Regional Sales Director, Middle East, Africa, Turkey and Asia Pac
Dedrone
Total years of experience :26 years, 11 Months
Responsible for overseeing both direct and distribution channel sales within the region, ensuring seamless operations and delivering exceptional customer experiences. Successfully managed a network of over 60 distributors, 4 agents, and 4 direct reports, driving towards a target forecast of $12 million. Notably, secured the largest account in Dedrones history by safeguarding 900 km2 during the World Cup 2022, mitigating the threat of malicious drones. Instrumental in driving company revenue growth, achieving a remarkable 5X increase year over year since assuming the role.
* Spearheaded recruitment, management, and sales efforts across the Middle East and African countries.
* Oversaw a forecast of $5.5 million USD, strategically managing a network of 15 distributors with a projected annual growth rate of 21%.
* Orchestrated an impressive sales growth from $700 K USD to $5.5 million USD within a brief 5-year span.
* Championed the inception and growth of diverse business units and teams, carefully orchestrating their endeavors to yield impactful outcomes on both local and global scales.
* LionHeart comprises four distinct sub-divisions, each entrusted with its own profit and loss revenue targets:
o LionHeart3D specializes in the 3D documentation of heritage sites, paving the way for an immersive VR metaverse experience.
o LionHeartTrain is dedicated to tailored sales training workshops with measurable KPI’s.
o LionHeartIT delivers top-tier outsourced IT services to companies in EMEA and US.
o LionHeartTeam is committed to fostering leadership and team-building excellence, nurturing inspirational leaders through transformative retreats.
* Managed a dynamic technical sales team of 4 individuals.
* Collaborated closely with the sales team to streamline sales initiatives within the territory.
* Partnered with applications engineers to ensure their proficiency in delivering compelling presentations, seamless implementations, and robust customer support.
* Led market penetration efforts in emerging geographies, particularly the Middle East and Pakistan.
* Directed a comprehensive technical team of nine professionals encompassing both pre and post-sales roles, proficient in a wide array of hardware and software solutions, including CAD/CAM/CAE, Reverse Engineering, Rapid Prototyping, Computational Fluid Dynamics, Injection Mold Flow Simulation, Metal Casting simulation, Virtual Reality, CNC Manufacturing, and Product Lifecycle Management.
* Provided leadership to a team of 16 indirect reports, comprising reseller sales and pre-sales engineers, navigating challenges such as a lack of an indirect channel, inadequate customer support, absence of dedicated pre-sales engineers, low service revenue, and excessive operational costs.
Accomplishments:
* Achieved remarkable revenue growth, escalating from $2.2M Euros to over $10M Euros while concurrently reducing operational costs. This was achieved through the establishment of a robust channel network of resellers, securing partnerships with key players in the UAE, Pakistan, Saudi Arabia, and Egypt.
* Pioneered the Customer 1st program, a proactive customer support initiative, resulting in a significant 71% increase in customer satisfaction and a remarkable 176% surge in maintenance revenue.
* Engineered a strategic company restructuring, incentivizing engineers to transition into pre-sales roles through innovative bonus and compensation plans, thereby enhancing the companys value proposition.
* Introduced a dedicated department focusing on consulting, training, and prototyping, which generated a notable €320, 000 Euros within its inaugural year, without significant resource reallocation.
* Oversaw the global development of PTC product sales among resellers/distributors, direct sales, and insides sales, leading a team of 6 direct and 450+ indirect sales and technical sales professionals.
Accomplishments:
* Established comprehensive development programs for the entire technical channel team across North America, Europe, and the Middle East, encompassing 162 resellers and 453 applications engineers.
* Played a pivotal role in implementing a Learning Management System (SABA - PTCU) for distance learning, significantly reducing the cost of instructor-led training and extending outreach to a global audience in six languages. This initiative resulted in estimated global savings of $2 million USD annually.
* Successfully trained inside sales and telemarketing groups, leading to a substantial increase in sales performance from $74, 000 to $147, 000 per quarter per Sales Account Manager, equating to a total quarterly sales increase of $4.3 million USD.
* Served as the primary leader and pivotal point of contact for all channel technical matters, conflicts, and initiatives within the Americas.
* Led a team of 92 cross-functional reseller technical applications engineers.
Accomplishments:
* Played a key role in overseeing the implementation of a Partner Relationship Management System, aimed at enhancing collaboration with resellers. This initiative led to a notable 46% improvement in performance, attributed to enhanced communication and more effective lead delegation management.
Masters in Mechanical Engineering with focus on CAD/CAM/CAE as well as 3D laser scanning technology
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