Sales Manager

Sales Management

Career Objective

Extensive global experience, customer relations, capital equipment, IT

and project management. Work in a team-based environment where continuous

improvement, dedication, creativity, and commitment to quality are

encouraged. Cultivate on the organization culture, value and integrity

to bring awareness of process, mission, goals and objectives

Summary of Qualifications

. Expertise of more than 18 years' in the global and emerging markets

managing different size of businesses, teams, and projects across

different function in multidisciplinary environments.

. Solid ability to achieve/ exceed goals & objectives, strong result

driven, exceptional analytical ability, external focus and clear

thinking talent to enhance business performance and operational rigor.

. Experienced in P&L management, Business Development, product

management, life cycle management (LCM), business finance, project

planning and cost analysis in large global organizations.

. Particular strengths in leadership skills, team management, ability to

influence and lead others, negotiation and influential skills,

customer relations (CRM), and Executive presentation and communication

skills (verbal and written).

. Strong tech/ IT background, persistence, welling to take Initiative,

creativity and inventiveness.

Professional Experience

General Electric (GE Healthcare), 2014 - Present

National Executive Account Manager -Private Segment: 07/2014 -Present:

. Working closely with product management, product marketing and field

sales to develop execute and maintain programs and initiatives

specifically designed to drive Orders, Revenue and Customer

Experience.

. Driving GE Healthcare products sales strategy, funnel development and

management, territory development and close or assisting in closing

deals within private market/customer segment.

. Re-Defined the private market segment tiers to develop and maintain

consultative sales relationships with key-buying influences in key

accounts (tier 1), including multiple levels within the customer's

organization, physicians, and the C suite to include - CFO, CEO and

CMO, as well as be able to coach sales executives in these

relationships

. Actively monitor funnel analytics, while conducting longer term gap

analysis to coordinate with direct management, sales and product teams

. Predict & communicate market conditions and needs, develop and

implement a plan which directs short and long term goals and business

strategy.

. Built a collaborative relationship with a number of packagers

Detection & Guidance Solution Manager: 02/2014 - 07/2014:

. Managing DGS P/L, product portfolio (Radiology, Vascular, Surgery and

Women's health), business strategy and commercial team in Saudi

Arabia.

. Prioritized customer segments and business opportunities and developed

business cases in conjunction with strategic marketing, regional

product marketing, product leaders and Business Analysis.

. Reinforced the DGS commercial organization in Saudi introducing

essential functions to the business success (e.g. advanced

application) and cultivating BU productivity and efficiency (inventory

and backlog).

. Working with the Global Product team on "Go-To-Market" strategy for

vascular segment & women health and introduced the new concept of

solutions adapting the business segment strategy to the local market

health specialization trend.

. Working with the local regulatory body preparing and coordinating

verification and validation activities during investigation and design

change activities of existing products and all NPIs.

Tycosys LLC, 2012- 2013

Principal & Business Director (Virginia, USA):

. Founded and formed the company business vision, mission, goals&

objectives.

. Launched a partnership with two small US businesses /manufacturers

targeting international growing markets in the ME, N. Africa & Turkey.

. Established the company's business model, structure, legal

requirement, regulatory and product registration, market segmentation,

sales and marketing tactics.

General Electric (GE Healthcare), 2006 - 2012

Regional Segment Manager U/S IT - (ME, Africa, Russia, Turkey), 01/2011 -

08/2012:

. Exercising the segment portfolio management and operating plan

resulting in delivering an outstanding and stretched revenues growth

+380%, and contribution margin of 82%.

. Executed "Go-To-Market" strategy introducing the products in different

markets as an integrated clinical solution, generating 45 new sockets,

9 large projects.

. Increased the segment market share by 27+ points capitalizing on the

existing ultrasound and fetal monitoring platform, defining strategic

opportunities and market appetite for innovations.

. Aligned with upstream marketing, Global R&D and Engineering driving a

2 years project plan for product customization and modification to

comply with our different markets customer's clinical and economic

needs.

. Collaborated with global product management leaders, regional sales

and marketing to develop the orders forecast, supply and fulfilment

for the product segment and the segment marketing budget.

. Key contributor to the segment Growth Playbook and SII with the goal

of achieving growth and market share objectives. Developed the 5 years

growth plan (2012 - 2017) applying the business forecast, NPI roadmap,

existing / new product strategies, market trends, customer demands and

competition behavior.

. Established the region product service and support adding 3 FSE, 1

support leader and defined the support process and integration of

service organization into the equipment P&L.

X-Ray Modality Sales Leader (Saudi Arabia), 06/2008 - 12/2010:

. Achieved +110% vs. operation plan presenting 36% growth vs. PY.,

strategic turnkey projects increasing GE DXR market share by 13

points.

. Defined product market strategy, competition analysis, market

behavior/ trends, key selling product and restructuring slow moving

product strategy.

. Managed modality revenues and probability reducing warranty

concessions to 4% vs. @17% PY, minimizing CM leakage, and capturing

94% in point of sale.

. Mitigated on the Global Golden Standard of the GE Mobile X-Ray

capturing more than 80% of the market shares and delivering 48 systems

in 2010.

. Increased customer promoter score by 41% and established luminary

sites and KOLs through managing complaints, challenges, supply

forecast and fulfilment commitment.

. Executed Environmental Health Safety (EHS), element 17 "ergonomics" in

three office sites complying with guidelines.

Regional Sales Leader - Cardio Vascular IT- (ME, Africa, Turkey), 01/2006

- 05/2008:

. Created a regional awareness of the critical Cardio Vascular IT and

digital solution capitalizing on the existing GE Radiology IT

business.

. Achieved growth of 460%+ in revenues, Contribution margin of 52%+, big

wins in major markets.

. Established P/L Cost & resources sharing with the other GE businesses

working in the same customer/market segment to deliver training,

application, support and service to meet customer challenges,

complaints and satisfactions.

. Formed a new marketing channel approach partnering with Boston Sci.

Corp. and Biotronik.

. Structured the product support functions, IT Professional Services &

Service in the region.

Yahmaa Medical Co., 2002 - 2005

Cardiology Product Manager, Saudi Arabia 09/2002 - 10/2005:

. Established the Cardiac Electrophysiology business unit (adding to

portfolio cardiac 3-D mapping, Cryo ablation, RF and Pacemakers).

. Grew a business unit with $6M+ in revenues focusing on detailing

product definition, business plans, and marketing strategy (financial

models, value proposition, and Go-to-Market strategy)

. Executed strategic plans to meet market fluctuations (prices and

supply/demand), materials outsourcing, supplier consolidation,

delivery performance and inventory turns

. Partnered with market leader such as Karl Storz, Siemens (Cath Lab)

for turn-key project

. Certified to perform clinical application and training and assist

interventional cardiologist.

Arabian Medical Marketing Co., 2000 - 2002

Senior Product/Marketing Specialist, Saudi Arabia:

. Developed successfully the cross functional leadership with all other

business units presenting a complete Hospital /surgical solution (Hill-

Rom, Steris, Gambro, Dornier, Isotrol-Bender and Schneider-Square D).

. Achieved sales of 143%+ including dominating the largest market share

in isolation surgical panels segment (82% MS).

. Established a new line of business with veterinary clinics using

shockwave to treat horse's joints. Initiative was the first in region

generating $1.2M of additional revenues.

. Performed customer presentations to include the Dornier, Hill-Rom and

Steris products.

Candela Laser Corp., 1998 - 2000

Field Service Engineer III SE, Wayland, MA. USA

. Responsible of all South East states & Puerto Rico with a total of 107

customer sites.

. Supported shows and workshops, installation, dismantle, and hazard

materials (Certified).

. Promoted service contracts sales resulting in a noticeable increase by

more than 65% in service contract commitments.

. Certified on supporting medical staff during the laser lithotripter

procedure.

. Established an excellent relations and trust with area customers

adding significance to the sale's manager in generating sales

reporting the highest for two consecutive years.

Imdad Commercial Supplies Co., 1993 - 1998

Service Engineer/ Tech. Support Engineer, Saudi Arabia

. Worked on CANDELA Lasers performing all installations, maintenance,

and upgrades.

. Initiated the Candela patent on-site head alignment tool which

contributed in minimizing the system downtime.

. Certified on Co2 heart laser to provide support during open heart

laser surgeries.

. Promoted service sales presenting and demonstrating service contracts

as cost controlled solution verses the cost of pay per call/job.

Education & Certification

University of Liverpool, UK 2006 -2008

. Master's in Business Administration (MBA), Marketing

George Washington University, Washington DC. 1986 - 1992

. Masters of Science MSc, Biomedical Engineering, 1991 - 1992

. Bachelors of Science BSc, Electrical Engineering & Computer Science,

1986-1990

Courses:

- Advance Manager, 2012 - New Manager Development 2011

- Deal Wining Strategy, 2010 - Executive Presentation, 2009

- Strategic Selling 2008 - Building Essential Leadership

skills, 2007

- Toastmasters International, 2007 - Wining Management Strategies, 2007

- Successful Deal Management, 2006 - Enterprise resource planning, 2005

Clinical Courses:

- Pacemaker implementation, 2004

- Interventional Cryo ablation, 2004

- Cardiac Arrhythmia 3-D mapping, 2004

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