Sales Manager
Al Sraiya Security Services
Total years of experience :15 years, 9 Months
Overseeing local and regional sales, promotions, and campaigns.
Planning and directing the hiring and training of new Sales Representatives
Directing and coordinating all sales activities locally and regionally
Preparing sales budgets and projections and approving expenditures
Tracking and analyzing sales statistics based on key quantitative metrics
Handling and resolving customer complaints regarding a product or service
Setting discount rates and determining price schedules
Advising distributors and dealers on policies and Standard Operating Procedures (SOPs).
Help facilitate benefits through Union/Association members
Determine eligibility for new clients
Help and assist with the application process
Open customer accounts
Conduct product and service reports by collecting and analyzing client information.
Management & Leadership Responsibilities include:
Maintain team by selecting, orienting, and training employees.
Maintain quality service by enforcing customer service standards.
Analyze and resolve quality and customer service issues within the team.
Identify trends in order to improve current systems.
Maintain professional and technical knowledge by attending educational workshops.
Determine annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.
Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
Implement national sales programs by developing field sales action plans.
Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
Contribute to team effort by accomplishing related results as needed
Plan to ensure achievement of divisional and personal target, aligning with company sales policies and strategies
Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met
Ensure targets are delivered through people management, performance review, reward, and individual recognition
Assess the strengths and weaknesses of the sales team and manage the sales program accordingly
Provide on-the-ground support for sales associates as they generate leads and close new deals
Meet with customers to discuss their evolving needs and to assess the quality of our company's relationship with them
Develop and implement new sales initiatives, strategies, and programs to capture key demographics
Provide daily reports of field sales success and communicate VOC data to superiors
Sell to existing and potential direct accounts as well as provide sales support to distribution partners to participate in closing and order or to facilitate and add value to the selling process
Continually develop knowledge of the business climate, applications, and competition for his/her defined geography and accounts
Develop, maintain and execute a territory plan
Continually assess current business distribution channels, develop and evaluate their performance and manage conflict ensuring alignment with territory plans
Maintain data relative to partners, accounts, and activities and will document customer interactions.
Prepare reports as needed.
• Following, Implementing and adherence to the guidelines given by Sales Director to achieve departmental objectives.
• Develop and implement the G4S Business Development (BD) plans for the relevant service lines, including events (working with the Group Event Management Lead on key events).
• Ensure regular planning and review meetings are scheduled with each of the service line teams and that
• planned activity is budgeted, reviewed and monitored.
• Translate the service line BD plans into individual partner BD plans with assigned responsibilities and
• targets, providing updates against progress as required.
• Build own network of BD peers within G4S International target clients and intermediaries, in support of the service
• line business development plans and service line team activity.
• Actively identify and build relationships with key industry associations, memberships and networks to
• enhance the profile and development of key legal relationships for each service line.
• Support the group training function as required with the development and delivery of BD training
• modules.
• Identify and propose clients / intermediaries for the client satisfaction programme.
• Follow through with partners to ensure timely follow up on client service interviews, identify client service trends.
Highlights:
• Manage and participate in the development and implementation of goals, objectives, policies, and priorities for assigned programs; recommend and administer policies and procedures
Key Responsibilities:
• Following, Implementing and adherence to the guidelines given by Sales Director to achieve departmental objectives.
• Manage and participate in the development and implementation of goals, objectives, policies, and priorities for assigned programs; recommend and administer policies and procedures.
• Implement and evaluate the efficiency and effectiveness of service delivery methods and procedures; recommend, within departmental policy, appropriate service and staffing levels.
• Implement and participate in the management and administration of an Administrative division within an assigned department.
• Participate in the development and administration of department goals, objectives, and procedures
• Prepare clear and concise sales administrative and financial reports.
• Analyze problems, identify alternative solutions, project consequences of proposed actions, and implement recommendations in support of goals under guidance of SD.
• Interpret, apply, and ensure departmental compliance with applicable local policies, laws, and regulations.
• Operate office equipment including computers and supporting software applications.
• Prepare complex bids and specifications as per the advice and Guidance of SD.
• Communicate clearly and concisely, both orally and in writing and setting conducive work environment example.
• Establish and maintain effective working relationships with those contacted in the course of work and supporting Sales Team on various sales functions.
• Tender, RFP, RFQ preparation - requesting site surveys, TB, circulate the tender bulletin; send to each department requirements, technical compilation, commercial preparation and response for Post Tender Clarifications, etc.
• Preparing Weekly, Monthly and Annually Sales/Revenue Reports for MIS purpose to support SD for his evaluating and Decision making.
• ERP Registrations (Creating accounts, Site IDs, Cost Sheets, Reports)
• Generating CSI (MSS, FM, and HSE) and coordinating &. following respective departments to expedite the work in terms of implementation.
• Coordinating and liaise with other departments (Operations, Contracts, Finance, etc.) to expedite the work requirements.
• Sales Force: SF administration, Data Analysis and Report generating, helping Sales Team in applicability and users know how of SF work ability, Sales Opportunity generation and updating on behalf of sales department for non-user’s opportunities, liaise and coordinating with Region for various SF related requirements under supervision of SD and/or as and when any other SF related requirement arises.
• Coordinating with customers for various sales related requirements to support sales team and department, as and when required and advised by SD.
• Supporting and cooperating with Sales Administrative responsibility in absence of other Sales admin staff.
Highlights:
• Trained the Sales staff on API & SPI for more than 100 hours that resulted in significant skill upgradation (training ongoing).
• Trained Salesforce users for the new updates in the system.
• Recognized as regional Active Super User during one quarter.
Key Responsibilities:
• Manage all technical aspects of Salesforce system including creation of custom reports and dashboards, list views, workflows, custom fields, mass data uploads, and third party integrations.
• Liaise with Salesforce developers and code new Salesforce build-outs and integrations.
• Establish and maintain scalable Salesforce processes that ensure best practices in lead management and internal operations.
• Create and maintain reporting metrics on the effectiveness of Sales and Marketing activities, and make recommendations for optimization to superiors.
• Maintain Salesforce data quality as per best practices. Train staff on the importance of entering Salesforce data correctly, and in a timely manner.
• Collaborate cross-functionally to document and communicate systems architecture, and serve as the point-person for implementation.
• Assist all teams (from Marketing to Sales to Data Operations to Finance) with process optimization and system integration.
• Stay up-to-date on new Salesforce features and provide recommendations for process improvements and future integrations.
• Evaluate new technologies and add-on applications to improve and optimize Sales and Marketing team performance.
• Provide continual training to Salesforce users and help them extract the maximum benefit out of the system.
Highlights:
• Increased sales by 1200000 Riyals in 2015 by using effective sales techniques to handle the calls of inbound callers (prospects).
• Applauded by management for reviving 1500 dormant accounts which resulted in 22% increase in overall sales.
• Developed a set of standardized sales proposals to be used in a variety of sales pitches, making it easy for sales representatives to handle prospecting work.
• Updated the sales database from the hard copies for the last 10 years to searchable digital copies.
• Designed three databases for the sales and reporting system, and tested the same to ensure that it worked smoothly.
• Achieved a 70 % win record of tenders submitted by self, and became one of the top performers in the company.
Key Responsibilities:
• Coordinated all the sales activities within the organization by managing schedules, communicating relevant information between the organization and customers to achieve the sales targets and objectives.
• Monitored the actual progress of the team in achievement of sales targets, identified shortcomings and recommended improvements to meet the targets and ensured customer satisfaction.
• Maintained, updated, built the sales contact data base, operated ERP and sales force system, stored, retrieved and segregated financial and non financial data, prepared and presented reports.
• Prepared sales proposals, sales in pipeline and potential sales opportunities, processed the sales orders accurately in time, communicated with the customers regarding sales orders and provided data and reports to the sales team.
• Coordinated between the customers and the other departments to provide appropriate service to the customers, according to their needs.
• Conducted research for development of business contacts and analyzed the results of e mail marketing campaigns to assess prospects and follow up potential customers.
• Provided assistance to the business development team with various adhoc administrative sales tasks and ensured compliance with policies and laws.
• Prepared and submitted daily, weekly, monthly, quarterly and annual reports and managed the correspondence between the customers and the sales team.
• Monitored customer accounts to arrange collections of receivables, resolved customer complaints and provided prompt after-sales support, as and when needed.
Highlights:
• Increased topline by promoting the company at tradeshows and industry events. Meticulously coordinated visits to such tradeshows.
• Prepared a skills matrix of existing staff and assessed training requirements. Successfully designed a training plan and trainer database.
• Created a more efficient Word database for forms, letters and documents, which increased productivity amongst staff.
• Trained and mentored new administrative staff members, and followed up on their performance.
Key Responsibilities:
• Identified the training needs of the security function of the organization of both permanent and contractual staff to design and develop suitable training programs.
• Designed and implemented the national training program for all company staff and contractor training program for all contractors’ staff in Qatar Gas security department in Doha and Ras Laffan operations.
• Developed and supervised the corporate Qatar Gas security awareness program and facilitated corporate welcome and new employee induction programs for all new recruits of Qatar Gas.
• Designed and developed security training programs by focusing on both operational and administrative aspects and requirements of physical security.
• Ensured efficient administration and smooth conduct of the courses convened by the organizer by working with the learning support officers.
• Carried out any other task assigned by the line manager of the organization to ensure proper functioning of the training department in both Doha and Ras Laffan operations.
Key Responsibilities:
• Developed a strong sales pipeline and constantly looked for new prospects and opportunities to fill the pipeline.
• Prepared competitive and accurate Sales Proposals, and followed up on customers’ responses to the same.
• Developed a filing system that made all the active sales files digitally available, and also in hard copy form.
• Readily and enthusiastically assisted the Business Development team with ad-hoc administrative sales tasks.
• Kept track of sales targets, and constantly worked to exceed set targets.
• Prepared high-quality sales presentations that delighted customers and resulted in sales enquiries and sales.
• Ensured that the sales presentation materials such as brochures and presentation folders were always up to date.
• Acted as primary customer service contact for clients who had questions about their accounts or company’s services.
As mentioned I have got GOOD