Haissam Issa

 Restructuring the sales department into sub-functions (Prospecting, Technical Sales, Collection, Market Intelligence); conducting sales training (Sales Cycle, Negotiation Skills), producing Monthly Commercial Flash Reports and Sales Target Reforecast (RF1)
 Defining Sales Procedures (Pricing Policy, Customer Credit Terms) and assisted with the ERP rollout
 Secured major specialty gases key customers (SABIC) of 3 MM SAR and Key Application Customer (Food Processing with CO2) of 2.5 MM SAR
 Managed IM bulk & packaged sales as well Helium sales (domestic & overseas)
 Added key accounts to customer base & established dedicated AL distributors in UAE (secured 5% of the packaged market)
 Signed contracts and managed logistics sub-contractors

 Assisted in establishing AL presence in UAE (license, residency permits)
 Ramped up AL surplus production of LAR in Kuwait by creating a customer base supplied by LAR sourced from AL France & AL Belgium
 Managed a logistics fleet of 10 Iso-Tanks and 6 Tankers sourcing products from AL Belgium, Kuwait or Oman and delivering it to UAE, KSA & Qatar

 Recruited and trained sales representatives on Product Knowledge, Sales Strategies, Marketing Techniques & managed their daily activity
 Performed Market Survey & Market Segmentation analysis
 Prospected & secured Major Bulk Clients
 Introduced new products and services which increased the market share, improved profit & catered to more of the client’s requirements
 Managed the sales activities of the Bulk market & Cylinder market as well as those of Agents & Distributors
 Achieved the Monthly Quota after Two Months of operations
 Assisted in import procurement & equipment sourcing
 Managed the Following Accounts
 Nigerian National Petroleum Company (NNPC) - Refineries
 Shell, Agip & Chevron - Oil Fields
 BJ Services, Halliburton, Schlumberger, Weafri - Oil Services

 Prospected, Secured & Managed the Accounts of Major Clients (Sales, Logistics, Technical Assistance & Collection)
 Developed a trust based personal relationship with decision makers at local & export Major Clients throughout the Gulf Region
 Prepared, submitted and was awarded governmental “Oil & Gas” tenders of over 20 Million KD (Contracts Pertaining to Nitrogen Supply via Pipelines, Tankers and Tube Trailers)
 Established & managed new export markets (Saudi Arabia, Qatar, Bahrain, United Arab Emirates & Jordan)
 Traveled frequently within the Gulf Market prospecting End-Customers as well as resellers (Industrial Gas Manufacturers) gaining a strong knowladge of the whole Gulf Market
 Achieved 30% more sales than the annual sales forecast.
 Proposed, implemented and managed engineering projects involving the use of Nitrogen conducted for the first time in Kuwait.
 Handled logistics and managed a fleet of 13 tankers, 16 trailers, 8 trucks, and a staff of 25 employees
 Generally acquainted with the EQUATE II & Shuaiba Oxygen Projects
 Managed the Following Accounts

Local Clients
 Kuwait National Petroleum Company (KNPC) - Refineries & Projects
 Kuwait Oil Company (KOC) - Oil Fields
 Refrigiration & Oxygen Company (ROC) - Industrial Gas Manufacturer
 Dowell Schlumberger, BJ Services, Halliburton - Foreign Oil Services
 ALMEN (Tareq AL-Ghanim) - Local Oil Services

Export Clients (Industrial Gas Manufacturers)
 Saudi Industrial Gases Company (SIGAS), Abdullah Hachim Group (AHG), Buzwair Industrial Plants, National Industrial Gas Plants (NIGP), Bahrain Medical & Industrial Gas Plants (BMIGP), Yateem Oxygen - Industrial Gas Manufacturer
 Al-Fahhad Zegward Group (Saudi Arabia) - Oil Services Company
 Technip - Abu Dhabi (UAE) - Oil Services Company

 Defined the sales strategies, sales training, sales policies and sales cycle.
 Created a customer sales tool kit, and sales reporting (internal & external) system.
 Composed a primary customer hit list, customer segmentation, and market invasion policy.

 Liaised with Finance, operations, and marketing departments to set the forecasted targets and goals for FY-2001 & 2002.
 Successfully established strategic partnerships and introduced several new product lines generating $1.2 million per year in additional revenue.
 Prepared training manuals for different managerial sales and marketing levels which promoted me to chief hiring interviewer.
 Led a company-wide analysis to decrease operating costs through monitoring both variable and fixed expenses, Controlling inventory, and keeping stock on-hand to minimum levels.

 Selected by management for “Outstanding Employee” award, which is given annually to the top 4 employees based on superior evaluation and feedback from customers.
 Increased maintenance contract (extended warranty) sales by an average of 20% per annum.
 Was promoted to supervise 100 technical support representatives (up from a team of 20 representatives) in the Houston Call Center.

- Represented a German medicine lab in the Lebanese market. Too weak.
- Attended international workshops, and training courses on how to better market your product.