Sales Management
Resume:
R amy Numai r
Current Company Asiacell - I raq
Current Tit le D irect Channels Manager (Head of Retail and Franchise)
Industry Focus Telco Channels, Retail and Franchise
Current Location Sulaymaneya, I raq
Nationality Egyptian
Date of Bir th 29th of April 1977
Mari tal Status Mar r ied
Education Level Bsc. + MBA (2014)
Email ****.*.******@*****.***
Phone +964 770***-****
References qa.linkedin.com/pub/ramy-numair/17/593/701/
Key Experience
• 14+ years international experience in Telecom Sales management, including customer care and
corporate customers operations.
• Over 10 years’ experience in building revenues whilst consistently exceeding annual performance
goals, propelling entrepreneurial startups with principals and channel partners, breadth of
experience within Telecom-GSM Operators
• Expert in Retail and Channels/Franchise management from both services and products stand
points.
• Masterfully t ransitioned and reorganized failing operations through 2005 in Retail/Franchise
p re/launch - GSM operator - stage, Int roduced and applied corrective measures with quanti tative
results for Saudi western region to all management personnel. Stabilized fragile workforce while
achieving unprecedented growth and leading t ransition from pilot to operations stage smoothly.
( Mobily - KSA, 2005).
• Owner of CBO (Co-Branded Outlets) - first successful concept in GCC Franchise-Telecom domain,
w here I’ve developed this genuine concept from the scratch producing a 300+ POS coverage at 42
cities and directly managing 200+ employees to generate 13+% revenue contr ibution to GSM
operator total revenue in 3 years (Mobily - KSA, 2006-9).
• Developed and tu rned on Samsung hand held phones retail and B2B engines in the Saudi market,
boosting sell outs volumes by i ncreasing coverage from 600 to 2200+ POS’s and enhancing brand
communication from POS level upwards output ting a market share increase by 5.5% in one year .
(Samsung - KSA, 2010).
• Int roduced Huawei smartphones to the Qatari market, acquiring from 0% to 3% market share in
11 months, and leveraging GP from 0% to 17% w ithin same t ime frame, while propositioning the
b rand as “ The Most Affordable Choice for Smartphones” v ia strategic communication planning and
execution and to the point channel structuring and penetration tactics with a state of art after sale
support and procurement business models (iQ - Qatar, 2011).
Key Skills
• Retail and roll-outs & operations management.
• Franchise operations management.
• Channels mapping, structuring and penetration.
• Channels partners rewarding schemes development.
• Entrepreneurial Startups.
Career History
Di rect Channels Manager (Head of Retail and F ranchise) M ay’2015 –
P resent
Asiacell (ooredoo), I raq – Asiacell is t he fi rst mobile telecommunications GSM operator in I raq
Objective – is to manage Asiacell retail and franchise engines in terms of P&L, exposure, sales targets
achievement and customer experience, moreover; to expand Asiacell direct channels structure and
coverage at war and hardship zones in I raq.
M ain Duties:
• Responsible of achieving Asiacell GA’s (Gross Adds) business objective for direct channels.
• Full responsibility for both retail and franchise channels P&L.
• Customer experience management and consistency across all franchise and retail shops.
• To achieve GA’s quality objective of 90+%.
• Budget, plan and implement sell-outs promotions nation-wide.
• Develop, re-structure and expand direct channels exposure/coverage at hardship/war zones
i n I raq.
• Lead, motivate and coach a team of 6 area heads and unit managers, and their teams (230+
Sups and Rep’s).
• Manage 28 franchisees across I raq to maintain strategic (win-win) partnerships.
• Develop qualitative/quanti tative rewarding and incentive schemes for both channel partners
and front-liners.
• Establish and co-ordinate all channels sales objectives, policies and programs within the
context of the overall corporate business plan recommending standard and setting targets
• Strategize and plan the sales process management, forecasting, pricing, key account
(franchisee) management, expenses, profitability,
• Develop long term sales strategies by category and customer,
• Manage and control sales activities and t rade spend in-line with budget, improve
efficiencies where possible,
• Ensure quality of franchisee/channel partner activities and area sales managers across
region,
• Work closely with marketing team to direct initiatives for new product launches and address
u nprofitable products,
• Present business performance reports to top management, monthly, quarterly and yearly
basis.
Key Achievements:
• 101% GA’s target achieved in 2015 with 20% loss (closures) of total direct channels
shops/capacity due to security issues in I raq.
• M anaged to maintain consistent profitability for both franchise and retail throughout 2014
i n I raqi hardship zones.
• Developed and started up new channel (Co-Branded Outlets) under franchise umbrella.
• Revamped channel partners rewarding schemes outputting a t r ipled quality GA’s
achievement.
• MPOS and Direct Sales channels concept development and channel enabling project
management.
Commercial Di rector Ap r’2011 -
A pr’2014
iQ, Qatar - iQ is the sole channel partner for Huawei devices in Qatar
Objective – To introduce and launch Huawei devices brand to the Qatari market, tu rn on and manage
both retail and channels engines and meet M/S and P&L business objectives.
Main Duties:
• Negotiated sole distribution frame agreement terms and condition.
• Structured and recruited staff.
• Qualitatively and quanti tatively mapped the Qatari market through an outsourced 3 rd party.
• Created and implemented a go to market strategy with comprehensive brand propositioning,
PR and BTL plans, channel penetration and pricing strategies.
• Forecasted, budgeted, designed and executed co-promotions with key market players (i.e.
service providers, key retailers,.) whilst proactively tackling competition weaknesses and main areas of
i mprovement.
• Led sales, marketing and services teams to over achieve given business objectives.
• Managed and optimized devices line up structure and launch dates.
• Retained and secured brand distribution exclusivity in Qatar since i ts commercial launch.
• Met principals after sale support expectations and KPI’s.
Key achievements
• 5% M /S, healthy l ine-up of 16 SKU’s,
• The output in 18 months is an up and running sole distributor of Huawei devices in Qatar
w ith three healthy divisions of Marketing, Sales/Retail and Services smoothly operating with well-
defined policies, processes and procedures manuals, and a well-tuned channels engine.
• 70+% weighted coverage, tie-up with all modern, trade and corporate channels key market
p layers and state of art after sale support and procurement business models in 18 months of operation.
Channels Manager - KSA Nov’2009 to
M a r’2011
Samsung Hand Held Phones (H HP’s), Saudi Arabia
Objective – Managing Samsung H HP’s retail engine, leverage M/S in Saudi by generating pull demand,
i ncreasing weighted coverage and developing BTL tactics.
Main Duties:
• Lead a team of 3 regional managers, 55+ field agents, t rainers and field operations officers.
• Int roduced Samsung 2010 line-up to the Saudi market with well-defined and localized BTL
and PR strategies.
• Designed and managed market audit report, to output qualitative and quantitative market
p ulse reports with readings and recommendations to the Samsung MD.
• Took full responsibility of all on ground pull demand/sell outs generation activities (i.e.
roadshows, POS layout and look and feel, front liners and IR’s incentive
• Forecasted, budgeted and managed all of Samsung H HP’s BTL resources across Saudi
A rabia.
• New channel partners acquisitions (i.e. Haddad, Digico
Key achievements:
• Successfully over achieved Samsung hand held phones sell out/through business objectives,
b rand image and customer experience throughout all types of sales channels including GSM operators,
organized/modern channels and t raditional market base across Saudi.
• Increased coverage and product availability from 600 to 2200 POS kingdom wide, crowned
w ith a well-designed incentive and rewarding schemes to all channel partners staff resulting a market
share increase by 5.5%.
• Grew M /S by 5.5% in one-year surpassing assigned business objective by 1.5%, brought in
Samsung channels engine in Saudi to a role business model in the region.
Co-Branded Outlets (CBO’s) Manager - KSA
(One of Mobily Pre-Launch Team Members) Sep’2006 to
Nov’2009
Etihad Etisalat Telecom Company (Mobily), Saudi Arabia
Objective – To genuinely design and implement CBO’s concept across KSA then manage operations and
achieve annual performance KPI’s.
Main Duties:
• Lead a team of 200+ front liners, regional supervisors and operations officers.
• Conceptualized, implemented and enabled Co-Branded Outlets concept for Mobily, starting from
channel partners selection criteria to layout, look and feel, staffing, t raining, services, operations
and customer experience management, the output is the fi rst successful-genuine concept of i ts
k ind in GCC telecom operators domain, operating with 300+ POS’s penetrating both modern and
t rade retail chains.
• Managed day-to-day operations as far as related to activations, disputes, customers complaints,
escalations, channel partners’ commissions and rewards, stock allocation, staff incentives and
system (SEIBEL) technical issues.
• Enabled operational and business processes automation.
• Designed and executed staff t raining plans, sales contests and allocation/rotation plans.
• Concept customization and tailoring per channel partner/region.
• Achieved activations, ARPU and retention quarterly and annual KPI’s.
• K icked off of Co-Branded promotions and bundles with key retailers and CBO’s channel partners.
Achievements:
• Successfully delivered several mini start up projects and assignments (i.e. Flagships & FBO’s
enabling and rollouts, staff technical t raining, field audit and quality assurance as being one
Mobily pre-launch commercial enabling team in 2005.
• Successfully leveraged CBO’s revenue contribution from 0%-13% of total operator revenue at 100%
penetration.
• Extended concept services range to 12 privileges, almost benchmarking Mobily f lagships at
maturi ty stage.
• Developed the approved process of CBO’s concept enabling and operations manual as the
f irst/pioneer reference for such concept in Saudi Arabia Telco domain.
Fully Branded Outlets (FBO’s) Supervisor – KSA
( One of Mobily Pre-Launch Team Members) Ma r’2005 to
Sep’2006
Etihad Etisalat Telecom Company (Mobily), Saudi Arabia
Objective – To allocate, enable and manage new fully branded outlets in Saudi Arabia western region.
• Enabling and hand over of new FBO’s locations in coordination with Partner/Channel
management and Franchise project manager.
• Managing daily operation, monitoring outlet monthly target, managing staff, handling stock via
S IEBEL. Application, maintain customer satisfaction, and handling customer complains for 3 fully
b randed outlets.
• Evaluating employee’s performance and managing staff development plans for 30+ front liners.
• Ensuring layout, customer experience and brand perceived image at the retail shop level.
• Communicating with other departments and other concerned parties (i.e. finance, marketing,
admin to ensure smoothness of operations.
• Pinpointed area of development and initiated several system and process development projects.
• Identifying Sales Staff strengths, weakness and development needs.
• Coordinate with the t raining department for t raining needed.
• Develop and coach the immediate reporting team.
• Improve results of Mystery Shopping.
• Motivate sales staff to exceed retail sales Dept. objectives and KPI.
• Manage upkeep and condition of all equipment, fixtures and fabric within shop premises.
Corporate Complaints Management Specialist
Sep’2002 to Ma r’2005
Vodafone, Egypt
Objective – To handle corporate segment escalations and complaints, and to exceed customers’
expectations in order to minimize churn rates.
M ain Duties
• Started from and entry level call center agent handing day to day consumers complaints,
and moving forward to be a team member of 5 senior professionals taking care of all VF corporate
segment escalations and major complaints.
• Engaged in the fi rst SOHO account management project at VF Egypt, where I’ve acted as
an account angel of assigned SOHO accounts.
• Ut ilizing retention budget and tools to reduce corporate segment churn rates.
• Reporting roadblocks and repetitive customer’s complaints to concerned parties, and
t racking corrective measures execution and impact on customers experience and satisfaction.
• Proposed key success factors to boost ARPU and to minimize churn rates.
Achievements
• With a senior management system privileges I’ve managed to over achieve my KPI’s
p roducing 90+% customer satisfactions at 100+% productivity.
• Maintained a CE (Consistently Exceeding) appraisal grade for two consecutive years.
• Launched with a 4-team members task force the first key accounts angels function for
SOHO segment under CC umbrella.
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