Vendor Contractor
ABS Americas
مجموع سنوات الخبرة :34 سنة, 8 أشهر
• Promoting the security of life, property and the natural environment.
• Visits offshore Oil & Gas industry components manufacturers to examine and report on structures during and after construction relative to compliance with the applicable strict codes and standards.
• Work with clients that involve conventional engineering practices including complex problem resolution, identify and resolve problems in area of technical expertise.
Designation Chronology:
• Regional Business Development Manager.
• Country Manager - (Equivalent to Operations Manager)
• Senior Area Manager.
Key Achievements:
• Developed a robust engaged customers and distributors network, working closely with distributors on prospect development, customer management, and staff competency development supporting mutual sustainable business growth.
• In 2013 Doubled the Applied business Revenue and Tripled the Unitary business with the highest Gross Margin % and best TWC(Trade Working Capital) in the region
• Effectively controlled the SG&A (Selling, General & Administrative Expense) as well as TWC(Trade Working Capital) resulted in highest EBIT (Earnings Before Interest & Tax) in the region.
• Developed and managed an engaged team with innovative ideas for business and career growth.
• Successfully engaged the key end users resulted in loyal customer base with JCI as top preference partner and sustainable high margin business flow.
• Identified primary thrust areas of business based on each market parameters, future potential, customer segmentation and competitor analysis. Designed and implemented strategic marketing and business development action plan highlighting products unique features, resulted in leading the Energy Efficiency Solutions as well as Reliability Solutions in the region.
• Personal responsibility to ensure Distributors / Customers knowledge of and compliance of JCI integrity & Compliance policies.
Designation Chronology:
• October 2007 - Sept. 2010 : Regional Business Development Manager
• March 2005 - October 2007 : Regional Service Solutions Manager
Key Achievements:
• Developed, Introduced and support new service programs, products & initiatives to enhance the existing service offerings to the market resulted in changing the Aftermarket business model from cost center to Profit center with > 20% EBIT CAGR (Compound Annual Growth Rate).
• Established both annual and monthly After Market objectives in line with the Company's business plan.
• Necessary proactive actions & follow up with the region Trane companies to ensure After Market plan fulfillment in terms of Revenue down to segment income and capture market share.
• Utilized 6 σ to improve productivity resulted in building a sustainable growth for Centrifugal chillers sales.
• Actively coordinated with UNEP (United Nations Environmental Program) on Environmental and Refrigerants updates, as a result spread the knowledge and acceptance of R123 in the region.
• Introduced and approving Trane equipments to region’s key accounts resulted in securing Aramco’s biggest Centrifugal order during that period.
• Conducted regular Air-Conditioning & Aftermarket Sales and Technical training to Trane offices and Distributors.
• Conducted regular Technical sessions for ASHRAE chapter in the region (American Society of Heating, Refrigeration & Air-conditioning Engineers).
• Took personal responsibility for safety. Follows and complies with existing Ingersoll Rand EHS rules and procedures, be involved in EHS activities and programs in compliance with the policy.
• Ensure knowledge of and compliance of integrity & company policies (Code of Ethics, FCPA and Global Anti-Bribery)
• Designed and implemented Warranty handling System.
• York in the country complete reconstruction (from Rep. Office to LLC.), continues improvement, setting and adopted all necessary policies and systems.
• Strategic planning starting from Revenue till EBIT short term as well as long term.
• Established a strong market presence by developing ethical sales methods and improved the quality of service provided.
• Determined strategic objectives and sales targets, motivated and encouraged staff members to achieve the targets in alignment with company regulatory and compliance initiatives.
• Performed all necessary actions to ensure company compliance with local regulations as well as York Int’l policies.
Carrier-Arabian Air Conditioning Co., Ltd., Saudi Arabia (Subsidiary of Carrier Corporation, Syracuse, New York.)
ISO 9002 Certified Organization
Holder of 1995 Willis Carrier Global Quality Award, acknowledging World Class Leadership and Processes, The Highest Quality Accolade Any Business Unit Can Receive From Carrier world-wide.
-Key Responsibilities as Area Sales Manager (April 1993 - August 2000):
• Formulated and implemented an integrated range of marketing concepts to extend core communication strategies across all elements of sales, brand development and promotional platforms.
• Designed and implemented strategic plans for expanding dealers network and provided training to dealers on features of Air Conditioning Equipment and ascertained all training standards are adhered to.
• Conducted periodic reviews of key metrics (bookings, sales, backlog, gross margin, receivables, etc.) and developed appropriate business plans to ensure that revenue goals are met.
• Responded and catered to inquiries/ complaints from customers to ensure optimal levels of service and long term business relations.
• Kept close tabs on market dynamics, trends/ competitor strategies. Collated information and formulated strategies to optimize performance parameters/ business outputs.
Key Responsibilities as Dealer Development Manager (November 1991 - April 1993):
• Generated revenues, maximized profit margins by identifying high potential sales opportunities and prioritizing them.
• Managed all strategic elements critical to development of an effective channel partner encompassing business and marketing plans, executive relationships and demand creation activities to maximize channel revenues of the company.
• Strengthened existing distributor relationships, established new distributors and maneuvered channel sales development to attain optimum market share in the specified regions.
Antitrust / Competition Policies
Six Sigma Fundamentals
- Accounting & Finance fundamentals. - The balance sheet. - The income statement. - Analysis of financial relationships. - Working capital management. Analysis of the flow of funds. - Analysis of profit-Volume relationships. - Analytical methods for critical budgeting.
Training session covers the following main points : - The UTC problem solving process. - A roadmap to quality products and processes (Quality clinic process chart) - Improving quality through permanent problem resolution (Relentless root cause analysis and failure analysis). - Building a defect-free work environment. - Building a quality work environment (New 5S). - Quality through the use of market data (the passport system & market feedback analysis). - Total productive maintenance. -
- Diffrent technical training sessions covering HVAC systems.
Using the Leader's Window to build high performing teams. - Understand the key elements of collaborative organization. - Participate in highly interactive teambuilding activities, illustrating the critical success factors that distinguish high performance teams. - Effective leadership. - Leading critical relationships. - Using group power to enhance individual performance.
- The components of service. - The sales / Service ratio. - Internal Vs. External customer service. - Service attributes. - Research into complaints. - Complaints handling.
- Planning to meet objectives. - Motivating people. - Leadership style. - Effective delegation. - Team building. - Counseling & Development meetings.
An intensive HVAC course
Sales training session
- General Grade : Good - Graduation project grade : Distinction. Ain Shams University is one of the most reputable universities in Egypt.