This document provides an overview of an organization's structure and divisions. It includes sections on business development, strategy, management, marketing, sales, finance, and products. The organization chart shows divisions for business development, strategy, management, marketing, sales, finance, and products. It aims to outline roles and responsibilities within the company.

1. Organization Structure
People, Divisions. Resources
Dubai, 2015

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Index
• Business Development
• Strategy
• Management
• CEO
• CFO
• Marketing
• Sales
• Folder Structure
• Product

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Organization Chart
Business Development
Research / Analysing
Macro Environment
Analysis
Society Culture
Our Company Competitors
Market
Characteristics
Needs of Clients
Micro Environment
State Law
EconomyPolitic
Eco BalanceTechnology Strategies
Corporate
Marketing
Sales
THE BIG PICTURE
Key Conclusion
SWOT
VISION

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Organization Chart
Strategy
Strategy / Concept
Business Plan
Financial Strategy Sales Strategy
Framework Targets
Communication
Strategy
Product Strategy
How will we do it Why do we do it
What can we do
For whom will we
do it
Price Strategy Competition
What do we need
To do it
Who will support us
To do it
Data Management Timing
InstrumentsClassic Strategies
BudgetProcess
How long do we
Need to do it
What add value
Do we create
Evaluation Expansion
Business Model Corporate Strategy
…FOR THE LONG TERM
Resource Allocation
EXECUTION

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Organization Structure
Management
CEO
Sales/ Marketing Operations
Contracting Regulation
IT / Tools Public Relation Insurance Legal
Evaluating Implementation
Analysing Targets
Strategy
Licence Code of ConductIdentification Controlling
Targets Marketing
CRMBudgeting
External Sales
In house Sales Conception Reporting HR Product
Internal Role in collaboration with BDD External Role in collaboration with PDD
Business Development
CFO

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Organization Structure
Finance Department
CFO
Inventory
Billing / Pricing
Cash Management
Payroll
Profit is not Cash!!
Balance Sheet
Risk
Management
Cash
Allocation
Annual Report

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Organization Structure
Marketing
Marketing / PR
Marketing Public Relation
Politic Industry
Product Target Group Media Society
Corporate
Governance
Corporate
behaviour
Corporate
Identity
Corporate
Reputation
Brand
Online Tracking
Corporate
Design
Competitors
Price Instruments
TimePromotion
BudgetPlace/Distribution Brand Recognition Brand Value
Crisis
Communication
Feed Forward
EVALUATION
The Storyboard

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Organization Structure
Sales
Sales
People Process
Data exchange Reporting
Hunters Farmers Tools Automation
Now your customer
Sell benefits not products
Prospective
USP ROICasual activities are tools
New Lead Maintain
SustainablePersuasiveness
RelationshipNew Business Angry customer is a chance Surprises Best practice
People don’t want to buy a quarter inch drill. They want a quarter inch
hole!!
Organic GrowthEgo Driven Focus on priorities Giveaway Soft Call
Performance
Performance monitoring
Sales Target
Pipeline Analysis
Target settings
Incentive

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Sales
• People
Hunters:
new lead, new business, ego driven, profit oriented, know little about everything,
dangerous in terms of reputation, love success, winners
Farmers:
maintain business, sustainable, build relations, sustainable, support growth
• Prospective
sell benefits not products, know your customer, casual activities are tools and
instruments not leisure, angry customer who does not kill you is a chance, focus
on priorities
• Process
tools, automation, reporting, data exchange, best praxis, soft call, surprises, USP
• Performance
sales target, performance monitoring, pipeline analysis, target settings

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A sales person
• High market knowledge
• Strong in Distribution
• Ready to learn new sales tools and methods
• Ability to take responsibility
• Focus on customer needs
• Find solution instead of being captured by problems
• High communication & empathy skills
• Play a representative role for the brand and the company
• Deal oriented
• Understand to handle numbers and figures
• Knows what he wants (target oriented)
• Quality on the job, quality in life

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File Structure
• Main file / Client
• Correspondence with client, presentations, meeting minutes
• Product, requirement, Hardware, Software
• Offer, wording, scope of work, calculations, final version to customer
• Contract Start-up, timeline, terms & conditions, responsibilities
• Contract Organization, project management, documentation
• People, who is involved, list of contacts
• Health &Safety, environment, ISO, 3rd party certifications
• Reporting, to do, meetings, emails, weekly reports, evaluations
• Quality assurance, training, requirements, available/not available
• Suppliers and subcontractors, contacts, contracts, offers, correspondence,
evaluation
• Legal, contract, agreements
• Financials, costs, budget
• Additional Services

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Organization Structure
Product
Tangible
Product Strategy Content/IT Development
CRM Content Producing
Product Presentation Target Group
Responsibilities
Identification
Content Conception
Pricing Remote
Product Manual Showroom
Order processingUpdate
TelecommunicationSegmentation Controlling Quality Management
Product Development
Director
Intangible
Warranty Services
Functionality Brand Name
Access Insurance
Logistic Balance Score Card
Plans are nothing; Planning is everything

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Rabieb Al Khatib
Since 2004
Business Develop Manager
Project Manager
Sales Director
Germany (Munich, Stuttgart)
Middle East (Dubai, Riyadh, Doha, Sanaa, Amman)
Dipl. Public Relations Manager (DAPR 2007)
www.dapr.de
Public Relations Fachwirt (BAW 2007)
www.baw-online.de
Marketing Expert-Adviser Study (CBZ Munich 2002)
College of higher education - FH Coburg – 1995
Languages: Arabic, German, English
Born Sept. 1971 in Irbid, Jordan

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contact
PR-ofession consulting
Managing Director
Rabieb AL Khatib
ra@pr-ofession.com
Phone +49 (0) 160 8962 401
PR-ofession consulting is a German Agency which is operating according to the
German law. Any legal issues are subject to be negotiated at the
Legal-Court of Munich.
Tax number 145/122/01459

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