Zena Assaad

· Prepare and maintain high quality and actionable Key Account plans for all accounts.

· Continuously identify and establish relationships with key stakeholders and influencers within accounts.

· Develop an upsell strategy for each account.

· Develop target strategy for increasing the account engagement at the point of re-sign

· Establish risks associated with each agreement and develop mitigation strategies.

· Maintain an understanding of the businesses within the assigned territory and the factors that influence spending patterns.

· Coordinate and contribute to internal communications with all Aconex offices as required to manage accounts within your portfolio

Relationship Management

· Identify, pursue and develop relationships with key client stakeholders Plan and initiate regular client contact

· Pro-actively manage client expectations and effectively delegate remaining issues to relevant centres of support

· Advocate for Aconex at every opportunity at each point of contact
· Establish Direct Revenue Targets for all accounts

· Identify new projects and work to ensure they are awarded to Aconex

· Continuously promote and qualify new product and services opportunities for all accounts.

· Provide regular reporting of leads / potential new projects to the Regional Sales Manager

· Assist the RSM/BDM to sign future managed accounts

· Take the primary lead on selling new projects where the Partner is brokering the agreement on a developer’s behalf

· Prepare written presentations and proposals and product, technical, and security related responses to RFPs/RFIs

· Question clients to elicit needs

Negotiation and objection handling skills

Proven track record of generating own leads and contacts from within a distinct account portfolio

Strong IT / Construction background

Solid commercial experience and knowledge of the sales process and effective sales techniques

Be self-motivated, flexible and able to take initiative

Experience on Aconex cloud-based application suite or any other Construction cloud application

Ability to confidently present and articulate the business value of the Aconex cloud-based application suite and platform to managers and executives of all levels.

University degree in Engineering Science or Technical related fields

Work as a team player by contributing, learning and sharing new knowledge.

-Devise effective territory sales and marketing strategies
-Analyze data to find the most efficient sales methods
-Meet with customers to address concerns and provide solutions
-Discover sales opportunities through consumer research
-Present HCM clouds to prospective customers
-Participate in industry or promotional events (e.g. trade shows) to cultivate customer relationships
-Conduct training in sales techniques and company product attributes
Assess sales performance according to KPIs
-Monitor competition within assigned region
-Prepare and submit reports to the Sales Director
- closing deals and accurate forecasts through the quota provided

Challenged to successfully drive sales and revenue growth through carrying out the below tasks
• Quality Account Management by Maintaining continuous business relationship with clients/ partners
• Providing excellent service and support in order to build strong relationship and resolving operational issues between clients/ partners and company
• Negotiating and closing deals
• Order Generation from existing Accounts
• Commission rate renegotiation: - Building new commercial relationships by renewing the existing contacts by renegotiating the offer
• Transmission Method Optimization: -Convincing client / restaurant to Implement track orders.
• feature and changing the transmission method to WLA.
Convince the restaurant to go for Digitalization (Backlinks, Splash pages, White-label, Facebook button) Encourage restaurant to subscribe for the online payment gateway.
• Reports & Record Management and Maintain accurate records of all sales and prospecting activities
• Knowledge of professionnal Proposal, pricing model.
• Knowledge of CRM & Training on Sales Force (SF).
• Establishing contracts in communication with the legal department.
- Over achieving on a monthly basis

BUSINESS DEVELOPMENT OFFICER
• Researching organizations and individuals online (especially on social media) to identify new leads and potential new market
• Achieve sales target by capitalizing on advanced sales plan, client relationship, and product knowledge
• Responsible for development and delivery of product demonstrations
• Prepare and deliver technical presentations explaining products or services to customers and prospective customers
• Managing and interpreting customer requirements
• Persuading clients that a product or service will best satisfy their needs & calculate the clients quotations.
• Negotiating tender and contract terms.
• Negotiating and closing sales by agreeing terms and conditions
• Offering and explaining after-sales support services
• Help customers/clients solve problems with installed equipment
• Liaising with other members of the sales team and other technical experts
• Determine matters of top priority and handling accordingly

• Update the business development and the strategic Plan.
• Chasing projects through MEED, Kuwait alYoum and newspapers
• Dealing with DELTEK and going through all the opportunities in all stages.
• Dealing with CEP &CRM for more clients information and updates
• Prospecting, Profiling, discovering and establishing communications with “Potential Business Prospects”.
• Keeps a close watch and Focuses on the assigned sectors
• Conducts a regular follow up on submitted proposals.
• Coordinate with BD Manager to develop and successfully execute account specific strategies and ensure local business plans with conditions of satisfaction are created to achieve goals.
• Reports developing market trends.
• Monitor profile and continuously update competition intelligence.
• Develop and maintain strong business relationships throughout sales, marketing and operations.
• Monitor FED BIZ & local government tender releases.
• Attainment of COS (conditions of satisfaction) established in partnership business plans.
• Work with each stakeholder to develop pipeline review and forecast process
• Attends trade shows& exhibitions to network.
• Prepare pitch/PQ requirements and opportunities

• Initiate, collate and record all documentation required by the Department of Support Services to appropriate and designated databases/programs.
• Reviews and verifies source materials to determine accuracy and completeness of information; follow-up to correct or complete data.
• Updates records by deleting, changing, merging, or adding data to files where necessary.
• Combine and rearrange data from source documents where required.
• Identifies and reconciles routine and complex data input discrepancies.
• Deletes data entry errors and centers corrections where necessary.
• Extracts and compiles information from databases to produce routine and specialized reports.
• Disseminates reports according to established procedures.
• Logs and monitors physical location of source documents.
• Compliance with policies and procedures as well as Department of Support Services protocols.
• Working as a part of the team for the continue quality improvement (CQI) tasks.
• Actively participate in any organizational activities (meetings, events, etc.).
• Represent the agency at various venues to promote agency services.
• Social media specialist (Instagram, Facebook, tweeter)

• Providing help and advice to customers using your organization’s products or services.
• Communicating courteously with customers by telephone, email, letter and face to face.
• Investigating and solving customers' problems, which may be complex or long-standing problems that have been passed on by customer service assistants.
• Handling customer complaints or any major incidents.
• Keeping accurate records of discussions or correspondence with customers.
• Analyzing statistics or other data to determine the level of customer service your organization is providing.
• Responsible for the creation, implementation and execution of Action Sales Plan
• Analyzing marketing programs and adjusting strategy and tactics to increase effectiveness.
• Prepare and present proposals to corporate decision makers, build interactive components for all renewal and new business proposals.
• build interactive presentations that outline features, benefits and unique selling points of interactive properties.
• Negotiations and closing deals.
• Outdoors sales, for all the ministries, Major companies in Kuwait to offer the service and data required.