Sales Manager LEVANT & Malta
LENOVO
Total years of experience :21 years, 10 Months
• Managing excellent relationships with major local and international accounts across all industries
• Managing relationship with Tier 1 Business Partners and ensuring that quotas and KPIs are met
• Enabling Business Partners through core channel initiatives (Business planning, Funnel management, Trainings, Strategic account planning, Monthly and Quarterly Business review)
• Achives all sales targets including value, volume, profitability, new partner recruitment, option sales and development of new Key Accounts
• Developing the business strategy and have end to end ownership and accountability for Key Account that includes complete ownership of the Sales Process
• Putting in place processes and procedures to ensure that major accounts are handled in the most effective way
• Leading a cultural shift from a short term ‘target driven’ culture, to one of long term proactive relationship building
• Defines and Reviews Key Performance Indicators to ensure the achievement of Lenovo's Key Account Business growth targets.
• Ensures that, from an operational perspective, bottom line Profit is delivered, costs are controlled and margins are protected and maintained in-line with corporate objectives
• Building and delivering a ‘meaningful’ business model that is both transparent and robust
• Implements rigour and discipline around account planning and account management
• Focuses on forecasting and pipeline-management
• Provide hands-on inspirational leadership to ensure that the business pulls in one direction to achieve targets and goals
• Develop new business relationships, generate and negotiate new income for CIS.
• Presenting CIS to potential clients through direct communication in face-to-face meetings, telephone calls and emails.
• Responsible for own lead generation and appointment setting.
• Actively and successfully manage the sales process: lead generation; credentials pitch; asking questions; solution pitch; negotiation; close; and handover to the account management team.
• Possess drive, motivation and acute attention to detail in ensuring all sales opportunities to CIS are captured and explored.
• Individual responsibility for new business, and self manage.
• Representing of CIS at industry events and tradeshows.
• Managing and maintaining a pipeline, and ensuring all sales administration are fully maintained.
• Create and be accountable for all client proposals, contracts and any further documentation, following CIS procedure.
• A thorough understanding of clients marketing objectives including their Return On Investment (ROI) objectives.
• Responding to tenders and requests for information in a timely manner.
• Effectively interact with other departments including the account management and technical team when handing over campaigns ensuring fully and correctly brief in all aspects of the sale.
• Keeping abreast of issues affecting search engine marketing companies and the search engine industry and collecting competitor intelligence.
• Ensuring CIS remains proactive and responsive to prospective clients.
1.Plan and prioritise personal sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales.
2.Plan and manage personal business portfolio/territory/business according to an agreed market development strategy.
3.Manage product mix, pricing and margins according to agreed aims.
4.Attend training and develop relevant knowledge, techniques and skills through flexible means like reading product literature and web training.
5.Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and close liaison with sales and marketing manager, with focus on developing key customer accounts.
6.Use customer and prospect contact activities tools and systems, and update relevant information held in these systems.
7.Plan/carry out/support local marketing activities to agreed marketing strategy with budgets and timescales, and liaise closely with marketing department to integrate own sales activities with other marketing activities.
8.Respond to and follow up sales enquiries using appropriate methods.
9.Monitor and report on market and competitor activities and provide relevant reports and information, and on own marketing plan execution.
10.Attend and present at external customer meetings and internal meetings with other company functions necessary to aid business development.
Responsible for software and Solution Sales
Responsible for All IT Operations at Arab NGO Network for Development.
EMBA Gradute from Lebanese American University