Sales Manager, Oil & Gas and Petrochemicals
Babcock & Wilcox
مجموع سنوات الخبرة :25 years, 2 أشهر
Established, built, and maintained long term relationships with key customers in Canada and USA for engineered products including steam generators, heat exchangers and pressure vessels and services for customers in power generation, utilities, industrial and oil and gas customers. Oversaw customer account management, sales planning, and strategic development.
• Grew customer base, adding new accounts. Increased sales revenue by developing and implementing sales plans for each primary opportunity. Developed negotiation list of opportunities, supporting focused approach for closing sales.
• Participated in industry events, trade shows, and presentations, and developing sales / market plans for North American region increasing market visibility and penetration.
• Developed tactical project sales leads with new and existing customers, coordinating negotiations and preparations of contracts. Involved in technical and commercial aspects of bid process, presenting proposals to customers.
• Developed strong relationships at all levels of target customer organizations including engineers, project managers, procurement managers and executives.
Responsible for the business development and sales of customized engineered Electrical and Mechanical Packaged Systems including E-Houses, Central Plants and Pump and Compressor Packages to customers across Canada in Oil & Gas, Mining, Industrial and EPC companies. Responsible for customer account management, sales planning, and strategic development and management and growth of OEM Accounts.
• Grew customer base, adding new accounts. Increased sales revenue by developing and implementing sales plans for each primary opportunity. Developed negotiation list of opportunities, supporting focused approach for closing sales.
• Participated in industry events, trade shows, and presentations, and developing sales / market plans for all the regions in Canada increasing market visibility and penetration.
• Managed the preparation of quotes and proposals for customers in oil and gas, mining and industrial sectors.
• Travelling across Canada to develop business and participate in Industry events including seminars, exhibitions & trade shows.
Developed business and sold Siemens products, systems and solutions including power generation, totally-integrated power and automation solutions, motors and drives, water treatment solutions, Electrical-Houses, Motor Control Centers (MCC), Variable Frequency Drives (VFD), and substations. Oversaw quote process and content, from preparation and submission of quotations during bid state through to customer clarifications, negotiations, and order execution.
• Developed sales presentations, outlining value proposition of Siemens solution to major EPC companies and end-users, including major players in utilities, industrial, oil & gas, petrochemicals, and Liquefied Natural Gas (LNG) sectors.
• Identified and mapped decision makers in key accounts, focusing on developing account plans for each major account.
• Responsible for the account management, account planning, strategic account development and representing the division’s products and solutions to both end users and the engineering community including EPCs, developers and consultants. Coordinated and managed the quote process, reducing preparation time.
• Developed on-time, high-value proposals for customers. Maintained quotation database, accurately tracking all quotes, deriving relevant statistics and increasing focus on strategic quotes and improving closing time.
Developed business and was responsible for sales of GE Energy products and services for the regions of Ontario, Manitoba, and Saskatchewan, responsible for sales forecasting / planning and account management of existing clients and new customers. Oversaw account planning and account management of key customers in industrial, power generation, utilities, mining, paper and pulp, and petrochemical sectors. Sold electrical motors, its servicing, installation, maintenance, and Motors & Generators (M&G) and their field and repair services. Participated in preparation of sales proposals, including cost analysis, pricing, delivery, and payment schedules.
• Increased engagements with key accounts, including Manitoba Hydro, Vale, Gold Corp, Potash, Saskatchewan Power, generating orders for GE products and services.
• Increased new-customer base by identifying and mapping decision makers / influencers in customer organizations, establishing effective relationships.
• Negotiated sales contracts, managing sales proposal process, responsible for successful closing of opportunities.
• Reviewed commercial bid specifications, identifying and supporting opportunities by communicating sales strategies.
• Responsible for sales of plant equipment and field services and spare parts, including on-site repair, retrofit or upgrade (or service center repair, if required) for motors, drives, transformers, and other plant equipment.
Developed business and managed sales of customized engineered products in the USA, Middle East including Saudi Arabia, UAE, Bahrain and Qatar and the Far East, Asia, and Africa regions. Participated in DTI process, managing process from preparation of sales proposal to completion of projects, including cost analysis, pricing, warranty, delivery, and payment. Prospected new business, identifying, profiling, and soliciting potential clients.
• Prepared annual marketing plan, formulating sales promotion strategies, competitor analysis, and marketing strategies, increasing penetration and market share. Established new regions and customers.
• Prepared quotations and participated in tenders, developing proposals and project costs (materials, labor, time required to complete), increasing success rate.
• Developed proposals, illustrating product benefits and providing solutions for higher profitability.
• Appointed sales agents and distributors, analyzing performance and providing technical / commercial support, increasing market penetration, order activities, and sales revenues. Overachieved sales targets.
• Achieved revenue targets by travelling internationally to customer locations, delivering sales presentations, seminars, and exhibitions. Negotiated contracts and closed opportunities.
Sold industrial plant equipment and maintenance / repair services of plant equipment, power generation equipment including turbines and field services to industrial, power generation, power plants and oil & gas sectors. Responsible for account management and sales to assigned customers.
• Promoted sales to existing clients and increased customer base by targeting and establishing new accounts.
• Sold industrial machinery (gas turbine components, rotating equipment, and plant equipment) to government and private sector customers. Sold maintenance contracts and service agreements (field engineering, technical services) for overhauling, upgrades, repair and testing electrical plant equipment (turbines, generators, motors, switchgears).
• Generated and developed proposals of industrial equipment by performing on-site inspections of plant equipment, accurately estimating costs.
• Sales Forecasting and Sales Planning. Market Research involving Sales History and Competition Analysis.
MBA from Institute of Business Administration (IBA) Karachi which is the top ranking business school of the region.