Mohammad Sabra

I am a highly organised, creative, motivated and energetic professional with extensive experience in business development and sales.

I have been exposed to several Telecommunications, FMCG and Industrial Electrical Equipment Trading
industries.

In my present role, I am involved in high-level strategy development and am responsible for maintaining strong
relationships with the market throughout the sales team.

I also keep a close eye on market trends and identify
gaps that represent new business opportunities.
This involves continual business prospecting, bidding and maintaining high volume pipeline management.

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Education

Bachelor’s Degree, Management Information Systems

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High School, Official Lebanese Certificate Life Science – Studies in Arabic and English,

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Experiences

Al Bonian Group is specialized in professional trading and business development of a wide range of products in the low voltage electrical field. We are representatives of several international and European manufacturers such as Rittal, Phoenix Contact, Fluke, EATON, Klauke, Cooper CEAG, Werma, OBO Betterman, Wheatland, ITCC, AUCOM, Mosdorfer, Bahra PVC Conduits, Aplicaciones Tecnologicas and more…
- Manage company sales.
- Maintain the sales strategy by:
  a- Define prices for each market segment.
  b- Avoid conflicts between customers.
  c- Take into consideration the common interest for all parties.
- Maintain and improve the cost of purchases with suppliers, taking into consideration the terms of the relationship with suppliers procurement strategy. Motivate them to develop work with the company markets,
  staff and customers , to create permanent incentives and activities.
- Train sales team permanently by developing their skills in:
  a- knowing the products, and rotating experience between the team.
  b- maintain specialization in products for product managers.
  c- develop presentations selling skills, and market development.
  d- achieve sales figures, taking into consideration the collection.
  e- cash payment term comes first, except for customers that ask for facilities as per strategy.
- Daily follow up on sales and clients.
- Checking account receivables for each account manager to maintain healthy accounts.
- Set and suggest an incentive plan for the team by submitting solid report for the management.
- Approach new suppliers.
- Approach new clients.
- Keep a positive team attitude, taking into consideration company's mission and vision.
- Work on contracts with suppliers to reach targets and rebates.
- Follow up on stock and stock rotation.
- Prepare suitable promotions.
- Benchmark all products.
- Set in coordination with the procurement department min/max for stock.
- Approve stock and customer orders.
- Prepare and updating price lists.
- Marketing visits and activities:
  a- consultants visits
  b- road shows
  c- seminars
  d- points of sales

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- Manage the indoor sales team/call center.
- Follow up on sales cycle and operation.
- Benchmark.
- Approach new brands and building their market:
  a- OBO Bettermann cable managment systems.
  b- ITCC metallic conduits.
  c- Bahra PVC conduits.
  d- Mosdorfer MV cable accessories.
- Product management for the above mentioned products, in addition to Cooper products.
- High support and efficiency in building the contracting sales channel.
- Follow up on accounts (end users/ Service Providers / NGO....)
- Follow up with account managers and sales consultant on offers, sales cases and market situation.
- Build and maintain a well trained sales support team.

- Prepare accurate, rapid cost calculations, and provide customers with quotations.
- Follow up on submitted quotations when required, and updating list of offers accordingly.
- Take clients calls and support them with necessary technical support, selection guidelines and make sure
  they have a satisfactory buying experience.
- Handle all sales orders and making sure they are within pricing guidelines and delivered within reasonable
  time frame.
- Liaise with procurement department to check the progress of existing orders, and maintaining an up-to-date
  pending orders file.
- Identify potential clients and generate leads to account executives/managers.
- Send email campaigns to select clients to promote product lines.
- Understand products’ technical features and unique selling points and presenting accordingly.
- Prepare for seminars, events, exhibitions and activities influencing sales development and product
  awareness.

- Prepare offers and proposals for key accounts bids in respect with legal and specific conditions, pricing and
  special offers; ensures appropriate approval and signatures; closes related contracts.
- Execute closed contracts and deal with key accounts.
- Lead, support and set general guidelines to the sales force.
- Handle directly all key accounts in different regions through daily monitoring.
- Prepare clients quotations and special credits.
- Pays field visits randomly to customers in order to ensure their satisfaction and to monitor and evaluate
  sales team performance; recommends adjustments accordingly.
- Keep customers records updated concerning payments, credit lines, sales, status, complaints…
- Resolve clients complaints.
- Focus sales efforts by studying existing and potential volume of customers, allocating work among different
  team members.
- Monitor competition by collecting information from market on competitive products in order to be kept
  aware of any threats/ opportunities that might take place.
- Provide market/product information to assist developing marketing and sales plans.
- Gather and analyze different sales reports and keep management informed accordingly.
- Analyze sales data to evaluate actual sales vs. goals and recommends appropriate action.
- Hold periodic meetings with sales team to evaluate performance, recommends action and provides
  necessary coaching and support.

- Manage of Othaim Account and ensure growing our sales with them for the whole Kingdom branches.
- Achieve sales targets by researching & implementing procedures/strategy.
- Conduct sales, marketing & business development tasks for the products.
- Follow up collections.
- Achieve remarkable growth level by optimizing market resources/options.
- Launch national promotions.
- List new items.
- Support and manage all sales consultants for all Othaim branches in the Kingdom.

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- Seek new potentials/leads.
- Prepare offers.
- Manage existing accounts (sales, collection, customer service...) that are under the following sectors:
  a- Government & NGO
  b- Education
  c- Hotels

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Skills

English

Expert
Arabic

Expert
French

Notions

Sales Management

Advanced
Sales Operations

Expert
Key Account Management

Expert
Customer Service

Advanced
Leadership

Advanced
Teamwork

Expert
Business Development

Good
Telecommunications

Intermediate
Strategy

Advanced
Sales

Expert
Pricing

Expert
Marketing

Good
Analysis

Advanced

OBO Bettermann Cable Management Systems Workshop

OBO Bettermann Group April 2014

Expert
Sitting Ducks Program sales program

Wydner Coaches November 2014

Expert
Cooper CEAG Advanced Technical Training

Eaton Dubai April 2013

Expert
Call Center Workshop

Smartman srl March 2013

Expert
Radioline Basics

Phoenix Contact November 2012

Expert
Big Kahuna-Sales Coaching

Wydner Coaches March 2012

Expert
Negotiations & Sales Techniques Workshop

Smartman srl February 2012

Expert
Negotiation Gimmicks

Wydner Coaches August 2011

Expert
Dynamics Nav Trade & Dynamics CRM 3.0

Microsoft Dynamics AX January 2008

Expert

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Seeking for a Sales Management position

Bachelor’s Degree

Lebanese American University

Official Lebanese Certificate

Ghaziyeh High School

Sales Manager-Projects Division

Sales Executive

Sales Associate

Business Developer

Senior Key Account Manager

Sales Consultant

Languages

Business Skills

Soft Skills

Sports