Snr Sales Director
oracle
مجموع سنوات الخبرة :28 years, 4 أشهر
As Senior Sales Director I’m responsible Oracle Financial Services Quota for Middle East and Africa.
My core responsibilities are,
• Ensure the correct procedures and strategies are in place to build and maintain and existing base of over 120 clients throughout the region.
• By ensuring our existing base is happy, our strategy is to utilise these existing relationships to grow the new business.
• Ensure that all sales affiliated staff has the most efficient support to maximise revenue for the GBU.
• Provide mentorship to all direct reports to ensure targets are met
• Ensure all marketing and Go to Market plans are aligned to the strategic geographies and are tailor made to maximise the win ratio.
• Build a strong partnership alliance to ensure sales and implementation maximum coverage.
• Ensure weekly cadence between Sales, Marketing, Consulting, Pre-sales and Product development.
• Ensure accurate revenue and bookings forecasting (bottoms up) to VP and SVP Global.
• Ensure the team stays within the budget and reach Quota
Since joining Oracle I have spent most of my time implementing region specific policies to ensure that we forecast accurately. Some of these challenges were:
• Cash country collection to ensure revenue
• Mobility issues in high risk country deployments.
• Partnership alliances strategies to empower our partners to be more effective, hence tripling my feet on the ground.
• Managing all internal selling and negotiation, thus empowering my team to spend more time selling.
Achievements:
• FY13 was challenging to say the least. I was expected to get rid of the dead wood, which left me with a depleted head count. At times I managed up to 6 countries as a direct sales person while the new hires were finding their feet.
• In one year I had built a phenomenal team and partner alliance. Our success boasts the largest deals for the FSGBU and we pride ourselves with an accurate forecast track record. With this we over achieved in Fy13
• By over achieving in Fy13 our cadence was not to spoil the Fy14
• FY14 has been equally challenging with new management and head count freezes.
• Taking all the challenges of this year we are on target to grow the business by 50% and some.
Misys Solutions MEA approached me to assist growth for the African and GCC market.
My role in the region is three fold,
• Misys have a large client base with a market share of 40%. The vision for Misys is to increase the revenue generated from existing clients. The transition would be to split the core and treasury business to allow focus on specialised areas and therefore increasing revenue.
• As Misys has not had a focused treasury team, the second part to the role would be to expand the business by reworking our current offering and launch a region specific product to entice new business.
• Look for strategic areas to place localised pre-sales teams.
Over and above the three main areas of focus, I use sales tools like Target Account Selling and Salesforce.com to accurately forecast and manage the 4 million pound target. My remuneration is measured in sales, but it is also important for me to manage and maintain cash flow revenues, recurring revenue and travel budgets.
As the business is still undergoing structural changes and is not to sure which shape the structure will follow, I have mainly focused my time with the product managers and financial director learning about the standard product offering.
Using this knowledge and the assistance from a team of product managers, we have managed to get executive approval to launch an Africa Model Bank and Middle East Model bank. This product is aimed specifically at the local banks normally referred to as tier 2 or tier 3 banks by the rest of the world.
After a phenomenally successful contract with Starlink, I decided to move into the financial sector to broaden my network within the MEA.
Reuters were in need of a RSM to assist the growth in MEA.
The move proved to be a very challenging. The first couple of months were particularly testing. The financial markets are far less dynamic compared to the Telecoms environment, but after a couple of months persevering and proving concepts, we have had great success.
My strengths at Reuters have been my ability to close deals. I have been very successful in the Rapid Growth Economies and have moved freely across the region to close deals.
• Manage TRM commercials for Reuters in Middle East and Africa
• Manage 7 account managers and 3 Business Development Managers in the territory.
• Personally responsible for $3.6m Revenue which equates to about $ 6m in Sales
• 2007 = 97% of Target
• 2008 = 108% of Target
• 2009 = 211% of Target
• 2010 = 100% of Target
• The territories that I have worked in during my time at Reuters have been:
o UAE
o Bahrain
o Kuwait
o Qatar
o Oman
o Pakistan
o Egypt
o Kenya
o Uganda
o Tanzania
o Mozambique
o Namibia
o South Africa
o Mauritius
• Utilisation of sales functional tools; TAS and Salesforce.com
• Territory Planning / Budgets / Forecasting
• Relationship management
• Consultative Selling
Stage 1
•Development of training material and the delivery of training to all retail personnel.
•Support for the interview and hire of all personnel (specifically Retail functions)
•Development of Business processes governing retail operations (including indirect) and; Standard Operating Procedures and practices for the management of the Shops, Kiosks and ATM’s.
•Devise stock management procedures for shop/kiosk, etc. re-ordering practices as well as, pro-active reporting to identify potential stock shortfalls for all products lines
•Provide general project support for aspects such as launch event planning.
•Support the project through provision of input to Product & Service development.
•Support the development of required application functionality in the shops, kiosks, etc. and; in the design of all retail outlets - ensure that IT connectivity and redundancy are provided for.
Stage 2
•Develop and maintain a brand strategy.
•Develop BTL and ATL strategy
•Identify and enforce brand guardians
Stage 3
•Develop relationships at the executive level in channel organisations, developing internal and external marketing and operational strategies for success.
•Build a strong history of networked contact, expanding the breadth of recognition.
•Accountable for all channel sales revenue.
•Develop a list of targeted channel partners, describing reasons as to why channel relationships should be developed.
•Design a framework that will guarantee to maximize the opportunities of Channels to the business.
•Sign channel partners to fit company channel strategy.
•Review channel partner performance on a continual basis.
•Develop and/or modify sales forecasting, goals, performance standards & measurement criteria for channel sales.
•Develop productive internal relationships globally.
•Manage a team of channels sales personnel
•Set-up incentive compensation plans and metrics consistent with stated revenue goals and sales strategies.
1. Business Analysis and Planning
•Make contact with all targeted operators to determine sales and marketing support requirements.
•Develop a detailed understanding of customer’s strategic business objectives and requirements.
•Assist in the development of the Professional Services product portfolio.
•Engage Persequor resources in business development.
•Maintain strong communication lines within our organization.
•Providing tactical marketing advice and guidance to define market opportunities and tailor customer offerings.
•Provide comprehensive business analysis to aid the management decision making process.
•Build an account management strategy based on operator business cycles and competitive plans.
2. Consultative Sales
•Write proposals and presentations.
•Build, establish and manage effective customer relationships at both strategic and operational levels.
•Develop new business streams.
•Manage the full sales cycle by hunting new opportunities and driving the engagement to close.
•Negotiate and close sales.
Agent Recruitment
•Recruit agents all over South Africa and Africa
•Give all agents certified Training in Marketing, Sales and Technical.
Agent Management
•Full understanding of client industry & client requirements.
•Overall delivery of client briefs through active team management.
•Pro-actively addressing clients needs
•Ensuring effect response rate to client requests & requirements
•Through close relationships with clients, continuously provide input into the strategic direction of each client account & ensure communication of any directional change to my team.
•Drafting of proposals, action & roll-out plans for submission to client.
•Full understanding of systems, templates, management of day to day activity relating to clients.
•Setting up and management of team systems.
•Generation of effective team status & monthly team reports.
Business Development
•Ensure clients have full knowledge & access to range of services.
•Seek opportunities to develop more business with clients.
•Pro-active identification of opportunities.
•Manage agent implementation & client interaction.
•Coach & mentor individuals in order to develop the skills & talent that exist within the agency
Financial Management
•Manage the income for all agents maximising profit at all times.
•Manage budget to ensure that campaigns come in on brief & budget
•Alert agents & identify areas where costs will be outside of what has been agreed and pro-actively address this issue with agents.
•Manage all major accounts.
•To build and maintain relationships with clients.
•Churn opposition accounts.
•To offer an exceptional back up support service including entry IT support
•Report on market trends and opposition activity.
•Increase sales commitment.
•To increase Orchid’s market share within a very competitive market
•Constantly provide hands on product training and educate Service Providers, Dealers and Retailers on new and existing products.
•Increase Motorola’s brand awareness, by negotiating space for Point of Sale placing and prominent window displays.
•Merchandising innovative displays.
•To build and maintain relationships with clients.
•To offer an exceptional back up support service.
•Identify promotional opportunities.
•Report on market trends and opposition activity.
•Increase sales commitment.
•Report on pricing issues and requirements.
•To increase Motorola’s market share within a very competitive market.
•In charge of the Northern Province and Mpumalanga regions - full field marketing function in these regions. 450 Outlets
•Marketing, sales, budgets,
•Organised or involved in 90% of all promotions in the area - maximising the awareness of both direct and indirect
•Assist outlets in closing corporate deals
•Training - corporate and dealers
•Assist in development of the brand within each outlet
SKILLS TRAINING •Power Selling – Anthony Morris •Major Account Development - Kimberley Clark •Sales & Product Training - Lever Industrial •Tom Hopkins Sales Course •Dr Brian Jude NLP/ •Paul Du Toit (its all in the presentation) •Steve Barnett (Discover the rhythm of working together) •Marlene Ward ( Influencing with integrity) Paul Naidoo ( Creating a lucrative personal network) •MS WORD & MS EXCEL VODACOM PRODUCT TRAINING •Introduction to Cellular •Yebo Solutions •Introduction to Mobile Office •Advanced Mobile Office •Corporate Solutions •Corporate and Cellular Relationships •Vodacom Product Training TP 1 - 6 •New Dimensions in Dynamic Selling •Dynamic Negotiation Skills •Maximise your personal power through Neuro-Linquistic Programming