Senior Key Account Manager
Hilti Qatar
Total des années d'expérience :14 years, 9 Mois
Successfully managed 23 Mn QAR sales targets and achieving the projects scheduled goals.
Responsible for managing, implementing and measuring prospect marketing and sales
activities. Understanding the specific needs of individual stakeholders and creating a bespoke
plans for them.
Systematically follow-up on opportunities which require multiple interactions with different
contacts on the customers side and collaborate proactively with my team member.
Bring across the value proposition of products, services and software solutions and with that
maintain a corresponding price level in the territory following our fair pricing logic.
Achieving sales targets through strategic selling processes and sales plan
Hilti Qatar Highest Sales record in 2017 for 13MN QAR
Effectively plan your time schedule (day/week) prioritizing customers visits related to leads and
opportunities with Focus Customers and the top jobsites.
Understand financial situation of the customer, resolve complaints and actively support
accounts receivable / collection processes if needed.
Reviewing constantly the customer feedback to improve the highest service level and achieving
satisfaction rate 79% in 2016 to 96% in 2017
- Achieve profitable sales of Hilti products to your defined customer base
- Develop a high level long term relationship with decision makers in key accounts and large construction firms.
- Apply HDW approach in order to cover all construction sites of the large companies while handling all coordination and account maintenance in the main offices
- Utilize all elements of the Sales Management Process (SMP) to effectively analyse, implement and control the opportunities within territory.
- Manage and develop the growth of key products within the sales territory.
- Target the appropriate customer groups to ensure successful introduction of new products.
- Demonstrate Hilti products to potential buyers and train up their staff.
- Ensure timely collection of all the dues / over dues and to coordinate opening of LCs for large orders.
-Provide reports to management.
- Participation in company events (e.g. Inventory Counts, Kick - off meetings)
- Build and nurture relationships at all levels and across functions, e.g. jobsite, purchasing,
- Utilize all elements of the Sales Management Process (SMP) to effectively analyze, implement and control the opportunities within territory by CRM system
- Dealing & cooperating with all different departments, engineering, finance, purchasing, production, shipping & erection to achieve a perfect company profile for qualifications.
- Responsible for Marketing All DSD Steel Commodities to Manage and interpret customer requirements to anticipate and meet their needs.
- Tracking all Power, Petrochemical, Industrial, Commercial and Oil & Gas Projects in the African Countries, Europe & Middle East (KSA, Jordan, Qatar, Oman….) and provide reports to management.
- Responsible for corporate business development and marketing strategies
- Familiar with ISO 9001, ISO 14001 & OHSAS 1800 Procedures & Work Instructions
- RFQ’s, Questionnaires, Clarifications & Contract Negotiations.
- Handel the assessments and audits with consultants and multinational EPC contractors for qualification and new registration as (Saudi Aramco, SABIC, Maaden, Qatar Petroleum, ASTAD, etc….)
- Searching for new clients who might benefit from company products or services and maximizing customer potential all over the world using CRM System.
- Developing and growing long-term goo relationships with customers by personal visits, phone calls, follow-ups, e-mails etc..
- Managing and interpreting customer requirements to understand & anticipate and meet their needs.
- Making technical presentations and demonstrating how a product meets client needs.
- Formulate and execute regional and local sales strategies to meet sales target
- Following all my company registration to be confirmed in clients’ vendor list.
- Investigate the economic conditions surrounding your small business activity such as, industry trends and competition.
- Represent company in exhibitions, workshops and seminars.
First University Placement with Honors Degree in B.Sc. Mechanical Engineering