Service & Sales Manager
MTU & ZF) Marine, Zamil Offshore Service Co Ltd
مجموع سنوات الخبرة :15 years, 3 أشهر
Established new MTU - SPSR (service partner with sales rights) between MTU and Zamil Offshore services in
2016, after achieving the KPI figures, which was set in 2017, then promoted to full distributor rights in 2018.
• Achieved a 450% increase in revenue between 2017 and 2018, by reaching 90% sales hit rates of new/ reman
engines, gear boxes, spare parts and services since my appointment, despite tough competition from similar
competitors/ local suppliers in the area.
• Developed full workshop setup as per ISO and MTU standards which are equipped with all the necessary general
tools, special tools, measuring devices, swivel stands, cleaning area with pressure testing tank, sand blast
machine and overhead cranes from 0.5 tons up to 20 tons.
• Developing a five-year business plan by analyzing the engines population in KSA and the actual and future
demand for premium and high potential clients.
• Handling MTU and ZF as a separate business unit within Zamil Offshore services, setting strong Organogram,
setting up the CAPEX to start building up the staff, facilities, training, etc.
• Preparing an accurate yearly budget and ensuring proper execution on monthly basis.
• Hiring proper staff from admin, document controller, sales, spare parts, service engineers (electronic &
mechanical), technicians and helpers from all over the world. Highly recommend diversity at work to get a healthy
environment.
• Ensuring OJT (on-job training) is implemented and moving smoothly between experienced service staff and newly
fresh candidates with integrity, passion, and love.
• Conducting weekly meetings with technical staff to discuss all technical issues that arise with their customers
whether solved or not as to share always the knowledge between the team.
• Conducting weekly meetings with the sales team to ensure the targets that have been set for them are not
deviating and to update with the on-going and upcoming tender’s bids and directs sales orders of new MTU & ZF
products.
• Providing technical assistance/ support to customers whenever needed thru phone calls, emails or short visits in
order to improve the relationship.
• Conduct big meetings with premium clients such as RNSF (Royal Naval Saudi Force), Border Guard, Saudi
Aramco and offshore operational services to provide a high level of technical clarifications for signing long term
agreements in supplying spare parts and services.
• Successfully met all tenders/projects timelines and client requirements with a spend reduction of 5%.
• Supporting and guiding the service team with all the technical documentations while performing commissioning,
troubleshooting, flushing systems, repairing, modification and all qualification levels up to major overhauls.
• Ensuring high quality while service team communicating with customers directly and when preparing the technical
service reports.
• Developing a separate section for the sub-assemblies (components) to overhaul all the cylinder heads, injectors,
turbo-chargers, sea, and fresh water pumps.
• Created all the templates of the quotations, purchase orders, invoices, delivery notes, service time sheets,
technical service reports including the terms and conditions for the mode of payments and other exclusions.
• Preparing the service quotation forms by adding the right labor hours required for each service job depending on
the nature of that task. Fixing the labor charges per hour for normal and warranty jobs.
• Setting the right markups and profits for selling new engines/ gear boxes and spare parts considering all the
additional external charges such as logistics part (shipments, containers, customs duty, mode of shipment). I
check everything with the sales and spare parts team to ensure safe quotations are produced with correct profit
margins and contingency.
• Monitoring the SOA of the customers strictly to follow-up with cash collection and ensure that our customer's
payment behavior is positive so nothing falls as overdue.
• Overseeing financial reporting and controlling the budgets including authorizing any expenditure in order to control
and minimize spending.
• Creating a strong warehouse management system to control the spare parts in the western and eastern region of
the kingdom.
• Implementing a strong ERP system to ensure proper systematic business flow and smooth and accurate supply
chain.
• Conducting top management meetings with board members, MD, and group GM on a monthly basis to discuss
critical and confidential issues regarding business development.
• Directly report to the group GM on a daily and weekly basis, whenever required. Discussing the revenue forecast
on monthly basis with the performance management team too.
• Ensuring that all the warranty services and warranty spare parts are claimed back from Germany thru TOGA
system. Also, the REMAN engines and old spare parts have been returned to the factory for core charges
reimbursed thru TCMS system.
• Mobilizing flying doctors worldwide, whenever needed for performing a specific service job in KSA.
Reviewing project proposal and deliverables with the Project Management Team and other related departments
(Stakeholders) that will be involved to determine the proper lead time, funding limitations, procedures for
accomplishing the project, staffing requirements, and allotment of available resources to various phases of the
project.
• Maintain good communication with Project Stakeholders and Sub-Contractors to assure timely and efficient
completion of jobs, proper communication of issues, and proper documentation of the entire process of individual
Work Packages.
• Following-up continuously with the main Clients on all on-going/pending issues.
• Participates in kick off meetings with our discipline engineers and client including all types of coordination between
them.
• Preparing the EPC-SOW, cost estimation methodology and Pricing schedules reports for mega projects including
all vendors/supplier’s communication.
• Conducting site visits to assess the nature of work and provide input to the proposal department.
• Preparing weekly & monthly progress reports to clients and attending management meetings including updates to
the steering committee.
• Ensuring that all deliverables are submitted to client on-time and in high quality standards.
• Preparing document register and fix weightage for deliverables including fixing the document delivery schedule in
coordination with disciplines.
• Preparing contract documents for third parties and monitor their activities including the time consumed on the
project.
• Weekly / Monthly communication with HOD of PMC and various discipline heads in order to discuss the internal
and external progress of the projects, maintain the high-quality standards, deliverables on time with no overrun as
to budget, managing variations.
• Performing the 8-Strong Management Tools of Ramboll within all project life cycles.
• Monitoring and controlling the document controller activities to ensure that all templates, Inter discipline checks are
aligned with the client and Ramboll standards.
• Review and finalization of CTR & offer including preparation of all necessary attachments.
• Preparation of all technical and commercial Bid documents with a list of deliverables, activities, qualifications, and
exclusions.
• Choosing a team leads for the Bid projects of multi-disciplines and conducting meetings for explaining the SOW
carefully for an accurate and sharp understanding of client requirements.
On top of the service engineer responsibilities, as a team leader, I am responsible for end to end management of
major projects for key MTU clients in Abu Dhabi
• Handled multimillion navigation refit projects for UAE Navy achieving exceptional results in record time
• Key responsibilities:
o Client quotations and proposals (including man hours, spare parts, team structure, work schedule, and
cost) liaising with the sales team and spare parts department
o Leading project teams including task briefing and follow-ups, shift assignment, technical support,
motivation and appraisal in line with company targets and performance standards
o Ensuring performance gaps or quality issues are highlighted and resolved in a timely manner
o Mentoring and training of junior and new staff
o Client interaction and management to discuss the scope of work and weekly progress maintaining highest
levels of client satisfaction
o Weekly reports and management meetings & updates to MTU senior management
Maintenance and overhauling of marine & industrial engines, generators, compressors, military trucks & tanks:
o Commissioning and troubleshooting including inspection, sea trials, repairing & overhauling
o Testing the overhauled/repaired engines using Test Bench and comparing vs. standard performance
metrics set by MTU Germany
o Dismantling and assembly of engine parts pre- and post-troubleshooting
o Liaising with MTU HQ in Germany for technical support and suggestions for modifications/improvements in
current and upcoming models
• Electronic maintenance & support:
o Electronic readings, monitoring, and troubleshooting of engines using various engine control systems such
as ADEC (Advanced Diesel Engine Control)
o Fixing/replacement of faulty parts such as PIMS, MEMS, actuators, and sensors
Maintenance and Overhaul of diesel engines/generators series (183) of Mercedes-Benz OM400 & maintenance of
Graduation project: Automatic Temprature Control Via PLC (Passed with Distinction) Full-Design of a Dual process (Heating & Cooling) of fluid in a closed system