Commercial International Leadership Development Program – CILDP
The Dow Chemical Company
Total years of experience :16 years, 6 Months
Commercial International Leadership Development Program - CILDP at Dow Chemical; a one year ‘corporate business culture’ program designed to develop future marketing leaders; based in Midland, MI (Global HQ). The program involved:
- Leading two six month strategic business projects
o First 6-months: Supported the North American Marketing team for Industrial Solutions to understand & shape strategic innovation opportunities in key markets including Animal Health, Inkjet inks and Paper.
o Second 6-months: Currently supporting the Elastomers business on a strategic project in the Solar PV space and achieving significant milestones in understanding targeted global markets.
- Participating at the Dow Marketing University
- Networking with executive, business, and functional leaders across all of Dow businesses
Senior Regional Account Manager at Dow Chemical; Sponsored by the ‘Industrial Solutions’ and ‘Monomers and Intermediates’ divisions for the MENA region. Businesses included Epoxy, PS&F, Amines & Chelants, Oxygenated Solvents, PO/PG, GCO and Performance Monomers. Sale accountability for a $20+ MM & 10+ KMT's plan excluding other special projects. The role included:
- Participation in the Commercial Development Program - CDP; it's a 6-months rotational program for junior commercial talents from all over EMEA to develop new skills and company understanding before starting an account management role. (Concluded Mar-2011)
- Accountability for the sales plan for leveraged businesses in the assigned geography. (Grew cumulative business volume by 10% & 66% in 2011 & 2012 respectively, a boost for Maghreb in 2013 by 50%) and beating 2014's volume & revenue plan by 5 & 10%.
- Accomplished volume & revenue targets of 102% & 99% versus FY 2015 plan by H1-2015.
- Develop new customers & work on new product entries (Grew customer-base by 3 times in 2012 & new sales reached $3.3, $4.8, $7.8, $30.4 MM for 2012, 2013, 2014 & 2015 respectively)
- Completion of 4-month assignment backing-up the Dow EMEA CSP "Concentrated Solar Power" team (Feb-14), this included finalizing a $XXMillion contract negotiation for two CSP projects in Morocco & South Africa; this is the biggest in the history of the industry. Also, lead the complex project execution for 1.5 years which was the first on-site delivery for Dow in N. Africa in a country where we had no local entity.
- Manage and develop strong multi-functional account teams (Technical Service, R&D, Marketing, Credit & Finance, Supply Chain, and Customer Service) to effectively interface with customers.
- Manage the distribution channels' strategy for the relevant product/Geographic mix.
- Develop the innovation pipeline building on customers un-met needs along with R&D and TS&D teams (Projects that can be leveraged globally driving new sales of 5-10 M$ annually)
- Coach new commercial members for Dow's start-up office in Algeria. (Jun-13 to Mar-14)
- Create account plans for strategic customers, visit reports & track new opportunities via CRM tools.
- Seeking new opportunities for revenue and market growth through applying new gas applications in the market.
- Standard Offer preparation for various targeted segments "F&B, M&E, ...etc"
- Providing technical-economical evaluations of customer's processes and propose value added solutions & manage different projects.
- Market studies for new products to be launched such as “Hydrogen Business, ….etc”
- Select, Supervise and manage trainees hired on project bases in the department
- Training sales engineers on the company's product mix for the targeted segments.
- Participation in relevant trade shows and conferences
- Trainings included: Negotiation skills & deals making and Selling management skills.
- QHSE and IMS Engineer at Air Liquide; "Quality, Health, Safety and Environment and Industrial Management System's" Engineer. The role included:
- Project management for Air Liquide Egypt's sixth of October site for Safety improvement project (Project delivered on time with 20% savings and premium quality)
- Developing new Materials Safety Data Sheet “MSDS” for all company products
- Ensure the implementation of the company integrated management system "ISO 9001:2000, OHSAS 18001, ISO 14001" & conducting Risk assessment for different projects.
- Trainings included: Risk Management, Waste management, Environmental auditing, Project management, Food safety auditing and ISO 22000 "Food safety"; certified lead auditor.
- Masters of Business Administration - MBA, Edinburgh Business School, Heriot-Watt University, UK. (Cairo Campus) - Cumulative grade: A