National Sales Manager
HILTI
Total years of experience :24 years, 4 Months
National Sales Manager (Key Accounts, Diamond Service Contractors, Firestop Contractors)
Main role: leading a team of Key Account Managers, developing UAE's and region's TOP civil and building contractors and providing innovative solutions for country's signature projects
(Dubai Airport, Abu Dhabi Airport, DWC, Clevland Clinic, Leaf Tower, Mafraq Hospital, etc.)
HILTI - www.hilti.com
Building Construction (Abu Dhabi) and Diamond Service Contractors industry (UAE National)
• Running a full direct sales force team with face to face customer interactions
• Monthly team meetings for deep dive and way forward
• Field rides with team members for coaching on development areas
• Sales steering through customer focus and product mix
• Monitoring and planning sales transaction through CRM - customer relationship management
• Deal is not closed until money is collected - Sales and Finance en-charge
• Initiating and attending with the team members top level meeting with customers for partnering and acceleration
• Monitoring, tracking and steering team profitability
• Individual team members development and performance plans
Regional Marketing Trade Manager | Building Construction | Civil Engineering
• Dealing with more than 10 regional markets (GCC, Lebanon, Syria, Jordan, Iran, Pakistan)
• Managing regional pricing agreements and contracts
• Planning sales initiatives based on geographical approach and visit frequency
• Sales steering through project and customer focus groups
• Launched several marketing campaigns across the region
• Analyzing market trends and development in comparison to other industries
• Provided various trainings on sales techniques, execution and potential hunting
Marketing Trade Manager | Building Construction | Civil Engineering
• Customer development curve, potential classes and structured pricing, acquiring and developing; CRM customer relationship management; CMD customer master data;
• Managing customer platform through strategic planning and tactical activities to retain and increase product basket and services penetration ~SOW;
• Building market / customer fact base, market sensing (applications, needs, value adding solutions)
• Defining and implementing short term / long term strategic initiatives;
• Marketing campaigns to increase the brand, product and services awareness;
• Developing value proposition and application excellence trainings to enhance team competences;
• Analyzing and studying competition portfolio, price positioning and ~MS through competition panels
• Running internal competitions and contests to boost both customer’s and team’s motivation;
Marketing Product Manager | Drilling and Demolition | Power Tools
• Planning and managing new product launch campaigns;
• Managing product portfolio and product life cycle;
• Analyzing the pricing market position; studying business opportunities;
• Close interaction with customers to indentify their needs and requirements
• Providing product trainings to sales departments (theoretical and hands-on)
• In-charge of several Key-account customers (development and penetration)
• Product demonstration on job sites
• Safety and operation trainings
• Follow up activities and seminars.
• Maintaining development targets (product mix, sales targets, repeated business)
RAFCO TRADING CO. - UAE - LEBANON
Promoting water filtration systems both domestic and industrial, water pumps and water heaters
agents for premium brands “Cuno”, “Doulton”, “Daalderop”
• Establishing contacts with various local and foreign companies
• Generating New accounts
• Participating in increasing sales volume by implementing new strategies, promotions
and market activities
• Providing public relation support including writing and proof reading promotional material,
• Planning press, conferences, special events, training and work shops.