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CV -- Marcel Ch. Kassab)

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Marcel Kassab

This resume is for Marcel Ch. Kassab, who has over 20 years of experience in sales management in the telecom industry in Saudi Arabia and Lebanon. He is currently the Branch Manager at Motorola Solutions in Saudi Arabia, where he directs sales operations and has increased the customer base and market share. Prior to this, he held several senior sales roles at Motorola Solutions and Saudi Ericsson, where he consistently met and exceeded sales targets by developing key accounts and new business. He is seeking a new managerial role where he can utilize his business and customer relationship skills.

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MARCEL CH. KASSAB Riyadh, Saudi Arabia  +966.500596379  marcelkassabn@gmail.com Page 1 of 3 CAREER OBJECTIVE A dynamic, results focused and market oriented sales strategist with proven experience in deploying successful sales plans, driving profits, creating long-term business relations and expanding market share in highly competitive markets. Rich exposure in the telecom domain; highly analytical with the ability to evaluate market trends, forecast sales and lead product promotions. Looking for a managerial assignment in sales where business acumen and customer relationship strengths will be used to deliver outstanding results. SKILLS  Sales Strategies, Market Planning, New Business Development  Market Analysis & Intelligence, Customer Requirements and Preferences Evaluation  Market Share Expansion, Strategic Partnerships, Negotiation & Deal Closure  Key Account Acquisition & Management, Customer Relations, Service Quality  Product & Service Launch, Branding Activities, Sales Promotion  Sales Team Management, Training & Professional Development  Communication, Time Management, Problem Solving & Interpersonal Skills  MS Office, Salesfoce.com PROFESSIONAL EXPERIENCE Branch Manager, Sep 2012 – Present Motorola Solutions (Saudi Arabia, Riyadh) Highlights:  Directed country / cluster sales operations, deployed regional strategies that enhanced revenue and increased market share, and placed the company among market leaders in the country.  Increased the customer base and met targets consistently through focused promotions and high quality of customer service. Key Responsibilities:  Oversee sales forecasting and planning, develop sales budget and monitor sales performance regularly.  Identity and capitalize on sales opportunities in the market, work towards making the sales process more efficient and reduce the time between initial customer contact to solution delivery.  Generate and maintain country-wide sales leads and develop a reliable sales pipeline to augment company revenue, convert leads into firm orders.  Coordinate with different departments in the company to provide high quality of service to key accounts of the company; consistently develop new key accounts.  Ensure compliance with regulations and norms governing the business, update teams of any change or modification in regulations and explain its effect on the business. Senior Key Accounts Manager, Feb 2007 – Sep 2012 Motorola Solutions (Saudi Arabia, Riyadh) Highlights:  Analyzed the market to identify potential customers for the company, developed several key accounts in Saudi Arabia that contributed to the company’s revenue.  Generated annual sales of USD 15 million from the portfolio of key accounts handled, provided customized services to these accounts and gained regular business.  Surpassed annual sales targets consistently through concentrated sales efforts and effectively educating customers about the benefits of the company’s products. Key Responsibilities:  Led key sales initiatives assisted by a team of partner managers and account coordinators, provided full support to them to closes sales deal.  Established and maintained long-term business relations with key accounts and garnered significant business from them during the association.  Grew customers by obtaining referrals from existing customers; communicated with potential customers, demonstrated the value of the company’s products and procured orders.
MARCEL CH. KASSAB Riyadh, Saudi Arabia  +966.500596379  marcelkassabn@gmail.com Page 2 of 3  Participated in customer negotiations, finalized terms and conditions and closed sales contacts and agreements; ensured service level agreement parameters were met.  Prepared sales forecasts and was part of the budget planning team, developed sales goals and targets and implemented sales plans.  Ensured a reliable and prompt after sales service to clients to maintain good will and customer satisfaction, understood issues and facilitated quick resolution.  Generated sales of various products/services in the company’s portfolio that included Radio networks, CAD, LTE etc.  Maintained positive customer interactions, gained trust and confidence of customers that increased the likelihood of sales.  Developed and submitted proposals to key customers, served as the single point of contact for all their queries and concerns. Key Account Manager, Sep 1999 – Sep 2006 Saudi Ericsson (Riyadh, Saudi Arabia) Highlights:  Credited with successfully managing and servicing prestigious accounts (government organizations) like Ministry of Defense and Aviation, Royal Forces, Strategic Missile, Border Guard etc.  Acquired business from a majority of the key accounts developed by building and maintaining mutually beneficial relationships. Key Responsibilities:  Monitored various sources where tenders were published, determined requirements and supported the projects team in preparing quotations that had a good chance of winning the bid.  Emphasized on enterprise and government sales and developed key accounts in these segments to boost the sales revenues of the company.  Managed sales of radio communications systems product portfolio (microwave, digital recording systems) and grew the market share for these.  Developed, grew and sustained excellent relations with clients by understanding the client and his business requirements, providing satisfactory solutions and maintaining complete transparency in all communications and transactions.  Followed-up with solution development and delivery teams to ensure that customer services were activated in time and all sales commitments were met.  Consistently reviewed account KPIs to verify performance parameters were being met, carried out corrective measures where KPIs were below expectations.  Collaborated with the sales team to identify and exploit business growth opportunities, improved the quality of leads and on- boarded more clients.  Developed and delivered impactful presentations to prospective clients and influenced their buying decisions positively. Team Leader, Sep 1996 – Sep 1999 Saudi Ericsson (Saudi, Arabia Riyadh) Highlights:  Formulated and implemented innovative sales programs and promotional strategies to garner market share in a competitive market that consisted of several telecom players, and met annual sales targets regularly. Key Responsibilities:  Supported the Manager in establishing a robust dealer network in the Eastern Province of Saudi Arabia, generated sales through the dealer network that comprised 25+ dealers.  Led a technical support team that provided dependable 24X7 support to customers; monitored response time and quality of support service provided by the team.  Participated in selecting and developing new dealers to expand the company’s market reach, provided sales and technical support to dealers.  Built healthy business relations with clients by providing high quality services during and after sales, and gained repeat business.  Reviewed sales performance of dealers, verified if they were meeting their business targets and provided dealer performance report to the Manager. PREVIOUS ASSIGNMENTS  1994 – 1996: Senior Sales Executive, 3E Ericsson, Beirut, Lebanon  1991 – 1994: Salesman, 3E Ericsson, Beirut, Lebanon
MARCEL CH. KASSAB Riyadh, Saudi Arabia  +966.500596379  marcelkassabn@gmail.com Page 3 of 3 EDUCATION Baytown University, US MSC - Business Management. Lebanese College for Science Diploma in Electronics. PROFESSIONAL DEVELOPMENT Trainings and Workshops  Sales Development Program  Executive Time Management  Team Building  Effective Supervisory skills  Ethics  Sales Management  Presentation Skills PERSONAL INFORMATION  Citizenship: French  Date of Birth: 17/10/1966  Marital Status: Married  Language: Fluent in French, English and Arabic

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CV -- Marcel Ch. Kassab)

  • 1. MARCEL CH. KASSAB Riyadh, Saudi Arabia  +966.500596379  marcelkassabn@gmail.com Page 1 of 3 CAREER OBJECTIVE A dynamic, results focused and market oriented sales strategist with proven experience in deploying successful sales plans, driving profits, creating long-term business relations and expanding market share in highly competitive markets. Rich exposure in the telecom domain; highly analytical with the ability to evaluate market trends, forecast sales and lead product promotions. Looking for a managerial assignment in sales where business acumen and customer relationship strengths will be used to deliver outstanding results. SKILLS  Sales Strategies, Market Planning, New Business Development  Market Analysis & Intelligence, Customer Requirements and Preferences Evaluation  Market Share Expansion, Strategic Partnerships, Negotiation & Deal Closure  Key Account Acquisition & Management, Customer Relations, Service Quality  Product & Service Launch, Branding Activities, Sales Promotion  Sales Team Management, Training & Professional Development  Communication, Time Management, Problem Solving & Interpersonal Skills  MS Office, Salesfoce.com PROFESSIONAL EXPERIENCE Branch Manager, Sep 2012 – Present Motorola Solutions (Saudi Arabia, Riyadh) Highlights:  Directed country / cluster sales operations, deployed regional strategies that enhanced revenue and increased market share, and placed the company among market leaders in the country.  Increased the customer base and met targets consistently through focused promotions and high quality of customer service. Key Responsibilities:  Oversee sales forecasting and planning, develop sales budget and monitor sales performance regularly.  Identity and capitalize on sales opportunities in the market, work towards making the sales process more efficient and reduce the time between initial customer contact to solution delivery.  Generate and maintain country-wide sales leads and develop a reliable sales pipeline to augment company revenue, convert leads into firm orders.  Coordinate with different departments in the company to provide high quality of service to key accounts of the company; consistently develop new key accounts.  Ensure compliance with regulations and norms governing the business, update teams of any change or modification in regulations and explain its effect on the business. Senior Key Accounts Manager, Feb 2007 – Sep 2012 Motorola Solutions (Saudi Arabia, Riyadh) Highlights:  Analyzed the market to identify potential customers for the company, developed several key accounts in Saudi Arabia that contributed to the company’s revenue.  Generated annual sales of USD 15 million from the portfolio of key accounts handled, provided customized services to these accounts and gained regular business.  Surpassed annual sales targets consistently through concentrated sales efforts and effectively educating customers about the benefits of the company’s products. Key Responsibilities:  Led key sales initiatives assisted by a team of partner managers and account coordinators, provided full support to them to closes sales deal.  Established and maintained long-term business relations with key accounts and garnered significant business from them during the association.  Grew customers by obtaining referrals from existing customers; communicated with potential customers, demonstrated the value of the company’s products and procured orders.
  • 2. MARCEL CH. KASSAB Riyadh, Saudi Arabia  +966.500596379  marcelkassabn@gmail.com Page 2 of 3  Participated in customer negotiations, finalized terms and conditions and closed sales contacts and agreements; ensured service level agreement parameters were met.  Prepared sales forecasts and was part of the budget planning team, developed sales goals and targets and implemented sales plans.  Ensured a reliable and prompt after sales service to clients to maintain good will and customer satisfaction, understood issues and facilitated quick resolution.  Generated sales of various products/services in the company’s portfolio that included Radio networks, CAD, LTE etc.  Maintained positive customer interactions, gained trust and confidence of customers that increased the likelihood of sales.  Developed and submitted proposals to key customers, served as the single point of contact for all their queries and concerns. Key Account Manager, Sep 1999 – Sep 2006 Saudi Ericsson (Riyadh, Saudi Arabia) Highlights:  Credited with successfully managing and servicing prestigious accounts (government organizations) like Ministry of Defense and Aviation, Royal Forces, Strategic Missile, Border Guard etc.  Acquired business from a majority of the key accounts developed by building and maintaining mutually beneficial relationships. Key Responsibilities:  Monitored various sources where tenders were published, determined requirements and supported the projects team in preparing quotations that had a good chance of winning the bid.  Emphasized on enterprise and government sales and developed key accounts in these segments to boost the sales revenues of the company.  Managed sales of radio communications systems product portfolio (microwave, digital recording systems) and grew the market share for these.  Developed, grew and sustained excellent relations with clients by understanding the client and his business requirements, providing satisfactory solutions and maintaining complete transparency in all communications and transactions.  Followed-up with solution development and delivery teams to ensure that customer services were activated in time and all sales commitments were met.  Consistently reviewed account KPIs to verify performance parameters were being met, carried out corrective measures where KPIs were below expectations.  Collaborated with the sales team to identify and exploit business growth opportunities, improved the quality of leads and on- boarded more clients.  Developed and delivered impactful presentations to prospective clients and influenced their buying decisions positively. Team Leader, Sep 1996 – Sep 1999 Saudi Ericsson (Saudi, Arabia Riyadh) Highlights:  Formulated and implemented innovative sales programs and promotional strategies to garner market share in a competitive market that consisted of several telecom players, and met annual sales targets regularly. Key Responsibilities:  Supported the Manager in establishing a robust dealer network in the Eastern Province of Saudi Arabia, generated sales through the dealer network that comprised 25+ dealers.  Led a technical support team that provided dependable 24X7 support to customers; monitored response time and quality of support service provided by the team.  Participated in selecting and developing new dealers to expand the company’s market reach, provided sales and technical support to dealers.  Built healthy business relations with clients by providing high quality services during and after sales, and gained repeat business.  Reviewed sales performance of dealers, verified if they were meeting their business targets and provided dealer performance report to the Manager. PREVIOUS ASSIGNMENTS  1994 – 1996: Senior Sales Executive, 3E Ericsson, Beirut, Lebanon  1991 – 1994: Salesman, 3E Ericsson, Beirut, Lebanon
  • 3. MARCEL CH. KASSAB Riyadh, Saudi Arabia  +966.500596379  marcelkassabn@gmail.com Page 3 of 3 EDUCATION Baytown University, US MSC - Business Management. Lebanese College for Science Diploma in Electronics. PROFESSIONAL DEVELOPMENT Trainings and Workshops  Sales Development Program  Executive Time Management  Team Building  Effective Supervisory skills  Ethics  Sales Management  Presentation Skills PERSONAL INFORMATION  Citizenship: French  Date of Birth: 17/10/1966  Marital Status: Married  Language: Fluent in French, English and Arabic