Post on 20-Jun-2018
10/9/16
Partners For Success
CORPORATECAPABILITYCONSULTANCY
MazenAbdulaalBSDegreeComputerScienceMBAinMarke>ng
GCCCustomerService&Distribu>onManager
GCCSalesDevelopmentManager
BusinessDevelopmentManager-KSA
HeadofSalesMiddleEast
HeadofModernTradeGCC
GeneralManagerKSA
GeneralManagerKSA
ManagingDirectorKSA
10/9/16
Vision,Mission&Values
IHP
Vision
PREFERRREDBUSINESSPARTNERS
ADDINGBUSINESSVALUE
IHP
Mission
1. ThereisnoCommercialAgendaIfthereisValuesComplianceAgendas.
2. ValuesareintheHEARTandMINDofeverydecisionwetake.
3. PerformancewithaPurpose.
IHP
Values(TRUST)
(TRUST)TRANSPARENT,RESPECT,
UNDERSTANDING,SUPPORT,TEAM
www.ihp-me.com
VisualCommunicaQons&DigitalMarkeQng
CorporateCapabilityConsultancyBrandServices
10/9/16
CorporateCapabilityConsultancy
AConsul>ngandTrainingCompanyestablishedintheYear2009partneringwithleadingMul>na>onalandLocalbrandsin:• SalesLeadership.• SalesCompetencies.• TraintheTrainer.• SalesRecruitment.
AConsul>ngandTrainingCompanyestablishedintheYear2008partneringwithleadingbrandsintheFieldof:• ProjectManagement–Generic
andCustomized• QualityManagement
RedRouteisauniqueandmul>-disciplinedteamcomprisingspecialistsin:• MarkeQngConsultancy• MarkeQngResearchAnalysis• PRISM–PowerofPricing.• OMEGA–Complexityof
MediaChoices.
MBAWashingtonUniversityRegionalExpertinPeopleManagement&DevelopmentSystems
HeadofRegionalSalesTraining&Development-
MiddleEast
VicePresident,GlobalHeadofTraining&Development ManagingDirector
RegionalHead-MEASalesRecrui>ng,Training&
Development• MemberoftheInternaQonalWho’sWhoofProfessionals,
U S A – 1 9 9 9• P&G’s Middle East & Africa Sales Masters Award (1998)• Sheikh Ismail Abudawood Excellence Award (1996)• P&G’s European Sales Masters Award (1995)• AccreditedbyNestleZoneAOAPresident(Africa,Oceania
and Asia) as Senior Centre of Excellence – 1 out of 4s e l e c t e d f o r t h e Z o n e
ARegionalexpertonPeopleManagement&DevelopmentSystemshavingbuiltanexperienceof22plusyearsworkingfortwoglobalFMCG’s-Procter&Gamblefor15yearsandforNestleMiddleEastfor7years(2000–2007).In2008hefoundedAtoZSalesSolu>onsConsultancyanddeliveredaoneyearcontractasVicePresidentatArabBankGlobalHeadofTraining&Development;subsequentlyhadatwoandahalfyearsHeadingtheOrganiza>onalExcellenceforaRegionalDistributor-2000manpower&SR2Billionannualturnover-opera>oninSaudiArabia&theLevantCountries(2009–2011).
BilalNuseibeh
10/9/16
Services
AConsul>ngandTrainingCompanyestablishedintheYear2009partneringwithleadingMul>na>onalandLocalbrandsinSalesLeadership,SalesManagement,TrainingManagers,SalesForce,Promoters,andRecruitment.
SalesT
raining
Courses
General Trade
Key Account Selling Modern Trade
Train The Trainer All Trade
Centre Of Excellence
SalesCourses
10/9/16
SalesT
raining
Courses
General Trade Output: To provide a framework of Tools, Processes and Knowledge to the Sales Operations for business success. The focus is on the In-store Call Excellence.
Program Contents: • Company Values and Principles • Persuasive Selling • Customer Data • Determining Customer Needs • Features & Benefits • Communication Skills • Handling Objections • Selling Tools • Administration • Feedback • Key Roles & Activities
Target Audience W.S., SS , Gr A Salesmen & Van Salesmen
Course Duration 2 Days
# of Participants 20-24
SalesT
raining
Courses Key Account Selling
Modern Trade
Output: To provide all Account Management Personnel with the essential processes and skills to manage effectively an Account from a Modern Trade perspective Program Contents: • Company Values and Principles • Account Management Principles • Internal Sales Planning Process • Selling Process • Negotiation Process • Shopping Lists • Tactics • Point of Purchase • Customer Business Planning Process Target Audience KAM’s and KA Executives Course Duration 3-5 Days
# of Participants 16-20
10/9/16
SalesT
raining
Courses
Train The Trainer
All Trade
Output: To enhance the skills of the Managers to train and coach their teams for an effective and productive results. This course includes a Basic module & Advanced , based on the level of targeted trainees.
Program Contents: • Company Values and Principles • Concept of Training • Training Principles • Training Cycle • Learning Styles of Adults • Explanation Development Guide • Field Training Expectations • The Call Review • The Demo Calls • Feedback Process
Target Audience • Sales Managers • Sales Supervisors
Course Duration 2-3 Days
# of Participants 16-20
SalesT
raining
Courses
Centre Of Excellence
Output: Develop the Confidence and Competence of the Centre of Excellence (Coe) to deliver and facilitate the processes and skills of the training programs; and to be in a position to add value to the commercial teams at all times
Program Contents: Interrogate program content and key processes to ensure CoE’s have an adequate knowledge and understanding in order to carry the training forward. Accreditation: Coe's will be required to demonstrate their capabilities in training a specific course/ program through a rigorous skills practice process. Successful demonstration of these capabilities will achieve full accreditation to train the targeted programs. Target Audience: • Training Managers • Sales Management Course Duration 1 Week
# of Participants 6-8
10/9/16
TrainingPrograms
SalesM
anagem
ent
ManagementofFieldExecuQonManagementofModernTradeManagementofTradi>onalTradeManagementofDistributors
TrainingM
anagers
CentreofExcellenceTraintheTrainerNego>a>onSkillsSalesLeadershipTraining&CoachingPresenta>onSkills
SalesF
orce
OnBoarding&IniQalTrainingSellingSkills–Basic&AdvancedMerchandisingSkills–Basic&AdvancedSampling&PromotersTraining
PROGRAM LEARNINGOBJECTIVE WHO DAYS
ExcellenceinCustomerService
Tounderstandtheimportanceandconceptsofcustomercareandservice.Torecognizebasicbehavioralpafernsofdifferentcustomerprofiles&waystohandleprofessionally.Learnhowtodealwithamul>-culturalenvironment.Gaincri>calskillsforservingcustomersandhandlingtheircomplaints.DrawanindividualAc>onPlanforprovidingsuperiorservicetocustomers.
AllEmployeesdealingwithCustomers,Supervisors&Managers. 3Days
ProblemSolving&DecisionMakingLearnthebestprac>cetoolstosolvingproblemsanddevelopingmeasureddecisionstowardssolvingthem.Itwillenablethepar>cipantstodevelopspecificFishBonediagrams&todevelopanAc>onPlanwithspecificmeasurestoflawlesslyexecute.
SeniorSupervisors&Managers 2Days
Change&ManagementSkillsLearnhowtoembraceChangeandthefourManagementEssen>als:Planning,Organizing,Leading&Controlling.Par>cipantswillbeintroducedtovariousBestPrac>cetools&techniquesthatwillenablethemdeveloptheirmanagerialskillsmoreefficiently&effec>vely.
SeniorSupervisors&Managers 3Days
LeadershipSkills
ThefocuswillbeonbusinessskillsthattrulyestablishtheWorkshopPar>cipantsasleaders.Buildingtheiremo>onalintelligence,businessexper>se,integrity,empowerment,mo>va>onandcrea>ngatrustenvironment.Par>cipantswilllearnthe3EModuleandwillprac>cetheLeadershipassessmenttool-LAT.
Management&SupervisoryStaff 3Days
CoachingSkills
LearnwhatCoachingdescribesasaprocessofimprovingtheskilledperformanceofanotherperson.Itisadeliberateprocessofhelpingpeopletomaximizetheirpoten>albylearningfromdaytodaytasks.Par>cipantswilllearnhowcoachingimprovesproduc>vely,drivescosteffec>vemeasuresandimprovesthemoraleofindividualsandtheteam.
Management&SupervisoryStaff 3Days
LeadershipCircle-360ByeachIndividualManager,
One-on-OneCoaching
TheLeadershipCircle”Par>cipantswillgetanindividual&personalized360surveythatcovers29dimensionsin8groups.Par>cipantsfilloutthesurvey(128ques>ons–requiringabout25minutes)forthemselvesandinviteotherstoalsofillitforthemtocomparehowoneseeshimselfasaleadervs.howothersintheorganiza>onseehim/her.Wethentaketheresultsanddiscussthemwithinthegroupandindividuallywitheachpar>cipant.
Management&SupervisoryStaff 2Days
TrainTheTrainer
ToenhancetheskillsoftheManagerstotrainandcoachtheirteamsforaneffec>veandproduc>veresults.ThiscourseincludesaBasicmodule&Advanced,basedontheleveloftargetedtrainees.Bestprac>cemodulesonAdultslearningstylesandprovidingskilldevelopmenttrainingcyclewillbethoroughlyprac>cedinthiscourse.
Management&SupervisoryStaff 3-5Days
WorkShops
10/9/16
WorkShopsPROGRAM LEARNINGOBJECTIVE WHO DAYS
Recrui>ng&Selec>onInterviewingPar>cipantslearnstheprocesses&techniquesforaSelec>onCriteriaincludinganalyzingaCVs&Applica>onScreening,conduc>ngIni>alInterviewsandaligningtheSkillsThatCounts.Par>cipantwilllearn&prac>cetheBestPrac>ceInterviewingTechniquesandeffec>vePanelFinalSelec>onleadingtooffering&hiring.
LineManagers&RecruitmentSpecialists 3Days
Effec>veSupervision
Par>cipantswilllearnhowtoapplyskillsandtechniquesnecessaryforfirstlevelsupervisors.Theywilllearnhowtoeffec>velyleadandcoachtheirteams.Theywilllearnhowtoeffec>velyon-board&orientnewemployees.Skillsprac>cemoduleswillincludeprocessofproblemsolvingandcomplaintshandling.Supervisorswilllearnforwardplanningandbeabletoassigntaskswithquan>fiablemeasures&KPIs.
FirstLevelSupervisors,&JuniorManagers 3Days
AdvancedCommunica>onSkills
Par>cipantswillvaluecommunica>onbymakingittheirstrength.Thiscourseisdesignedtoimprovethebehaviorofthosepeoplewhoworkandcommunicatewithothersinsideandoutsidetheirorganiza>ononadailybasis.Theywillbeabletolearneffec>vetechniquesfor1:1Communica>onsandwilllearn,prac>ceanddeveloptheirownPersuasiveCommunica>onsFormat.
Management,SupervisoryStaff&DevelopmentProspects 3Days
Effec>vePresenta>onSkillsPar>cipantswilllearnanddeveloptheirpresenta>onskillsbylearning&prac>cingtheDeliveryTechniquesandtheDevelopmentTechniquesinordertodeliveraneffec>vepresenta>on.Skillswillbeprac>cedviaCCTVandimpromptupresen>nginrole-plays.
Management,SupervisoryStaff&DevelopmentProspects 3Days
AdvancedTrainersHardSkills
Par>cipantslearnstheadvancedTrainerstechniquesinusingtheirpresenta>onskillseffec>velyinvarioustypesofpresenta>ons&trainingevents.Theywillbeabletodelivereffec>vetrainingwithimpacttovariouslearningstylesoftrainees-buildinganexperience,Reviewingtheexperience,Concludingfromtheexperienceandgeneralizing;Planningthenextsteps&applyingthem.
TrainingManagers,LineFunc>onalManagers(Whotrain&Coachtheir
teams.)3Days
Self&TimeManagementPar>cipantswilllearnhowtomanage>meand>mewastersintheirdailyac>vi>es.TheywillbeabletoSetgoalsandobjec>vesandpriori>zeaccordingly.Managemee>ngsattheworkplaceandwillbeabletoiden>fytheir>meusageprofile.
AllEmployeesdealingwithCustomers,Supervisors&Managers. 2Days
PersuasiveSellingLearnandprac>cethekeyskillsnecessarytoselleffec>velyDevelopskillstobuildrapport.U>lizethesellingprocessandcommunica>onskillstoiden>fycustomerskeyareasofinteresttoMaximizeopportuni>esforobtainingnewsalesprospectsandsalesleads
AllEmployeesdealingwithCustomers,Supervisors&Managers. 2Days
SellingSkills ToprovideaframeworkofTools,ProcessesandKnowledgetotheSalesOpera>onsforbusinesssuccess.ThefocusisontheSalesCallExcellence,withefficiency&effec>veness.
AllSalesPersonssellingtovariouschannelsanddirecttoconsumersand/
orShoppers.3Days
PROGRAM LEARNINGOBJECTIVE WHO DAYS
ModernTradeKeyAccountManagement
ToprovideallAccountManagementPersonnelwiththeessen>alprocessesandskillstomanageeffec>velyanAccountfromaModernTradeperspec>ve.
KeyAccountManagers&SalesExecu>veinModernTrade. 5Days
CentreofExcellenceDeveloptheConfidenceandCompetenceoftheCentreofExcellence(CoE)todeliverandfacilitatetheprocessesandskillsoffunc>onaltrainingprograms;andtobeinaposi>ontoaddvaluetothecommercialteamsatall>mes.
TrainingManagers,BusinessLeaders,MiddletoSenior
Managers5Days
PerformanceAppraisalPar>cipantswilllearntheperformanceappraisalprograminassessingbusinessresultsindeliveringeffec>velythePlanaswellasbuildingtheorganiza>onalcapacity.Theywilllearnhowtoanalyzethecompetenciesbasedontheresults,andwouldbeabletodraothebusiness&trainingplanfortheyearahead.
AllEmployees,SeniorManagers,Supervisors&
Managers2Days
Accredi>ngInternalSalesTrainers
ToenhancetheskillsoftheSalesSupervisorstotrainandcoachtheirteamsforaneffec>veandproduc>veresults.Theendinmindistohavesalessupervisorsenabledtotrainthesellingskillscoursetotheirsalesteamsoncon>nuousbasis.ModuleOne:TraintheTrainer–GeneralCourseModuleTwo:LearntheSellingSkillsCourseModuleThree:Observe&Co-moderatetheSellingSkillsCourseModuleFour:TraintheSellingSkillsCoursetobecomeaSellingSkillsTrainer
TrainingManagers,BusinessLeaders,MiddletoSenior
Managers8Days
Nego>a>onSkills
Par>cipantswilllearnbestprac>ceinnego>a>onstrategy&tac>cs,andwilllearnhowtotradevariablestoreachamutuallyacceptableagreementorobjec>vePar>cipantswilllearnhowtoop>mizethe“value”fortheresources(e.g.Budgets,Incen>ves,People,Equipment)thatareinvestedbythecompany–thisissome>meshardtoquan>fyhowever;whilemaintainingposi>vecustomerrela>onships.
AllEmployees,SeniorManagers,Supervisors&
Managers3Days
WorkShops
10/9/16
AhmedAfarBachelorofScienceinChemistry&PhysicsCer>fied:PMP,QMC-SixSigma,PMI-PBA,PMI-SP,PMI-RMP
Research&DevelopmentDirector
SeniorProjectManagerMul>pleEduca>onProjects
ViceChairmanManaratEduca>on ManagingDirector
• M e m b e r o f t h e P r o j e c t M a n a g e m e n t I n s Q t u t e , U S A – 2 0 0 9• M e m b e r o f A d v a n c e d E d u c a Q o n ( A d v a n c E D ) , U S A – 2 0 0 9• Co-Founder & Member of Middle East AssociaQon of American Schools (MEANS), 2002• AdvancED Exce l lence Award for InnovaQon in Schools Management 2015• Speaker & Lecturer in the Annual Global Conference (AdvancED) Since 2014
10/9/16
ServicesAConsul>ngandTrainingCompanyestablishedintheYear2008partneringwithleadingbrandsintheFieldofManagementforTraining,Consulta>on,QualityManagementandProjectManagement.ItsservicesextendbeyondthebusinesssectortoreachtheEduca>onsectorbysuppor>ngschoolswithmanagementtrainingcoaching.
WorkShops
10/9/16
Headof“EfficientConsumerResponse”
HeadofDevelopmentforLeanOpera>ons
HeadofStrategy&Marke>ngfor
RetailandManufacturingManagingDirector
RichardHeyB.Sc.ChemistryPh.D.UniversityofDurham,EnglandBusinessChange.The“sowhat’ofanaly>cs