Gulshan Sheikh

Sales

•Assists in setting the total company strategy, budget, targets and forecast. •Develops company’s project business and sales plan and supervise proper implementation. •Leads, directs and motivates the sales rep force towards the achievement of sales objectives/targets •Develops periodic targets and in revises and implements sales strategies and plans •Generates sales opportunities by identifying appropriate business targets •Sets the standards and performance measures of the project sales department in line with company strategic direction •Establishes targets by area/clients/by brands and by products. •Monitors and analyzes performance, highlights gaps and deploys improvement actions •Reviews deviation from standards and provides recommendations for improvement. •Monitors competition activities and conduct SWOT analysis periodically. •Leads and manages Projects sales activities and staff •Defines and reviews sales policies

Planning

•Owns the Project Planner (responsibility and accountability)

•Ensures that all project key milestones are met

•Analyzes project planner development and gives strategic direction in terms of customer focus and resource allocation

•Ensures disciplined follow-thru of project planner process

Customer Relationship Mgmt

•Maintains, develops and fosters relationships with customers, potential prospects and project stakeholders •Responsible for all aspects of key account management process •Drives customer satisfaction to highest performance level •Designs and reviews customer focus strategy thru establishing customer/prospect assessment criteria, defining customer categories and allocating resources and benefits

KPIs

•Sales/GM/Profit •DSO (A/R) •Inventory (Slow moving and aging stock) •Customer Satisfaction •Lead generation (# of projects in pipeline; # of new leads per period; •Planning (Project Planner Mgmt) •People Mgmt

Sales

•Focuses on hospitality and Institution projects in Dubai & NE •Generates and manages business and project leads for the assigned product portfolio •Executes won projects and ensures that execution runs smoothly •Ensures that collections are in line and customer balance statements are delivered to customers

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Planning

•Manages & maintains the Project Planner •Tracks Project Planner development (update, ensure data accuracy& consolidate) •Highlights & manages projects’ key milestones (according to Project Planners project timelines) •Ensures that project requirements are met (pre-qualification, marketing etc) •Ensures that project bidding and execution runs smoothly without problems and delays

Customer Relationship Mgmt

•Maintains and develops relationships with customers, potential prospects and project stakeholders •Discovers and deals with customer complaints •Highlights to Mgmt potential issues/obstacles with clients that might negatively impact the bidding and execution process