Regional Director ( Business Development & Operation )
Ghassan Aboud Group
Total years of experience :24 years, 11 Months
Responsible for Business Development, Strategic ventures & Operation of (Commercial vehicles, ARMORED, Special purpose application vehicles & machinery) division, for Regional business regions within the MENA & GCC regions including (IRAQ, Iran & partially CIS) for all related Premium commercial vehicles brands (Volvo, HINO, HYUNDAI, SCANIA, CIFA, LongKing, Volkswagen, Peugeot, Mazda) and for special earth Moving machinery.
Contribute exponentially to the overall sales / Spare parts of company Commercial vehicles (existing & new product lines) of getting international fleet from big international accounts.
Regenerate & Develop the sales process for Heavy & special purpose vehicles with strong effective successful results to enhance profitability of (Spare parts & Its aftermarket support) for all assigned areas in Middle East & Asia.
Support the President in developing and implementing a comprehensive aggressive strategy, business plan for brand management and sales.
Responsible to increase all Commercial vehicles regional channel sales distributors, Strategic Corporate deals & cooperation with Top accounts (Corporate, Government sectors & private). Increase of GAC highest profitability.
Set up the strategy formulation exercise for the Commercial Function, as and when required, by providing input on how sales function can be aligned to the objectives and strategy of the Business Unit plan (BU) of automotive sector.
Establish both monthly and annual sales objectives for related brands in line with Automotive‘s overall sales targets.
Establish and maintain strong working relationships with all related brand Principal, ensuring that the brand operates within specified brand-specific requirements and standards, as well as ensuring compliance with any business performance reporting requirements
Ensure developed marketing plans and campaigns for the brand supports the sales objectives effectively in line with the guidelines of the Corporate Marketing & Communications as well as the brand guidelines of the Principal
Conducting market research for new projects, vehicles suppliers, customized upper body suppliers, analyses domestic market situation through intelligence & overseas business meetings, negotiation for new projects, new business development, new strategic purposed partnerships
Provide major direction, guidance, supports, coaching for related teams and development of existed business.
Introduce & handle all market contacts of suppliers to facilitate customers & VIP vehicles demands (major Intl Government, embassies, & UN). Support their all needs of Modified Vehicles through National & Domestic Suppliers (Vehicles suppliers, Upper body manufacturers & Ambulances builders) to approach fleet inquiries at all times.
Successful to generate new prospective Intl. business connections to develop ARMORED/ Military vehicles through New Potential countries (Africa, Asia & Middle East).
Responsible for driving all operations (Sales, marketing, Aftersales teams and customer service teams) experience in line with the overall business objectives of the company and brand-specific requirements of the Principal, and assisting in the definition of a brand-portfolio strategy to achieve desired revenue and market share.
Conduct & provide the various data analysis reports related to the new businesses of the company for effective project evaluation & smooth implementation
Ensure the negotiation and agreement of contracts with wholesalers, distributors and other customers in the assigned region incl. the definition of refunds, terms of payments and credit limits.
Demonstrated ability to make sound decisions while coordinating multiple project, programs, variables and priorities.
Successful to generate new prospective business connections through New Potential countries (Africa, Asia & Middle East).
One of Top global market leader of Re-Export of automotive for Multi Brands in UAE for (Middle East, Africa, Asia & CIS) dealing with cars brands (Toyota, Mazda, Mahindra, VW, Peugeot) and for Commercial Vehicles (MB, IVECO, Volvo, Hyundai, NISSAN, VW & Peugeot) & Construction equipment, dealing with over 92 countries worldwide.
Responsibilities:
Contribute exponentially to the overall sales / Spare parts of company Commercial vehicles (existing & new product lines) of getting an international fleet from big international accounts.
Regenerate & Develop the sales process for Heavy & special purpose vehicles with strong effective successful results to enhance the profitability of (Spare parts & Its aftermarket support) for all assigned areas in the Middle East & Asia.
Support the President in developing and implementing a comprehensive aggressive strategy, business plan for brand management and sales.
Responsible to increase all Commercial vehicles regional channel sales distributors, Strategic Corporate deals & cooperation with Top accounts (Corporate, Government sectors & private). Increase of GAC highest profitability.
Set up the strategy formulation exercise for the Commercial Function, as and when required, by providing input on how sales function can be aligned to the objectives and strategy of the Business Unit plan (BU) of automotive sector.
Establish both monthly and annual sales objectives for related brands in line with Automotive‘s overall sales targets.
Establish and maintain strong working relationships with all related brand Principal, ensuring that the brand operates within specified brand-specific requirements and standards, as well as ensuring compliance with any business performance reporting requirements
Ensure developed marketing plans and campaigns for the brand supports the sales objectives effectively in line with the guidelines of the Corporate Marketing & Communications as well as the brand guidelines of the Principal
Conducting market research for new projects, vehicles suppliers, customized upper body suppliers, analyses domestic market situation through intelligence & overseas business meetings, negotiation for new projects, new business development, new strategic purposed partnerships
Provide major direction, guidance, supports, coaching for related teams and development of existed business.
Introduce & handle all market contacts of suppliers to facilitate customers & VIP vehicles demands (major Intl Government, embassies, & UN). Support their all needs of Modified Vehicles through National & Domestic Suppliers (Vehicles suppliers, Upper body manufacturers & Ambulances builders) to approach fleet inquiries at all times.
Maintain strong business relations with diplomatic missions & other influential business professionals who might play instrumental role in getting new business customers & new orders.
Support in developing CRM Strategy and plan for GAC as part of the overall Business Development plan
Oversee the implementation of CRM strategy and Plans and ensure its execution by establishing new CRM team with collaboration with involved stakeholders.
Monitor sales process (aspects such as customer contact and reception, clarification of need, identification of prospect, follow-up on initial contact, final closure of sale and quality of sales documentation) to ensure quality in the entire process.
Successful to generate new prospective Intl. business connections to develop ARMORED/ Military vehicles through New Potential countries (Africa, Asia & Middle East).
Responsible for driving sales and customer experience in line with the overall business objectives of the company and brand-specific requirements of the Principal, and assisting in the definition of a brand-portfolio strategy to achieve desired revenue and market share.
Maintain strong market communication & good relationship, Best customer financial support that leads to a safe possible deal results within several market segments (Government, Corporate, Private & even individuals).
-Evaluate market trends to strategically adopt new changes & challenges and formulate related marketing plans accordingly.
Report directly to Group CEO / President / special link report to Hyundai’s principle.
Strategic Planning
Represented and responsible the organization for ( HYUNDAI Cars, Trucks & Buses), within UAE markets across the target market segments (Private, Corporate & Government) and implement business development strategies to enhance revenue generation
Focused on enhancing sales growth from existing customers through the development of new sales, product marketing, and customer support strategies
Worked effectively and with influence in a matrix organization.
Proven experience in research, analytical, negotiating and problem-solving skills with the high-performance standard.
Demonstrated ability to make sound decisions while coordinating multiple projects, programs, variables, and priorities.
Rendered strategic inputs related to operations, collated customer requirements as well as market dynamics for retaining/ enhancing existing market share
Assessed organizational statistics & policies for implementing various process improvement initiatives; developed new strategies, tactics, and plans for the future growth of the company’s database
Developed strategies, objectives, plans and priorities for the sales organization in support of the company’s overall business strategy and objectives
Business Development
Set up sales plans based on competitive analysis and market trends for accomplishing business targets. Develop a rapport with existing clients and prospects for identifying/ developing new business opportunities
Worked effectively and with influence in a matrix organization.
Managed product portfolio by identifying an opportunity for new products as well as a new area of operations for enhancing market penetration
Developed & maintained a productive business relationship with key decision-makers across existing client and prospect organizations (Government, Corporate, Private) and even individuals for effectively closing identified business deals
Brand Awareness
Spearheaded team efforts in implementing media campaign / strategic plans for launch and promotion of new products as well as for generating awareness across the target market segment
Organized marketing campaigns and implement various promotional schemes to enhance brand awareness across the target market segment
Prepared & maintained effective marketing communication plans to significantly enhance market presence across the assigned territory
Liaison & Coordination
Collaborated with various support teams in enhancing customer satisfaction & business generation by rendering the best customer financial support
Maintained regular interaction with principals on technical matters encompassing warranty, ordering, and inventory/warehouse management, pricing, promotional activities
Set up a strategic partnership with sales channels & potential export distributors with several surrounded countries (Iraq, Iran, Yemen, Oman, Libya, Turkmenistan, and Azerbaijan)
Liaised with local (upper body suppliers), through - low season special agreements & maintain requirements on a consignment basis
Team Leadership
Evaluated team performance and rendered productivity enhancement feedback. Organized training sessions for team members based on identified training needs
Render operational expertise to the company by building, developing, training and managing a sales team capable of carrying out the company strategy and initiatives
(Agent of Mercedes Benz, & ZoomLion Concrete Equipt., SDEC -power generator, Long Gong-
Heavy Machinery). (Alfa Romeo & SAAB Automobiles in UAE).
Report directly to: General Manager
Responsible for Top quality Brands of (Mercedes Benz, LCV & Trucks) and within (Gargash Motors & machinery former company (Zoom line Equipment & machinery)
Built & maintained a productive business relationship with key decision-makers across government organizations with regards to sales, tenders & bulk sales, delivery & after-sales activities aimed at consistently maintaining high customer satisfaction index
Defined & implemented corporate account sales plans to develop and expand business in new and existing accounts and markets
Collaborated with Customer Support and Service Teams to ensure successful customer on-boarding and continued to follow up and satisfaction
Focused on the development of large, top-producing channel partners and enterprise-level corporate accounts
Coordinated activities related to accomplishing business & operational targets for Agent of Industrial Machinery& generators (ZOOMLION, SDEC generators, Long King-earth moving equipment), possessing an extensive portfolio covering a wide spectrum of products including, HCV, Construction Equipment, Heavy industrial equipment, and automotive lubricants)
Followed up with the sales team in conducting customer product demonstrations and After Sales Follow-ups as well as for effectively implementing sales & marketing plans
Updated inventory based on sales forecasts, stock levels, product movement history, etc. Evaluated product requirements & requisitioned various models & variants
Focused on enhancing sales volumes across Private /Government) sectors for Light/ Heavy Commercial Vehicles such as Heavy Commercial Vehicles (MB Trucks), LCV vans, Luxury vans in Dubai and the Northern Emirates
Functioned as Key Account Supervisor for high potential and existing VIP Customers & Government Sectors, aimed at accomplishing business and operational targets
Groomed & mentored the sales team in accomplishing business and operational targets from across the target market segment
Updated business status to the senior management & other stakeholders using detailed reports & presentations to enable effective decision making
- Qualify Enquiries : by establishing Great Government relationship for all sales, Tenders & bulk Sales, Delivery & After sales over view. Great CRM contact via telephone, E-mail, personal meetings, On-site visits and trade shows etc. Make periodic visits with sales teams to follow up & pre-qualified customer's in segmentation wise of prospects for demonstrations and sales prospects.
-Builds CRM relationships between the customer and relevant people in the Company at all levels in the organization
- Must know key people at all levels and in all regions of the customer organization and ensure they get in regular contact with the corresponding key people in the Company.
-Assigned Market Analysis: by Sales/Volume planning, forecasting profitability, after wards to do enhancement of revenue .
-Provide a sales performance and strategy reports: on monthly & an annual basis. Assist in the formulation of new product specifications which will meet the needs of the customers in the territory covered.
• Heading Governmental Sector in Dubai and Northern Emirates (For All Brands)
• Contact with all Municipalities, Police Dept., Civil Defense, SEWA, DEWA,
Airport duty free, RTA, and major governmental factories and power outlets.
• Handling pre-arrangements to comply with the client enquiries and
technical requirements in accordance with our technical specifications
• Submitting Tenders after technical studies in accordance with our brand
Principals and the body builders as well.
• Arranging Price costing, delivery plans, bid bonds and other administrative
And financincial requirements according to the tenders' terms and
conditions.
- Evaluate actual performances and potential of each sales staff.
• Work effectively as Key account sales manager, handling most VIP Client profiles together with government important sectors & tenders
• Handling day-to-day Business development in the way of interpret the long term vision strategic plans into step-by-step tactics plans.
- Preparing periodic reports in order to analyze the current Market, Brand planning forecast, new market updates & Challenges and to re-act accordingly
Conducting technical presentations & demonstrating how the products will meet the client needs.
-Prepare progress reports bonds a weekly / quarterly basis.
-Acting with a full business development responsibilities of sourcing new business by a adapting new strategies & tactical short plans according to the market various changes.
• Closing tenders & negotiating all prices, delivery dates, services and other Options according to company capabilities in order to approach a win-win Situation; maximizing company profit as well .
• Involvement of all aspects of Commercial vehicles sales, with all responsibilies of Sales, Finance, Logestics to final handover to clients and majorly in after sales services.
• Covering ( Western Province - Riyadh City) within Volvo commercial vehicles Trucks / Buses & Daewoo Buses as well.
- Handling all corporate sales of LCV & cars ( VOLVO / RENAULT) with Governments & corporate companies inquiries.
• Preparing long and short terms coverage planes, offers, forecast.
Preparing tenders and inquiries.
• Developing new ideas for further improvement in business growth of Sales
Dept. during successful sales plans (2005/2006) with great sales Award for
sales .
- Achieve the best award sales promotor /Demostrations & arranging
marketing launches .
- 3 years successful Sales achievements & Exceeds the aimed Sales Targets continuously with averaging SR 57 millions .
• Sales Consultant : Light Vehicles and Vans.
• Senior Sales Consultant : Sales & Marketing Team at (K.S.A., Al Madina,
Yanbu, Taif) Cities.
• Senior Fleet Sales Consultant: Jeddah City for all light & Heavy Vehicles
and full range of Concrete Pumps, Mixers & Equipments, (CIFA Pumps,
transit Mixers, Batching Plants etc.)
• Acting Deputy Regional Sales Manager :
Remote regional Industrial Cities (Yanbu & Al Madinah, Al Taif) with full
Independent Marketing duties & Responsibilities.
For developing a new tailoring solutions to meet with customers Business Requirement - Whilst creating competitive designs for irregular Vehicle Applications, that during down season.
- Initiate & Maximize the Sales opportunities within the company Competitive Market zone, through out adoptions of new sales ideas.
- Handling all competitors information & analyzing of all our (L.C.V) sales Strategic Plans for stock movement, throughout the local market shares in Harmony with
International planes of the sales director.
- Arranging the product's brand Launching, Training & Demonstration Techniques for Sales
Team as Supervisor Post responsibilities..
- Approach the best remote Area Sales Generate (Madinah, Taif & Makkah ).
- Awarded & Selected as ( Best Sales Achievement for Years : 2000 /01 /03 / 04) .
- Gain a great sales record for CIFA Concrete Pumps & Mixers . Sold the 1st K5 : of
CIFA Concrete pump in K.S.A.
• After sales service Supervisor:
- Maintain excellent client satisfactory levels & relationship & via customers Services and follow up's &
Products orientation.
- Generate inquiries through technical knowledge to customers which effectively introduce
Various products info.& Launches to all brand, types and trend it in /against other competitors
equivalent.
• Responsible for Customer Technical support for heavy duty Vehicles and handled all responsibilities of Transport & Its Logitics Dept. with corporate companies & Costruction companies as well .
Associated to:
- Jeddah Head Quarter & others Projects sites .
- Receiving all Heavy Equipments & LCV & Trucks fdor assigned distribution on Projects requirements.
- All responsibilities in Maintenance & mobility of Heavy Equipments & Trucks.
- all required documents & permissions from monicipality
- Coordinate with Projects Managers.
-Royal Commission of Jubail & Yanbu
-Directorate of Yanbu projects.
• Gained Excellent Public Relation & Marketing skills throughout that business Sector
• Headed the Transportation & military vehicles division For most personal and Militaries Carriers & Trucks.
- Manage & maintain & Developed personal
Armored vehicles and their bodywork
modifications.
- Provide personal Development, Management lectures & Safety procedures within our premises.
- Assigned for Management & Admin. consultancy
on safety measures.
- Other military assignments as special Airborne
forces required.
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