Sales Manager
Resume:
Maqbool Bava
E-Mail: ************@*****.***
Cell: +974-********
An Accomplished and Successful Senior Management-Level Professional Looking to Assume Demanding and Challenging Senior Management Roles
Professional Aspirations
An experienced and veteran business management professional having extensive experience of more than 16 years in various roles as General Manager, Director and Sales Manager, I am now looking forward to donning more challenging and demanding roles in higher management roles where I can not only help the business stay successful but also actively indulge in supporting them with all of their decision-making and strategic operational endeavours constantly. Leadership Skills - Strategic Planning and Execution - Change Management - Team Building General Management - Strategic Thinking - Problem Solving Communication Skills - Interpersonal Skills
Core Skills and Areas of Expertise
Planning
Planning is my key role. Though I consume little extra time to plan my responsibilities, projects and tasks, it’s worth it. Determining what needs to be done; who is going to do it; and when it needs to be done are all part of the planning process. I keep in mind that planning is an iterative process that takes place throughout the life of the project.
Some key planning duties included;
Define and clarify project scope
Develop the project plan
Develop the project schedule
Develop policies and procedures to support the achievement of the project objectives Organizing
Organizing is about setting up the company/projects team's structure. A major driver in this aspect is the company's existing structure. Companies are usually set up as functional, matrix, or projected organizations. When organizing the project, we will need to take the company's structure into account.
Some of the key organizing duties included:
Determine the organizational structure of the project team
Identify roles and positions
Identify services to be provided by external companies
Staff project positions
Leading
Leading refers to carrying out the company/project plan in order to achieve the company/project objectives. Leading the company/project is one of the more challenging aspects because it involves a lot of "soft skills." Skills such as communicating clearly, team motivation, and conflict resolution. Some key duties for leading the company and various projects included;
Setting the team direction
Coordinating activities across different organizational functions
Motivating team members
Assigning work
Controlling
Controlling is all about follow up and keeping the company/project goals on track. The company and project objectives can be controlled using a three-step process;
Measuring: Checking the progress toward meeting its objectives
Evaluating: Determining the cause of deviations from the plan
Correcting: Taking corrective actions to address deviations Core Professional Competences
Risk Management
Reporting and Internal Audit/Controls
Process Improvements
Business Analysis and Data Sciences
Database Management
Operating Systems
Strong Presentation
Excellent Negotiating Skills
Academia
Diploma in Mechanical Engineering 2002 Regional Institute of Engineering
Kerala, India – (Course Completed only)
Higher Secondary 1999 Ansar English School
Kerala, India
Senior Secondary School 1995 Our Own English High School
Dubai, UAE
Professional Experience
Division of Al Otaiba Group of Companies 2005 till 2018
1. Fast Zone Interiors and Landscaping and Pools –Formed in 2016 2. Athens Projects Trading – Formed in 2012
3. Pinnacle Power Solutions – Formed in 2010
4. Italian Gardens Landscaping-Formed in 2005
Founded and managed all the above mentioned 4 companies, I joined the group as the Executive Manager in 2005 and was promoted as General Manager in 2008 and promoted again as Director in 2012 reporting directly to Chairman – Mr. Sultan Khalaf Al Otaiba. Fast Zone Interiors and Landscaping and Pools
Dubai, UAE
Fast Zone was formed in 2016 clubbing the activities of M/s Italian Gardens and M/s Athens Trading and ventured to one company.
Key activities of the company:
Interior Fit Out
Hard Landscaping
Landscaping
Irrigation Works
Soft Floorings – Wooden/Play Area
Swimming Pools and Water Features and Lagoons
Timber Decking/Pergolas/Gazebo – Composite Structures
Fields / Basket Ball Courts /Multipurpose Courts Pinnacle Power Solutions
Dubai, UAE
Pinnacle Power was established in 2010. The core objective of the company is to provide one-stop solution for lead acid batteries requirement in the region. The company is the authorized distributor for Nova Brand batteries for the Middle East and North African countries. Nova batteries are manufactured by Global Battery from South Korea. This brand of batteries covers entire product range such as Automotive, Marine, Golf Cart, Deep Cycle and Network Power. Key activities of the company:
Supply and deliver NOVA batteries to both retail and wholesale market.
Understanding/evaluating customers and engaging with sub distribution for the products Supply of batteries
Key Responsibilities and Accountabilities for the Group of Companies Monitoring Sales Department
Weekly meetings were conducted in line with finance department to analyse the sales achievements versus the sales targets budgeted.
Understand and capitalize on sales department requirements, monitoring the competitor’s placement in the market.
Marketing tools to be approved as per the budget.
Defined sales engagement approach for delivery and implementation of business performance tracking, in conjunction with strategic planning and execution
Negotiated contracts with C-level positions. Designed contracting process as part of sales methodology
Developed marketing programs, including seminar sales and consultative sales approaches in support of product sales
Created consulting approach to fulfilment of services and product delivery.
Regular follow up on Sales Department to guide each one of the team in the right direction, supporting/motivating/guiding the team to achieve their goals in order to avoid sacking of personnel from the company.
Monitoring Project/Operation Department
Weekly coordination meetings were conducted in line with finance department to analyse the project progress vs. project completion plan.
Understanding/monitoring the reason for delays occurred from the concerned project Managers. Delays due to other subcontractors/client shall be officially reported and recorded in cc to the consultants.
In -house delays within the company shall be immediately notified with the concerned department head and action plan will be executed to cover the delays acquired.
Maintaining a proper follow up on Procurement Department to maintain a steady delivery of products to sites in lieu with the Project plan.
Ensuring all Project Managers, proceed with works at site with approved shop drawings and Material submission from the consultants.
Understanding both positive and negative variation works at site, equally recording the same in lieu with Finance department.
Ensuring that the managers maintain and regularize health and safety of workers at site with surprise inspections.
Monthly billing of invoices, well-coordinated in lieu with QS and Finance department. Ensuring with the concerned Project Manager, the billing amount is approved from the consultants within the period as defined in FIDIC laws.
Finally motivating and directing the entire team to work as a family and maintain a healthy professional environment.
Monitoring Admin/HR Department
Fortnightly meetings were conducted in lieu with Finance department to ensure smooth support operations of the back office responsibilities.
Spending quality time with HR team to analyse the KPI’s of the company staff and appreciating each deserving personnel for their achievement.
Ensuring HR team collects the necessary payroll requirements from the concerned Project Managers and route the information to Finance team as per agreed dates.
Organizing, well prepared informative survey through the HR department, where every individual of the company is met to understand their issue of concern and well notified to the Management.
Coordinating with HR/Admin to ensure proper office supplies is recorded for all site/company requirements to avoid any misuse of company assets.
Keeping the Financial budget as the principle plan, short listing and hiring of well deserving candidates through the HR department.
Finally ensuring the team provides a professional approach to our organization, clients and to the market.
Monitoring Finance/Contracts Department
Oversee organizational contract development and management activities, and enforce organizational principles of integrity and compliance.
Ensure that contracts and proposals are properly entered into organizational databases and securely maintained.
Develop standards for contracts, payment terms, general language and provisions
Conduct contract strategy meetings to identify issues and client requirements, facilitate pricing discussions, and obtain senior management input on timelines and deliverables.
Draft contractual provisions based on strategy discussions, senior management input, and organizational needs and expectations.
Documentation of all communications, recording and filing, send notices of delay in works to subcontractor; send notices to client in case of non-site readiness and demanding extension of time period. Recording pictures of site damages and claiming for the same.
Providing all necessary billing documents with percentage of works completed as per contracted BOQ and approved scope of works to the Finance Manager for monthly invoicing.
Maintain deadlines on deliverables and communicate on an on-going basis with the management and internal clients about contractual issues.
Plan on a procurement strategy for each project and submit to management for approval
Identify, analyse and develop responses to commercial risks.
Supervising the Estimators/QS to prepare and analyse costing for tenders/on-going jobs as per deadlines decided and confirmed.
Allocate work to subcontractors with proper Subcontractor Agreement.
Analyse outcomes and write detailed progress reports.
Value completed work and arrange percentage of work completion.
Maintain awareness of the different building contracts in current use.
Discover profitable suppliers and initiate business and organization partnerships.
Negotiate with external vendors to secure advantageous terms.
Approve the ordering of necessary goods and services.
Finalize purchase details of orders and deliveries.
Examine and test existing Suppliers and Sub Contractors
Track and report key functional metrics to reduce expenses and improve effectiveness.
Collaborate with key persons to ensure clarity of the specifications and expectations. Foresee alterations in the comparative negotiating ability of suppliers and clients.
Expect unfavourable events through analysis of data and prepare control strategies.
Perform risk management for supply contracts and agreements.
Control various spends and build a culture of long-term saving on procurement cost. Key Achievements for the Company
Drove 39% profitable revenue growth to a high of AED 42 million
Doubled operating profit to 3.8 million in 2017 from original 1.5 million in 2012
Delivered 96% improvement in Fast Zone division’s operating profits
Boosted battery division operating margin to 12.5.4% from original 9%
Slashed operating and overhead costs 1.2 million
Increased cash flow 3 million for the group
Area Sales Manager 2002 to 2005 Al Kharbash Marketing and General Trading
Dubai, UAE
Al Kharbash Trading Company is the sole distributor for Exide brand batteries in the region. Exide brand batteries are manufactured in USA, UK, Europe and UAE. For several decades Exide has been one of the reliable brands, enjoying unrivalled reputation and recall. A leader in packaged power technology, Exide utilizes the latest technological inputs and has a wide range of battery supply catering to all automotive, power, telecom, infra projects, marine application and defence sector requirements.
Key Responsibilities and Accountabilities
Identifying prospects and setting appointment
Know your customer well
Determine client’s solution
Written proposal/document
Order confirmation and after sales service
Regular Interaction
Interacting with the sales team more often to understand their needs and expectations from the organization.
The sales representatives were given an easy access to my cabin at the times of queries. Transparency is essential at all levels.
Weekly meetings to address their grievances and no issue were left unattended.
Healthy communication between me and sales team was always maintained to motivate the individuals. The sales executives were updated of the latest developments at the workplace.
Taking them out once in a while for lunch or dinners. Such activities bind the team members together and motivate them to work as a single unit. Roles and Responsibilities
Roles and responsibilities were not imposed on any of the members. My team accepted responsibilities themselves. It is for the superiors to understand which employee can perform which function in the best possible way. Job mismatch leads to de-motivated employees.
The team were aware of their KRAs from the very beginning. The management made it very clear that a sales representative is expected to go out and meet clients. No individual should have unrealistic demands. It leads to problems and confusions later on.
A sales professional must be aggressive, smart and a little diplomatic. They must be excellent in follow ups. Impatient individuals find it difficult to do well in sales. Realistic Targets
Targets for the sales team were set to be realistic and achievable. Don’t ask for anything which you yourself know is not possible.
Incentives and Monetary Benefits
Handsome incentive plans were set in motivating the sales professionals. Nothing works better than money. Attractive incentive schemes prompted the employees to work hard and make the maximum use of their ability.
Performers were rewarded with attractive gifts, coupons, cash prizes or certificates for them to feel motivated and deliver the same performance every time.
Acknowledging the hard work of employees.
Appreciation
Appreciation played an important role in motivating the employees. Praising the one who performed exceptionally well and pat on their back did actually do wonders. Let them feel special and indispensable for the team as well as the organization. Involvement
Involving the team members in the company’s strategies. Ensuring the team participate in important discussions. Don’t criticize their ideas or views.
The art of meeting the sales targets effectively through meticulous planning and budgeting was my key objective defined. Sales Management helps to extract the best out of employees and achieve the sales goals of the organization in the most effective ways. Key Achievements for the Company
Built a full-scale sales organization and all commercial programs from the ground up.
Achieved 8 million AED revenue target in my first year of company.
Opened over 180+ new doors of distribution during my 3 years of tenure with the company. Technical Skills
MS Word
MS Excel
MS PowerPoint
AutoCAD and Primavera (Basics)
Tally
Focus
SAP Accounting Suits
Personal Dossier
Date of Birth : 19 November, 1981
Marital Status : Married with 4 children
Sex : Male
Nationality : Indian
Languages known : English, Hindi, Urdu and Malayalam with Arabic (Read & Write only) Address : Malaya Manzil ; Kootnad Post ; New Bazar ; Palakkad Dist, Kerala. Character Reference:
Mr. Sultan Khalaf Al Otaiba
Chairman
Declaration
The details presented here are true to the best of my understanding and knowledge of the same. I thank you for the consideration and your time.
Maqbool Bava
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