Director Business Development ,Facilities Management & Building Materials
Acico Group
Total years of experience :27 years, 2 Months
• Develop and set the annual commercial strategy and budget for the 5 business lines, ensuring alignment with organizational goals.
• Member in Credit Committee, evaluating and approving clients credit applications requests.
• Established effective communication channels with customers & major contracting companies to foster partnerships and collaborations.
• Establishing marketing strategies and social media tactics, creating content and selling message that resonates with target audience to increase MQL (Marketing Qualified Leads) and SQL ( Sales Qualified Leads)
• Leading a team of 5 marketing professionals, fostering collaboration, and driving a culture of creativity and excellence.
• Strategize comprehensive marketing briefs and directives based on campaign strategies, ensuring a clear and consistent message.
• Designing & successfully launching promotional sales offers and marketing campaigns to increase market share for the Cement, AAC blocks and RM concrete targeting individuals and corporate customers.
• Developed and drafted marketing collaboration agreements with IKEA & Safat AL Ghanim, Mastara, Bleach to provided exclusive offers for the Acico customers at zero cost to Acico.
• Conduct rigorous reviews of financial statements, sales figures, activity reports, and other performance metrics to gauge productivity and achievement of objectives, pinpointing areas where cost reduction and program enhancements were required.
• Screening & selecting sales distributors/resellers, designed a rebate pricing system for boosting sales through commercial distributors.
• Designing the successful launch of GGBFS products, achieving 30% market penetration within the first 7 months.
• Implemented data-driven decision-making processes, resulting in a 50 % improvement in campaign effectiveness and ROI.
• Implemented a procedure for the social media monitoring and screening competition activities in the social media.
• Responsible for prequalifying the company at new customer organizations and maintaining the acquired certifications.
Oct 2016-
Director, Facilities Management & Siemens Building Automation
Gulf Engineering Co., Kuwait, Siemens Building Technologies Solution Partner
Deliver general management to Boodai Constructions Company while directing Facilities Management operations in Gulf Engineering Company and Siemens Building Technologies Solution Partner. Supervised turnkey operations and maintenance activities. Develop Group strategies for PPP schemes and global strategic partnerships, screening/selecting potential global partners and drafting/negotiating business partnership agreements. Coordinate resources and business transactions. Embed sales, marketing, and pricing policies for both companies. Collaborate with Siemens BT INT to formulate annual sales plans/target negotiations. Maintain strong relationships with VVIP and organisations of key clients.
• Managed to secure award for high level Engineering Services, facilities management contracts & total facility Operations & Maintenance contracts exceeding 200 million USD in Oil & Gas, Healthcare, commercial and Institutional sectors
Ministry of Health Group IV 14 Million KD For Gulf Engineering Co.
Ministry of Health Group II 12 Million KD For Gulf Engineering Co
KNPC Mina Ahmadi Refinery O&G 4.74 Million KD For Gulf Engineering Co
Kuwait University, Khaldyia Campus and Shwaikh campus 5.5 Million KD
5.3 Million KDD For Gulf Engineering Co
KOC- Ahmadi Industrial & Residential O&M 3.5 Million KD For Gulf Engineering Co
Central Bank of Kuwait (New High Rise Bldg HQ) 2.2 Million KD For Gulf Engineering Co
KIPIC- General Services & Facilities 3.8 Million KD For Boodai Constructions Co,
West Bekaa waste water project system 9 Million USD$-- Lebanon For Boodai Constructions Co,
Private Sector contracts for Kuwait Land marks like Olympia Tower, Yaal Mall, Wafra Real Estate & REAM Real Estate Portfolios
● Reduced costs by 22 % and increased growth opportunities with effective budget planning to guarantee profitability.
● Obtained award for high-level engineering services, total facilities and maintenance contracts, as well as facilities management contracts surpassing $200M in oil & gas, institutional, healthcare, and commercial sectors.
● Holds proven distinction in managing B2B as well as B2C business unites as GEC are the sole agent of Rheem Air-conditioning units in Kuwait; steered the projects delivery team and the tenders committee team to successful delivery and win rate of 2 of 5 in the tenders in both contracting BU and government maintenance contracts.
Introduced automated call centre, and technical service teams for On Call Maintenance operations.
● Reached growth targets by creating and encouraging aggressive sales targets and establishing overall business plan for each division.
● Opened new branch in Lebanon for Boodai Constructions Company after acquiring projects in Lebanon, financed by International Financiers.
● Created efficient organisation structure aimed at assigning tasks to each employee (+1800 persons).
● Reorganised structure of operations, strengthening functional departments and establishing tendering department by hiring new employees to form platform for growth while subsequently enabling company’s participation in tenders for mega-sized projects
● Transformed company operations to focus on quality and operational efficiency with a turnaround plan for Group facilities maintenance operations.
● Commanded GEC to have 50% of hard services contracts in the maintenance BU within 18 months
● Oversaw leadership and development of company business strategies and objectives. Champion QHSE values within the group.
Director Business & Strategic Development
Responsible for the development and revenue target achievement for the company operational business lines (+ 1 Billion USD$ Turnover) operating in Kuwait, Egypt and UAE
Business Lines:
- PPP & BOT Schemes projects Power, water and waste management
- EPC Power, Water & Waste Water
- O&M in Power & Water & Oil & Gas
- Facilities Management
- Industrial Maintenance
Member of the Kharafi strategic BD steering committee and representing company in JV & consortium setups.
Headed business development and revenue target achievement for company operational business lines in Kuwait, Egypt, Lebanon, and UAE that included operations & maintenance in power/water/oil/gas, facilities management, industrial maintenance, oil & gas construction, EPC power/water/wastewater, as well as PPP & BOT scheme projects. Led teaming-up process and proper partnership structure with contractors. Prepared legal documentation MOU, pre-bid agreements, and joint ventures while quantifying risk and return relationships for new ventures. Evaluated contracts and request for proposals’ (RFPs) terms/conditions, suggesting attractive pricing and bidding strategies. Selected financial, technical, and legal advisors for development projects. Maintained awareness of new business opportunities, detecting winning probability against competitors establishing the GO NO GO process & Bid NO BID. Formulated and negotiated Joint Ventures JV and Consortium setups and agreements. Screened and selected international technology partners.
●Kuwait Airport Terminal Two Project worth $4B, first concentrated solar power CSP 50 MW EPC project in Kuwait, first 10 MW grid connected PV project, and Doha Reverse Osmosis Sea Water Desalination Plant.
● Analysed the current growth rate & planning strategy laid for augmenting the turnover.
● Led various projects within facilities management, including Kuwait main stadium, all Amiri Palaces and Council of Ministries facilities, as well as Avenues Mall.
● Oversaw turnkey O&M contract of Doha West Power Plant, Sabyja, and Shuaiba North Power Plant, including turnaround and shutdowns at petrochemical plants and refineries for industrial maintenance projects.
● Contributed to PPP and BOT scheme business lines with multi-million-dollar projects.
● Kept up to date on competitor activities and strategies like pricing trends, losses, awards, and policies while determining reasons for competitor losses and monitoring competitor’s project performance.
• Served as member of Kharafi Strategic Business Development Committee, preparing potential market analysis (PMA) to divide projects to potential projects, bidding projects, tenders submitted projects, and lowest bidder L1 projects.
Examples of Projects Achievements:
Development (PPP & BOT scheme) Power, Wastewater - Um Hayman Sewage Treatment Plant, (500, 000 m3/day-1.7 Billion USD$)
- AlAbdalyia Integrated Solar Combined Cycle ISCC (40 MW+240 MW- 650 Million USD$)
- Kabd Waste to Energy ( One million Ton per year)
EPC Power, Water & Waste Water - First Concentrated Solar Power CSP 50 MW EPC+6 years O&M project in Kuwait. First 10 MW grid connected PV project EPC+ 6 years O&M.
- Sulaibyia Extension waste water treatment plant Teriary treatment + Reverse Osmosis plant 625, 000 Cubic meter/day
- Conversion to Combined Cycle of Sabyia & Azzour PP 250 MW each JV KN/DF.
- Sabyia 750 MW combined Cycle JV KN/DF
- Kuwait airport Terminal 2 project ( 4 Billion USD$)
Industrial Maintenance, Power, Oil & Gas & Waste Water - Turn Key O&M contract of Doha West Power plant, Sabyia and Shuaiba North Power plant
- Maintenance contract (mechanical, electrical, FF, FA, I&C) in several Power generation, transmission sites & in Kuwait three Refineries
- Shutdowns at Refineries and Petrochemical plants
Facilities Management - Kuwait main stadium (Jaber AlAhmed)
- Avenues Mall, - All Amiri Palaces and Council of Ministries facilities
Division General Manager Nov2007-Sept 2011
ELSewedy Electric Group
Functioned in multiple roles for various projects within the Group, providing operations management, commercial management, project management, and general management in wide range of business lines. Managed construction and startup of €30M investment and +250K sqmt factory at Ain Sokhna while securing first order for newly formed company.
Operations Manager:
PSP-ElSewedy Power Systems Projects company, EPC power turnkey project arm, overseeing engineering, procurement, construction, and procurement departments.
o Managed operations sector in strong matrixed structure by reorganising/developing PSP company organisation and work process flow to qualify company as higher-class EPC turnkey contractor.
o Successfully negotiated and acquired fast-track EPC contract for three Diesel GenSets 40 MW power plants in Cameroon.
o Influenced competitive advantage after guiding business development throughout tendering stages, commercial/technical negotiations, and contract clause setting.
o Realised 20% project margins improvement through engineering optimisation and procurement contract negotiations.
o Successfully directed company restructuring effort to reduce stagnation and increase productivity within departments including contracts, business development, finance, HR and safety, and quality assurance.
o Abu Qir 2X650 MW CP118 Project-Cameron 3 Diesel Power Plants Project, Egypt AlShabab, Damietta and West Damietta Gas Turbine Projects 2000 MW.
o EHV/HV/MV substations and transmission lines for utilities and industrial sector
VP Commercial:
SET Schaaf-ElSewedy Industries AG, Joint Venture, Steel Fabrication Plant for Wind Steel Towers, and Joint Venture
Subsidiary of ElSewedy Electric-Wind Energy.
o Launched new investments and production facility, focusing on sales/business development, opening strategic sales channels, and marketing for market penetration of €30M investment cost joint stock company.
o starting up new investments and production facility, synchronised progress of construction, staff hiring, and machinery procuring in compliance with paid capital raising and fund injections.
General Manager:
Iskraemeco Energy Measurement, A new investment subsidiary of ELSewedy Electric within the electronics industry.
o Acted as due diligence team member for total acquisition of Slovenian industry leader Iskraemeco Energy Measurement and Management, producing conventional energy meters and smart energy meters.
o Starting up an establishing the new100K Sqmt, $20M, manufacturing facility at 10th of Ramdan city. Harmonized the commissioning operations, manpower hiring & training, procuring production lines and localizing the supply chain,
o Opened markets for energy meters in MEA regions by locking ands built up the distribution sales channels.
General Manager 2002 - 2007
Oxbow Carbon & Minerals - Manufacturing Middle East Operation (Mining Industry)
1) Oxbow Egypt Limited a Free Zone Company fully owned by Oxbow Carbon & Minerals of USA operating a 20 Million USD$ crushing, screening and packing plant (74 employees ).,
2) Oxbow Carbon & Minerals Middle East Liaison Office (8 employees)
Lead US producer and trader of Raw Materials to Steel and Aluminum Industries
• Managed a project of green field investment to construct the crushing and packing plant and supervised the start up and commissioning of the project under the free zone law.
• Business Development: Doubled revenue from EGP 30 million to 65 million in 3 years through optimization of Sales & Service channels, introduction of new products and venturing into regional markets
• Strategic Planning: Directed product mix towards future demand and introduced long term rental as a new business concept to maximize client retention
• Supplier Relationship: Managed ailing supplier relationship resulting in strong cooperation and extension of credit lines
• Organizational Restructuring: As a green field investment, orchestrated a full organizational restructuring in the areas of HR, Principle Relationships, Sales & Service, Finance and IT
HR: Participated with the mother company in designing the staffing plan and the job description.
Oversaw the profiling of employees, the release of non-productive elements, embarked on an aggressive training program for balance employees, hiring and integration of new and productive calibers.
• Positioned and placed the company as a market leader in its field, sales covering about 35 % of the demand of the Egyptian market and to the major regional Steel Mills and Foundries in Egypt, Gulf Region and Mediterranean Region.
Oxbow Carbon & Minerals Middle East Liaison Office
Representing the USA headquarters in negotiating and managing the contract concluded in the Middle East Region, reporting to the Managing Director.
• Managing a long term sourcing concession contracts with major regional Petroleum Refineries ( Midor- Egypt, Kuwait Petroleum Corporation - Kuwait)and supply contracts with Major regional Aluminum smelters ( Dubal - Dubai, EgyptAlum- Egypt) and representing the company infront of other parties.
• Negotiating the contracts extensions bi yearly and develop the pricing formulas
• Supervising the inbound and outbound logistics activities and marine contracts including Chartering, fixing of vessels and Contract of Affreightment.(COA)
Managed a project of green field investment to construct the crushing and packing plant and supervised the start
up and commissioning of the project under the free zone law.
• Business Development: Doubled revenue from EGP 30 million to 65 million in 3 years through optimization of
Sales & Service channels, introduction of new products and venturing into regional markets
• Strategic Planning: Directed product mix towards future demand and introduced long term rental as a new
business concept to maximize client retention
• Supplier Relationship: Managed ailing supplier relationship resulting in strong cooperation and extension of
credit lines
• Organizational Restructuring: As a green field investment, orchestrated a full organizational restructuring in the
areas of HR, Principle Relationships, Sales & Service, Finance and IT
HR: Participated with the mother company in designing the staffing plan and the job description.
Oversaw the profiling of employees, the release of non-productive elements, embarked on an aggressive
training program for balance employees, hiring and integration of new and productive calibers.
• Positioned and placed the company as a market leader in its field, sales covering about 35 % of the demand of
the Egyptian market and to the major regional Steel Mills and Foundries in Egypt, Gulf Region and Mediterranean
Region.
Oxbow Carbon & Minerals Middle East Liaison Office
Representing the USA headquarters in negotiating and managing the contract concluded in the Middle East Region,
reporting to the Managing Director.
• Managing a long term sourcing concession contracts with major regional Petroleum Refineries ( Midor- Egypt,
Kuwait Petroleum Corporation - Kuwait)and supply contracts with Major regional Aluminum smelters ( Dubal -
Dubai, EgyptAlum- Egypt) and representing the company infront of other parties.
• Negotiating the contracts extensions bi yearly and develop the pricing formulas
• Supervising the inbound and outbound logistics activities and marine contracts including Chartering, fixing of
vessels and Contract of Affreightment.(COA)
North Africa &East Mediterranean, Regional office KWU OW1-Power Generation Group
• Responsible for the sales of the services (spare parts and technical assistance) of the Siemens installed power
generation units all over Egypt(44% of all Egypt installed thermal generation capacity)
• Establish strategic sales plans to achieve corporate objectives, both short and long range for products and services
sales through a one-year plan.
• Detecting new business opportunities outside of power area, creating the need and following up to secure the award
of the job.
• Prepare and negotiate proposals for all field service activities.
• Managing contract terms and conditions to fulfill time schedule through project execution and remittance of
outstanding dues.
• Creating quotation and commercial terms using the Siemens SAP software, responsible for the documentary credits
and shipping documents follow up
• Guide preparation of sales activity reports and present to executive management.
Sales Engineer - Deputy Manager Electricity Dept. 1995 - 1999
Local Sales Rep. General Electric Power Systems, Arab Engineering Distribution Company (AEDCO)
Worked closely with Power & Energy generation customers at all levels; senior management to plant engineers to lead AEDCO/GE sales efforts. Focused efforts on Egyptian Electricity Authority (EEA).
• Achieved record sales in 1998;exceeding USD 11.5MM(95% increase over traditional business volume from Egypt.
• Member of the development team within GE Power Systems to develop the first IPP (Independent power Producer) project in Egypt Sidi Krir Power Plant 2X325MW Steam Power Plant BOOT contract.
• Developed excellent relationships among the customer base, and leveraged relationships to close orders.
• Lead GE sales team and customer organization to determine winning pricing levels for competitive bids (tendering intelligence).
• Responsible for the documentary credits and shipping documents follow up
• Establish strategic sales plans to achieve corporate objectives, both short and long range for products and services sales through a one-year plan.
Ranked first. Focus on International markets, strategic management, regional agreements, inbound & outbound logistics
Electrical Power Engineering & Electrical Machines