Sales Manager- MEA
Delta Specialties
Total des années d'expérience :24 years, 7 Mois
Full responsibility on the sales and marketing in Middle East & Africa
Highlights & Achievements:
• Designated to lead, direct and manage all sales efforts for effective business development and revenue generation in the KSA region along with sales responsibility for steady market share growth in Africa and Asia Pacific.
• Successful Opening of new markets in Egypt, Ghana, Ethiopia, Kenya, South Africa, Bangladesh and Sri Lanka through networking and agreements with the right channels followed by business visits to the key clients to sign long term agreements specifying target quantities and pricing strategy. This led to an achieved market share of 40-50% during 2015 & 2016.
• Increased business share in Saudi Arabia & GCC with key clients in different sectors by two folds through long term agreements that specify technical assistance, product & service quality and define pricing strategy.
Key Responsibilities:
Product Placement and Positioning
• Functioning as the Product In-charge for the Sulfonated Naphthalene Formaldehyde, Hexamine, Paraformaldehyde and Formaldehyde resins (Urea & Melamine) product segments.
• Spearheading all aspects of the product line life cycle, right from production to launching, market development, and revenue generation.
• Interacting with industry experts to build consensus about the various chemical and petrochemical products offered by the company.
• Handling all operations involved in the development of successful sub-brand names and further enhancing the sales process.
Revenue Generation & P&L
• Handling accountability towards the profit and loss of 4 plants, with focus on increasing the revenues of the assigned product range.
• Planning and deploying winning marketing strategies to target untapped markets and extract maximum potential from all business avenues.
• Organizing marketing programs, exhibition, and promotional campaigns to boost the sales of various products in the category.
• Maintaining close monitoring over the strategies employed by competitors, and accordingly changing the business plans to achieve optimized results.
Customer Service and Account Management
• Handling interaction with key accounts on a regular basis, understanding their requirements, and fulfilling client orders.
• Involved in critical management meetings, discussing market potential, and formalizing the desired annual growth rate.
• Identifying new business opportunities, developing market segmentation plans, and generating new profit streams.
• Ensuring optimum quality of service to all customers, achieving maximum customer satisfaction, and creating repeat business opportunities.
Highlights & Achievements:
• Established new markets in Philippines, Malaysia, Australia, and Singapore, and targeted a 10% increase in the market shares for 2012 and 2013.
• Successfully led the company’s channel sales function, and achieved sales growth of 10% on an average in 2011 and 2012, leading to substantial inflow of revenues.
• Pivotal role in the planning and launch of the Composite Market, which opened a whole new stream of sales turnover and profits for the company.
Key Responsibilities
Regional Sales Management
• Formulated and presented the sales forecast for every region, classified on the basis of every product, through the collation of available market data.
• Provided direction to the key account management teams to interact with and retail business from global / regional coatings and paints producers.
• Involved in the development and implementation of annual business and operations plans, with focus on attaining the defined rate of business growth.
• Collaborated with the regional sales teams to tap the potential of relatively new markets, and established new profit generation streams.
Channel Management
• Spearheaded a diverse team of 15 distribution agents geographically spread across various parts of Africa, India, Levant, and Asia Pacific.
•Identified new business opportunities, discussed revenue potential with the senior management, and rolled-out plans to appoint new channel partners for the purpose.
• Collaborated with existing as well as newly appointed channel partners to implement robust marketing programs in their respective regions, to boost the company’s growth.
Customer Service / Satisfaction
• Led and managed a team of 2 Customer Service Agents, and extended complete support in ensuring the delivery of promised service levels.
•Tracked the service quality provided by the team on a constant basis, discussed improvement areas with the team, and achieve maximum customer satisfaction.
• Coordinated regular operations with the company’s authorized distributors, motivated them to make customer service their priority
• Ensured that all internal / external employees interact with clients in a cordial manner and follow the company policy without any exceptions.
Highlights & Achievements:
• Successfully increased the contribution margin of the domestic appliances business line from a decent 19% to an impressive 33% in year 2009 through effective technical & commercial communications with key decision makers at customer’s side and the senior management of AkzoNobel.
• Instrumental role in increasing the business procured from 2 key accounts - Olympic Group (now Electrolux) and Kiriazi, by three folds through building rapport with key decision makers understanding their needs and ensuring best service and product quality.
• Successful launch of Thin Film technology to key clients that led to an increased contribution margin and ensured competitive advantage for AkzoNobel over other powder coating producers.
Key Responsibilities:
Market Research and Strategy
• Led and managed a team of 2 customer service and 3 technical support agents, to conduct the end-to-end sales and after sales processes laid down by the senior management.
• Tasked with the sales and key account management function in domestic appliances sector in the NENA region, which accounted for the company’s highest revenue market.
• Maintained constant communication with the market to understand emerging trends, and change the sales strategy of the company accordingly.
• Collaborated with the top level leadership to formulate winning sales and marketing strategies that aimed at boosting the revenue potential of various product segments of the company.
Business Development
• Planned and rolled-out new products in the domestic appliances sector, handled product placements, and brand development campaigns in the region.
• Handled accountability towards the revenue generation and target delivery for paints and coatings, majorly focused on Egypt, Near East, and North African regions.
• Involved in setting up operational parameters, defining key performance indicators, allocating tasks, and conducting follow-up for work completion.
Highlights & Achievements:
• Successful in achieving 133% sales target across all consumer good segments of the company, while also collecting unpaid invoices of more than SAR 150, 000.
• Implemented skill enhancement and motivation drives, which eventually increased the individual sales of each representative from SAR 100, 000 to SAR 150, 000 per month.
Key Responsibilities:
Sales Planning and Direction
• Functioned as the account manager for a complete range of consumer goods manufactured by the company, and strategized the annual sales program in collaboration with the senior management.
• Spearheaded a team of 2 sales representatives, defined the monthly sales targets to them, and focused on achieving these on a consistent basis.
• Handled accountability to drive and manage the sales process in El Madina El Monawara for the company’s FMCG products and Spimaco Lines.
• Worked in alignment with the greater organizational goals, and motivated team members to perform to the best of their abilities at all times.
New Market Development
• Conducted thorough market research, analyzed ongoing consumer requirements, and accordingly marketed FMCG goods using effective strategies.
• Identified opportunities for developing new business markets, and employed innovative marketing programs to tap the potential of these regions.
• Provided value-for-money consumer goods to the end customer, collated customer feedback through surveys distributed across all regions.
Highlights & Achievements:
• Successful Launch of Liver-Support medication through regular interaction with the key opinion leaders in private and governmental hospitals in Cairo Down Town.
Key Responsibilities:
• Handled product promotions to first class physicians, identified and pursued new business opportunities, and focused on increasing the revenues.
• Reported to the management team about constant developments in the sales and marketing of products in the targeted market segments, with additional efforts to exceed organizational objectives.
• Involved in the process of in-depth market research to monitor pricing strategies, new products, and marketing techniques employed by competitors.
• Established new accounts for the company, by approaching several doctors, medical practitioners, and healthcare providers, as part of the sales strategy.
• Provided continuous updates to all existing customers about the new products launched by the company, and explained them various details about it.
Key Responsibilities
• Joined as Sales Representative and promoted to the position of Sales & Factory Supervisor on account of excellent overall performance.
• As company’s official representative, promoted the products at trade events and exhibitions, generated new customer contacts, and approached new customers with effective sales pitches.
• Explained the quality and affordability features of company’s products, provided catalogs and brochures of completed projects/works, and obtained business deals.
• Monitored processing of all orders received, supervised factory operations to ensure order fulfillment as per schedule, finalized shifts and met the daily production targets.
• Managed the core sales team and on-field sales staff to ensure required targets were consistently met, provided incentives to the sales team to accelerate revenue growth, and recommended training to under-performing members.
Key Responsibilities
• Scheduled appointments with doctors at reputable hospitals, clinics and healthcare centers and explained the effectiveness, composition and side effects (if any) of new drugs introduced by the company.
• Prepared and delivered detailed presentations to doctors, medical professionals and nurses, highlighting the usage and dosage patterns in different age groups.
• Participated in conferences, seminars and events, built a professional network that included physicians, other medical practitioners, anesthetists etc. to secure new business for the company.
• Maintained records of meetings held with doctors, prepared order documents, and submitted daily activity reports to the Senior Manager for review.
• Noted specific medical supplies requirements at various healthcare facilities, conducted market research to understand competitors’ position and provided inputs to the senior teams.
MBA with Specialization in Management Consultancy
Bachelor Degree in Chemistry & Physics