Head of Sales & Operations
Teamac Arabia
مجموع سنوات الخبرة :27 years, 3 أشهر
Systems Integrator for Honeywell USA and many international brands in the field of BMS, Controls and low current systems.
Major Achievements:
- Achieved the Largest Trend Business Partner Award in the Middle East at the Global Conference, Spain in 2014 - within 3 years of partnership.
- Awarded mega project of Saudi Railways 7 stations worth SR 15 million in 2013 - 2015.
- Became the largest BMS supplier in one of the largest and oldest universities in Saudi Arabia (King Abdulaziz University Jeddah).
- Hired, developed and trained from none to around 40 - 50 engineers and professionals
- Targeted and penetrated a competitive market.
- Established within 5 years as one of the leading and well respected BMS companies in Saudi Arabia.
Sales, Operations, Project Management
- Established a new company from scratch and running for 12 years
- Combine entrepreneurial skills with business management to drive gains in revenue, market share and profit performance
- Project planning, managing and supervising the whole team of design, estimation, engineering, commissioning and technical staff on projects
Human Resources
- Plan and fulfill the human resource requirements to cope with the aggressive Sales & Marketing plan
- Interviewing and selecting the candidates, job descriptions, evaluation
- Ensure long term commitment, conflict management, motivation
Technical Skills
- Meet and convince consultants for product approvals
- Plan and supervise the engineers for product approval activities, new project leads and market intelligence.
- Educate and supervise the design and estimation team on preparing technical submittal, drawings, reports
Finance
- Supervise the finance team for cash flow, profitability, monthly and annual reports
Responsible for the overall sales and marketing operations in KSA with over 100 team members and a turnover of over US$ 350 Million.
Major Achievements:
In 2008, broke all previous sales records and achieved the highest sales ever in the company’s 50 years’ history reaching the SR 1 billion mark.
In 2007, started a new business division for International EPC Contractors with SR 100 million orders in 1st year of operations.
In 2006, created Profit Center at Head Office to adjust the material costs as per market prices. Net Profit grew by 10 times in 5 years.
Strategic Planning and Management
- Prepare 5-Year Business Plan and annual budget .
- Ensure a dynamic business development strategy in terms of product offering and customer base.
- Developed and successfully implemented a new Sales Incentive Scheme resulting in increased sales, profitability and employee motivation.
- Plan and fulfill the human resource requirements to cope with the aggressive Sales & Marketing plan.
Sales & Business Development
- Regular meetings and actions based on performance review, sales forecasts, lost jobs, etc.
- Operational issues in sales like conflict management, pricing, customer complaints, collections, etc.
- Visited UK, Italy, Hungary and China for new business and new product development opportunities.
- Implemented several new policies and strategies like Pricing Strategy, Open Credit Policy, etc.
- Introduced several improvements in processes, employee motivation, management reports, etc.
Marketing
- Lead the Product Managers Team and guide them achieve P & L targets for their product categories.
- Involves Product Planning, relation with over 30 local and international suppliers, visits, price negotiations, new agency and distribution contracts.
- Lead the Marketing Team to execute a new image building marketing campaign with all its necessary tools. Involves print-media tools, product seminars, customer data management, etc.
- Responsible for all activities related to Direct Marketing, Indirect Marketing and Sales Promotion.
- Supervise the Approvals Engineers for product approvals, new project leads and market intelligence.
With direct reporting to MD, I was given the task of creating and running a new international sales division for cables and other industrial products.
Objective: Generate totally new business from International Contractors (EPC Contractors mainly for oil & gas sector).
Result: SR 100 Million ($25 Million) sales in 1st year of operation.
- Create a database of over 1, 000 International Contractors. Contacts with over 600 done via e-mail and fax. Several client meetings, presentations and negotiations done in Germany, Italy, UK, Malaysia, Egypt and Saudi Arabia. Clients include Snamprogetti (Italy), Linde (Germany), Hitachi (Japan), Enppi (Egypt), and many others.
- Responsible for complete operations of the division including:
a. Financial: Sales, Profitability, Credit, Cash flow.
b. Commercial: Business Performance - Sales Forecast Meetings & Presentations
c. Marketing: New Product Development and Product Approvals, Market Analysis, Competitors’ product / pricing review, etc.
d. Operations: Interviewing and hiring the whole team along with job description.
- Inventory Management and Purchasing Forecasts.
- Responsible for complete sales cycle. Leading, Motivating and Supervising the team for:
a. Generating new inquiries & client presentations
b. Technical approval & bidding process
c. Order finalization
d. Sales order to factories and other suppliers
e. Deliveries and Collections
f. After sales warranty issues.
Reporting to MD, I was heading a team of five with multi-functional responsibilities:
Marketing:
- Responsible for the Marketing Plan and all
Product Development Activities.
- Business plans, Due-diligence plans, Annual budget, Market data analysis, etc.
- Finalized several Agency contracts along with legal discussions.
- Participating in International Exhibitions and visiting foreign suppliers.
- Preparing web-site, brochures, and other promotional activities.
Product & Sales Management:
- Responsible for setting up the selling prices for all products.
- Product Planning, Inventory Management, and Purchasing (over US$150 million).
- Complete commercial knowledge of cable business including Copper booking with LME.
- Ensuring on-time shipments with proper documentation and clearing of all foreign imports.
- Good knowledge of Shipping and Incoterms, L/C and other import & export related details.
- Job involved preparing and executing the annual marketing plan and sales budget.
- Proposing plans and strategies based on data analysis from sales, production, stock.
- Analysis of competitors’ strategies, market size and market share studies.
- Developed company’s web-site, Editor of company’s newsletter.
- Responsible for sales and market development for 10 countries which included frequent visits to Iran, Pakistan, Lebanon, Kuwait, etc. Job involved:
- Product-mix depending upon each market and customer preferences.
- Offering different Prices to customers based on their potential, gray imports, dumping.
- Proposing and executing different Promotional plans for each market.
- Managing the existing and developing the new Distributors and customers.
* Responsible for sales of hardware, software, and network solutions to corporate customers.
* Responsible for all marketing activities like exhibitions, presentations, proposals, etc.
MBA, Majors in Marketing
B.Sc. (Mathematics, Statistics, Economics)