Microsoft Office
Samir Hatoum
Regional Sales Director
Dubai
Summary
- Results-driven sales performer with solid history of success in bringing in new customers, managing revenue streams and maintaining solid account relationships. Continuously monitor competitors and research market conditions to stay responsive and successful in dynamic environments. Persuasive negotiation and program management abilities. Skilled in best practices and system automation to streamline daily activities for maximized productivity and sales.
- Detail-oriented and dedicated to cultivating efficient environments for top service. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.
- Reliable employee seeking a senior sales management/Business development position. Offering excellent communication and good judgment. Bilingual, English and Arabic with Canadian Citizenship offering flexibility in logistics travel globally.
Overview
25
25
years of professional experience
5
5
years of post-secondary education
3
3
Languages
Work History
Senior Regional Sales Director
Zenith Technologies
Dubai
10.2016 - Current
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Evaluated costs against expected market price points and set structures to achieve profit targets.
- Evaluated individual performances target vs. achieved and established where required a corrective plan to success.
- Managed sales team of 5 employees with total targets of US$ 8.0M
- Over achieved target of US$ 10.0M by exceeding by US$ 2.0.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Connected with prospects through trade shows, cold calling and local-area networking.
- Increased sales revenue 16% in 2016 and 22% in 2017 and maintained an average thereafter to date 25% increased revenue YOY while expanding to new markets such as KSA, Kuwait, Oman, Qatar and Bahrain to name a few.
Senior Regional Sales Director
Oracle Inc.
Dubai
01.2015 - 09.2016
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Evaluated costs against expected market price points and set structures to achieve profit targets.
- Assessed performance management structures and implemented enhancements to improve frameworks and strengthen results.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Managed and motivated sales team to increase revenue by 25% FY2015-2016 .
- Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Connected with prospects through trade shows, cold calling and local-area networking.
- Established ambitious sales targets USD 8.0M, managed deployment strategies and developed go-to-market plans to capitalize on every revenue opportunity which resulted in achievement of USD 10.0M.
- Formulated and presented innovative strategies to team members, executives and customers to build foundation for successful sales plans.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Led solution selling strategy initiatives to maximize sales of Global Utility offerings standards and brandings into MENA region target sectors.
- Created weekly sales activity report and Management Sales reports by tracking weekly sales without fail.
- Maintained up-to-date knowledge of Global Utility offerings and transferred the knowledge to the whole team keeping them up-to-date vs. competitor offerings.
Regional Sales Director
VENTYX an ABB Company
Riyadh
11.2013 - 12.2014
- Forecasted annual, quarterly and monthly sales goals.
- Brought in $2.5M in regional revenue in 2014.
- Prepared and reviewed annual budgets.
- Served instrumental role in penetrating Qatar Market with 2 strategic key enterprise accounts valued at $4.5M in annual sales.
- Created regional sales plans and quotas.
- Established 18 new accounts worth over $22M in potential pipeline for 2015 fiscal year.
- Identified new product opportunities and target customers.
- Connected with prospects through trade shows, cold calling and local-area networking.
- Captured and completed sales with customer-savvy quotes, proposals and contract management strategies.
- Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings.
- Developed sales strategy based on research of consumer buying trends and market conditions.
Regional Key Account Manager
SAP Inc.
Riyadh
10.2011 - 07.2012
- Analyzed key competitors to respond to competitive threats.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities. The value $ 18.0M in software licenses & $ 25M in services to partner.
- Created sales forecasts to target daily, monthly and yearly objectives. Positioned global capabilities to expand market share.
- Negotiated and maintained cost-effective contract pricing structures with vendors to produce positive return on investment.
- Developed thorough understanding of key clients' needs and requirements to prepare customized solutions.
- Managed portfolio of 30 key accounts and $3.5M target in sales FY2012 while FY2011, I managed 20 key accounts with target of $ 700K.
- Developed, maintained and utilized diverse client base. Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Contributed to team objectives in fast-paced environment. Performed effectively in self-directed work environment, managing day-to-day operations and decisions. Built relationships with customers and community to promote long term business growth.
- Recorded accurate and efficient records in customer database. Attended monthly sales meetings and quarterly sales trainings.
- Monitored service after sale and implemented quick and effective problem resolutions. Presented professional image consistent with company's brand values.
- Informed customers of promotions to increase sales productivity and volume. Met with customers to discuss and ascertain needs, tailor solutions and close deals. Kept detailed records of daily activities through online customer database.
- Increased sales volume by adding 5 new Key accounts in Saudi Arabia territory (Riyadh, Dammam, & Jeddah). Worked independently with minimal supervision.
- Achieved or exceeded company-defined sales quotas which was assigned as $700K FY2011 Q4, I closed $1.2M in closing B2B Customer Services Solution in the Utility Sector. As FY2012, closed $18.0M in Tactical Utility offerings to SEC vs. target $3.5M. Overachieved target of $ 3.5M by 500%.
Country Sales Manager
EMIRCOM GROUP
Riyadh
11.2007 - 08.2011
- Communicated progress of monthly and quarterly initiatives to internal and external sales teams. Prepared and implemented strategic growth plans for territory based on company goals and expectations.
- Encouraged cross-selling of additional products and services through relationship-building and acquired understanding of customer business needs. Identified prospects' needs and developed appropriate responses along with suitable information on products and services.
- Performed analysis of competition to determine strengths and weaknesses as compared to Cisco offerings & our internal Implementation Services.
- Maintained up-to-date knowledge of HRMS, Cisco offerings, and end-to-end offerings and performed competitor analysis.
- Set weekly goals for 3 inside sales representatives. Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Reduced costs 6% through client and distributor price negotiations.
- Orchestrated successful promotional strategies, boosting revenue 11%.
- Incorporated Solution Selling & Added value sales strategies, boosting sales additional 16%. Shifting selling from tactical to strategic selling approach encompassing client full business needs.
- Streamlined sales procedures and customer tasks by implementing a new CRM system to capture full details on customer interaction and offer management full visibility and transparency.
- Managed revenue models, process flows, operations support and customer engagement strategies. Resolved all vendor and account problems efficiently while exceeding sales quotas by 120%.
- Created lists of potential customers based on regional markets and assigned sales tasks to team of 5 employees.
- Surpassed sales targets 120% consistently and maintained solid 3 years rankings as top performer.
- Hired, supervised and coached 3 employees on sales strategies to optimize performance.
- Reduced allowance spending by 4% by improving timing and quality of operational processes. Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
Business Unit Executive
Agility Inc.
Kuwait
01.2004 - 05.2006
Regional Sales Director
3i InfoTech
Dubai Internet City
09.1994 - 12.2003
Education
Bachelor of Science - Computer Programming
Herzing Institute
Montreal, Canada 01.1990 - 08.1994
Skills
MARCOM & Social Marketing
Sales training and leadership
Pipeline development
Vendor management
Direct sales
Analytical problem solver
Business development and planning
Accomplished manager
Sales presentations
B to B sales
Account management
Sales Reporting
Solution selling
New Business Development
Extensive personal network
Strategic planning
Territory Management
Coaching and mentoring
Strategic account development
Review of contracts
Sales processes
Systems and software programs
Database Management
Accomplishments
- Best Leader Award by Employee
- US Navy Chief Commender Award for best service
- Top Sales Award by EMIRCOM
- Achieved $18.0M utilizing Solution Selling Methodology and team work to deliver tactical solution for SEC
- Supervised team of 1,500 staff included managerial, supervisors, team leaders, and staff members in 3rd & 4th logistics mission critical operations & Projects.
- SAP Top Winner Circle FY2011 & FY2012
- SAP Top Performer FY2011 & FY2012
- SAP Peer to Peer Award FY2012
- Zenith Technologies Top Leader Award FY2018 - FY2022 inclusive.
Career Accomplishment
Software
Siebel CRM
Oracle CRM
SAP CRM
Interests
Chess, Mountain Hiking, Technical Journals Readings, and Research
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
The way to get started is to quit talking and begin doing.
Walt Disney
Timeline
Senior Regional Sales Director
Zenith Technologies
10.2016 - Current
Senior Regional Sales Director
Oracle Inc.
01.2015 - 09.2016
Regional Sales Director
VENTYX an ABB Company
11.2013 - 12.2014
Regional Key Account Manager
SAP Inc.
10.2011 - 07.2012
Country Sales Manager
EMIRCOM GROUP
11.2007 - 08.2011
Business Unit Executive
Agility Inc.
01.2004 - 05.2006
Regional Sales Director
3i InfoTech
09.1994 - 12.2003
Bachelor of Science - Computer Programming
Herzing Institute
01.1990 - 08.1994
Chess, Mountain Hiking, Technical Journal readings, Research, Travel and Muay Thai (
- Chess - Participate in Abu Dhabi Senior Chess Tournament 2022
- Mountain Hiking - Kilimanjaro, Tanzania, Samaria Gorge, Greece. Planning for Milford Track, New Zealand in 2023.
- Reading Scientific Papers - CORE, ScienceOpen, Directory of Open Access Journals, Education Resources Information Center, arXiv e-Print Archive, Social Science Research Network, Public Library of Science, and OpenDOAR.
- Global Travel - Exploring new places and cultures are shown to have many health benefits. Such benefits are and not limited to Making us Healthier, Travel Relieves Stress, Travel Enhances our Creativity, Travel Boosts Happiness and Satisfaction, and Travel Lowers the Risk of Depression.