Key Account Management
Fujairah Oil Terminal
Total years of experience :18 years, 8 Months
Key Responsibilities:
• Driving targeted business plans and strategies by acting as a focal point between client and representatives, while ensuring service delivery on KPI is met.
• Developing and managing service based partnerships and business relationships to further deliver and shape commercial contracts for FOT clients and develop robust business development strategies.
• Leading the commercial function within a business through a period of rapid growth and expansion by understanding client market and needs.
• Providing a strategic viewpoint to customer service/operations and maintenance departments, utilizing knowledge of business and industry to generate new ideas for improving the effectiveness of the organization.
• Seizing every opportunity to exceed customer expectations with the goal of building business through long-term, loyal relationships.
• Aligning tactical account plans with overall corporate strategy; actively developing and managing geography business plans to meet revenue goals.
• Exhibiting authoritative business, financial and administrative acumen to develop meaningful business recommendations; continuously monitoring current oil storage market to ensure alignment with company's business direction and optimum organization performance.
• Representing FOT at exhibitions, conferences and seminars. Contributing to enduring executive relationships at the highest levels of the client's organization; maintaining confidentiality in company business and operations.
Designation Chronology:
• Mar 2010 to Jul 2015: Sales Manager
• Jan 2009 to Mar 2010: Change Agent / Process Improvement Manager
Inducted as Change Agent / Process Improvement Manager, moved up career trajectories to merit promotion to current position.
Highlights:
• Managed all operations of the enterprise including market analysis, strategic business planning, CRM analysis & reporting, service improvement plans, demand-generation, strategies, internal/external communication, and sales and channel readiness.
• Developed and implemented strategies to increase revenue, market share and share of wallet by facilitating one lean project each quarter and gearing all staff towards lean transformation.
Key Responsibilities:
• Drove processes to align strategies, metrics and execution plans across multiple functions, identified business opportunities, meeting service KPI targets and delivered successful productivity, cost reduction, revenue generation.
• Promoted business development, business process re- engineering, profit maximization and meeting strategic objectives by facilitated lean projects and transforming process.
• Devised commercial strategies to mitigate risks encountered and reviewed market analysis reports/business performance against established milestones, simultaneously ensuring optimal resource utilization.
• Synchronized administrative and management support including CRM and commercial procedures toward the production of cutting edge service in line with market situation to uncover business opportunities.
• Reviewed and assimilated information through external market analysis and internal SWOT analysis as well as oil market and industry changes, to optimize product sales, individual sales efficiency and global account bases.
• Maintained constant oversight of the sales funnel, developed forecasts, prepared and presented all relevant management reports to facilitate strategic interpretation.
Key Responsibilities:
• Headed all coordination activities between the marketing, sales, and operations department to ensure homogeneity of information on internal website and a streamlined business approach.
• Implemented and improved operational practices and procedures which included conducting organizational research and technical analysis of competitors' products, compiling data and preparing reports as requested.
• Drafted departmental plans, targets, and deadlines; executed strategies to improve efficiency and customer service. Delineated and oversaw the duties of supervisory-level managers.
• Analyzed, evaluated, and monitored current business process and work flows thus leading the improvement process to cut costs and improve efficiency.
• Made recommendations to effectively resolve problems or issues, by using judgment that is consistent with standards, practices, policies, procedures, regulation, or government law.
• Acted as the primary point of contact for communication with the project team including client, facilitators, director, and project assistants and maintained professional rapport that increase profits and help in cultivating long-term relationships.
• Kept close pace on market dynamics and potential opportunities, identified primary thrust areas of business, streamlined procedures to meet all yearly business and operational resources which resulted in improved team productivity and maximized operating funds.
Key Highlights:
• Developed sales plans and strategies for Fun and Entertainment Companies (FEC) resulting in an account base growth of 20% over 6 months.
• Managed multi-national team of 22 members from Ethiopia, Syria, Egypt, Philippines, China, India, Sudan, and Jordan as a development and operations manager.
• Provided fast and friendly service leading to a 20% increase in sales in 6 months.
• Established organizational training objectives that resulted in a 40% increase in productivity.
• Revived, reopened and renovated obsolete sites and also established a leasing department.
Key Responsibilities:
• Promoted marketing, project plans and operational initiatives, spearheaded processes for business development, planned and executed strategic action plans for designated business areas.
• Assisted internal departments with project scope identification, management of project resources, project phase out and completion in compliance with time, cost and agreed quality standards.
• Reported regularly to management on progress, provided critical feedback pertinent to business initiatives and conducted presentations.
• Identified and developed opportunities in new areas, streamlined procedures to meet all targets with zero budget overrun in addition to aligning company goals with current and future business needs.
• Assigned proactive goals, monitored and reviewed performance of personnel under purview against set individual and team targets.
• Calibrated associated input and resources in order to deliver targeted output and monitored efficacy; identified and eliminated bottlenecks if any.
• Ensured complete customer satisfaction and resolved all issues if any, pertinent to quality and service standards to boost consumer perception.
Other Trainings & Certifications: • Principles of International Oil Trading By Oxford • Lean analysis and Principles • ISO 9001:2008 Quality Management System • Performance Management • Customer Care • Strategic Negotiation and Influencing • Sales Funnel • Incident Investigation by DNV