Projects Sales Manager
Legrand
مجموع سنوات الخبرة :11 years, 9 أشهر
Products overview:
- IoT products & Smart Wiring devices, Lighting Management Systems, Door entry systems, Wiring
devices, Cable management system, structured cabling system, and industrial products, Dry type
transformers & Busway, Low voltage distribution panels & UPS.
Main responsibilities
- Creating a sales projects pipeline of business opportunities that will ensure sales target
achievement
- Develop the relation with system integrators, panel builders, distributors, contractors, and
consultant to achieve early entry into the projects for costing, estimation, negotiation, and
good securing.
- Frequent visits to the customers and business partners to enhance relationships to maintain
existing customers and to expand the customer basis.
- Resolute tracking of monitoring of market developments, identification of project
opportunities and maintaining project data base.
- Developing the Market awareness about Legrand solutions among different clients
(Contractors, Consultants & End Users).
- Managing customer expectation relating to product quality, performance, and delivery.
- Selecting the best System Integrator/distributor for the current opportunity and support them
in all phases of the sales cycle until we both close the deal.
- Managing customer expectation relating to product quality, performance, and delivery.
- Continuous competitive research and analysis to determine areas for growth of opportunities.
- Use the Salesforce CRM software as a tool to develop and improve sales through creating sales
reports, and customer visits report on daily basis.
Achievements:
- 2020, 140% of sales goal
- 2021, 105% of sales goal
- Developed the Eastern area market for UPS & IoT products.
Eastern Area at BAHRA ELECTRIC GROUP and
ELECTRIC HOUSE (Bahra’s main distributor). Khobar, KSA
Products overview:
- Dry type transformers & Busway in partnership with Legrand, LV switchgear, Earthing &
Lightening system, Conduit PVC & Steel, Cable management system, Power Cables LV, MV&HV,
Legrand wiring devices.
Main responsibilities
- Targeted new business with high-volume in eastern region.
- Generate profitable growth for company and maximize market shares in eastern region for
companies Bahra & Electric House (EHE) by increasing the chance of the Sales, level of prices,
performance, and quality.
- Ownership for the opportunities in eastern region from the early pursuit stage till the contract
signature.
- Managing and maintaining current customers (consultants and end users) to increase Bahra and
EHE portfolio and solutions in new projects.
- Develop and gain new customers to introduce Bahra and EHE portfolio to increase sales.
- Provide technical support for consultants and end users.
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- Ensure coordination with back office to maintain the same level of information.
- Prepare plans and strategies to accomplish short-term & long-term objectives and monitor sales
value with sales team in EHE.
- Close coordination and follow up with Marketing & Data Intelligence team in EHE for data
collection and managing.
Products and services overview:
- Measurement instruments & tools by Chauvin Arnoux such as Clamp meter, Infrared Camera,
Insulation, Micro Ohmmeter, Multimeter, Oscilloscopes, Tachometer, and others.
- Equipment Calibration & repair services
- Testing & commissioning services for electrical equipments and cable.
- Operation and Maintenance (long and short form contracts)
- Power cables splicing, jointing & terminating (Raychem, Elastimold & 3M)
Main responsibilities
- Visit prospective customers for promotional activities with major organization such as SABIC
(IbnZahr, IbnSina, Petrokemya, etc), Petrochemical plants, SAUDI ARAMCO, Royal commission-
Jubail, Universities, Jubail ports, Hospitals and other Ministries projects.
- Searching new client to develop and expand market in designated area.
- Making marketing presentation to the client.
- Reports sales manager about market and positional competitors.
- Highlight market condition & trends.
- Assist in all related activities in customer and take ownership and responsibility for solving
customer issues during operation/testing & commissioning.
- Follow up with client for submitted quotations to convert them into orders/contracts.
- Keep updates all bidding, tendering record.
- Arrange/Attend clarification meetings, Bid opening and Document handing over meetings.
- Attend site visits with technical support and collect the required details.
- Collect & Forward required details/information and clear scope of work to tender department
for pricing.
- Forward Purchase Order documents to tender department for reviewing.
- Negotiating and closing contracts/PO by agreeing terms and conditions.
- Arrange kickoff meeting with client after PO.
- Follow up with customer regarding payments and collection.
- Prepare prequalification, approvals & technical submittals.
- Handling marketing and business development such of Chauvin Arnoux products.
- Attending exhibitions & conferences such as:
SAOGE 2015 in Dhahran
SAUDI DOWNSTREAM 2016 in Jubail
International Operation & Maintenance Conference OMAINTEC 2016 in Jeddah
SABIC Technical Conference -
- Navigating projects areas (Eastern Province & Saudi Aramco) for new clients who could benefit
from NLC products (Indoor, Outdoor, Industrial & LED lighting).
- Planning for Site Visits & Presentations to the Contractors who are mainly involved in private
and Infrastructure projects, such as Universities, Hospitals, and other Ministry projects.
- Studying the project descriptions and specifications of Lighting for required standards to fulfill
the technical requirements.
- Making relationship with Consultants and providing them all information about NLC products.
- Making consultations and choose suitable NLC product for each item as per customers inquiries.
- Coordinating with Design engineer, fabrication, painting & Assembly lines to achieve the better
result for customer satisfaction.
- Coordinating with materials department regarding Customers purchase order.
- Coordinating with Customer regarding payment.
- Negotiating and closing sales by agreeing terms and conditions.
- Solving client problems & provide technical clarification against comments raised by Clients and
Design Engineers during the bidding stage.
- Supporting marketing by attending trade shows, conferences, and other marketing events such as:
CS 2013 Saudi Aramco Energy Conservation Forum and Exhibition at ARAMCO DHARAN
CS 2014 Saudi Aramco Energy Efficiency Program - Efficient Lighting Exhibit at ARAMCO
CS 2014 Saudi Aramco Energy Conservation Forum and Exhibition at Intercontinental Hotel
NLC LED Lighting workshop at Saudi Aramco RAS TANURA
NLC LED Lighting workshop at
courses: Certified Sales and Marketing Professional (CSMP)®, American Institute of Business and Management (Certification through examination)
A STUDY ON IMPACT OF MOTIVATING SALESPEOPLE ON THE SALES PERFORMANCE Subjects includes Marketing Management, Project Management, Organizational Behavior, Strategic Management, Managerial Economics, Business Statistics, Research Methodology, Human Resource Management, Total Quality Management, Operations Management, Business Information and Accounting for Managers
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