Solution Sales Representative
Schneider Electric Canada
Total years of experience :22 years, 9 Months
Recruited to develop the company's MV and LV services across the Western Canada. Main responsibilities are modernization of Schneider Electric legacy products with a better and efficient electrical power distribution system. Additionally, have provided a complete design solution for outdoor skid units for major O&G clients such as Shell and Imperial Oil to provide electrical distribution system powering their remotely located rig pads.
Highlighted Roles:
• Target key influencers in various market segments such as Oil and Gas, Government, Utility, Healthcare, and Contractors.
• Prospect for, identify, and qualify potential sales opportunities.
• Identify business opportunities and log these opportunities in the Company CRM, and maintain the opportunity pipeline by following precisely the Customer Procurement Process (CPP) for each customer in its portfolio.
• Cultivate, develop and maintain long-term customer relationships.
• Develop and implement sales strategies and tactics for individual sales opportunities.
• Stay abreast of market trends (technology, price, purchasing habits, new players, etc)
• Process and analyze feasibility assessments and/or all bid/contract documents.
Have managed a team of 10 engineers for the Low Voltage automation products for
Lighting Controls, BMS, CCTV and Access Control, Audio Visual, Hotel Guest
Room Management System across the Arabian Gulf States. Managed and
identified potential projects in parallel with our sales and marketing team to work
closely with clients, consultants, and contractors to provide our expertise in project
management in different aspects of LV solutions and products. The company has
an annual turnover of $7 million.
Key Results:
• Developed sales strategies and setting targets.
• Monitored the team's performance and motivated them to reach targets.
• Recruited and trained sales staff.
• Maintained an excellent leadership and communication skills, and an unwavering
commitment to ensure client satisfactions.
• Increased the company growth by 10% in 2010 to 2011 by consulting engagements and by delivering new projects.
• Increased presence with local and rest of the gulf region by partnering with strategic distributors, system integrators and re-seller channels across the company’s authorized demographical territory, growing revenues from this sector by 30%.
• Provided a complete solution portfolio for saving further energy for the clients, which in turn has helped the division to grow the net profit by an additional 5%.
• Initiated and landed contracts with prominent governments projects such as Emaar, Nakheel and Aldar in UAE, and with Qatar Petroleum and Qatar Foundation in Qatar.
Recruited initially to improve the turnover of the division of the Building Automation
Division. Accomplished marketing and sales management objectives by recruiting,
selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees. Achieved marketing and sales operational objectives by contributing marketing and sales information and recommendations to strategic plans and reviews.
Developed and executed contact strategy to optimize coverage and opportunity in the
GCC market. Created business plans, action plans and forecasts for distributors to maximize volume and to meet business objectives.
Identified marketing opportunities by identifying consumer requirements and defined
market, competitor's share, and competitor's strengths and weaknesses within each of the
six countries under the territory. Developed and maintained solid business rapport with
key customers to gain incremental business and to anticipate new opportunities.
Coordinated information to management regarding new product developments from the
manufacturing source to meet the market needs and standards. Improved product
marketability and profitability by researching, identifying, and capitalizing on market
opportunities. Was nominated the top performer manager in the division for over-achieving the target by 60%. Led a team of 15 engineers across the region: 1 product manager, 9 sales and marketing engineer, 2 estimation team, 3 support engineer.
Selected Results:
• Re-established financial control, leading company from severe financial losses to strong and sustained bottom line profitability in just 2 years.
• Transformed company from a small market player to a recognizable strong leader in the automation products in the entire GCC countries. GCC region ranked no.1 in terms of the international sales and revenue for the building automation products in ABB.
• Delivered $24 million in new businesses during my employment period with the organization.
• Over-achieved the target in 2007 by an additional 45%.
• Revenue was seen an increase of 67% since joining the organization.
• Maintained professional and technical knowledge by attending educational workshops, reviewing professional publications, and establishing personal networks.
Served as a techno-commercial engineer for the complete Desigo programmable
automation system on BACnet for Building Management System. The system
offers energy- and cost-efficient control through control components and numerous
integrated energy saving applications plus plant monitoring functions.
I was nominated as the top performer sales engineer in Siemens Building Technology or SBT division for promoting and successfully closing the sales with the engineering contractors. Main responsibility was designing and negotiating those designed project contracts and identified current and future customer service requirements by
establishing personal rapport with potential and actual customers and other persons in a position to understand service requirements. Provided product, service, and HVAC control technical and engineering information by answering questions and requests. Successfully secured the bidding for Emar Green Community Towers, Emaar Business Park, DAFZA Buildings, DIFC and DHCC to name few.
.Highlighted Contributions:
• Delivered a total of $2.5 million in new business contracts during 2005 and $4.5 in
2006.
• Established an exceptional relationship with supply chain customers to
successfully achieve business targets and drive the sales effort to increase market
share.
• Gained customer acceptance by explaining or demonstrating cost reductions and
operations improvements.
• Maintained a huge customer database where regular follow-ups was made.
• Actively involved in the design and negotiation deal for Burj Khalifa (Formerly
Burj Dubai) the world tallest and biggest BMS points in Dubai.
• Was responsible for introducing and marketing the company's manufacturing products of T-shirt shopping bags to various industries and wholesalers.
• Managed all aspects of supervision duties in the company's warehouse.· Promoted and demonstrated the company’s products to the food industries
• Worked with production engineers to maintain good quality products
•Strictly adhered to the company objectives and strategies
• Responsibilities included troubleshooting, problem solving, tooling set-up, production improvement, quality assurance, and client-client base interaction
• Worked on designing an Internet Based Temperature Control System
• Developed and designed a micro-controller based system for the project
• Developed a monitoring software that can interact with the hardware and internet system
Related courses: · Cellular Mobile Communications · Data Communication · Digital Communication Systems · Digital Signal Processing · Communication Network · Digital Coding Waveforms · System Controls