Regional Director
Elsevier
Total years of experience :18 years, 7 Months
Coach, lead and manage a highly diverse team covering Central/Eastern Europe, Middle East, Russia, Central Asia and Turkey, fostering inclusivity and diversity. Ensure the team is fully equipped with the necessary tools and skills
for a shift towards a virtual sales environment, adopting value-based sales approach. Responsible for the regional targets for both new sales and renewals ($US 32M+ annually, 2500+ accounts). Represent the organization at high-level engagements in the Academic, Governmental and Corporate sectors. Develop strategic messaging on researcher, institutional, national and regional levels.
Special Projects: Develop, build and manage a fully operational Global Sales Development Function within a multibillion dollar organization. This included development of procedures, guidelines, processes and compensation plans,
in addition to hiring, managing and coaching the global sales development team.
KEY ACCOMPLISHMENTS:
• Advising regional governments in developing National R&D and Innovation Policies & Strategies, with a
focus on driving economic growth
• Develop key messaging and communications across multiple stakeholder groups and industry sectors.
• Develop overall regional strategy, translate into execution plans and oversee management throughout the
process, ensuring sustainable competitive advantage.
• Build trust-based relationships with senior government and academic officials across the regions.
Shadi N. Awwad +962 79 888 8086
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• Lead the team’s efforts to analyse complex market conditions, turning challenges into opportunities through
fostering creative thinking and ideation.
• Coaching the team on developing strong and trust-based relationships with C-Level stakeholders in the
Academic, Governmental and Corporate sectors, with a primary focus on understanding customers’ needs.
• Representing the organization at high-level external engagements.
• Managed the team’s transformation towards a digital sales environment.
• Region of the Year Award - 2021, 2022
Direct national government and institutional support across multiple countries in developing and implementing national and institutional research strategies throughout the research life-cycle. Produce new sales in and outside of the region through establishing trust-based relationships, consultative sales approaches, and leading efforts to change national perception. Launch new solution rollout strategies to achieve targets, establish value propositions, and increase market penetration. Analyze markets with complex opportunities, develop creative solutions, and translate broad customer visions into concrete and measurable action plans by building trusted-partner relationships with national-level stakeholders.
Key Accomplishments:
• Led the Research Intelligence Portfolio in new sales and renewals in the region, as well as consistently exceeded annual targets within a territory covering 15+ countries.
• Secured several national-level agreements to expand solutions into new institutional and research entities to support country-level strategy development, monitoring and evaluation of institutions and individuals, and develop showcasing solutions to demonstrate their success on the global stage.
• Serve as a thought leader and subject matter expert for the global sales teams offering relevant guidance and advice throughout the world, with a focus on identifying customer pain points and developing strategies.
• Earned multiple awards including Executive Club (2018, 2021), Game Changer Award (2019), Full-House Award (2017), and Extra-Mile Award (2016). Considered a global top performer across all portfolios and regions.
• Constantly overachieved on sales targets, and continuously received high scores on annual performance reviews.
• RELX / Harvard Emerging Leaders Program (2020)
Oversaw all business development processes and activities consisting of network channels, prospect meetings, sales and marketing plans, outreach events, identification of new business sectors, and achievement of defined objectives. Initiated a private, online electronics retail store in Jordan from concept to final implementation. Coordinated a fully functional software development team creating a comprehensive business model and procedures. Administered a variety of systems inclusive of financial, procurement, HR, and administrative to ensure sustainable results.
Key Accomplishments:
• Created solutions portfolio, value-proposition, sales and go-to-market strategies for start-up ventures within the online electronics and security systems markets.
ASSISTANT TO THE SECRETARY GENERAL & PROCUREMENT MANAGER
Managed and facilitated a cross-functional team of 25 employees, fulfilling special projects assigned by His Majesty the King to the Secretary General such as national policy development, organizational development, culture change, public relations initiatives, global procurement, and engineering projects. Attended internal and external strategic and operational level meetings as a representative of the Royal Hashemite Court and the Secretary General. Provided executive support to the Secretary General with the daily management of the organization’s operations.
Key Accomplishments:
• Key-member of executive team completing a high-profile five-year organization-wide restructuring project to assure workforce optimization across 30 departments resulting in a new organizational chart from executive leadership down to the front-line levels, as well as the implementation of operational governance, HR, and financial procedures and policies.
• Achieved a 26% reduction in the organization’s overall budget from 2009 to 2011 through the strategic allocation of finances to maximize resource utilization and output effectiveness and efficiency.
• Effected 30% in cost reductions by restructuring the procurement function involving purchasing, logistics, and warehousing.
• Streamlined all foreign procurement activities on a global scale generating several million dollars in savings.
• Appointed to the Secretary General’s Executive Director Team as a result of demonstrated performance and dedication.
Research Associate, Park Nicollet Health Services, Minneapolis, MN, USA September 2006 - June 2007
The Park Nicollet Institute's aim is to care for and support the health, healing and learning of those they serve through excellence in research and education by accelerating innovation, learning, and improvements in health.
As part of the research team responsible for development of e-health based indicators for major chronic diseases, main duties and responsibilities:
◆ Led the development of a Health Failures Matrix which included measurement specifications, IT challenges, cultural challenges, and improvement requirements.
◆ Assess, analyze and design the process required for the set-up of the health matrix.
◆ Assisted with the development and authorship of case studies for Kaiser Northwest and Health Partners - "5A's of Smoking" and "Diabetes Care" respectively.
Healthcare Consultant, Partners for Health ReformPlus Project. Abt Associates, Amman - Jordan, July 2006 to September 2006
Partners for Health Reformplus (PHRplus) project was the U.S. Agency for International Development's (USAID) flagship project in health policy and systems strengthening in Jordan. USAID looked to PHRplus to provide technical assistance in, and to help maintain USAID's worldwide leadership role in health care reform and improving health system performance.
◆ Co-led a national survey on patient satisfaction and utilization in 23 Ministry Of Health hospital outpatient clinics spread across Jordan (1, 040 subjects), which included the development and implementation of the study design, survey questionnaire, data gathering, analysis, reporting, and final recommendations.
Procurement Officer, Partnership for Health ReformPlus Project. Abt Associates, Amman - Jordan, Sept 2004 to Aug 2005
◆ Responsible for all project purchases (Total Budget - USD 8, 500, 000)
◆ Responsible for the implementation of the USAID procurement cycle within the project. This included purchasing, logistics, and inventory control with adherence to both USAID and Jordanian Governmental procurement policies.
2007: Masters of Science - Health Services Research, Policy, and Administration. University of Minnesota School of Public Health. Minneapolis, MN.
2004: Received Bachelor of Arts in Chemistry with a minor in Mathematics. Northwestern College. Orange City, IA.
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