2011 - maintenant• Build business from ground up.
• Establish worldwide contact.
• Manage efforts to grow new business and manage market expansion capturing business from competitors while strengthening branding reputation..
• Strategic Account Acquisition and Management.
• Competitive Analysis and Product Positioning.
• Developed products documentation and manuals.
• Work closely with the Board.
• Achieve all price and volume growth objectives.
ESMERTEC/CELLICIUM
- Area Sales Director Middle East & Africa
2007 - 2008• Generated new deals – acquisition of 3 new operators worldwide in Africa, ME a Mobinil, Djezzy OTA and Etisalat Misr.
• To direct contacts with GSM operators or through local agents/partners.
• Sales with customer visits.
• Product demonstrations.
• Working with external partners to deliver solution sales, Interface with all levels in customer organization,
• Achievement of high increase +40% in Company turnover.
Thomson Telecom
- Area Sales Director Middle East & Africa
2002 - 2007• Increased product lines sales from €2 million in 2002 to €22 million in 2007, in competitive-bid and opportunities. Prospecting to identify new deals in markets.
• Build positive customer relationships with key decision makers and influencers. Personally drove new business sales by adding major accounts including STC, QTEL, Qualitynet, PTC, T.E DATA, Link.net, Batelco, Jordan Telecom, Algeria Telecom etc…
• Analyze competitive product offerings in terms of features and benefits as well as price points.
• Launched new product into the market place to replace an existing product increasing annual unit sales. Managed the process of capturing new product qualification at customers.
• Managed all product launches and conduct new product training for the distributors, Telco, and ISPs including providing test units for use in demonstrations into multi locations and coordinated new product training for their technical teams.
• Determine sales forecasts for proposed new products and justify new product development investments. Meet with customers and my sales team to define new product requirements and work with product development to document these requirements in product specifications.
• Fixed and review product pricing and gross margin for existing products annually and establish new product pricing.
ALCATEL NETWORKS
- Area Sales Manager Middle East & Africa
2001 - 2002• Created the Africa Middle East business.
• “Evangelize” xDSL technology in the area: benefits, business cases….
• Participate actively in the xDSL business in getting a very significant market share.
• Developed distributor network to serve carriers, ISP’s and integrator in all countries of the region.
• Followed up closely the customer trials and transformed them into regular business
• Achieved 75 % Market share in the area on xDSL in 2 years.
ALCATEL MOBILE PHONES DIVISION
- Area Trade Marketing Manager, Eastern Europe
1997 - 2000• Active support of sales with trade marketing tools, support documents, sales training….
• Work with local advertising agencies to develop and to execute the marketing campaigns.
• Customer events, Trade fairs, Sales events
• Organized 5 customer events : 20 people incentive and training
• Organized 4 sales training and incentive
• Developed trade marketing support tools: Product catalogues, customer business cases in order to re-enforce the MPD value proposition: Packs, Pre paid expertise….
MANUEL CANOVAS
- Junior Export Manager for Middle East
1989 - 1993• Assist to manage development of product line, moving products from concept to production.
• Oversee the development of calendars for new products and colors for fabrics and their timely introductions.
• Participate in review and analysis of sales data and forecasts for new introductions
• Managed relations with factory. Tracking approval of factory for samples, photo samples, test samples and pre-production references.
• Setting up commercial events, organization of private sales.
• Managed relationships between showroom staff, international vendors/distributors, and interior designers.
• Processed incoming orders, coordinated shipments, and handled customer-related issues.
