Chief Commercial Officer
Altaaqa Alternative Solutions Global FZE
Total years of experience :23 years, 0 Months
Leading and managing the global business development team with five regional offices and preparing the five years growth strategy while laying down clear execution milestones.
•Performing market analysis to identify growth areas both by region as well as industry and extending the offerings from traditional fuels to renewables mainly PV power.
•Initiating business activities for the company in new markets, preparing risk assessments and feasibility studies the potential new investments and negotiating the strategic deals till financial closure.
•Managing all marketing related aspects and working closely with the local agents in the different regions.
•Direct reporting to the CEO and Member of the Risk Committee which reports to the Board.
•Secured board approvals to offer projects on BOOT, BOT and other medium and long-term models for the first time in the group.
•Introducing Balanced Scorecard as the main tracking tool thereby promoting fair assessments for the sales team.
Notable Achievements
•Successfully exceeded the 2017 targets by 50%.
•Successfully closed the first turbines project for the group with a total value of USD 220, 000, 000 and grew the pipeline from USD 800, 000 to more than USD 2, 000, 000, 000.
•Sold more than USD 150, 000, 000 of the used fleet over three years
•Played a crucial role in securing the deal and negotiating a USD 11, 000, 000 achieving an overall cost reduction of 10%.
•Enforced the sales team and extended the geographic presence in Central and Latin America.
•Redesigned the CRM processes to cover more than 90% of the sales activities and targets.
(Caterpillar Rental Power dealer - Global; Zahid Group Company)
The company is Global leading provider of total utility solutions, executing custom-tailored and turnkey projects for energy
Handled and managed responsibilities for the fleet, engineering, installation, operation and maintenance and the supply chain departments with the management of 37 staff within these disciplines.
•Led the project to review and compare the Total Cost of Ownership of the assets and ensuring the same get aligned with the market competitors.
•The lead of the Continuous improvement team; redesigned and mapped the complete Supply Chain processes and implemented the ERP processes which provided full visibility and advanced reporting features.
•Ensured and focused on optimum utilisation of equipment and workforce to achieve efficiency in productivity.
•Consistently provided support to the various teams and was directly responsible for technical and commercial project evaluation and estimation.
•Plan and execute staff development and succession planning for second line management to sustain growth, and to support long-term diversification strategies.
•Ensured that the annual professional and business objectives get achieved.
•Directly reported to the CEO and was Member of the Risk Committee which reported to the Board.
Notable Achievements
•Successfully achieved a 10-15% year on year cost reduction with a 70% workforce reduction and 40% cost optimisation.
•Created an ERP driven Preventive Maintenance, ensured 100% on time PM and decreased the parts supply time to site by 90%,
•Successfully sponsored Six Sigma Projects with total annual savings of AED 1, 100, 000 and trained 17 Six Sigma Green Belts and certified 14 of them.
•Embedded culture and achieved 60 Kaizens in the first year in all business areas including IT, Finance and HR.
Handled the overall responsibility for MENA and South East Asia region, prepared the business development strategies which included operational and financial analysis to meet all operational KPIs/KPAs.
•Worked closely and liaised with senior management of the company to disseminate strategic plans and provided recommendations for potential opportunities in line with the Company’s vision and capabilities.
•Initiated and developed key account relationships at all levels and in all segments of the power sector.
•Performed detailed market research at a macro-micro level, prepared and presented the industry trends forecast and made recommendations for investment, acquisition and general business growth.
•Represented and promoted the Company, and the Zahid Group in general, at the highest levels of industry contacts.
Notable Achievements
•Successfully exceeded the budget by 40% which accelerated overall company profit in the second year of inception.
•Played a crucial role to start an embedded Six Sigma team in the organisation.
•Coached and mentored Continuous Improvement Projects that delivered annual savings of more than AED 500, 000.
Reported to the Global Business Development Director and was responsible for the business development of the start-up company in the Middle East and North Africa.
•Identified major rental projects and business opportunities within the targeted countries, offering technical and value-added solutions to potential clients.
•Extended business beyond the local boundaries into the international power projects to meet the company’s financial objectives. Identified, pursued and delivered projects right from inception to the contractual stage.
•Performed market research to develop intelligence to expand the customer base and utilise the information to ensure the increased accuracy of projects.
•Developed and trained sales agents in the assigned regions to ensure superior coverage in all market segments and improving their efficiency.
•Worked as Deputy Project Manager for ERP fast-track implementation and was responsible for the Sales, Supply Chain, Service and Projects Value Streams in the ERP deployment.
Notable Achievements
•Successfully exceeded the budget targets by 25% in the initial year and ensured 100% revenue collection.
•Received an award for Best Sales Manager for providing exceptional results.
Alghanim Industries (GM, Xerox dealer in Kuwait
It is one of the largest privately owned companies in the Persian Gulf region, primarily Kuwait with operations in 40 countries across 30 businesses.
Manager Operational Excellence (Lean / Six Sigma)
•Reported to the VPs of three main divisions - General Motors, Xerox and Engineering divisions and managed operational excellence deployment in these divisions.
•Led the key strategic projects in the organisation and was responsible for achieving the BSC targets.
•Worked closely with the regional team of Xerox and managed the deployment of QwikSolver initiative in Kuwait. Completed CRM redesign project for Xerox to deliver sales and marketing KPI’s.
•Coached and mentored by six sigma professionals. The projects coached got recognised as best practices in GM globally.
Notable Achievements
•Successfully achieved cost reduction targets of all three divisions with an average annual saving of KD 1, 300, 000.
•Successfully coached and trained 25 Green Belts and 74 Yellow Belts.
•Mentored more than 100 Continuous Improvement activities and deployed more than 90% of them.
Caterpillar dealer in Saudi Arabia and Zahid Group Company)
The company operates as a distributor of construction machinery and equipment.
Master Black Belt (Lean / Six Sigma)
•Reported to the group Deployment Champion and worked with the different businesses/companies to identify and develop a business strategy as well as setting the improvement targets.
•Completed and coached growth projects in sales, service, finance, assembly lines, and parts and covering all group divisions (Caterpillar, Volvo, Renault, Material Handling and Leasing Company "AJIL"). Ensured the get integrated with other business activities, improvement projects, and business strategy.
•Worked on project management, handled team development activities, used statistical tools to analyse business problems and introduced lean methodology in the company. Acted as an effective cultural change manager.
•Core team member of the ERP deployment project for the Zahid Group of companies. Mapped the company process (core and support) and developed the To-Be processes for the future growth of the business.
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courses: Project Management Professional (PMP), Project Management Institute (PMI), USA