Key Account Manager
Al-Rostamani Group
Total years of experience :22 years, 8 Months
Al Rostamani Group are the agents of Michelin in Dubai and Northern Emirates and I am working with them in the capacity of Customer Account Manager responsible for all networks and car importers sales accounts. Duties and responsibilities were:
• Analyze the customer portfolio in terms of sales potential, channels of distribution, competitors strategy and current sales figures. Create a sell-out identity card for each customer and developed a commercial action plan to achieve sales objectives for each customer. Annually develop and sign commercial contracts and keep strong ties with networks headquarters and branches.
• Work with sales force manager to define annual targets for each customer. Explain our discount structure, quarterly bonus scheme, quarterly targets definitions and finanical status. Prospects for new clients and propose client credit based on their financial strength and business potential.
• Prepare an annual visit and marketing campaign plans. Calculate frequency of visits based on sales volume and market share. Ensure application of Michelin sales methods in each visit by using quantity and quality objective statements.
• Acquire and circulate market information about customers policies, current campaigns, competitors strategies and Michelin Share of Account.
Managed Hankook tires sales operation and business development in Sudan. Developed new sales channels and enhanced existing customers through applying efficient balanced strategies into our three main channels: retail, wholesale and corporate channels. Duties and responsibilities were:
• Increased sales by 600% in 2012 comapred to 2010. Introduced new sales leads by gathering marketing intelligence, creating customer database and prioritizing sales efforts. Made strong ties with all the country transportation unions which gave us immediate access to key fleet companies.
• Analyzed and researched regional market trends and applied multilayer marketing strategies to improve Hankook brand image. Collaborated with business development and Hankook to create annual marketing campaign plan, technical training and dealership points awarding program.
• Developed an effective return of investment system to re-circulate working capital 2.5 times hence inceasing product net profit by 250% through enhanced creditors/debtors management, fast sales turnover, refining inventory management system and introducing an efficient product mix.
• Created medium and long term strategic business plan to target 20% market share by end of 2016. The plan included different appropriate strategies applied for each tire market segment: passenger cars tires, SUV tires, van tires, bus tires and truck tires.
• Made the department organization chart and planned sales force KPI’s. Assigned the sales force with individual and group sales targets. Motivated the sales force team by holding regular team appreciation events.
• Prepared annual budget purchase plan and sales & COGS and in 2011 managed to cut OPEX by 30%. Implemented a variable product costing sheet by adding all variable costing elements taking into account the currency fluctuation and credit risk. Issued prices to each sales channel.
• Published a defined and clear sales processes with sufficient financial controls and mapped it well with existing ERP.
• Participated in government tenders and single handled all technical requirements in tenders.
• Played a key role in establishing Hankook tires customer support, customer satisfaction index and warranty process.
It is essential for Toyota market acquisition strategy that car customization reflects the country demand and customer preferences. For Toyota PIO (Port Installation Options) was the means to achieve customization desires for sales of new cars in each country. Since vehicles market grading was dependent on the options (accessories) given to customers, it was my role as product development engineer to ensure that these developed options are in accordance to customers desires and Toyota standards. Duties
• Managed electronic automotive accessories development cycle from concept phase to production handover using project management tools.
• Increased number of total PIO electrical accessories products by 20% while ensuring positive financial outcome to the new developed products by reducing designing cost through in-house designing startegies. Reduced existing product cost 15% by improving development processes and effective price break down negotiation with suppliers.
• Supervised the workshop technical team and enhanced the on-vehicle accessory fitting check procedures by introducing job lead time
• Assisted marketing team in generating product ideas by providing required insights on design difficulty and innovation level.
• Designed electronic circuits, constructed prototypes, developed Toyota standards wiring harnesses and published installation manuals.
• Used CAD/CAE/DFM tools & methods. Generated 3D CAD mechanical concepts using CATIA. Used CNH machines to produce working prototypes created by CATIA.
• Managed and achieved Toyota approval of our product line-up. Assigned to negotiate with Toyota self approvals process and through team effort we agreed with Toyota on self approval for phase-1 "low grade evaluation" items.
• Assigned as head of ISO internal audit and established the engineering documentation control System.
1) Developed surveiliance control systems and data logging softwares according to clients requirements.
2) Maintained, corrected and documented failures occurred in clients security systems.
3) Conducted field visits and studied customer building to identify security threats and intrusion hotspots.
4) Proposed multiple security systems solutions to clients and assisted sales in closing deals.
My electronic engineer major composed of circuit design, telecommunication & Network, Programming, and electromechanical. I achieved a 2:2 honor degree.
Graduated from High School with an average grade of 94%.