Head Of Commercial
Ezma Holding
Total years of experience :16 years, 7 Months
Managed all commercial units including but not limited to: Sales, Marketing, Customer Service
• Managing all showrooms including but not limited to: Staffing, Customer service, Home delivery, Professional display, POS.
• Monitoring, evaluating all showrooms performance and initiating corrective actions as needed
• Setting multiple sales targets & incentive schemes for the Key Account Executives, Showroom Managers, Sales staff
• Determining annual gross-profit plans by implementing marketing strategies, analyzing trends and results
• Leading, managing & innovating mega campaigns to accelerate sales across all categories
• Maintaining constructive business relationships with the executive decision makers & owners within key accounts
• Creating & formulating sales policies and procedures
• Developing multiple sales strategies to achieve the company’s sales goals and targets, monitors closely to ensure full achievement
• Restructuring divisions within the company to assure smooth business operations are running
• Performing the needed market sensing across Levant countries.
• Preparing the yearly sales and marketing calendars for the OR market
• Agrees and monitors the yearly client promotions according to their marketing calendar.
• Maintaining the targeted ROI for all Samsung investments within Levant.
• Branding management of all Samsung investment locations within Levant
• Working hand to hand with Sales and Product Managers to enhance, obtain our market, shelf share and analyze according to our set targets.
• Supporting sales managers by conducting different promotions to achieve sales targets.
• Acting as a control tower and a focal point of contact across Samsung Levant team when designing our business strategies and action plans.
• In addition to the previous R&R as Key Account Manager I was chosen to manage the Sales of two divisions (AV&HA) within the organized market (Retailers such as Carrefour, Smart Buy, Leaders, etc.)
• In six months’ time I managed to save the company +150K USD by:
a. Furnishing an integration plan among the two divisions’ teams
b. Granting the two teams all the needed trainings and materials
c. Furnishing a fair reallocation to the whole team based on sales volumes, investment areas inside each channel
d. Redesigning the set targets, commission & incentive scheme for the whole team
e. Reducing the unnecessary sales force by 30% and ran the show in 2017 in an efficient manner
• I closed the year with an excellent AR with a yearly GR of +20%
• I assured products availability by doing the proper forecast quarterly
• I maintained an excellent relationship with the new divisions of each channel
• Deciding product line-up for Samsung Jordan distributing channels and Hyper markets (OR) and support those to ensure availability of display units and adequate stocks.
• Managing key 2nd tier customers (IR) who play an important role in shaping Samsung’s business in Jordan keeping a market share of +35%.
• Revenue achievement (sales in & out), target setting, contracts negotiation.
• Building a long term relationship with key clients while collaborating with sales colleagues to maximize revenue opportunities and grow future business.
• SFMT management which included, but not limited to, staffing/retention, team development, performance and compensation management
• Achieving Samsung KPIs such as: WOS, M/S, CP, TIM per account.
• Follow up the daily sell-in & sell-out progress, promotions status, AP & AR.
• Helping key accounts to forecast for future business in line with management sales plans.
• PSI management per account.
• Maintaining long term relationship with corporate accounts and maximizing sales opportunities within.
• Focusing on and developing existing clients, together with generating new business.
• Responsible for development and achievement of sales through direct sales channels.
• Acting as they key interface between the customers and relevant divisions.
• Attending clients meeting, maintaining and expanding business relationship with them.
• Driving the sales force to achieve targets and sales goals by aligning with management sales objectives.
• Build and maintain information on our competitors, understand what their products do, how they deliver them, how they compare to our products.
• Manage the selling process to external customers, including pricing contract negotiations
• Pro-actively search, qualify, develop and engage into new customer relationships
• Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies
• Ensure full penetration into and mapping of customers organization
• Seek to continuously improve customer satisfaction
• Ensure adequate update of Maersk IT Systems (MARS, INSIGHT, FORESIGHT, SCV etc.) for which s/he has responsibility
• Participating in developing the corporate division’s main objectives, plans and budgets.
• Re-addressing and resolving customers’ complaints, building structured process to avoid the same in future.
• Selling JTG products and services to business institutions.
• Responsible for a large portfolio of business accounts.
• Meeting and exceeding all sales activities in accordance with sales management guidelines.
• Maintaining a knowledge of the industry and an awareness of the factors that may affect the business
• Achieving the monthly sales goals and targets according to management plans.
• Collaborating effectively with other departments within the company as required in the selling process.
Two years technical Diploma, ranked the 4th in Jordan in the comprehensive exam, got the chance to win a free seat in the University of Jordan.
Travel & Tourism Management
