Elie Abdel Massih
Lebanese |1977
Riyadh, Saudi Arabia
(+966) 582352421 | [email protected]
https://www.linkedin.com/in/elie-abdel-massih-ba837510
Professional Summary
I have more than 20 years of experience in the sales management & business development field. Throughout my career path, I have negotiated and secured hundreds of contracts in millions for different products & services, managed professional seniors from different backgrounds & implemented successful business strategies leading companies to exceed their projected targets I have always been compassionate to deliver the utmost professional services by adopting an attention to details approach. I have optimized multi sales processes and acquired much knowledge based on differentiated market studies and benchmarking analysis. I have also reshuffled several business standards to enhance companies’ workflows to guarantee a high level of deliverables.
Education
Catholic university of Lyon. Lyon, France
Masters/ Sales Management 1999 – 2003
INSEAD / Leading the effective sales force Fontainebleau, France (2015)
Professional Experience
Al Wageh Al Raed Group – (3 years) RIYADH, Saudi Arabia
Country Sales Director | Electrical, Hvac, Firefighting, Drainage & Water supply Feb. 2020 – Till Date
· Founding Al Wageh Al Raed startup Company to service the electromechanical (MEP) & building materials field in partnership with a local sponsor.
· Headhunting & recruiting key positions, such as procurement, technical heads, operation, engineers, supervisors & sales.
· Heading meetings with different decision makers-contractors, consultants, clients & developers, relying on a solid PR.
· Analyzing projects specifications and requirements and submitting technical submittals, compliance sheets & commercial offers.
· Managing the day-to-day sales and operation activities.
· Requesting offers from suppliers through procurement and negotiating payments and delivery terms.
· Securing projects with a value of more than 50M and negotiating the payment terms (Red Sea, Nasma & Partners JV, Suleiman Al Habib,etc…).
· Planning, coordinating & monitoring the site mobilization, logistics & manpower.
· Leading meetings with the site engineers & heads to evaluate the work progress, to solve problems, to negotiate & submit VO’s, and to meet the projects’ milestones.
· Overseeing the daily operation for the complete supply chain.
· Handling the AR’s & P&L with finance.
· Managing the projects’ payroll & operating cost.
· Reviewing & monitoring the team’s performance in consideration with the projects’ KPIs.
· Submitting claims & VO’s to clients when applicable.
SMCinteriors – (7 years & 4 months) Jeddah, Saudi Arabia
Country Manager | Building Materials & Coopers Fire Curtains Sept. 2012 – Jan. 2020
· Presenting the yearly budget and sales plan to the board of management & allocating individual sales quotas.
· Launching the “Products Sales Managers” business approach to be able to service the market by specialty & upgrading the standard of service for the following building materials activities: Architectural Metal Ceilings, Windows Coverings, Expansion Joints, Wall Protection Systems & Fire Curtains.
· Setting the internal standard for the issuance of technical submittals, compliance sheets, commercial offers, and consultants’ approvals.
· Training, leading & coaching the products sales managers to meet the company & market’s standard.
· Assessing the members’ of the team through a strict KPI measurement.
· Tracking & analyzing the sales projection, potential, secured, booked VS target & lost projects.
· Preparing the costing in coordination with the estimation and production department.
· Approving sales offers, special discounts requests & material deliveries through ERP system.
· Benchmarking offers in consideration with the market intelligence.
· Conducting Weekly, monthly, and quarterly meetings with the sales and operation.
· Ensuring projects compliance & Saudi building code in coordination with the technical & engineering department.
· Leading daily joint sales & individual meetings with consultants, contractors & clients.
· Handling official governmental bids and abiding by submission timeframes.
· Securing sales deals – more than 1.5 billion – and following up on AR’s.
· Planning & prioritizing production in coordination with the planning and manufacturing department.
· Inviting & guiding VIP clients on their organized factory visits (40,000m2).
· Taking charge of the communication channel with Coopers supplier – Worldwide leader of fire curtains.
· Traveling frequently to meet up with the heads at Coopers to brainstorm on R&D’s, KSA production, Market share, etc.
· Attending international exhibitions & fairs.
· Developing & maintaining a solid relationship with the Civil Defense through continuous presentation on the fire curtains.
· Coordinating with the marketing department on the yearly marketing plan including visuals, catalogues, presentations, social media, exhibitions (local & international), events, etc.
**Key Projects Secured: King Abdelaziz International Airport-Jeddah, 4 Railways Stations, Rajhi Head Office-Riyadh, PNU, Mecca Expansion, SANG Housing (12000 Villas), IKEA, Starbucks Branches, Jizan University, Riyadh Metro, Jizan University, Royal Commission & others.
Sleep comfort – (4 years) Lebanon, Beirut
Sales Director | Furniture – Retail & B2B
Aug. 2008– Jul. 2012
· Preparing, presenting & implementing the yearly sales plan.
· Managing the indoor & outdoor sales activities & setting yearly sales quotas.
· Scheduling daily meetings with interior designers & clients.
· Managing the operation activitiy of 7 retail showrooms.
· Daily coordination with the factory on clients’ deliveries.
· Preparing the yearly promotions in coordination with the marketing department.
· Analyzing the products’ sales rotation.
· Visiting projects with designers, submitting interior designs ideas & securing B2B deals.
· Coordinating with designers to customize new furniture products to clients’ tastes.
· Representing the Company in local and international trade shows and official invitations.
· Negotiating business deals with international suppliers.
· Prospecting governmental bids and submitting offers.
· Initiating several entertainment events in coordination with the marketing department such as art shows, dining in the sky, crazy bazard and other.
Omega systems – (4 years & 10 months) Lebanon, Beirut
Sales Manager | POS Software & Hardware Sept. 2003– Jul. 2008
· Planning & launching the POS business activity in Lebanon..
· Segmenting the market and creating the sales force to cover all regions.
· Planning weekly sales meetings to analyze the number of calls and closing ratios.
· Conducting daily intensive presentations to clients & securing deals.
· Initiating the business cycle for the sales and operation.
· Creating a 24/7 customer support department to assist clients in their inquiries.
· Launching the training department & conducting weekly trainings for clients.
· Driving the Company towards leadership.
· Brainstorming with the marketing department on all marketing and communication activities.
· Securing 70% of the Lebanese market share of the POS business (Restaurants, Nightclubs, Bars, Hotels & Supermarkets).
· Closing deals with international dealers & distributors.
Languages
Language 1: Arabic (Native); Language 2: English (Advanced); Language 3: French (Advanced)
Key Skills
· Strong business acumen and ability to think strategically.
· Excellent communication and negotiation skills.
· Proven track record of driving revenue growth and building successful partnerships
· Ability to work independently and as part of a team.
· Strong organizational and project management skills.
· Strong leadership & decision making.
· Entrepreneurial mindset with outstanding organizational and leadership skills.
· Analytical abilities and problem-solving skills.
· Diverse business functions.
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