Chief Commercial Officer
DMS Global
مجموع سنوات الخبرة :29 years, 11 أشهر
Key Objectives:
The role focuses on taking ownership of the customer and customer interface with the company's product and service offering namely SaaS, Events and online portals, making sure that all functions of the organization are aligned to meet its strategic commercial objectives.
It includes leading the strategic management function, in drafting, implementing and evaluating cross-functional decisions that will enable an organization to achieve its long-term objectives.
Key Responsibilities and achievements:
• Responsible for setting and achieving of the commercial strategic objectives of the company.
• Responsible for ensuring all business units meet their Revenue and other Commercial goals.
• Identify new business opportunities.
• Responsible for approval of short and long term marketing plans.
• Responsible for negotiation of major project deals.
• Approval of pricing and positioning of company's products.
• Participate in preparation of business plans for the company.
• Follow up on monthly sales achievements and report to the CEO.
• Suggest corrective actions in case the sales is below the budget.
• Train and coach the commercial team on business planning, business development and client retention.
• Achieved double digit growth in Profitability and an average annual increase of 60% in Revenue per year. Have added on new business lines including one added during the pandemic specifically designed to help boost business for the company and clients globally.
Key Objectives:
To lead the creation, refinement as well as delivery of the Business Strategy for the various business lines of the Company namely SaaS, Events, online platforms.
Key Responsibilities and achievements:
• Drive strategy creation, coordinating with business & function leaders.
• Drive development and management of the business portfolio, assess opportunities and coordinate with business functions.
• Responsible for ensuring Business Units meet their Revenue and Profitability goals.
• Develop and maintain key customer relationships.
• Organize and ensure the Business Development team is staffed to execute the vision and strategy, and objectives of the business.
• Regular reviews with the staff to check forecasts & sales pipeline.
• Train and coach the Business Development Team on business planning and business development
• Achieved over 100% growth in Revenue along with enhancing the range of service offerings.
Key Objectives:
Responsible for sales in the MENA and setting up business in India.
Key Responsibilities and achievements:
• Accomplished growing business by over 100% every year.
• Achieved through a combination of direct sales, sales team development and expansion to new markets.
• Setting up and training sales teams across the GCC.
• Setting and monitoring achievement of Sales Budgets by team.
• Providing product & Marketing Inputs - Competitor analysis, product updates, pricing policy, marketing inputs, and promotional material.
• Instrumental in getting on board quickly not only large accounts but also customers from varied industries.
Key Objectives:
Heading the ‘Media Based Training Resources' Division with the prime objective of creating demand for elearning solutions & knowledge management systems across the region.
Key Responsibilities and achievements:
• Responsible for generating business from elearning, knowledge management systems & projects across the GCC.
• Supported branches across the GCC by providing Product & Marketing Inputs - Competitor analysis, updates on products, pricing policy, discounts, marketing inputs, promotional material.
• Driving sales for my division through Primary Demand Generation and focused business development by traveling across the GCC to conduct Knowledge Audits, proposing elearning solutions, strategy for blended learning, facilitating creation of elearning centers.
• Devised Business plans, identifying suitable target segments based on the dynamics of changing market forces. ·
• Instrumental in closing cases by ‘bending backwards' locating customer needs and creating deals. Prestigious clients include - Emirates Airlines, Saudi Aramco (KSA), Petroleum Development Orgn (Oman), Abu Dhabi Police, Zayed University, GHQ (UAE).
Key Objectives:
Responsible for sales of Project Tracking systems in UAE.
Key Responsibilities and achievements:
• Manage existing accounts and ensured high renewal rates.
• Involved with delivering technical & commercial presentations to senior management of companies.
• Traveled globally for business development and industry exhibitions.
• Worked together with global sales team in strategizing effective sales approaches.
Key Objectives:
Advisory role on creation and benefits of company wide use of web based solutions.
Key Responsibilities and achievements:
• Participated in the Web based Projects (namely Distribution of software products and Computer Education) right from Defining Objectives to Implementation.
• Advised the management to help them define how web based solution will save their organizations both time and money.
• Reoriented the entire system design to a proactively customer and eCommerce driven approach to effectively serve users, customers, channel, and large accounts, OEMs and achieve more business and satisfaction. Current network solution covers 1250 channel partners, 11 Regional offices and Principals like Microsoft, Citrix, Computer Associates, Nortel, APC et al. Targeted business growth 400% by 2002.
Key Objectives:
The company was a pioneer in bringing into India state-of-the-art technology. A one stop SATCOM shop marketing the complete range of SATCOM products ranging from large earth stations to VSATs, manufactured by leading US manufacturers.
The objective of my role was to generate primary demand for Satellite Communication as an alternative to other traditional technologies being used at the time. In the process of doing so build revenue and market share for my principals.
Key Responsibilities and achievements:
• Responsible for Country wide Sales and Marketing of VSATs and 4 other ancillary product lines:
- VSATs - STM Wireless Inc., USA.
- Digital video transmission systems - Wegener Communications Inc, USA
- RF Transceivers - Sierracom Inc, USA
- VSAT Antennas - Prodelin Corp, USA
- Earth stations - Vertex Corpn, USA.
• Created Marketing Strategy for expanding product mix successfully launched new products and more than doubled business each year.
• Setting and monitoring achievement of Sales Budgets by Sales Team and Channel partners.
• Networking and liasoning, with Govt agencies, Assoc. Agencies for updates on upcoming Tenders and Government policies. Also to assist customers with licenses and frequency allocation.
• Direct Selling and Promotion Activities: Seminars, Tradeshows, Mailers, Presentations, Press releases for product & corporate image building.
• Captured more than 50% Market share VSAT Networks market with repeat business from all customers.
• Created Business Plan for setting up Indian subsidiary of Prodelin Corp, USA - a successful venture with over 90% market share.
Key Objectives:
A $ 4 Bn UK based Textile conglomerate, with wide spread Global operations from threads to Branded shirts like Louis Phillipe, Van Heusen & Allen Solly .
Key objective to manage channel sales, for the State of Gujarat, with the personal agenda of turning the Sales Branch around to being a profitable unit.
Key Responsibilities and achievements:
• Responsible for managing revenue through channel sales for the State of Gujarat.
• Accomplished doubling of sales turnover, brought Sales Branch out of the Red by motivating Sales Force / Channel partners and sourcing their winning.
• Managing financial performance, sales contribution within strict financial discipline and achieving targets without exceeding receivable limit.
• Network Management - Expanding channel from 108 resellers to strength of 210.
• Man management - keeping administrative and sales staff empowered and performing in spite of being grossly understaffed.
• Created Marketing Strategy for expanding product mix successfully launched new products and more than doubled business each year.
• Setting and monitoring achievement of Sales Budgets by Sales Team and Channel partners.
Full time MBA residential program where i did a Major in Marketing with a minor in Finance - top 10% of the class at all times.
4 year Engineering course.