توماس أبراهام

Smartworld Computer Trading LLC is 15 years aged Dubai Mainland Company focused in selling ID Card Printing Solutions, Access Control Systems to UAE and MEA Region

Smartworld is the Master Distributor of MAGICARD (UK) ID Card Printers, Card Exchange Software, and Allegion Access Control Systems for GCC and Eastern African Countries.

Job Role - International Sales; Business Development; Re-seller/Channel Sales & Marketing Management.
Responsible for improving business partner relationships, identifying business opportunities, developing business strategies that ensure achieving targets and profitability, and maintaining extensive knowledge of current market conditions

KRAs -  Manages country wise existing Dealers & Channel Partners for the sales of Magicard Printers & software.
 Recruit, train, and motivate channel partners, sales reps, and resellers to assure and deliver revenues, based in the sales OP and growth plan ensuring/partnering with the compliance team


 Provides Marketing Support to all Channel Partners.

 Lead, inspire, and motivate the channel sales team to achieve their sales plans, objectives and activities
 Developed regional channel coverage strategy with a focus on opening new markets and industry segments to drive maximum penetration of Grid solution products.
 Executes strategic partner sales plans, including accurately forecast sales by country/PL.
 Defined appropriate operating rhythm and performance scorecards with channel partners to manage performance against agreed sales account plans and develop sales strategies to enhance performance.
 Work with internal cross-functional teams to assist with partner implementation, and customer escalations
 Promotes a cohesive, partner/customer-centric team with strong internal relationship

General Management, Overall Business Operations - (Purchases, Imports, Exports, Sales, Marketing, Finance, Logistics, Distribution)

a) Contract manufacturing (in private label) of Automotive, Industrial and Marine Lubricants for GCC & International Markets.

b) Directly imports and does bulk distribution of premium/gourmet food products to large catering houses

 Direct reporting to Owners; responsible for steering entire business operational aspects, include Product Development, Product Design, Procurement, Imports, Business Development, Marketing, Sales, Recruitment, Logistics / supply chain and warehousing & finance.
 Global Sourcing/International Procurement, Product Quality Assessments/Grading, Negotiation, terms of sale, International & Local Distribution Agreements, Payment terms, Margins & Trade Volume with Original Product Manufacturers.
 Established vertical trade marketing plans for each category product.
 Identifies, develops, design and launch new potential products suitable for UAE consumer markets.
 Instituted new key wholesale & retail customer base in UAE through effective business development activities and client relationship management
 Monthly orientation sessions with team members for existing tasks and target accomplishments.
 Weekly & Monthly meetings with senior management & stake holders; provides them tangible reports on TCO, ROI, Revenue Cash Flows and also on future plans.
 Monitors Customer Satisfaction activities for the retail customers regarding any product performance/quality related suggestions, complaints or issues.
 Shares market feedback to the Management regarding competitive offerings, prospect needs and generate product development ideas and investment opportunities.
 Plans & coordinates the implementation of new product launch business plans.
 Provide valuable updates to Management about latest products, ideas & promotions by regular client visits, mapping industry related global events, exhibitions.
 Identifies and proposes for potential diversified business ventures, Investment Opportunities to Management.
 Formulated Efficient & Effective Wholesale & Retail Trade Strategy on each category product for UAE/GCC Markets to optimize profits shall minimize and controls operational costs.
 Formulated cost-effective marketing campaign programs for each category product.
 Regularly in sought of potential new products from International Market Space.
 Explores new local and export market opportunities & formulates new market maps of target industry sectors
 Recruitment of new Business Development/Sales Executives for vertical markets.
 Does constant updates on our competitive products & their market positions in GCC region.
 Liaisons with various Government Departments for essential approvals required for each category product trade in UAE.
 Dependably maintains a Plan B & C reservoir for each operational arena.

Specialties:
• Global Sourcing/International Procurement (Airline Products)
• New Product Development, Architecture & Design (Airline Products)
• Product Re-engineering Development (Airline Products)
• Category Management
• Product Management
• B2B Sales /Marketing
• Business Development
• Product/Brand Launch
• Event Coordination

Specialties-Erstwhile:
• Sales Team Lead
• Key/Strategic Account Management
• Project Consultancy
• Solution Mapping
• MPS Consultancy

Domain:
• Airline Products & In-flight Supplies
• Plastic LD/HDPE/PP/PET/PS Products
• Gourmet Products Distribution
• Data Capture Products & Solutions
• Healthcare Safety Solutions
• Office Automation Products
• Audio Visual Products
• Printing Solutions

Geha Presentation Systems Gmbh is a fully owned subsidiary of Pelikan International, promotes Presentation Products & Solutions. Geha is also renowned for High Security Shredders and Compatible Cartridges in Europe and Americas. (http://www.geha.de)
Role-Product Management, Business Development Programs, Brand Management
Function -Launch/Re-launch of GEHA range of products (multimedia projectors, office equipments, data storage devices) in Middle East, Africa, Levant & SAARC Region.
Establish Geha Business Division in PMEA for MEA & SAARC Region
New Business Development of Pelikan Hardcopy products in MEA & Levant region.
KRA’s & Attainments: Product Management in TOTALITY (Geha)
-Conducted Market Research/Surveys, submitted detailed analysis to PICB Management based on Product capabilities, Price position, Regional Interests, Packaging, Marketing/Promotion, Service/After-sales support requirements & Human/Infrastructure Resources.-Shortlisted NEW Geha products based on each region’s market potential and engine performance.
-Pre-launch business communication (Product/Brand Introduction) with existing Pelikan Business Partners.--Team Leader for GITEX 2009
-Stand Design for Geha based on 2009 theme ‘Office Wellness’
-Shortlisted and officially launched the latest Geha products in display
-Coordinated marketing activities for GITEX Stand--Brochure design and printing, sourcing of promotional materials, corporate giveaways
-Detailed hands-on product training provided to promotion team.
-Constituted country/region wise pricing policy for each product segment.
-Defined short/mid/long term business objectives for Geha.
-Prepared 2010 Budgets (category wise) for Geha MEA Operations.
-Appointed (ongoing) NEW Business Partners for Geha in the region
-Prepared Product Training Manuals/Presentations for Geha Business Partners-Recruited Regional Technical Supervisor for Geha’s after-sales support/service (UAE being regional service hub)

Product Launch, Sales of Canon’s prestigious Digital PRESS (Color Production) Engines & its related workflow solutions.

 Developing Market Coverage Strategies
 Sales Tools, Pricing, Product Technical & Competitive Information for Sales Team
 Accompanying Team Members on business calls to presentation, negotiation & closing deals
 Develop NEW relationships with Key Accounts
 High Impacted Business Presentations
 B2B Business Tie-ups

 New Business Acquisition
 Territory/Account Management
 Customer Retention, Customer Care Calls
 Sales Forecasting, Corporate Reports
 Business Communication & Correspondence
 Marketing Support
 Target Achievement, Collections
 Events (Road Shows, Exhibitions) Coordination

WORKFLOW Solutions & RECORDS/DOCUMENT Management
- Job Portfolio:
- Within this role the core aim is at expanding the company's client portfolio through pro-actively sourcing new business opportunities amongst large corporations and companies.
- The focus is to maintain a conceptual based sales style through developing a complex needs assessment and then delivering the most cost-effective document management solution.
- The add-on offerings attached to DM/RM solution were: IDS-4-MFP, PDF Archiver, DvTDM, Litigation Imaging, Backfiling Project Management, and Scanning for Digital Archiving, eBatchScanManager.

PRODUCTION PRINTING Solutions Portfolio:
VARIABLE DATA Printing (& DATA STREAM) Solution Offerings to all potential clients. This solution includes High-Speed Digital Engines of REX.ROTARY (UK) & VDP Composition Tool - ReportSuite software.

KRA & Main Duties:
- To provide leadership and be the center of competency for strategies and programs that will leverage REX.ROTARY products, services and solutions in relevant industry sector/s.
- Responsible for the deployment, planning, training and solutions in line with recommended products/company directives and strategies.
- To meet target/plan and contribute to Company Objectives by exceeding expectations.
- To manage and execute the full sales process, from lead generation to the closing of a sale.


http://www.graphicint2.com
http://www.ngillc.com
http://edocuman.com

Phase One:
KRA - 1: Sales of High-Speed Production Printing Systems from HITACHI, Off-set Machines of AB DICK, MICR Printers of ROCKFORD THOMSON.

KRA -2: Sales of PITNEY BOWES- Document Finishing (Stuffing) Solutions. Target Markets for these products were Banks, Large Corporate Houses & Direct Marketing Offices.

Phase Two:
Moved to RETAIL Sales Operations.
Centring to Dealer/Channel Sales Management.
The products promoted were NEC-Japan’s PLASMA Displays, LCD Monitors & Multimedia Projectors.
Projectors sold through POWER RE-SELLERS & Retailers in Dubai. Plasmas & LCD Monitors, through System Integrators and sold direct to Corporate Offices.

http://www.alabbas.com/abbaElectronics.htm

Assistant Sales Manager
For Channels Management & Major Accounts \[Trivandrum, Kerala\]
from August 2000 to May 2003

The Major-Account Sales’ focal point was towards the Government / Education & IT (Technopark) Sector. Sales promotion of TOSHIBA copiers (digital & analog), INFOCUS Projectors (LCD & DLP), DUPLO Digital Copy printers & PITNEY BOWES Mailing Systems in three major districts of Kerala State went in full swing.

Being the sole direct representative based in Trivandrum City covering three southern districts of Kerala, the second main KRA was to find and develop new powerful business partners for HCL.

Channel Management Portfolio upheld three major dealers in Trivandrum & Kollam District. Seven sales persons (Dealer Staff) were been monitored from my desk on a daily basis for optimum business productivity.

The job function was to provide guidance and support to Channel-Sales force in all business related arenas. (This job role was better defined as support for Fresh/Negotiation Calls, Objection Handling, Finalizing/Closing Calls, Personality Development, availing their perks & commissions).

Conducted three Training programs on Selling Skills & Territory Management. Also organized three ROAD SHOWS in Trivandrum, Kollam & Trissur District.

Phase One: Nov 1997 to May 1999
ARAMCO Account Executive
Saudi Arabian Oil Company \[Saudi ARAMCO\]
The Core Strategic Account for XEROX Middle East

Headed up the business operational functions as Account Executive, in co-ordination with the first-line management support of Saudi Xerox Officials on a Strategic Account of Xerox MEO, the Saudi Arabian Oil Company based in the Kingdom of Saudi Arabia.
- Key responsibility in Strategic Account Management
Business promotion of Xerox Digital Products and Solutions
- Business Co-ordination Activities; Maximized the Xerox MIF under productive revenue outlets through service contracts.
- Business breakthrough for Printing Systems (N-Series), EDMS project, Digital photocopiers and Digital Colour Products

Phase Two: July 1999 to May 2000
Engineering Systems Specialist
XEROX Engineering Systems (XES)

As a team member of Saudi Xerox’ XES Business Division, for the business promotion of Xerox Engineering Systems and Solutions in the Eastern Province. The product range includes Wide Format Digital Printers, Plotters and Scanners, ColorgraphiX Systems, and Engineering Software solutions.

- Product range includes Digital Copy Printers, Digital Color Copiers and Magic Touch.
- Sectored Account Management of Government Departments and High- line corporate chips.
- Implemented niche technology idea of Digital high-speed printing during assignment - speeding profitability.

MODI XEROX Limited, Trivandrum, KERALA
With sole authorized SPA of MX in TVM from
November 1994 to May 1996
As MAJOR ACCOUNTS Executive
- (Divya Business Systems Pvt. Limited is the authorized sales promotion agent for MODI XEROX Limited in Trivandrum city.)
- From November ’94 to April ’95, was on special assignment from MXL-TVM to Divya Business Systems as Major Accounts Manager.
- Later, assigned exclusively for Government Sector.
- Achieved all business targets and won sales contests thrice.
- Expanded territorial sales by 250%

CAREER KICKOFF with XEROX
August 1994 to October 1994 \[3 Months\]

Joined Modi Xerox Trivandrum Office as MARKET RESEARCH Executive.
- Prime role and responsibility of conducting surveys on Market Potential and Customer Satisfaction
- Support function on Product Demonstrations for all range of MODI XEROX products on behalf of MX Sales force.