General Manager
Danway LLC
مجموع سنوات الخبرة :34 years, 6 أشهر
• Led planning, manufacturing, licensing & sales efforts of Danway branded pumps systems, diesel generators & water treatment packaging solutions
• Managed Power & Water BU operations, covering business development, sales, marketing, projects management, services & aftermarket support for various products - Power generation, mechanical equipment, water treatment packages, chilled water & plumbing pumps, HVAC plants & systems - for commercial building projects, food process & industrial sectors
• Established & achieved annual business financial targets with accountability on P&L for BU
• Sustainably reviewed project execution plans, aftermarket support & service plans for key projects & annual maintenance contracts
• Monitored financial parameters - inventory, receivables, collections, overdue accounts, bad debts provisions & return on capital employed & overhead expenses
• Developed new customers & consultants weekly visit plans, leading to an increase in inquiry generation
• Managed direct reports performance through assessments & feedback
• Identified market requirements, acquired new global partners, & launched new products to meet sustainable business growth
• Prepared & submitted periodic reports to stakeholders - sales to new customers, performance vis-à-vis previous years volumes & values & quarterly KPIs performance
• Implemented team building initiatives to ensure employee turnover control to retain talent
Reported to: EMEA Engine Business Director Team: 2 direct + 3 dotted lines
• Managed the operations of the Engine business unit - sales, engineering, projects, aftermarket & service and OEMs support plans - in the Middle East catering to requirements of automotive, power generation, oil & gas, industrial, marine, construction heavy duty trucks and military customers.
• Led & supported the distributors across the Middle East in meeting/beating annual operating plan (AOP) targets.
• Coordinated with distributors in monthly updates of engine forecasts in the Demand Manager system.
• Ensured of approval of sales support allowances within the Engine Business growth margin guidelines.
• Provided updated monthly project matrix for the Middle East distributors to the customer engineering team at Cummins Darlington UK engine plant for IQA follow up process.
• Contributed to profitable growth in the Middle East, developing distributors, tracking new business opportunities on quarterly basis and achievement of agreed targets.
• Facilitated achievement of Customer Support Excellence metrics by distributors through quarterly review of distributor annual operating plan (DAOP) initiatives and excellence improvement plan for sales, marketing & AE criteria.
• Supported distributors in formulating & implementing account support plans for Cummins engine OEMs & dealers using Cummins OEMs global support models.
• Monitored & assured adherence by the distributors to predefined finance obligations by reviewing accounts receivables on a monthly basis.
• Identified specific business opportunities in the Middle East, mapped requirements, raised VPI requests. Followed up with DEP MTO for development of a low cost basic engine platform.
Achievement
• Won Chairman’s award for a Six Sigma project for promoting marine engine sales to dhow customers leading to a growth of 25% in sales of Cummins marine work boat engines, 2007
• Managed design & packaging of Cummins marine main propulsion systems for customers across the Middle East for work & commercial vessels and pleasure & high speed boats,
Engine Business Manager, Jan 2002 to Dec 2005
Reported to: Managing Director, Cummins ME FZE Team: 7 direct + 3 dotted lines
• Led the Engine Business unit managing dealers and distributors, sales, engineering and aftermarket & service assuring achievement of sales targets defined in the Annual Sales Plan including individual order intakes.
• Developed & implemented strategies to drive profitable growth and plans & initiatives to fulfill performance targets.
• Supported dealer sales staff in building required technical & sales skills.
• Built & maintained strong relations with key OEM customers.
• Developed monthly sales forecasts and performance reports for information of Managing Director CDFZE.
• Tracked market & highlighted business opportunities in future tenders.
• Followed up with clients to discuss & finalize orders against quotations as needed.
• Satisfied general sales requests with advice, guidance and reference material.
• Promoted company products & services through seminars, presentations, participation in exhibitions and customer visits.
• Evaluated & qualified customer requirements, prepared quotations for plant & site works including subcontracted added value items.
Achievements
• Certificate of Appreciation for excellent participation in the event Gulf Maritime 2003, Sharjah UAE, 25-27 Mar 2003.
• Won the award for best annual growth rate for Onan marine generator sets for the years 2000, 2001, 2002, 2003 & 2005
• Received award for delivering 7th highest global distributor sales revenue, 2004
• Obtained the order for 4x500 KW marine generating sets to power the first 5000 T Floating Crane designed & built by Dubai Dry Docks, 2003
• Designed, packaged & launched industrial power packs for agricultural applications in Saudi Arabia in 2003 growing the market from 30 engines in 2003 to 120 engines in 2005.
• Led the first installation review for re-power of public buses in Egypt resulting in successful load trials. Generated order for complete power trains for 300 buses per year for 3 years from 2001 from Cairo City Bus Authority.
Marine Specialist, Jan 2000 to Dec 2001
• Supported Cummins dealers in the Middle East in business development, pre-engineering, sales, installation review, aftermarket & service.
• Ensured correct processing of customer orders & product procurement through Moveex adhering to all company policies & procedures.
• Evaluated & qualified customer requirements and prepared quotations. Conducted site surveys where required by complexity of demand.
• Responded to general sales requests offering required advice, guidance & reference material.
• Maintained the Engine Business master order board with updated records of customer orders & supplier purchases.
• Ensured good communications with sub-contractors, dealers, customers, engine customer care representative to maintain high quality product & service delivery.
• Coordinated with Marine Engine group for information on non-standard plant items.
• Logged & maintained enquiries in the Sales Journal.
• Conducted pre-installation reviews and ensured compliance by shipyards & boat builders with Cummins recommended installation practices. Led sea trials and recorded engine & vessel performance.
• Assisted DSM in preparing forward business development plan.
Achievements
• Won award for the best Best practice to win Customer loyalty among all distributors in Europe Middle East & Africa (EMEA) region, Germany, 2001
• Secured the order for the main propulsion engines for the first 27 m aluminium crew boat designed & built by Dubai Dry Docks, 2000
Engine Business Sales Manager
• Developed the market & promoted Cummins engines for marine applications fishing boats, cargo launches, work boats like crew boats, oil tankers & supply vessels and pleasure boats.
• Analyzed customer’s needs & applications and prepared suitable techno-commercial offers, followed up to receive & log orders, placed orders on the manufacturing plant & coordinated delivery.
• Placed orders for accessories gear boxes & stern gears on approved suppliers and ensured deliveries aligned to project schedules.
• Supervised the assembly & mounting of gear boxes on engines, delivery to customer sites including shipyards & boat builders, obtain acknowledgement on delivery orders (DO) and realization of payments as per terms of contract.
• Led & trained service technicians and supported boat builders in adhering to international standards in installation of engines & stern gear.
• Conducted installation reviews & sea trials. Recorded & reported engine & vessel performance during sea trials and coordinated warranty registration by the manufacturer.
Achievement
• Designed & installed the first re-power of oil cargo pump driven by Cummins marine auxiliary diesel engine in place of steam turbine for a tanker of FAL Shipping Co Ltd, 1998
•Egyptian International Motors, Egypt, Sales & Service Engineer - Marine engines & propulsion systems, Jan 1990 to Apr 1994
• Alexandria Shipyard - Shipbuilding Engineer/Egyptian Shipbuilding & Ship Repair Yard - Ship Repair Project Engineer/Nile Trading Company - Marine Engine Sales Engineer, 1986 to 1989
Graduation Project: Ship building 35,000 Tons Bulk Carrier. Other Training Courses: Management, System & Leadership Skills Trainings: • DESA DWh & BI v1.0 – Web training & refresh 2008, Cummins Operating system online training 2007. • Cummins, Code of Business Conduct training, Foreign Corrupt Practices Act training, Export Controls training, Through the lens of the customer training, Acclivus Sales Negotiation workshop training, R3 Sales Base training, International Export Regulations 2006. • Financial training for non financial managers, MOVEX, ‘Train the Trainer’, complete business management training 2005. • Clarifying Expectations & Delegating for Performance done by Cummins Business Services, Monitoring Progress to Assure Performance done by Cummins Business Services, Coaching and Developing done by Cummins Business Services 2004. • Negotiation Skills Training from Centre for Creative Thinking, Dubai, Selling Skills Training from South Educational Institute, Dubai 1997. Products Trainings: • Cummins European Distributor Engine Business Training 2008. • Cummins Marine HHP & Aux. Marine Sales Training, Cummins Industrial & Automotive Engine Sales Training 2007. • Marine Genset sales training, Onan sales training, CMD Sales training, Cummins CSL (customer specification language), Cummins GCE (global customer engineering) 2006. • Marine sales training 2005. • Oil & Gas Cummins Product Sales Training & 1st Global team meeting, Onan Marine Sales Training, Middle East Cummins Engine Business Sales Training 2004. • Central Area Cummins Engine Business Sales Training 2002. • QSM11 product familiarization technical training 2000. • Cummins Wartsila Power Distributor training 1998. • QSK19 Product Familiarization technical training 1997. • Qualification & certified Marine Application Engineer training 1996. • Yamaha Sales & Service marine Training for inboard diesel engines & its transmissions 1993.