CV Responsable commercial securite afrique Curriculum Vitae Responsable commercial securite afrique

Curriculum Vitae
Responsable commercial sécurité Afrique

Poste : Responsable
Fonction : Commercial
Secteur : Sécurité

Expérience professionnelle : 5 à 10 ans (confirmé)
Niveau de formation : Bac +5 et plus

Lieu : Afrique
Publiée le : 28/04/2011 15:10:58

Etat civil :

21/11/1970 , marrie

Expérience professionelle :

April 2010 till now: Based in Algeria
Honeywell Global Security
Regional Sales Manager for North Africa Countries (Mauritania, Morroco, Algeria, Tunisia and Libya) -(security electronic and RVS solution)

- Strong cultural understanding of the differences between the markets of each country in the region

- Responsible for Sales Strategy and Business development for each country in the region

- Responsible to collect the information about market size, clients, competition / price position and contribute to market intelligence

-Establish network channel for sales as product for distributors and projects for system Integrator by country

- Providing of integrated solutions for security systems, with the ability and experience to deliver design; installation and all support aspects across a range of security product and solutions for official partner

- Develop and manage operatively weekly rolling sales forecasts for each partner on each country in the region

- Propose region sales volume, Customer plans and sales development as per the specificity of each country

-Responsible for business development and growth opportunities, ensure quantity and quality development in the assigned area (Business Blocks KPIs).

- Lead & develop existing key accounts and identify and optimize new business opportunities as part of a client focused strategy.

- Create greater brand awareness amongst end users in the different markets by working, both alone, and in conjunction with partners sales teams, to generate sales

-Negotiate and sign agreed budget with all official distributors and System Integrators by defining and communicating objectives and policy to all partners by each country target.

- Field Management Monitor the actual outcome of the commercial strategy with all partners.

- Ensure achievement of the area sales targets, payment and follow up credits and assure the information flow from distributors on sales.

- Ensure to have the right partners at place for each country market by developing and implementing local sales and marketing activities with the aim of establishing a strong brand position

- Manage the sales performance on weekly and monthly basis by customer and by country on regular basis to insure implementation of building blocks.

-. Ensure that all agreed reports are provided timely and accurately from the partners and the field to ensure accuracy, (actual on stocks and sales, freshness and competition share for each country market).

-Responsible for Marketing and Trade Marketing Implemented brand strategies, achieve qualitative and quantitative objectives set by marketing, report on opportunities, and obstacles on each country.

- Share with marketing the local best practices results to be converted into sales stories for the total region

- Regularly evaluate performance of the partners through joint visits and evaluate their achievement of the target for each country and help their team on the sales performance

-Role in sales-training program to improve the performance of the different partners also on sales skills on new products and solution, new projects, and promotion.
-- Streamlined processes and procedures so that all service levels (logistic, finance, marketing and technical support) were met customer expectations.
- Develop and execute action plans for increased market share and profitability.
-Conduct seminars for promotion of the product and solution for consultant, contractor and decision makers on each country.
-Prepared price offers and followed up orders with the clients
- Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with consultant, MEP contractors and other decision-makers for the region.
-Follow up the market by checking the behavior of the competition and put action plan to convert the best practice in our side.
-Responsible on each country to follow up for the market projects/opportunities and work with different parties to convert on sales.

January 2009 till March 2010- Algeria
Schneider Electric /Pelco & TAC
Senior Sales Manager for Infrastructure and Building

-Achieve Sales and Margin target (Booking and invoicing) on project and distribution
-Coordinate the project from the phase of tendering until booking and execution with help of project execution team.
- Drive and coordinate a team of senior project sales engineer through all territory of Algeria
- Develop contacts and lobbying with, Consultant, Contractor and with end user like Minister of defense (MDN) ,
Minister of Industry and other decision makers
-Manage prescription /prequalification: set up an aggressive prescription plan and participate actively in specification phases
of the project
-Manage Customer and project Portfolio in order to size and allocate sales resources also depending on the sales goal
and sales effort per customer segmentation
-Contribute in close collaboration with country director to the definition of the country global commercial policy.

April 2006- December 2008 - Qatar and Bahrain
Schneider Electric /Pelco and TAC :
Senior Sales Manager OIL & GAS and Services

A/ Oil & Gas Market;
-Coordinate /lead actions on international projects with Schneider Global Business Development
-Support our big quotation Center France on the international project by lobbying customer and understand the local needs and
check the competition status.
-Support and develop small and medium size project with our local consultation Center Dubai.
-Develop new access customers and channels for projects and distribution
-Achieve Sales and Margin target (Booking and invoicing).
-Drive and manage a team of Senior project sales engineers by supervising weekly and monthly activities and help them at project and distribution in upstream level
-Develop contacts and lobbying with end user such Qatar Petroleum,QatarGas,RasGas and with International Oil Company such Total,SHELL...,with Consultant like Technip ,and Different Contractors.
-Manage prescription /prequalification: set up an aggressive prescription plan and participate actively in specification phases of the project...
-Manage the TSOP (targeted Selection project) on monthly meeting with the team and create an action plan at the end with a correction plan.
-Responsible to collect the information about market size, clients, competition / position/strategy and contribute to market intelligence for Qatar and Bahrain
-Manage Customer and project Portfolio in order to size and allocate sales resources also depending on the sales goal and sales effort per customer category.
-Monitor results and insure that all factors are in place to meet commercial efficiency objectives and customer satisfaction.
-Contribute in close collaboration with country director to the definition of the country global commercial policy.
-Ensure the alignment between my Sales team, marketing team / Execution team.
-Responsible for resources management (Annual Appraisals, competency interviews, training program...

B/ Qatar & Bahrain Services:

-Responsible for a team of 2 senior managers (Technical support Manager- Contractual Manager) and 4 Senior Field Engineer those peoples will work as a team to give support to customer by providing a services solution approach to match their needs. This will expand from standards maintenance & breakdown support through to the management of minor projects, wich will enhance the business & raise the profile of Schneider Electric Services.
-Responsible for the organisation and delegation of the work to personnel within the services team and oversee the implementation of new initiative and working practices.
Ensure that the environment remain tidy and organised so as to allow for safe and productive working.
-Make sure that the field engineer maintain a high level understanding of the breadth of the Schneider offer and technical competency
By undertaking training, both internal and external on our product and the application in which they can be applied and react fast to customer problems on site.
-Responsible for annual appraisal for the service team by undertaking annual interview with accordance to Schneider Electric appraisal guideline .Identify any training requirement and assist with the development of training program.
-Make sure to collect information from the site about the weakness of product and suggest improvement to the product marketing team.
-In house & on-site execution of system upgrades and minor projects .including project management & coordination of internal and external resource. This also include the generation of 'Risk assessment & Method Statement”
-Responsible to win of new business in line with current growth plans & initiative and presentation of a professional technical proposal to customer, inline with current pricing policies.

2002-April 2006 -Algeria
Schneider Electric Algeria
Senior OIL & Gas Market Manager
-Participate in the preparation of the annual sales budget for the Oil & Gas business(consultation and transaction model) and recommends the sales tactics for accomplishing the objectives .Achieve sales target (top line) while caring about the margin (bottom line)
-Participate actively in Prescription actions with majors consultant/end user .Shall be capable of product and solution presentation and coordinate the needs for technical support / seminar with local technical support /relevant business unit.
-Implement presales analysis/Selection of projects on TSOP basis, identifies the most effective access channels, partners,
and possibilities of new tie-up
-Contribute in developing Schneider Electric positive image in the market, manage customer in professional manner, develop loyal customer.
-Interact with marketing team and provide the market intelligence on equipments /product/environnement.
-Validate with local marketing team to launch new offers / solution.
-Manage the day to day work as such, face to face contact with customer, sites visits, customer quotation, sales presentation. and implementing the commercial strategy
-Ensure the follow up of the business plan with others sales engineers as team work
-Monitor the competition and analyze competitors action (strategy, marketing price and offer...).Perform competitive analyses (strengths, weaknesses due the price and performance.
-Support the marketing team to succeed in the product launching.
-Ensure that the customer needs are clearly understood and translated into the product development process.
-Organize gathering and seminars for client for new product and solution.
-Discuss with sales manager to cascade sales target and set objectives for key customers.

1999-2001 - Dallas, USA
SAFEWAY
General Merchandise Manager
-Responsible for store labor, gross margin and sales figures.
-Analysis stores and district input against all projection figures also take a quarter inventories to determine the net profit and take measure to help reduce shortages and correct billing.
- Take weekly meeting with all assistants sales manager for the district and establish a correct procedure for stores operation on hiring procedures, proper scheduling, and computer guide training and study all comparative company to determine the weakness of our company and establish new strategy of millennium market and get the right numbers for the company profit.
- Assist in various meeting with retail vendors to get new product on sales floor with creative displays and listen to all suggestion for a proper marketing strategy.
-Also responsible for equipment update, support and software development conform to state and government norms, also follow up all state agency report and regulation to provide a proper environment to employee and customers.

1997-2000 - Dallas , USA
ALBERTSONS
ASST General Merchandise Manager

-Responsible for department projection, stores sales, gross margin and labor figures.
- Responsible for hiring, training, scheduling and job duties specification.
-Perform receiving duties and verifying all orders against Invoices.
- Provide courteous services to customers through creative displays around all departments.
Responsible for scan and technical department to provide customer guaranteed prices and proper store input and department inventories.

1996-1997 - HOUSTON, USA
Brown & Root - Condor
Senior NSTRUMENT ENGINEER
-I worked on ANADARKO project as instrument and control engineer, I worked on general instrumentation design, Instrument measure specification, system configuration and integration, smart transmitter and valves spec, emergency shutdown system, remote characteristics changes with a distributed control system
- Also assists in various engineering meeting with client and major oil & gas equipments vendor to determine the best right equipments conform to design and to the regulation and norms ISO. Also I did take a lot of training in vendor facility to learn about the new technology in petroleum field, FISHER, FOXBORO,

1994-1996 - ALGIERS -ALGERIA
Brown & Root - Condor
INSTRUMENT & CONTROL ENGINEER
-I did work on LAN-based SCADA system to perform remote configuration changes and manage historical meter information, graphical displays, alarming and reports. Also I worked in various projects as water treatment, production and injection wells, direct line high pressure, oil and gas separation.
-Responsible for the details specification system design including distributed control system DCS, instrument specification, system of transmit based on programmable logic control PLC, to manage and control an Oil & gas platform, also control the emergency shutdown sequence and historical alarming.
-Contribute on construction of quality of skids equipment at vendor sites (UK) before shipping to the field to make sure was conformed to IS

Formation :

HIGH SCHOOL 1988 BACALAUREAT MATH LYCEE EL MOKRANI-Algeria
UNIVERSITY OF SCIENCES & TECHNOLOGY 1993 ELECTRONICS ENGINEER USTHB-Algeria

TRAINING Program
Quality and field instrument testing training , ENGLAND 1995
CAP Manager, Career Advancement Program Dallas,USA 1998
Schneider Electric Algeria passport program Morocco 2002
Schneider Electric Algeria ISO Algeria 2003
Schneider Electric Algeria Technical selling Algeria 2004
Schneider Electric Algeria Finance for no finance Algeria 2005
Schneider Electric Gulf , Tender & Contract Management Dubai 2007
Schneider Electric Gulf , Coaching Skills Dubai 2007
Schneider Electric Gulf , Customer Management in UAE Dubai 2008
Honeywell Security Solution, Sales 1 training Dubai 2010
Honeywell Security Solution, Technical Training Dubai 2010

Intérêt :

Management