Business Unit Managing Director
ValleyChem Co,Chemical Raw Materials ( coatings ,plastics , oil,….etc)
Total years of experience :24 years, 1 Months
Formulating and successfully implementing company policy.
Develop and execute the commercial short term and strategic plans.
Develops and executes full strategic sales and marketing plans .
Develop Market launch plans and coordinate all sales supporting materials.
Build a solid sales funnel of opportunities for the Industrial market.
Define requirements to meet needs of existing and potential markets.
Ensuring that the operating objectives and standards of performance are not only understood but owned by the management and other employees.
Staff executive sales and administrative manpower.
Develop training and motivating programs to maximize efforts in away to achieve the company targeted objectives.
Direct all departments activities toward complete coordination for superior time & effort management.
Closely monitoring the operating and financial results against plans and budgets.
Controlling and evaluating marketing and sales plans.
Develop win-win and mutual beneficial relation ship with suppliers and ensure that company performance met customer expectations.
Sourcing for market needs of new products and manage logistics through import and export operations.
1.Market oriented strategic planning
Developing new market opportunities and maintaining existing one.
2.Intiate intensive, integrative and diversification growth opportunity
Analysis. Market penetration, market development and concentric
Diversification strategies experience.
3.Analyzing competition and measuring market volume for new product
Launching as well as pricing strategy setting.
4.Exploring international suppliers offers' and negotiate price and facilities
That ensure profitability and growth objectives.
5.Promote for the company products' with major accounts and negotiate
Local and direct exporting sales operations.
6.Arrange with our principals sales promotion visits and training sessions
For our customers.
7.Exporting ( Indirect, direct, licensing, joint venture and direct investment)
And Importing activities working experience according to INCO TERMS.
8.Handling customer satisfaction evaluation survey process as well as
After sales customer service.
9.Evaluating the gap between current sales and projected sales minus or
Or plus by product to divest or harvest within the product line.
1. Setting the company’s sales plan and formulating strategies.
-Growth, Forecasting, Budgets and expenditures
-Develop and implement an executive penetration and alignment plan For key accounts in Egypt.
-Effectively communicate the company's vision, solutions and value To the market.
.
2.Allocating selling effort, determining sales Force size and designing
Territories.
Determining how much selling effort is needed to cover accounts and
Prospects adequately to achieve volume and profit objectives considering
Cost limits and budgeted expenses along with reasonable opportunity
For each salesperson to success.
3.Recruiting, selecting, hiring and assigning The sales team
- Conducting a job analysis, establishing job qualification and description,
- Setting recruitment and selection objectives and developing a strategy
4.Developing and training the sales force
- Assessing sales training needs
Performance testing, observation, customers survey and salespeople
Survey to measure need for orientation and socializing of the sales
People; product, customer, and competitive knowledge; sales techniques
Time and territory management and ethical and legal issues.
- Setting typical objectives of sales training program
Preparing sales trainees for assignment to a sales territory, improving
A particular dimension of salespeople performance, improving sales force
Moral and motivation.
- Evaluate training alternatives and design the training program,
Perform and conduct a follow-up for the program
Determining sales training methods: class room, OJT, behavioral
Simulation and absorption training along with considering training media Such as printed materials, video taps and computer -assisted instruction.
5.Motivating the sales force; managing sales force reward systems
Compensation plane - salary, commission, bonus and expenses
As well as non-financial compensation along with Considering
Motivation theories..
- Incorporate the individual needs of salespeople into motivational programs
- Provide adequate job information and assure proper skill development For the sales team.
-Concentrate on building the self-esteem of salespeople and take
A proactive approach to seeking out motivational problems and sources of Frustration in the sales force.
6. Supervision, leadership of the sales force coaching, planning
And conducting integrative meetings, handling areas of conflict,
Meeting ethical and moral responsibilities.
7.Controlling & evaluating the sales activities.(sales, cost, profitability, Productivity analysis ) and the salesperson performance and job Satisfaction.
8.Representing the company and the agency in trade shows, affairs And concerned industry conferences.
1. Prepare & implement accounts plan in line with brands plans.
To ensure the consistency with the company's marketing programs along
With customers' satisfaction.
2. Mobilizing all required resources of the firm to develop and maintaining
Long-term relationships and create win-win situation with distributors/
Major Accounts to ensure proper representation of the company and
Effective Usage of its promotional tools.
3. Coordinating all accounts activities throughout the areas considering
the areas of conflicts, over and under pricing problems, lack of stock,
Delivery time and collection schedule.
4. Plane promotional activities calendar with respect to the company's
Marketing strategy and profitability objectives.
5. Training account executives and merchandisers as well as distributors
Salespeople regarding products and selling techniques.
6. Forecasting the sales volume and expenditure and initiate new
Promotional ideas to develop sales volume with key accounts.
7. Prepare weekly, monthly sales reports and provide regular feed-back
regarding performance of key accounts / distributors beside implementing
Sales analysis report.
8. Controlling and evaluating updated work performance (account
executives performance, reviewing daily & weekly sales reports, achieved
Sales volume up to date and clients satisfaction)
9. Negotiate on the company's behalf trade agreements, initiate and
develop corporate deals, re-classify major accounts on an annual base
To ensure targets are met or exceeded.
1.Plan activities and be proactive to ensure meeting and /or exceeding
Sales targets.
2.Recruit and hire sales staff in collaboration with the HR manager and
The sales director.
3.Disseminate and training sales personnel regarding promotional
And product information as well as on the job training for new sales reps.
4.Support the sales staff in identifying and closing qualified sales
Opportunities within the district.
5.Achieved profitable sales growth vertically and horizontally through
Directing the sales staff towards targeted profitable lines of business.
6.Support the sales manager in evaluating skills, productivity and efficiency
Of the sales staff as well as in developing the sales plan.
7. Support in customer retention and provide timely responses to customers
Inquiries and complaints.
8.Motivating and influencing the salespeople in away to achieve company
And staff objectives.
9.Controlling day to day activities made by sales team and documenting
New market information, competitors new tactics and customers
Satisfaction.
10.Revision of daily sales reports and updated sales performance
11.Provide the sales director with a weekly, monthly sales report concerning
The overall performance (sales targets met by sales personnel,
Commissions, accounts receivable and recommendations for development
1. Achieve annual territory sales target.
2. Implement and document lead generation activities that will produce
A pipeline of qualified sales opportunities of sufficient quantity to meet
The company's sales objectives.
3. Implement territory action plan to optimize number of calls on target
Customers.
4. Reach target visiting (quantity and quality) according to annual sales
Objectives
5. Pre-call information gathering, tailored presentations and provide price
Quotas to all new and existing accounts.
6 Provide dissatisfied customers with prompt resolution of any product
Or service problems that may occur along with initiating and encouraging
Fresh ideas to achieve client satisfaction.
7 Submit all daily, weekly and monthly reports on time.
8. Conduct follow-up service to all the accounts to ensure receiving of
Products and collection of money.
9. Continually categorize current customers and prospect & qualify new
Customers (a, b, c)
10. Continuos competition analysis & market feed back in addition to
Analyzing our products performance and market data on a monthly base
11. Purpose promotional actions to increase market share and customer
Service.
12. Provide & maintain updated competitive information concerning market
Tactics and activities, collection of competitors materials
-marketing management -Statistics for sales people -Strategic Marketing -Market Research I -Sales Forecasting -Import & Export operations -Market research II -Promotional Campaigns -management of a sales force -consumer behavior -salesmanship 1 -salesmanship 2 -negotiation skills -business administration 1 -business administration 2 -business administration 3 -advertising & sales promotions -warehousing & inventory control
courses: III. Professional Certificate in Marketing & Salesmanship (SMC).