Manager, Retail Sales & Business Development (Passenger Cars, Vans, AMG and Pre-Owned)
Mercedes-Benz, Albisher & Alkazemi Co.
Total des années d'expérience :27 years, 6 Mois
Career Vision :
Lead the Sales department to achieve high customer satisfaction, sales volume, profitability and manage appropriate stock level. Develop market oriented Product Management and sales schemes to maximize full market potential. Lead and manage the development of Sales marketing strategies whereby become the benchmark in the region.
Overview of Job roles:
A challenging role to bring up a common portfolio and management for New Car sales, Vans, AMG Division and Pre-Owned sales under one umbrella and uplift traditional management to business development style for the success of the organization. Provide strategic guidance, portfolios, process control, leadership and business solutions to the Passenger Cars and Vans sales team to achieve high customer satisfaction, sales volume, profitability, market share and optimized stock level.
• Develop and implement winning strategies (long term and short term) for Passenger Cars, Vans, AMG, Pre-owned vehicles and other supporting departments for Budgeting, Target Planning in order to achieve the required business results
• Establish excellent Principal relationship and Network Developments through professional communications, negotiations and coordination with Daimler Regional Office
• Quantitative and qualitative targets and achievements such as Retail sales volume through specific customer segments, Direct marketing & Commercial Campaigns, CSI results, Dealer Retail Standards (DRS), Market Specific Targets (MST) etc.
• Ensure development and implementation of process and policies at every stage of sales cycle as well as Customer touch points (from Meet & Greet, Product Demo, Test drives till final vehicle delivery).
• Ensure the standards and display strategies of all showrooms and outlets are properly maintained through proper model mix, colors and vehicle types along with accessories and display elements as per the brand showroom presentation strategies.
• Conduct pre-product launch analysis and ensure planning of market-oriented product mix for vehicle ordering and manage stock level as per company policies.
• Implement Pricing policies, sales portfolios and seasonal campaign activities through showroom managers
• Develop support schemes with principals and implement competitive pricings and stock sell out programs and affinity programs.
• Monitor fulfillment of Dealer Retail Standards, implement complaint management system and compliance elements in Sales Department
• Steer departmental and principal meetings, ensure regular reporting system (in-house management and with principal, utilization of Dealer Management system to the fullest whereby ensure accurate database management.
• Set clearly defined People management strategies, set SMART goals, KPI’s for Showroom managers and supervisors, implement necessary performance monitoring systems, encourage continuous knowledge enhancements, personal coaching and acquire certifications as per brand corporate strategies.
Special Projects completed:
• Internal Fleet Management for the entire company
• Manage Stock Flow for Used Car Department
• AMG Performance center (construction and roll out)
• Dashboards for controls in various business locations
• Fulfilment of certification program for Sales managers and sales consultants
• Implementation of Staff Appraisal system for the sales department
Career Vision :
Build the corporate & fleet sales department to regional standards, activate all types of corporate customer segments, increase sales growth rate by 70%, contribute effectively to the overall target achievement and market share.
Overview of Job roles:
Lead the Corporate & Fleet Sales department in the development of sales to corporate, fleet and government segments through winning strategies, planned prospecting and marketing programs to increase the market share. Ensure that the department provides high quality customer service to existing customers and to maximize opportunities with these accounts, as well as maintaining good relationships with the local authorities and business communities to sustainably develop new and existing markets. Manage the overall department profitability and ensure that all Mercedes-Benz distributor standards are met. All these resulted in transforming the Kuwait Corporate Sales Department as benchmark in several best practices and in a result of about +130% sales volume growth.
• Develop, propose and implement Corporate & Fleet Sales Strategy in line with Daimler policies
• Regularly monitor departmental performance against relevant KPI’s and budget
• Develop and implement standard operating procedures for the Corporate & Fleet sales department
• Set and monitor client relationships and dealings related to the CSI score
• Lead Management and market development
• Negotiation of Daimler supports for volume sales and sell out programs
• Implement collaborations, corporate associations, segment penetrations, affinity programs that increases sales volume and market share.
• Manage corporate stock orders, stock management, vehicle deliveries
• Ensure strict measures, portfolios and high level of compliance in regard to corporates, embassies and government deals.
As Director, responsibilities include develop Consultancy & Training brand in Kuwait market /GCC region through result oriented consultancy services to Organizations and Startup entrepreneurs.
Core Areas :
- Business Modelling and Strategic Planning for startup’s
- Cost Optimization, Process & Resource Optimization
- Sales & Marketing Consultation
- Management Outsourcing & Operational Partnership
- Trainings for Management/Supervisory/Customer Dealing segment
- Success Coaching for Professionals
Industries consulted :
Automotive, B2B & B2C Sales, HVAC manufacturing, Maintenance Contracting,
Medical, General Trading, Training, Overseas Education & Migration, Restaurants etc.
Career Vision :
Establish the Business Development department together with the Business Development manager, centralizing all company projects under one channel to achieve organizational developments through innovative ideas and methods.
Overview of Job roles:
As integral part of Business Development Department of Passenger Car business unit, manage all company projects (qualitative and constructional) and implement excellent business processes based on company strategies and policies. Also lead the project of Organizational restructuring for the entire company together with the external consultant.
• Network development (together with Daimler team)
• System study on projects, define plans, presentations, approvals and implementations
• Innovative projects in performance optimization
• Manage KPI’s and achievements
• Develop Processes & Polices for the operational departments
• “My Passion” project for enhancing company culture and personnel commitment
• Implementation of “Organizational Restructuring” project by redefining Job descriptions, Organizational chart and communication flow for the entire organization.
• Lead infrastructure projects and business development projects
Career Vision :
Transformation of career from IT and clerical jobs to supervisory roles leading the team which helps to utilize the skills, knowledge and professional educations to actual practice.
Overview of Job roles:
Vibrant involvement in the overall business activities and excellent leadership to Sales Team and Administration teams in the Spare Parts department, responsible for the short/long term objectives, performances, profit & loss, compliance, people management and various business communications leading to sales progress and increased market share.
Also supervised various business controls such as Resource management, Business development & Marketing, Stock/Inventory Control & effective logistics, Warehousing, Perpetual Stock Checking, Personnel, HRD, Training, Target Achievements, Dealer Standards, Brand Protection, Pricing & Discount Structures, Tenders & Contracts, SNP negotiations, Target achievements (Qualitative & Quantitative), Cost controlling strategies, Business presentations in various corporate meetings.
Remarkable contributions to Aftersales (Spare parts) department :
• Uplift of Sales Team & various Best Practices in Sales section
• Dashboards at key business areas for controlling and monitoring
• First time in A&A history : Inhouse developed Professional training programs for staff motivation and leaderships
• New campaign on Fleet Sales (“Lost Sheep” marketing & customer retention program)
• Enhanced customer retention programs through Customer Segmentation
• Introduction & Implementation of CRM & Strategic Discount Structure
• Restructuring of KPI & Documentation methods of Procedures and Policies
• Parts Web (Centralized DBMS within the company)
• Department Manual & Induction program for new interns
• Staff Data Card, Modernized HR methodologies, “Thought of the day” program
• Process owner for Kerridge Autoline software implementation project
Career Vision :
Being passionate in teaching and training, I managed time and resources to deliver classes to students from multinational backgrounds for bachelor and master degree courses.
Also to activate the learnings and experience from business education and profession to grow to the consultancy level.
Overview of Job roles and expertise :
• Strong Communication skills as lecturer and public speaker
• Excellent relationship builder with students, faculty & parents
• Project Guide & Internal Examiner for MBA project and Viva Voce
• Student Counseling (Behavioral & Career guidance)
• Management Training for business professionals
• Strong administrative & organizational skills
Distinct Achievement :
Appointment from Periyar University, India as INTERNAL EXAMINER for MBA Project & Viva Voce for abroad students.
Career Vision :
Challenge to start the career in Kuwait with the premium automotive brand.
Overview of Job roles:
Career start with Service Reception with all reception administration activities such as vehicle documentation, customer database maintenance, invoicing, warranty matters etc.
Then promoted as IT-Coordinator taking responsibilities as support agent for users and as coordinating person between IT department and the functional department. Responsibilities extended to reports, IT user training, troubleshooting and problem solving leading to smooth running of the routine activities.
Other Educational Qualifications: International Award in Delivering Training (IADT) Level 3 (Highfield, UK)- 2020 ISO 9001/2015-Lead Auditor Chartered Quality Institute-IRCA (2018) C-Level Automotive Sales Management Mercedes Benz, Global Training (2016) Post Graduate Diploma in Computer Applications. Bharathi Dasan University, Trichi, India (1993) Bachelor of Science Major : Mathematics, Statistics & Physics Mahatma Gandhi University, India (1991) TECHNICAL CERTIFICATIONS : • Microsoft Certified Professional (MCP) in Windows NT.4 (Server) • Computer Course on Unix Operating System (From India) • Certificate Course in ORACLE 7.0 and DEVEOPER 2000 (From Kuwait) Exclusive Educational Achievements: * Appointment from Periyar University, India as INTERNAL EXAMINER forMBA Project & Viva Voce for abroad students (from Year 2010 onwards). * Contribution to Kuwait Occupational Standards Assessment & Certification (KOSAC) Project towards bringing in Educational & Professional Standards for migrant workers. (Specialization : Marketing Executives).
