Manager Key Accounts
SaudiGulf Airlines
Total years of experience :15 years, 11 Months
Steer heading the WP Commercial Sales division along with Sales Manager WP in establishing a new national carrier for Saudi Arabia.
Develop and maintain long-term strategic relationships with Trade partners, corporate clients and government at local level for WP Region.
Contribute to the formulation and implementation of sales strategy to maximize short and long-term revenue opportunities, reduce cost of sale, optimize revenue, and market presence.
Maintain high-level relationships with key industry bodies, diplomatic missions, governments, airports within the assigned territories.
Assisted marketing with local brand awareness initiatives like travel exhibitions, presentations, product launches and in-house corporate events.
Conceptualized marketing campaigns with banks and retails outlets targeting their extended consumer database to build the new brand, increase direct consumer reach and secure new business.
Targeted corporate leisure traffic through the offering of CUG portals.
Assisted Strategy & Planning dept. in providing an in-depth analysis of new routes potential through accumulation of comprehensive market intelligence acquired through market feedback, MIDT analysis, competitor activities and strategies.
Assisted pricing team in new route pricing structure by analysis on existing pricing benchmark vs demand and expected socio-cultural route demand for future trends and budgeting.
Formulation of yearly regional and individual sales budget against expected revenues targets.
Managed Local & Global Corporates and Global TMC Sales for the Western Province region.
Maintain strong relationship with current client portfolio through regular visits with the corporate travel department
Acquisition of New customer and maintain a robust pipeline.
Maintain access to Key Decision Makers who are able to influence travel decision and shift market share
Communicate and present products and services to Key Decision Makers in corporate departments and TMC Management
Contract Negotiations: Successfully generating corporate contracts with an agreed revenue target to motivate corporate sales and loyalty
Account Development Plan: Efficiently develop account sales plans to meet and exceed established sales targets on a yearly basis
Review monthly performance of accounts and address any shortcomings by bridging actual revenue to target gap by feasible strategic decisions
Key Highlights:
Played a stellar role in improving corporate deal utilization to 185% from 60% through continuous relationship building exercises, product presentations, savings analysis and trainings
Targeted 24 new companies within 2 years span with 10 new wins
Successfully enhanced corporate sales from SAR 6M to SAR 20M in two years for the Western Province region
Successfully increased premium sales contribution to 40% of total sales.
Received ‘Sales Excellence Award’ in Q3’2015 for the Middle East Region for outstanding sales performance.
Managed new and existing accounts to meet and/or exceed revenue goals through a combination of field sales visits, emails and telephone calls. Drive sales performance in designated territory through the implementation of a sales strategy across a portfolio of clients maximizing revenue contribution to exceed revenue targets.
Developed and managed the local and global corporate accounts based in the Kingdom of Saudi Arabia. Secured and locked corporate sales by offering exclusive corporate incentive and loyalty offers. Assisted in the preparation of contractual agreements and ensured they are adhered to
Created business plans to maximize most cost effective channels for fulfillment for sales and followed-up on business opportunities generated by sales visits.
Prepared Corporate & Trade Incentive contracts. Negotiated contracts with existing corporate accounts and travel management companies. Also negotiated new contracts with high potential & high volume companies
Prepared business reports for corporate & agencies to analyze their business performance. Analyzed client performance in comparison to competitors of previous years and used this to subsequently give market feedback to Sales Support & Management
Key Highlights:
Successfully managed YOY portfolio revenue growth of 20% between 2010 to 2012 and YOY growth of 10% between 2012 to 2014
Played a stellar role in delivering 80% corporate deal performance target delivery from a total 25 accounts
Spearheaded/handled 10 global deals contributing to 30% of total portfolio sales
Provided consultancy services for US Healthcare providers in reviewing claims to ensure coverage and compliance with policy
guidelines and regulations. Conducted detailed analysis and investigation of claim histories to identify fraudulent activity.
Interfaced with enroll department to ensure members eligibility. Analyzed and answered inquiries related to claim adjudication,
including methods of payment, co-payment, deductible amount or reason for denial. Initiated necessary steps for adjudication
and process claims. Communicated with providers to verify procedural & diagnostic codes and investigated & resolved claims
discrepancies. Analyzed claims to determine extent of liability and settled claims with claimants in accordance with policy
provisions
Key Highlights:
Consistently exceeding minimum claim analysis completions by 20%
Successfully managing 95% accuracy completion claim analysis vs target of 80%
