Business Development Executive
Pelican Products
Total years of experience :15 years, 3 Months
Business development rep.: Pelican Products ME, branch of Pelican Products Inc. USA
Products range: protective cases and heavy duty flash light (explosion proof, safety, tactical, and industrial)
Sectors: Civil defense, Oil& Gas, police, defense / military, aerospace, industrial, entertainment and consumer.
Covering areas: Middle East.
• Appointing, managing & developing network of dealers &distributors channels, retailers.
• Managing sales into the channels and out to the end users.
• Developing new Markets, especially oil and gas market for Pelican, assigning the new dealers, and getting pre-qualifications for existing and new products.
• Training dealers/distributors sales teams, and presenting our products/solutions to dealers and/or to end users directly.
• Increasing public awareness of existing & new products, drive each industry contacts to the best solutions for their daily process or sudden problems.
• Manage trade shows and exhibitions from planning and booth management till leads evaluation and converting the quality leads to accounts.
• Scan, analyze & assessing market needs, requirements, opportunities & buying behavior, study the details and respond according to the data available to improve our market share.
Achievements:
• Helped to double the revenue of Pelican FZE during first 2 years, and maintain that revenue.
• Create a solid dealers and resellers network covering regions and segments map in ME and UAE especially.
Sales manager Technor Middle East AS, branch of Technor AS Group Norway.
Products range: Explosion Proof (Ex Rated) Electrical equipment and lighting.
Covering areas: Middle East & North Africa.
Main clients: EPC contractors mainly (Petrofac, Technip, NPCC, CCC ... etc) and government companies ADNOC, Takreer, ADCO, ADMA-OPCO ( known as ADNOC Group now), Dubal, Enoc, KOC, PDO, QP ... etc).
Dealing directly and throw distributors.
• Restructured internal organization of the Middle East office in order to have better productivity and accountability of personnel and to lead the team successfully to the target.
• Working closely with agents in the different countries in order to increase market share.
• Investigating and collecting info about new projects starting from feed stage, and contacting end users + EPCs to specify our products in projects/tenders in feed/bidding stage.
• In charge of the inter company pricing (IC price list) and the related communications between ME branch and all sister companies in Technor Group.
• Discussing the Technical and engineering details for major projects with factory and key accounts.
• Negotiating commercial offers with clients, reviewing Pos, negotiating contracts’ terms.
• Follow up with our factories after to be sure delivery and invoicing stages on time, that’s to achieve the commitments with clients and assure company cash flow.
Accomplishments:
• Built healthy pipeline and backlog for company.
• Closed many big deals with EPCs like:
Petrofac - Mina Ahmadi Pipeline project - Kuwait
Foster wheeler/Sumitomo/ Tecnimont -Rabigh (different phases) - Saudi Arabia
Tecnicas Reunidas/Technip/Petrofac - ASAB -UAE
JGC /CCIC/Tecnimont - Habshan - UAE
JGC/ Penspen - Ras Laffan - Qatar
NPCC - Zakum - UAE
And so many others ..
Sales Engineer: Technor Middle East AS, branch of Technor AS Group Norway.
Products Range, Covering Areas, Main Clients: as above
• Following up daily sales, supporting clients with solutions, prices and technical answers.
• Monitoring the new projects from feed stage, participating in technical and engineering discussions and communications related to the major projects/tenders in feed/bidding stage.
• Involved deeply in the final commercial negotiations for major tenders/quotes, also PO reviewing and final terms negotiation.
• Train and develop distributors, increase knowledge about products/ train their new sales.
• Reporting to the Sales Manager regarding all Sales issues, at the same time I was reporting to the Managing Director of TME for all issues related to internal pricing.
Accomplishments:
• Solved problems related to ATEX understanding with many clients.
• Organized the relation with key accounts in the market, understand their process and implement the right procedures in our company.
• Helped the company to survive during difficult period after 2008 crises.