Manager Sales
Resume:
CORE SKILLS SUMMARY
Sectors
-Oil & Gas
-Energy, Water Treatment
-Construction
-Hospitality
-Textile Industry / Fashion Industry
-Distribution
-Advertising
-Hospitality
Human Resources Management
-Team management
-Coaching & mentoring
-HR policies and procedures writing and development
-Manpower planning
-Talent acquisition / Recruitment
-Employee relationships management
-Performance management
-Training and development
-Compensation & benefits
-Payroll
-Personnel administration & logistics
Operational Management
-Strategic and operational management
-Business analysis
-Operational excellence
-Processes optimization
-Procedures & policies writing, development & improvement, technical writing
-Definition & implementation of KPIs
- Quality Management
-Financial management (planning, budgeting, P&L review)
Marketing & Business Development
-Business Development & Marketing
-Key Accounts management
-Sales Personnel management
-Contracts negotiation
-Public relations
-Marketing Research and benchmarking
-Direct sales, cold calling, telemarketing, marketing tools and events
PROFESSIONAL EXPERIENCE
RAWAND HOTEL (new brand name) July 2018 - Present
5* Stars Independent Hotel
Hotel Manager, Doha, QATAR
Currently acting as Owner’s Representative to carry on the maintenance, upgrading and modification works required prior to the re-opening of this existing hotel recently purchased by a new owner, and preparing for the future operations.
Follow-up on maintenance works performed by the contractor in view of obtaining Civil Defence approval
Collaborate with Owner’s Team, Contractor and Interior Design Company for the upgrading of the hotel
Work on the re-branding the hotel
Plan and budget future operations
Establish Staffing Plan and identify manpower resources, define recruitment strategy
Pre-Interview potential candidates for senior / key positions
Identify potential suppliers for all kind of equipment, services, material and supplies
Establish Sales & Marketing strategy (market study, hotel’s image and positioning, pricing, distribution channels, social media strategy)
Assess current property management system and investigate on alternative solutions for efficiency and cost saving purpose
Main achievements
Established a complete Business Plan for the hotel including Marketing Plan, Sales Forecasts, Human Resources Strategy and Staffing Plan, Operational and Financial schemes
Identified 50 suppliers for the hotel operations
Initiated contacts with various partners for the future promotion of the hotel, including tourism sector actors
SIX CONSTRUCT LTD 2011 – 2018
Civil Works and Construction Company
HR & Administration Manager, Doha, QATAR
Manage the HR and Administration Department for the Qatar branch (managing 20 staff, total workforce 2,500 including Group Expatriates, Senior Local Staff, General Staff, and Non-Skilled Workers)
Personnel Administration
Manage directly a Team of 8 Officers (and total 20 people) dealing with:
oimmigration / visa
otransportation / vehicles fleet management
oaccommodation (individual, shared or camp based)
oleave & travel management for Employees and Visitors
omobilization and demobilization, internal transfers
opersonal files and database management
ohealth management and medical insurance
Define and monitor Department Budget
Supervise operational cost reports and issue Management Reports (weekly, monthly and yearly)
Analyze, develop and apply Group policies and procedures
Define and implement KPIs where applicable
Manage mob / demob and internal transfers
Negotiate contacts with services providers (airlines, travel agent, car rental agents,..)
Prepare for and participate in all Audits (Internal Audits, Welfare Audits from the Supreme Committee)
Lead 4 PROs, and have direct contact with sponsors, government and legal authorities
Prepare for the integration into a new ERP
Human Resources Management
Be the main point of contact for all Expatriates and for the Management regarding HR matters
Request, validate and send various Reports related to HR activities and Manpower
Participate in the Management Meetings in Middle East Headquarters along with all Projects and Department Managers, every 2 months
Generate manpower planning reports to keep the adequate workforce in line with Projects requirements, in liaison with the Site Managers and Operations Manager
Write and develop HR policies and procedures for the Middle East region
Lead appraisals process, deal with salary increment requests, change of designation requests
Perform disciplinary actions (warnings, interview, demobilization) as and when required
Supervise local recruitments, proceed with interviews and selection for key positions
Manage employment offers and contracts
Coordinate with Middle East Headquarters for the recruitment requirements
Coordinate with Middle East and Belgium Headquarters for the implementation of training programs
Supervise relocation services, coordinate shipments of personal effects
Participate in induction meetings, suggest updates to the Welcome Book
Manage Payroll activities
Visit working sites on monthly basis to facilitate contacts and build a good rapport with Employees
Main achievements
Successfully implemented new HR database (Microsoft AX) in preparation to ERP integration
Influenced the rewriting and development of Group HR Policies for the Middle East region
Led the recruitment and staffing of an important project in Saudi Arabia, from Qatar, in coordination with KSA Management and Belgium based HR services (30 positions filled within 3 months time)
Improved the general operational and cost reporting to Management by simplifying, systemizing existing reports, and creating new formats – with KPIs when applicable
Temporarily managed the Bahrain Branch (5 months) in parallel with Qatar
Restructured the Department to support the operational and management requirements with more efficiency, better adequacy and control
MPH Group 2006 – 2010
Technical Services & Manpower Provider for the
Oil & Gas, Water Treatment & Construction industries
Operations Manager (including HR Management & Business Development), Doha, QATAR
Managing the MPH Branch in Qatar (11 staff, 115 consultants)
Operations Management
Initiate long-term planning, including a constant aim at operational excellence
Manage the Doha office and Qatar branch
Develop and implement organizational strategies, policies and practices
Lead the organization, make decisions to reinforce the operational effectiveness
Manage the Financial planning and P&L control
Ensure compliance with Group policies, procedures and standards
Supervise PRO activities, administration and logistics (accommodation, transportation, visas, travels) of personnel
Commercial Management and Business Development
Maintain and develop the current level of sales while generating business developments
Build trust-based and long term relationships with the Group’s clients
Ensure profitability, on time delivery and customer satisfaction
Build, negotiate and use customize contract terms and conditions
Develop marketing tools and strategy
Represent MPH Group worldwide upon request (missions to Venezuela, Peru, Kazakhstan, Korea, USA)
Manage PR events such as networking receptions, participation to conferences or exhibitions, sponsoring activities (sports) with associated media coverage
Identify, follow and analyze clients requirements
Lead commercial proposals, post bid activities, client presentations and negotiations through to contract award and signature
Maintain client relationships throughout and after the performance of the contract
Human Resources Management
Develop and maintain HR policies and procedures
Create Performance Management tools
Conduct Staff appraisals twice a year, evaluate training needs
Create compensation and benefits system
Manage staff offer letters and employment contracts
Monitor Consultants’ contracts (renewals, development & administration)
Recruit, select and hire local Staff
Manage Consultants’ integration, follow-up on assignments, issue warning or dismissal letters when needed, case management…
Maintain close relationships with contracted personnel (Consultants) and visit them on site (Ras Laffan, Messaieed) on a weekly basis
Main achievements
Tripled the number of Engineers working for Qatar branch (and Turnover x2.5) in 3 years
Diversified Clients’ Portfolio (from Oil & Gas only to Power Generation, Energy, Environment, Construction & Civil Works) and broadened the services offer by developing the direct hire/head hunting approach
Developed working practices & procedures to reach excellent quality of services
Bellême ICE (Kappa ICE Group) 2001 – 2006
Independent consulting group specializing in project management
Global and Key Accounts Manager (Oil & Gas accounts), Paris, FRANCE
Promote and implement consulting and technical assistance services and solutions in engineering and construction for international industrial major accounts in the fields of oil & gas, energy, chemistry & environment, in France and abroad (South America, United States, Asia, Africa)
Prospect and search for new markets, take care of competition and business information and benchmarking
Source, select, interview, negotiate with consultants / candidates
Write Policies and Procedures to improve the HR Management processes
Perform Commercial representation and recruitment on international fairs
Respond to the invitations to tender and follow-up on business generated
Monitor Quality for the commercial process of the company
Main achievements
Sales turnover carried out = 3.5 M€ (2005)
Opened 15 new Client Accounts with significant activity for the Group
Carried out Quality Certification Process for the Sales Department
Grew Turnover by 30% while maintaining profits
Developed working practices & procedures to reach excellent quality of services
ETEXX.COM 2000 – 2001
E-business solutions and virtual Internet exhibition fair for textile industry
International Sales & Marketing Officer, Nice, FRANCE
Lead the telemarketing team (5 people)
Prospect, develop potential customers database, negotiate deals on the GB-Scandinavia zone
Drive commercial action and participate in the professional fairs and exhibitions
Analyse and simplify the commercial processes and tools (project management)
Main achievements
Qualified 300 potential clients in the Company’s database
Increased customer’s online registration by 50%, and the use of online samples ordering by 30%
Developed 2 major accounts for the e-business solution testing
SEPHORA 1998-1999
Distribution of cosmetics and perfumery
Marketing Officer – International Development Strategy (internship), Orleans, FRANCE
Working directly for the Managing Director (8 months)
Research for new implementations and markets for the development of the chain in Europe
Make strategic recommendations for the development on the German, Portuguese and British markets
Followed In house Training: sales, ray management, merchandising, cashier management, etc...
Main achievements
Delivered market researches on time and several Sephora shops were successfully implemented in the recommended areas
Developed the basic project and Marketing Plan of the on-line selling website for the Group
APACHE CONSEIL 1997
Advertisement & Communication Agency
Marketing Research Officer (internship), Cran-Gevrier, FRANCE
Analyze and comment media campaigns results for distribution sector in order to present a report to the Clients (supermarkets, distribution stores)
Conduct market study for beverages in France, and look for communication orientations
Conduct various market researches to be presented internally to the Staff weekly meeting
Conduct qualitative research and make recommendations for a communication campaign for a French district
Achievements
Delivered all market researches on time
Successfully presented research results to the Creation / Marketing Team
Developed a communication plan for a beverage company
TECHNOCEAN 1995
Wholesale distribution of jewels
Sales Representative – Direct Sales (internship), Cran-Gevrier, FRANCE
Working directly for the Managing Director (3 months)
Commercial development with Work's councils on the sector of Annecy and its agglomeration
Main achievements
Increased turnover by 30%
EDUCATION
DIPLOMAS Master Degree in Management (International Business)
ESC-CERAM (Business School), Sophia Antipolis, France, 2000
including 8 months internship and 6 months abroad in Spain
Technical University Diploma (DUT) (Sales & Marketing Techniques)
IUT, Annecy-le-Vieux, France, 1996
LANGUAGES French (mother tongue), English & Spanish (fluent), Arabic (elementary)
COMPUTER SKILLS Word, Excel, PowerPoint, Access, Outlook, Internet Explorer, Trello
TRAINING Talking Presentations (2007), M Attack, Dubai
Negotiation Master Class, The Institute of Sales & Marketing (2008) Dubai
Anne DIDIERLAURENT
HR & Operational Manager with total 18 years’ experience (13 years in Middle East), French
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