Acting Sales & Marketing Manager
Excellent Pipes Cpmpany
Total years of experience :15 years, 6 Months
Employer’s Scope of Work: Hedley Industrial Projects is running six factories (APACC-RCP, APACC-GRP, APACC Qatar, Excellent Pipes Co. & Technical Plastic). The company is specializes in the mass production of an array of infrastructural and building materials that cater to the needs of massive projects. The group has a manufacturing range of RC standard and jacking pipes, HDPE pipes and liner sheets, GRP pipes and liners, precast elements including manholes for sewer and storm water, telecommunication chambers, and uPVC pipes of various diameters and standards.
Core Responsibilities: Sales & Marketing Management of the pipe manufacturing units, precast manholes and other precast elements both in UAE and in GCC.
Reporting to: Chairman and CEO
Descriptions:
1- Interacted rigorously with various governmental agencies/bodies, municipalities, contractors, distributers, manufacturers, suppliers, clients and consultants in UAE and the GCC region on day-to-day basis. This was done through tenders and ongoing projects. Some of these agencies are ADWEA, ADNOC, ADDC, SCADIA, ADGAS, ADMA, ADSSC, FEWA, ADAC, DOT, GASCO, DEWA, SEWA, DM, HAYA, TAKREER, Ashghal, Etisalat, DU, and others.
2- Restructured the sales department through a planned recruitment campaign. This was complemented by the introduction of new processes that enhanced the system’s overall efficiency. In this respect, available resources were directed to become more focused through task and product specialization. On a parallel track, I worked meticulously on upgrading the technical skills of the current sales team through product training and the integration of the Estimation and Sales departments under one roof.
3- Standardized the price structure and introduced check sheets and price templates which facilitated the generation of offers and quotations and the implementation of a well-defined document control system
4- Introduced a dynamic incentive plan for the sales team members on the one hand; on the other hand, I introduced a dynamic account management policy that allowed the shifting of accounts among sales executives based on progress and apt management of those respective accounts.
5- Introduced progressive customer service standards to the sales department and linked them to the sales team members’ evaluation and financial compensation
6- Substantially expanded the existing client base in the UAE and enhanced the company’s exposure in the pipes industry through direct sales and focused visits to prospective clients
7- Developed, enhanced, and utilized various marketing tools to portray the company’s core values and to demonstrate its competitive advantage to prospective clients in the respective target markets (presentations, exhibitions, catalogs, brochures, etc.)
8- Secured commercial agreements with key clients namely for Abu Dhabi Airport, Khalifa port (KPIZ), Klaifa interchange, Baraka nuclear plant, Busher project (oman) EMAL Smelter and many others resulting in an 85% increase in sales compared to last year.
Employer’s Scope of Work: Gulfmate Solutions is an Indoor Air Quality Solution Provider. Along with their partners - Plymovent, The Netherlands - have brought this technology to GCC and Middle East Region. Gulfmate Solutions is the result of over 35 years of research and development. These solutions have been very successfully adopted in the European Market.
Reported to: General Manager
Main Achievements:
1- Developing and maintaining client database (Sector-wise).
2- Qualify leads, source and develop client referrals.
3- Prepare sales strategies plans and schedules.
4- Negotiate with clients; develop sales proposals and present sales contracts.
5- Quality checks on product and service delivery.
6- Ensure client’s satisfaction and good relationships.
7- Planning and implementing new marketing strategies.
8- Monitor and report on sales activities on a daily basis and weekly management reporting.
9- Organizing and participating in national and international environmental exhibitions
10- Supervising media advertising and public relations campaigns, projects, and presentations
Core Responsibilities: Business Banking Division (BBD) provides finance solutions to Small and Medium Enterprises (SME) including Business Finance, Islamic Business Facilities and Fleet Finance to ensure maintaining quality portfolio.
Reported to: Relationship Manager
1- Acquire volumes principally from within the bank’s existing portfolio (x-sell) and through other contacts / efforts, on selective basis, as to achieve business targets.
2- Responsible for the credit risk for the (SME) segment to promote strong asset quality through development of prudent procedures and controls to ensure the credit approval process is responsive to customer needs.
3- Develop and implement an effective plan for sourcing new business prospects and developing new customer "business" relationships.
4- Contribute in increasing the awareness of the Business Finance Unit with customers to attract, retain and improve customer relationship.
5- Implement strategies to protect the Bank from potential loss on credit portfolio by detecting "Early Warning System".
Employer’s Scope of Work: Starting up new businesses in the first of its kind centre in Al-ain city, offering unique and valuable solutions for existing & new companies "Executive offices spaces, legally representing for foreigner companies, managerial & financial consultations and logistic services".
Core Responsibilities: Directed all aspects of the business including administration, strategic and tactical marketing, sales & telesales management, partial involvement in applied services (liaison with our affiliated partner’s offices).
Reported to: Owner
Main Achievements:
1. Increased the number of offered services with an added value of 15% - 20% from each center’s client.
2. Initiated an on-the-spot bank loan approval with MELLI IRAN bank to sponsor our Business Centre.
Developed monthly sales plans and set targets for the sales team
Work on the marketing process to insure rapid growth & using the penetration advantage.
Managed the sales team on a daily basis
Conducted market research and developed appropriate pricing policies and offers
Managed all financial aspects of the center in close coordination with the accounts department
Facilitated client services programs and initiated a client feedback system.
_Asset Management Unit - GCC
>Financial analyst.
>preparation of progress report.
>Search for comparable companies on Bloomberg.
>Peer company comparison.
>Contribute the meeting with companies to discuss financials.
>Support GCC & Local team.
>Conducted market research.
GPA: 71.3% #Relevant Courses Taken: Financial Economics, Mathematical Economics, Feasibility studies, International Trade, International Finance and Financial Management.