SALES MANAGEMENT & BUSINESS DEVELOPMENT

By Salman Shamsuddin

• Introduction• Why Salman Shamsuddin?• SWOT Analysis• Area of expertise

– Sales Management– Team Management– Sales Forecasting– Incentives, rewards and monitoring– Business Development– Process Management– User Management

• Support Required• My Expectations• My Limitations• Contact Details

AGENDA

“Great vision without great people is irrelevant”

I would like this opportunity to give you a brief introduction about myself with regard to my experience, skill set, attitude and aptitude; and

how I can use them to add value to your organization if given the fair chance to prove myself.

INTRODUCTION

• 15 years of proven track record in sales and marketing• Sales and Business Development expertise• Industry experiences

– Consumer Electronics– Automobiles– Technology– Services

• Managed a team of 70+ members• Out of the box thinking• Dedication• International exposure• Marketing support activities• Product / Service support activities• Key decision making role and responsibilities

WHY SALMAN SHAMSUDDIN?

SWOT ANALYSIS

•Local experience•Driving license•No Arabic proficiency

•New market•New industry•New processes•New business unit•New product / service

•Emotional work attachment

•Workaholic•Demotivation if results are unsatisfactory

•Sales Management•Business Development•Process Management•User Management•Experience

Strength Weakness

ThreatOpportunity

AREAS OF EXPERTISE

Sales Management

Team Management

Sales Forecasting

Incentives, Rewards & Monitoring

Business Development

Process Management

User Management

• Generating Leads• Research on Clients• Proposals & RFQs• Delivering the Pitch• Deal Negotiations• Follow Ups• Handling Exceptions• Closing the Deal• Project Activation• Customer Support• Customer Loyalty• Customer Retention• After Sales Scenarios

SALES MANAGEMENT

• Shortlisting and recruitment• Training and orientation• Learning and Development• Team structuring• Target distribution• Mock sessions• Daily scrums• Team building activities• Professional training

– On job– Off job

• Positive and negative reinforcement• Team evaluations• Team appraisals and exits

TEAM MANAGEMENT

• Fiscal year planning• Product• Pricing• Packaging• Sales Budget• Marketing Budget• Forecasting methods

– Time period forecasting– Objective forecasting– Percentage of marketing spend– Management directive forecasting– Competitor based forecasting

• Risk management• Contingency planning• Actual vs. forecasted periodic reports

SALES FORECASTING

• Grading system– Horizontal growth– Vertical growth

• Basic salary• Commission• Individual incentives• Team Incentives• Team budgets• Derived from sales forecasting• Team member of the week / month• Certificates• Bonuses• Promotions• Warnings and exits

INCENTIVES, REWARDS & MONITORING

BUSINESS DEVELOPMENT

New Market New Product New Segment

GAP Niche New Partners

New Channels

Existing Revitalization

• Process planning• Process actors• Process inputs and outputs• Quality standard• Automation of process• Quality control of the process• CRM• Technology support• Training and product knowledge• Major and minor non conformities• Incident reporting• Process Change Management• Reporting and documentation• Repository management

PROCESS MANAGEMENT

• User profiling• Internal users• External users• Department wise users• Access policy• Rights and permissions management• Quality Resource Management• Training and development• Skill repository• Evaluation• Career path planning• Replacements• Expectation management• Management reporting and monitory

USER MANAGEMENT

• Marketing– Lead Generation– Branding– Advertising– Sales Support Collaterals

• Technology– IT System– Process– Software

• Management– Budgets– Leadership support

• Sales Team– Front end team– Back end team– Support

SUPPORT REQUIRED

• Opportunity as per credentials• Great working environment• Management trust• Virtually zero organizational politics• Learning time period• Budgets• Team• Patience• Clear expectations• KPIs and Benchmarks • Authority• Guidance and support• Transparency• Feedback and evaluation

MY EXPECTATIONS

• Strategy level planning and execution in my role• Corporate and strategic business development will be managed• Need support for graphic designing• Need support for development• Need support in PPC and SEM• Need support in SEO• Need authority• Need clear expectations• Need to understand the product / service• Need to understand the organization• Less local experience• At the moment do not possess local driving license• Can not speak Arabic

MY LIMITATIONS

• Mr. Salman Shamsuddin

• 056-600-46-90

• sal840@gmail.com

• Building 24 Near Mubarak Centre Rolla Sharjah

• Linkedin Profile

CONTACT DETAILS

THANK YOU!