Sales Operations Manager -Entire KSA
Alyaum Holding Group
Total years of experience :26 years, 2 Months
Designation Chronology:
• Jan 2012 - Present: Sales Operations Manager - Entire KSA Region
• Sept 2011 - Jan 2012: Regional Sales Manager, Center Province, Saudi Arabia
• Feb 2010 - Oct 2011: Regional Sales Manager, Western Province Saudi Arabia
• Aug 2008 - Jan 2010: Regional Sales Manager, Eastern Province Saudi Arabia
Crafted an upward growth curve from Regional Sales Manager to the position of Head of Sales Development
Highlights;
• Played an instrumental role in streamlining sales process and developing a high performance team that led to increase in sales revenue from 8.5% loses to 22.5% profits in the first year 2009 and rise from 22.5% to 29.1% in the second year 2010.
• Spearheaded transformational change by restructuring western province “Jeddah” branch in 2010.
- Refurbished sales strategy after reviewing blunders of 2009, subsequently converted loss of 5.5% to 7% profit.
- Altered the sales policy according to the nature of the Western Region in 2010 and augmented profit to 10.5% - a record-breaking achievement as annual target for 2010 was achieved by the end of Aug 2010.
• Provided strategic leadership during the expansion phase, established new points of sales (about 325 pos in kingdom wide), thus aided in opening new channel to support sales and subsequently increase profit from 13.5% in 2011 to 23% in 2012.
• Visualized, planned and executed aggressive strategic marketing plans and successfully bagged 47 key accounts and registered 37% increase in the whole income in 2012.
• Conceptualized special selling offers to face the competition within three months, to achieve a balance and recover from loss by maintaining existing clients and attracting new clients in 2013.
• Played a pivotal role in developing and implementing new systems in the sales policy to enhance relations between branches and clients, in order to expand the scope of work and open new branches by end of the year 2013.
• Proactively created and managed a new section of International Agencies, to expand sales and draw clients from inside and outside the Kingdom, this has led to contribution of 22.7% growth of total annual target during 2013.
• Spearheaded the Microsoft CRM 2011 implementation project accordingly developed Sales, Marketing and customer service processes across the whole organization.
- Contributed during all implementation phases right from scope definition and analysis sessions up to user acceptance testing and training.
- Covered CRM functionality in critical business areas including Target, Commission, Pipeline, Forecasting, Sales reports, Account and Contact Management.
• Worked closely with the design department to create classified ads website and social media to target prospective clients, it received 5, 000, 000 hits within 2012-2013.
Key Responsibilities:
• Conceptualizing and implementing aggressive strategic sales/ marketing initiatives targeted at capitalizing existing client base and expanding market presence.
• Endeavoring to achieve projected business and sales targets, analyzing and monitoring demographic variables. Delivering profitability for the organization by identifying new markets and related events, publications, and ads, nurturing key accounts and closing business deals favorably.
• Defining business strategy and P&L roadmap, efficiently allocated financial, material and human resources of company for optimum and efficient utilization to achieve company goals. Recommending economically viable projects to the management, resulting in increased revenue growth and cash flow.
• Generating revenue, maximizing profit margins by identifying high potential sales opportunities and prioritizing them to drive sales.
• Developing annual sales and marketing plans, formulating promotional strategies to drive business & establish future growth objectives by planning geographical expansion.
• Devising annual commission and incentive plan, preparing the forecasted budget, ascertaining effective implementation, supervising performance against targets to implement cost control strategies.
• Monitoring and measuring sales performance to ensure that sales targets are met. Planning sales initiatives to achieve/surpass KPIs/revenue targets, liaising vertically and horizontally across departments to ensure smooth/well-coordinated execution of the business plans as per stipulated budget specification.
• Focusing on critical issues that affect top-line growth and profitability; evaluating risk factors, maintaining preparedness and alternative plans facing unexpected market trends and competitors' tactics and tricks.
• Keeping abreast of latest technological advancements and utilizing the potentials in order to enhance business processes and policies in conjunction with the company goals, vision and mission. Improving data base reporting and document management information flow.
• Drafting annual training plan and evaluating the performance of the current and new sales staff including representatives, supervisors and sales managers.
• Assigning targets and territories to sales force, retaining and delegating responsibilities to achieve performance at its pinnacle by critical appreciation of activities in line with changing business scenarios.
Highlights:
• Served as a Regional Sales Manager for Center Province/ Western Province and Eastern Province, managed the defined geographical sales territory and developing business with new and existing clients.
Overall Responsibilities - Regional Sales:
• Developed and delivered innovative sales strategies and attained consistent revenue growth by directing, leading and motivating the sales team to achieve the company sales target on monthly and yearly basis.
• Designed sales plan to grow the business within assigned region, and delivered Alyaum's sales strategy in the area.
• Managed a regional budget to drive initiatives, oversaw identification, development and capture of all market opportunities; performed market assessments, identified potential customers, and developed and managed of sales within established geographic and product/market parameters.
• Supported the development of promotional strategies to provide increased visibility and market penetration.
• Identified primary thrust areas of business based on market surveys and analysis. Optimized sales, volume distribution and customer service based on market surveys and analysis, customer feedback and other methods of information gathering.
• Ensured the effective and consistent use of CRM tools to ensure accurate tracking of data. Managed the development, nurturing and scaling of the team - from hiring, training to sales success and promotion.
• Ascertained sales growth and profitability within region’s territories by implementing long range and short range sales plans and proper management of the sales and collections activities of all Salesmen across assigned region.
Key Designations:
• Sept 2003 - July 2008: Sales Manager - Eastern Province Saudi Arabia
• Feb 2000 - Aug 2003: Sales Manager - Riyadh (Central province) Saudi Arabia
• 1999 - 2000: Area Sales Manager - Jeddah (Western Province) Saudi Arabia
• 1998 - 1999: Area Sales Manager - Gazzaz Company / Jeddah (Western province) Saudi Arabia
Joined as Sales Manager in Gazzaz Company and moved to Gazzaz Trading Company, due to exceptional performance and further merited promotion to the position of Sales Manager, handling increasing responsibilities and wider geographies
Overall Responsibilities:
• Steered the development of the sales, marketing and promotional plans targeted at capitalizing existing client base. Coordinated implementation of sales plans to increase revenues and profitability as well as expand market presence across KSA.
• Ensured profitability and growth in line with company vision, controlled expenses and maintained customer satisfaction. Submitted sales forecasts and time projections to the management for approval.
• Enhanced effectiveness of market segment through creative approaches to product/service offerings using market research, customer feedback, trend analysis and competitor analysis.
• Drove sales, profitability and customer satisfaction scores, designed pricing and financing strategies to capture target market, whilst ensuring value-addition to the customers, resulting in long term loyalty.
• Maintained optimal inventory levels, established budgets and controlled expenses to meet budget guidelines, analyzed variances and took appropriate action to maximize turnover and profits.
• Developed metrics to measure growth and performance and providing requisite reports to the management.
• Worked closely with sales staff and business managers to deliver innovative solutions targeted at profit maximization.
Other Trainings & Certifications: • Effective tactics for Multimedia Management. • Sales and Development Management. • Finance for non-financials. • Operation management. • Practical leadership. • Motivation. • Microsoft Office - Word/ Excel/Power Point/ Outlook. • Successful Marketing Management . • Business Language from king Fahd Petroleum University in Saudi Arabia. • MS. Project 2007/2010. • Advertising and Media Plan • Excel for Data Analyses
