Michael Shamma

Managerial responsibility (growth, profitability, P/L) for markets/customers in EMEA valued at over € 300 mio p.a; Leading and directing commercial activities in the MEA Region in cooperation with a global trading company; Overseeing the supply chain operations throughout the EMEA Region; Maintain closeness to the market to ensure timely and effective route-to-market opportunities, operational impacts and ongoing strategy development.

Overseeing all sales activities in the Middle East, Africa and part of Asia, totalling 420 mio pcs or € 70 mio p.a. Managing a regional team of 7 Sales Managers in 4 Mondi factories in the Middle East i.e. Iraq, Jordan, Lebanon and Oman. Maintaining International Key Account responsibilities totalling a volume of 150 mio or € 20-25 mio p.a. Leading 30+ Sales Managers on Key Account matters.

4,5 years with Mondi Austria (core employment): • Hand-over at the beginning of the financial crisis; • Managed the company out of the crisis by maintaining a diversified client portfolio; • Linked clients with Innovations to keep a competitive edge and prices under control.

ExCo Member; Market studies to seek potential new clients in a variety of industries; Budgeting and forecasting; Setting sales strategy: Challenging task taking into account the political stability of the client’s country, the economy, weather (rain season for West African countries), our competitors ability to supply, etc.; Price negotiations; Frequent travel to West Africa; Follow up on claim report – providing adequate and tailor made solutions.

My main duties were to research, stratify, and prioritize health and cancer donors in the Middle East given an understanding of the Programme of Action for Cancer Therapy’s (PACT) core activities, breadth and depth. To this end I develop detailed profiles for all major bi- and multilateral aid agencies and banks in the Middle East on their philosophy, giving strategy, decision making process, past donations and current interest.

As part of Upper Management I worked closely with the Marketing, Operation and General Manager of Saba & Co. IP – Head Office which is headquartered in Beirut, Lebanon. Saba & Co. IP monitors and supervises offices in over 20 jurisdictions in the Middle East and North Africa (MENA) region. My work at Saba emphasized the creation of Business Relationships with offshore clients, mainly Western European and North American, who intended to protect their Intellectual Property (IP) Rights in the MENA region.

Marketing