Area Sales Manager Middle East and Africa
Newell Rubbermaid
Total years of experience :16 years, 10 Months
Company Profile:
• Newell Brands is a leading global consumer goods company with a strong portfolio of well-known brands including Parker, Waterman, Rubbermaid and Yankee Candle. http://www.newellbrands.com/
Highlights:
• Delivered consistently outstanding results - 8% over target in 2015 and 15% over target in 2014.
• Nominee for Sales Manager of the Year in EMEA in 2014.
• Achieved 42% growth in the UAE market and 19% growth in Saudi market in 2014
• Successfully implemented the company’s strategy for exiting from 6 markets and reallocated resources to achieve overall sustainable growth of 15% in 2014
• Introduced the program of a sales team league for promoting competitiveness and driving up performance among distributors
• Implemented a reporting system segmenting various industry verticals for effective monitoring of both projects and consumables sales.
• Improved key account management process and achieved business growth of 15% in 2013 over 2012 from key accounts.
• Made significant contributions to initiatives that drove up operating income by 11% and profitability on fast moving segment from 11% to 17%
• Implemented system of annual operating plans for customers including rebates, sales incentives and marketing programs to deliver mutually agreed results.
Key Responsibilities:
• Manage sales and distribution of the company products across Middle East and Africa by directing and controlling a network of distributors, negotiating commercial targets with them, developing annual roadmaps and supporting execution of marketing strategies.
• Direct the Sales Representative in securing client contacts and closing sales deals across UAE and guide the Sales Support Executive to ensure effective implementation of the end-to-end sales process.
• Monitor the performance of distributors and implement schemes and programs - incentive programs, product and sales skills training - for motivating them in achieving/exceeding targets.
• Develop and execute strategies and plans to launch new products in various markets and among customer segment through effective promotional activities customized to individual market dynamics.
• Maintain strong relations with customer groups, key accounts and distributors through regular interactions and real time product presentations and demonstrations.
• Evaluate performance of sales by monitoring the quote pipeline and measuring rate of conversion of quotes to orders and implement action plans to improve closure rates.
• Monitor current order book position and inventories and collaborate with the supply chain team to ensure availability of products and on time execution of customer orders.
• Build and maintain accurate sales records, monitor market demands and pending orders and deliver monthly demand/sales forecast with +/- 5% accuracy.
• Conduct market research in various countries in the region and provide quarterly market intelligence reports to the senior leadership on customer behavior/expectations, business opportunities, competitive scenario and risks in various markets.
• Prepare and submit weekly and quarterly reports to the senior leadership on sales and profitability performance, key focus areas, forecast analysis and actions/support required.
• Identify potential parities in the market and follow up to acquire new customers to expand the network of distributors/partners and increase market reach of the company.
• Work closely with consultants/contractors and end users, provide technical and commercial inputs and follow up to specify Rubbermaid solutions in various projects.
• Collaborate with the channel marketing team and the customer marketing team and formulate annual marketing plans aligned to corporate business objectives.
• Develop and present annual marketing plans to the senior leadership and coordinate with the finance team for efficient implementation of approved plans.
• Coordinate with each distributor/key account and implement action plans to sustain/grow profitability index to achieve overall business objectives.
• Monitor ongoing marketing actions in coordination with the customer marketing team to evaluate efficiency and measure direct/indirect impact on sales.
• Organize customer engagement activities including factory visits, product demonstrations and training programs for key end users ensuring targeted impact on sales growth and consistency.
• Contribute to the development and strengthening of the Rubbermaid brand image and product awareness by participating in industry events, trade shows and seminars.
Company Profile:
• Trane is a world leader in heating, ventilation and air conditioning (HVAC) systems, services and solutions http://www.trane.com/
Highlights:
• Contributed to growth of 10% in 2008 and 60% in 2009 while increasing the market share of the company in the assigned territory by 3%.
• Received the Best Service and Sales Engineer Award in Quarter 1 of 2010 with a performance appraisal score of 89%
Key Responsibilities:
• Formulated and executed sales strategies and action plans to acquire new customer accounts, generated leads and enquiries from existing and prospective customers and expand in to new markets and industry verticals.
• Led a team of sales people, determined individual and team sales targets, following guidelines and targets established by the head office, monitored performance and motivated teams in achieving targets.
• Created awareness of the company’s products and services among customer groups, key accounts and distributors by delivering presentations and real-time product demonstrations.
• Collaborated with various different departments of the company and provided outstanding customer service assuring consistent customer satisfaction.
• Developed and implemented negotiation strategies and pricing matrix and implemented plans to shorten the sales cycle and close deals achieving budgeted revenue and gross profit targets.
• Coordinated overall aspects of project execution including project planning, resource mobilization and utilization, project progress monitoring and control to deliver projects on time, within budget and in compliance with company policies.
• Tracked the markets and prepared analytical inputs on current and future business opportunities to facilitate the senior management in developing and executing strategies & tactics to achieve sustainable and profitable growth.
• Coordinated sales of equipment, controls and services for building management systems (BMS) through effective administration of distributors and key accounts.
Company Profile:
• Vermeg trusted financial software to clients - central banks, custodians and asset managers, insurers, wealth managers and institutional portfolio managers - enabling them to focus on core competencies https://www.vermeg.com/
Highlights:
• Coordinated product demonstrations to international clients - ODO Bank, Nordea Bank and ABSA Bank - leading to award of projects to the company.
• Participated in the go-live phase of implementation of the company’s corporate activities automation system MegaCor at Banque de France and ABSA Bank
Key Responsibilities:
• Participated in the development of business applications and provision of technical and functional support to clients related to the company’s Corporate Actions Automation System product
• Coordinated all activities for development of business applications to meet client requirements and dealt with issues of product excellence, certification and accreditation.
• Provided comprehensive technical and functional support to clients including delivery of presentations and training sessions and managed the escalation process to enhance efficiency of customer support and service.
• Coordinated the change management process by analyzing business requirements, identifying technical solutions to meet functional specifications and approved and scheduled implementation of changes.
• Investigated and resolved system errors and issues through troubleshooting, identification of root causes and implementation of effective corrective and preventive action plans.
• Conducted feasibility studies and risk analysis of proposed projects, identified technical requirements and developed initial presentations/development of solutions based on company products; responded to client queries and participated in negotiations to close business deals.
• Supported technical and functional gap analysis, documentation, solution design and product configuration to provide cost effective, customized solution to clients.
• Participated in periodic meetings to developing innovative business strategies in conjunction with other stakeholders, evaluated new ideas and inputs and recommended action plans to the senior management.
KEY ACADEMIC COURSEWORK: • July 2004: Examination for Entry to Engineering Schools – Rank 35 nationwide