Western Region Manager
Hertz Equipment Rental
Total years of experience :15 years, 0 Months
Developing targets for the branch, Monitoring KPI’S
Resolving and customer issues in a timely and professional manner.
Developing, implementing and maintaining a business plan for the Region.
Co-coordinating sales, purchasing, distribution, warehousing and staff costs.
Focusing on achieving customer acquisition, retention and cross sales.
Managing the daily activities of the branch. Enforcing the company’s policies, principles, and procedures.
Inspiring and motivating staff.
Identifying then addressing team training and development needs.
Coaching and developing staff to do more and better.
Adherence to regulatory requirements.
Providing excellent service to customers interpreting, analyzing and producing sales & financial data. Enhancing awareness of the company branch and brand.
Communicating clear business messages to staff. Responsible for dealing with complex and diverse managerial problems
Designation Chronology:
• Nov 2014 - Present: Senior Sales Engineer (Region: Saudi Arabia)
• Sep 2012 - Nov 2014: Sales Engineer (Region: Kuwait)
Achievements:
• 2015: Achieved sales targets assigned for the year 2015 as early as Oct 2015.
• 2013: Received Letter of Appreciation from the management for exceptional performance.
• In-charge of strategy mapping and business development planning to acquire customers from the construction & real estate sector and establish the company as a brand in every industry.
• Acquired a 3-year high-value contract to support large-scale operations of an MNC in Kuwait; negotiated and finalized the deal to provide mechanical, energy and power products, tools and equipment to the company for construction of harbors.
• Conducted detailed market studies and implemented effective sales management techniques posting a significant increase of 325% in overall sales volumes and accomplished 89% sales targets in the native markets.
• Achieved robust growth in sales revenues from AED 300 K to AED 2.3 Million; secured corporate clients in the petrochemical sector and increased the sector-wise contribution from 2% to 18% within .
• Acquired a large-scale order from Equate Petrochemical Company amounting to AED 500K and received further orders on account of superior product quality and excellent customer service.
• Liaised with Area Managers at company depots across Saudi Arabia to meet fleet requirements at various locations; maintained a healthy 84% rate of utilization throughout the year.
• In the absence of Area manager, work as Acting Area Manager; manage equipment allotment after detailed analysis of KVA rates applicable across the region.
• Instrumental in enlisting the company on Aramco’s list of approved vendors.
• Built a sustainable sales & business development model to consistently achieve profits of 26% and above throughout the financial year.
• Expedited receivables from customers to support the accounting & finance department in collections according to management guidelines and the accounts receivable policy of the company.
• Adept at preparing commercial load calculation sheets to assist customers in decision-making and apply expertise in cost management to suggest power consumption cost reduction techniques to customers.
• Range of products handled include: diesel/gas generators, chillers, air conditioners, cooling plants; Turnkey project sales: Power plants.
• Industries / sectors include: Oil & Gas, Petrochemicals and Construction / Civil Engineering.
Key Responsibilities as Sales Engineer:
Business Planning
• Develop long-range market expansion and business development plans based on the study of different sectors, market demand for engineering products in different industries and through evaluation of economic cycles that affect business growth.
• Define the annual sales plan for the region, generate sales forecasts, identify key areas of improvement and outline the methodology for implementation of sales processes and customer acquisition strategy.
• Allot financial resources for every sales activity as per the budgetary provisions in the annual operating budget and the functional sales budget; monitor adherence and implement corrective measures in case of deviations.
• Brainstorm marketing and brand management strategies with senior managers and department heads and implement approved marketing schemes.
• Liaise with technical experts, consultants and government authorities to seek approvals, renew licenses and comply with statutory regulations.
Sales Operations
• Scan the markets for business development opportunities and regularly conduct competitor study to evaluate the relative position of various companies pitching similar products in local / regional markets.
• Assign targets to the sales teams, provide requisite company literature and product information to the salespersons to ensure effective sales pitches and train teams to negotiate professionally with customers.
• Prepare tenders and quotations, submit proposals to prospective customers and acquire large orders and sales deals; customize delivery of products based on specific technical / engineering requirements of customers gathered during the initial stage of requirement gathering.
• Administer sales processes according to standard rules defined by the management, provide product information and pre-sales guidance to customers, and explain technical specifications and future maintenance requirements to assist customers in making well-informed decisions.
• Conduct site visits to assess onsite requirements for turnkey projects, verify engineering precision, safety and resilience of products delivered to customers and report deviations / snags on priority to senior personnel in the company.
• Generate daily, weekly and monthly MIS, update the dashboard, evaluate business performance in different markets and submit reports to the senior management for review.
Customer Relations
• Respond to customer inquiries, present the company’s products and engineering solutions to members of the senior management at customer companies as pre-sales consultancy and provide prompt after-sales support to resolve issues.
• Discuss, negotiate and finalize contracts, bids and proposals adhering to management directives and consider customer requirements to chalk out commercial, quality and delivery terms and conditions.
• Oversee installation and commissioning of products at client locations based on the study of site layout in conjunction with project managers and led the technical staff to manage end-to-end sales process and provide practical solutions.
• Analyze and address technical problems registered by the customers to ensure high customer satisfaction scores.
• Through use of advanced technology, demonstrate the use of products to customers and present projects implemented by the company to garner customer confidence and provide assurance to customers on superior quality and timely delivery.
Achievements:
• Identified Jezan as a market with high potential and strategized commencement of operations in line with management guidelines.
• Designated to handle a portfolio of corporate customers across the region, developed new customer leads and formally communicated with customers to acquire new customer accounts.
• Widened the customer base through careful planning, studied power requirements in different kinds of manufacturing and industrial units and recommended products aptly suited to customers’ operational requirements.
• Received letter of commendation from the management on securing an order worth SR 1.9 Million in a short span of 3 months.
Key Responsibilities:
• Worked in close coordination with the senior managers to develop weekly, fortnightly and monthly sales objectives, allocated area-wise sales targets and finalized implementation of sales strategies.
• Established productive customer relations by providing sound buying advice, reliable services and on-time deliveries; opened formal communication channels with the senior management in customer companies to explain technical specifications and scope of solutions / service provided by the company.
• Provided comparative analysis to customers to highlight the benefit of company products, pricing and delivery commitments against competitor offerings.
• Held negotiations as per company policy and prepared final quotations and tenders on receipt of approval from the management.
• Scheduled formal meetings with customers from different industries to introduce company products - generator options, portable / mobile generators, pumps & other accessories and recommended the most suitable products meeting job requirements.
• Updated the allied internal teams on receipt of new sales orders, communicated customer requirements to the production team, liaised with the accounting & finance team to generate invoices and monitored customer accounts to accelerate collections.
• Supervised delivery of products, coordinated logistics for timely deliveries, remained present on-site in case of installation as required, advised customers on maintenance, equipment handling and safety procedures and arranged for aftersales services.
• Analyzed business performance and submitted reports to the Area Sales Manager; discussed tactics for phase-wise improvement in case of deficient sales.
• Liaised with government offices and agencies to submit necessary documents and streamlined operations.
Key Responsibilities:
In-charge of business development and sales planning for all products offered by the company, introduced products and represented brands to the senior management at corporate houses, and acquired contracts from different industries.
Finalized contracts as per the business policy, completed sales / deal closure documentation in the company-prescribed format and handled the sales process up to delivery of final products to customer locations; collected acknowledgement of deliveries.
Maintained a reliable customer database, officially approached prospects and responded to customer enquiries promptly; followed-up with new customers to close deals.
Interacted with project teams to secure additional business and generated a network of business contacts to achieve sales targets consistently.
Assisted the accounting & finance department by ensuring timely payment from customers for all invoices raised by the company.
Dealer - General Motors Company
(www.almansourauto.com)
Certifications: • EEE Sales Training (Phase 1, 2, 3 and 4) • Customer Relation Management Program