing performance and to measure and optimize ROI.
Career Highlights
1. Devised string of tactics and strategies that successfully led to the profitably growing by 40% in total business during 2010-2012.
2. Significantly contributed to developing the online presence of company by improving the website, Google ads & other online marketing tools thereby increasing the web presence. Swelled Facebook followers from 1, 200 to 120, 000 between 2012- 2013.
3. Played an outstanding role in developing, managing, and tracking marketing communications budget of INR 10 Million.
4. Identified and implemented a variety of learning materials, resources and technology methods \[such as: Internet-learning, library, team learning\] to support & improve the instructional environment
Osmania University (Aug’06- Jul’10) (B.E in Mechanical Engineering) First Class Relevant Course Work: Operations Research, Managerial Economics And Accountancy, Mathematics (4 courses): Differential And Integral calculus, Vector Calculus, Matrix Theory, Statistics and Probability Theory, Entrepreneurship, Management Information Systems, Production And Operations Management, Intellectual Property Rights