Business Manager - Middle East
Hp - United Arab Emirates
Total des années d'expérience :20 years, 4 Mois
Key Responsibilities
- Revamp partner business in the Middle East through efficient management and development.
- Set goals and activities in close cooperation with partners for profitable revenue and unit growth.
- Plan quarterly sales forecast based on the market situation and room of growth.
- Monitor competition activities and implement effective game plans to win.
- Directs activities, make sure propositions are executed on schedule and to budget.
- Ensure healthy gross margins and sales targets are achieved.
Major Achievements
- Double digit YOY business growth (number of units and improved margins).
- Turned underperforming partners to over-performing.
- Won significant deals with new strategic end customers in the Middle East.
- Launched successfully new range of high-end products first installation in the region.
- Restructured partner landscape to ensure first class availability of products throughout the territory.
- Established strategic relationships with key partners to ensure sustainable and profitable business.
Key Responsibilities
- Lead and coach the sales team to grow profitable revenue through existing and new customers (direct and indirect) in Middle East.
- Direct reportees : 4 account executives - 1 marketing executive - 1 distribution manager.
- Funnel management, develop Sales opportunities with the team following up a variety of leads, qualify leads, identify opportunities with the best potential for success.
- Execute tactical plans in support of the business sales strategy and communicate the progress internally and externally.
- Liaise with other managers to produce the best mix of pricing and strategies to maximize revenue and gross margin.
- Ensure efficient management of costs including expenses, salaries, vendors and other concerned parties
- Plan and implement annual marketing activities required to achieve the targeted return on investment
Major Achievements
- Build a healthy team environment based on trust directed towards one objective which is business growth.
- My team KPI reports showed significant improvement in performance as well as individual personal results.
- Directs turnaround of the business to deliver more profitable and longterm contract commitments.
- Double digit YOY business growth (number of units and improved margins).
- Launched successfully new range of printers dedicated to SMBs selling over 10, 000 units within 2 quarters with locked aftermarket supplies purchase commitments.
- 2 large account contractual wins based on MPS contracts for 5 years (contract value over $5Million each).
- Establish strategic relationships with tier 1 & tier 2 partners to ensure sustainable and continuous fulfillment to customers.
Key Responsibilities
- Develop Tier 2 partner business, whilst supporting existing loyal partners and recruiting new added value ones.
- Direct account management to key strategic enterprise customers.
- Implementation of agreed sales strategies to overachieve annual revenue targets, as well as produce profitable sales.
- Design total cost of ownership model for respective customers to support their cost saving strategies.
- Monitor competition activities in SMB and open channel and proactively set the right game plan to win.
- Set action plans and monitor both HW product availability as well as aftermarket supplies at tier 1 and tier 2 partners to avoid shortage.
- Forecast with product and finance teams potential quarter sales to plan product availability and expected financial outlook.
Major Achievements
- Recruit new value added partners to both silver and gold categories who supported the organization reach new enterprise/SMB accounts and generate profitable revenue.
- Built successful business relationships with partners and customers based on loyalty and trust.
- Won 5 large MPS trade in contracts against strong competitors in different countries within the region (Egypt, Kuwait & Lebanon) value $3-$5Million each contract.
- Due to proven success I have become key supporter to all my colleagues for any business related issues.
- Launched successfully new range of printers dedicated to SMBs selling over 10, 000 units within 2 quarters with locked aftermarket supplies purchase commitments.
- I have been recognized and invited annually to the Diamond Club event for top achievers worldwide and my account success stories lands on the company public website.
Initiated development of action plans to penetrate new enterprise customers in the market.
• Maintained direct contact with key customers in the market to ensure high levels of customer satisfaction.
• Excessive effort inside the account to promote my product’s benefit & demonstrate these values to
customers.
• Giving the customer a thorough overview of what they would be spending over the course of 5 years by
building a detailed total cost of ownership analysis helping them to save more and allocate future IT
spending efficiently.
• Coordinated effectively with marketing, operations, and services counterparts to maximize sales
opportunities & ensure high quality product delivery and customer service to enterprise accounts.
• Closing new successful wins such as “
Key Responsibilities
- Develop the channel business whilst supporting existing loyal partners and recruiting new added value ones to win new business and marketshare.
- Manage key retailers in the market, ensure consumer products are well displayed and aftermarket supplies available on shelf.
- Apply competitive promo scheme to deplete stock during high seasons and replenish.
- Proper stock rotation to avoid any obstacle in the sales cycle.
- Control business distribution between SMB resellers and retailers to avoid cross sales.
Major Achievements
- Close deals with giant retailers in the market to carry my new product range.
- My product become more visible and available in big retail stores and small shops to cover consumer needs.
- Double digit business growth and increased market share.
- Control stock rotation in the channel that kept the ball rolling for current product sales and new replacements.
- Zero conflict between channel partners (SMB & retail).
Key Responsibilities
- Set annual marketing budget and ensure spending in the right channel and achieve targeted ROI.
- Execute targeted activities in the market to reach the right customer.
- Responsible for creating organization’s strategy and product features communication tools and communicate effectively internally and externally.
- Organize customer and partner events to return on investment in line with sales revenue.
- Deliver sales training to partners and customers in various countries.
- Manage all related PR activities.
Major Achievements
- PR hits grew by 25% YOY.
- Delivered effective sales trainings to more than 500 personnel in the channel which led to better sales results and customer experience.
- Localized the public web portal into Arabic for better information reach to Middle East customers.
- Remarkable stand design during GITEX exhibition, demonstrated new announced products and organized customer workshops which led to closing new sales leads.
Key Responsibilities
- Promote organization value add in the market, and established new leads and projects, as well as adding new valuable customers to the portfolio.
- Generate new business by developing strong relationships with current customers and existing accounts.
- Identify new business opportunities and networked with stakeholders to meet customer requirements.
- communicate with relevant departments to meet customer’s requirements, and finalize the project well-timed.
- Coordinate and deliver projects within the set deadline and budget.
- Close deals with new vendors and add new logos to the company customer portfolio.
Promoted the company in the market, and established new leads and projects, as well as added new valuable customers to the company portfolio, which increased sales in 2007 by 25%.
• Generated new business by developing strong relationships with current customers and existing accounts.
• Identified new business opportunities and networked with stakeholders to meet customer requirements.
• Monitored timelines, and addressed potential issues quickly, as well as communicated with all departments to meet customer’s requirements, and finalize projects well-timed.
• Coordinated and delivered 95% of projects within the set deadline and budget, as well as positive feedback from customers, while recognizing the high performance and professional service.
• Close deals with new vendors and add new profitable logos to the company portfolio.
Ongoing