Regional Sales Manager
Honeywell
Total years of experience :13 years, 8 Months
Shaping the future with state-of-the-art Honeywell technologies and proactive safety solutions towards saving lives and asset protection whilst capitalizing on data through connected solutions, responsible for shouldering the entire portable gas detection portfolio in the Western and Central region of Saudi Arabia.
Major responsibilities include and are not limited to:
- Defining sales strategy
- Account planning, development and penetration
- Customer engagement and satisfaction promoting organic account growth
- Managing channel partners and orchestrating negotiations
- Technical engagements towards customized solution development
- Ensuring safety best practices are followed towards attaining LTI goals with customers
- Being the voice of the customer in achieving customer satisfaction and excellence.
Shaping the future with state-of-the-art Honeywell technologies and proactive safety solutions towards saving lives and asset protection whilst capitalizing on data through connected solutions, responsible for shouldering the entire portable gas detection portfolio in the Western and Central region of Saudi Arabia.
Major responsibilities include and are not limited to:
- Defining sales strategy
- Account planning, development and penetration
- Customer engagement and satisfaction promoting organic account growth
- Managing channel partners and orchestrating negotiations
- Technical engagements towards customized solution development
- Ensuring safety best practices are followed towards attaining LTI goals with customers
- Being the voice of the customer in achieving customer satisfaction and excellence.
Serving PACE Arabia, a rapidly growing EPC’s contractor catering to the Oil & Gas, Energy, Petrochemicals and Mining sectors with core focus on Integrated Security Systems and Automation Engineering systems (IIOT/OT Convergence), I am responsible for maintaining a healthy portfolio backed by manufacturer partnerships and ensuring an exponentially growing sales pipeline, job responsibilities and achievements include:
• Building new business relationships using existing industry contacts and targeting increased spending in the ICT, Automation and IoT spectrum of industrial clients with a focus on Aramco, Sabic, Maaden and their affiliates
• Overlooking complete portfolio sales management from Integrated Security Systems such as CCTV, ACS, MIDS, PIDS systems to active/passive telemetry systems and industrial automation. Looked into opportunities for BMS, PLCs, DCS and SCADA systems in line with manufacturer solution alliances of Honeywell and Siemens
• Successfully inked and managed multi-million riyal contracts across the portfolio
• Deep understanding of system technicalities to ensure effective collaboration between technical and commercial stake-holders
• Developing partnerships and MoUs with manufacturers and technology vendors where required to enhance portfolio and increase coherence
• Bidding, negotiating and closing complete LSTK contracts for Communication and Security Systems with end-to-end sales cycle management
• Strategically positioning solution towards increasing market share, revenue and client satisfaction. Leveraging on business intelligence and market insight information to build a sustainable sales strategy
• Identifying and developing new business through networking, sales planning, and account
profiling
• Providing technical advice to customers based on a consultative approach
• Organizing, orchestrating and presenting solution-based company profile to high-level officials
Introducing new state-of-the-art Industry Specific Technology Solutions in KSA including technology Solutions from Apple (only ACN in region) and Peplink infrastructure technology stack (as the only VAD) for the growing SD-WAN, WAN optimization, aggregation and balancing capabilities. Job responsibilities include but are not limited to the below
• Promoting and highlighting business value for optimising efficiency and productivity based on state-of-the-art technologies like private cloud and distributed computing.
• Responsible for maintaining the cutting-edge innovative technologies portfolio of Industry specific technology solutions catering to the Oil & Gas and Industrial markets.
• Competitive intelligence and market analysis are my basic guidelines.
• Ensuring quality of service by developing a thorough and detailed knowledge of technical specifications.
• Identifying and developing new business through networking, sales planning and account profiling.
• Preparing and delivering customer presentations and demonstrations of the solutions.
• Marketing and promoting a portfolio of products by writing and designing sales literature and through attending industry events.
• Maintaining awareness and keeping abreast of constantly changing technology requirements of the industry.
• Developing effective sales plans using sales methodology.
• Providing technical advice to customers based on a consultative approach.
Building a market position by locating, developing, defining, negotiating, and closing business relationships.
• Responsible for developing clientele focusing on the region leveraging on Mobily's ICT product portfolio of hosted, managed technology services.
• Increased territory sales and achieved signed revenue of SR 5 million in 2015 and SR3.5 million in 2014, exceeding quota by 8% in 2015 and 15% in 2014
• Ranked as #1 sales manager (out of 6) in 2014
• Liaising with top officials internally and on the clientele for major Key accounts such as
Aramco, Sabic, Ma’aden, Marafiq, Sadara etc.
• Worked directly under strategic alliances and tailored solutions from technology and cloud vendors such as IBM (Virtualised Server Recovery and SmartCloud Managed Backup, Managed Security Services; Managed services, VSOC, PenTest, Xforce, ISO27K1), Cisco (Managed Network Services), VirtuStream (Public Cloud), Accenture (NBA), etc. to meet the demands of the IT industry
• Reviewing business intelligence and market analysis documents to effectively structure account profiles towards revenue generation
• Carry out presentations, connecting to high level officials within the alliances and the clientele counterpart
• Adapting and Implementing sales strategies on a daily basis to ensure that sales targets are met or exceeded
• Developing account profiles to strategically position offerings for larger accounts
• Pipeline management for records, reports and management review
Served as an Account Manger - IT Solutions to position technology solutions within the region, attending to mid-size and large customers.
Some of the activities include:
- Organising sales visits
- Setting up technical meetings with the technical teams
- Ensuring account revenue generation
- Demonstrating and presenting products
- Establishing new business
- Maintaining accurate records
- Attending trade exhibitions, conferences and meetings
- Reviewing sales performance
- Negotiating contracts
- Maintaining healthy pipeline
Enrolled with the University of Derby, UK, Pursuing the Post-graduate business program.
Completed the Bachelors in IT (Hons) Majoring in Business system Design
Diploma in Computer Science