General Manager
Giza Misr for Transmission and Distribution GM T&D
مجموع سنوات الخبرة :28 years, 7 أشهر
Managing all company activities ( business development; tendering; operation; project managers; supply chain and HR ) to achieve the required goals in terms of establishing relations with executive managerial positions; awarding tenders with profitable margins; projects excusion within scheduled plans; achieving overall cpmany turnover and maintaing profitability and targeted margin.
*Identify, evaluate, develop or acquire and close business opportunities in the market .
*Securing orders to achieve overall budget M120 EGP in Contracting and panels sales business.
*Setting sales and business development strategies to penetrate into new business segments as contractor and panels supplier throughout prequalify the company in different utilities such as Oil & Gas, water and waste water Authority, Electricity holding company. Approaching consultants and Large EPC to build trustful business relations.
* Building sales team and reinforcing tendering team to be capable to face market challenges.
* Monitoring and studying market demand that may guide to add new business activities / products to company portfolio.
*Responsible about achieving overall sales targets of Oil distribution transformers, Dry transformers and power transformers in GCC including KSA, Levant countries, Pakistan and new developed countries .
* Participate in placing the global Transformers segment strategy to meet Region/Country requirements and implements with country specific action plans.
* Define key targets (e.g. volume, prices, portfolio mix) for sales team and ensures these are achieved for the segment(s).
* Selling and developing business through Utilities, EPC and major projects contractors.
*Ensure detailed business/sales plans are in place with regular follow up. Drives the growth of the top line in each target segment
* Prequalifying transformers product in different teritory utilities and placing in vendor list
* Ensure the team is well prepared and has the necessary internal support to pursue and manage large project contracts and helping negotiate complex legal and commercial international frame agreements.
* Build and maintain strong relationships at senior levels in different segments with the key stakeholders.
*Primary responsibility to design and implement strategies and programs that direct both the marketing and sales of the products, services and solutions to market segments ( GCC& Pakistan )
* Responsible for overall sales performance of business line or segment, achieving targeted budget with targeted margin in both country wise and product family wise.
* Achieving high growth in utilities segment sales in terms of sales volume and margin via direct selling to utilities or via EPC, partners and channels .
* Monitor competitors’ products, including relevant sales and marketing data
* Supporting marketing team in prequalification process and promoting for Automation Grid solutions (EcoStruxure solution)
* Creating and Developing strong relationships with key client’s stakeholders at senior ( C-level ) and mid management level.
*Gathering Market intelligence to support marketing team to build marketing strategy (product mapping and Go to market plan)
*Developing and implementing Team Goals and objectives to be in line with overall company strategy .
1. Identify and develop new markets for the company products and services in the market area .
2. Actively manage and measure performance of existing partners, agents and distributors in market area .
3. establish new partnering arrangements for the company products, in particular maximizing package/mini substation opportunities for the market and export it.
4.Issue a monthly sales management forecast and report to the Global sales & marketing director with input from the area sales mangers .
5. Formulate and follow dedicated and focused business plans for new markets and develop and execute these in line with budget.
6. Manage the targets and goals of the sales management team and support staff and contribute fully in the senior management team.
7. Actively contribute to development plan for new products with the research and development function via the technical marketing function .
8. Leading commercial contact at regional exhibitions and trade shows .
9. Ensure that company products are effectively supported within agreed budget.
10. Create fact based presentations that support the company's point of view that resonates with customer.
11. Working effectively with the Global and Marketing team and other regional offices as point of contact for reviews, updates and information for marketing related issues and concerns .
According to the company products range which are as follow: producing power transformers up to 200 MVA, 220 KV and dry transformers up to 10 MVA, 33KV .
*Carry out market research and competitive analysis to capture proper export opportunities in the neighbor countries including north of Africa, black Africa, Levant and gulf countries.
* Maintain and develop existing and new customers through planned individual account support and liaison with internal order-processing staff.
* Plan and carry out direct marketing activities to agreed budgets, sales, volume values, product mix and time scales.
*Achieving of annual sales goals ( Approximate annual Gross Sales Value about 45 M$ ).
*Achieving of monthly sales and invoicing targets .
*Managing the prequalification file in the gulf countries and targeted countries / authorities .
*Use personal judgment and initiative to develop effective and constructive solutions to challenges and obstacles in export activity and procedure.
*Liaise and attend meetings with other company functions necessary to perform duties and aid business and organizational development.
*Establish export sales arms in the targeted countries including sales offices and/or agents.
*Identify and study potential business opportunities in the export markets and come up with recommended tactics whereby the company can expand its business in these countries.
* Define and implement a specific vision for the company in agreement with CEO according to the market strategy and corporate vision and ambition
* Define in relation with CEO & CFO company objectives as well as financial, production and human resources needed to achieve these objectives.
* Managing and coordinating all activities of the businesses with regard to, but not limited to;marketing, sales, operation, supply chain management, finance and human resources to ensure its effective execution.
* Reviewing financial statements, sales, operation activities reports and other performance data to measure productivity and goal achievement and to determine areas needing cost reduction and program improvement.
*Accountable for monitoring and analyzing performance against plans and recommend appropriate actions required to meet or over achieve business objectives.
* Accountable for the effective management through defined KPI’s for all business streams of the company (Marketing, Sales, HR, Supply Chain and Operations) to achieve company goals.
*Accountable for effective and efficient utilization of all human and financial resources in the company.
* Accountable and responsible to define and implement PR plans with local authorities
*Accountable to ensure effective communication / information within the company as well as between the company and H.O.
* Accountable and responsible to solve all legal matters in relation with country of operation legal presence as per H.O. directives
* Accountable to develop and maintain good relationships with major clients and large accounts.
* Accountable for the efficient management and control of the investments that is discussed with and approved by CEO and CFO
* Accountable to achieve the agreed upon KPI`s targets as per the Market objectives of the country’s dashboards:
- P&L
- Profitability,
- Investment .,
- EBITA,
- Marketing General Expenses`,
- Headcount expenses & cost per employee,
- CAPEX,
For Industrial field of distribution transformers, dry type transformers, power transformers, package substation, LV panels, electronic energy meters and H.V substations :
*Opening and developing new business opportunities in existing and new markets ( Syria, Jordan, Iraq, Libya, Algeria, Yemen, , ..... ).
* Pre-qualifying products of the company in the targeted markets ( Gulf countries )
* Prepare and introduce Sales and marketing plans and budgets for the target markets .
* Implement strategies to improve market share
* Prepare proposals with the general manager that are geared to awarding the tenders and maximize profit .
* Preparing and presenting the company pre-qualification file to the targeted electricity authorities to obtain the approval of each market on our products .
*Coordinate with design office for design product comply with each country specifications and fulfill customer needs with min. cost
*Achieving of annual sales goals ( approximate annual gross sales volume 30 M$ ).
*Achieving of monthly sales and invoicing targets .
*Conducting a market analysis at different sales area .
*Meet large account and update them on their current portofolio .
*Attend exhibitions related to the industry .
*Works with the general manager and advertising agencies on preparing necessary collateral material and marketing tools .
* Ensure the function operates within cost restrains .
*Supervise, motivate and monitor team performance.
*Work in teamwork effectively & Direct the action to achieve the targeted services sales ( Rehabilitation, Renovation, Extensions, maintenance contract, spare parts and turn key projects ) within the frame of company profitability and high quality of execution.
* Contributes to achieve the Company targets (Turnover, Margin & Invoicing) & quality of services.
*Contribute in the quality of contract’s execution from the technical, commercial, administrative, financial & judicial view points to fulfil all contract obligations.
*Develops customer’s relation by opening new channels & penetrate in new markets.
*Contributes for the quality of agreements with customers & Suppliers to ensure the best commercial conditions.
* Direct the subordinates to achieve the company targets .
* Maintain the services division sales budget to support the autonomous services activity.
* Preparing and proposing an appropriate services offer ( Rehabilitation, Renovations, Extensions for L.V and M.V switchgear, Maintenance contract, spare parts and turn key projects ) to match customer’s requirements and optimize margins .
*Following up with customers to secure sales in line with budgeted targets .
*Follow up the projects/orders to ascertain that the customer receives proper and timely results on due time .
* In charge for controlling the cost of project/order to secure the budgeted margin .
* Contribution for ensuring customer satisfaction & company profitability
*Preparing and proposing with sales force an appropriate services/project offer/tender ( Rehabilitation, Renovations, Extension for L.V and M.V switchgear, Maintenance contact, spare parts and turn key projects ) to match customer’s requirements and optimize margins .
*Following up with customers, in coordination with the sales team, to secure sales in line with budgeted targets .
*Responsible for the quality of orders execution from the technical and commercial viewpoints to fulfil all order obligations to ensure customer satisfaction and company profitability .
*Directing the order and motivating the colleagues involved in its various stages/related activities to ascertain that customer receives proper and timely result
*Preparing and presenting to the service manger the orders status reports on a continuous basis to monitor the orders progress and final job profitability.
*Following up with the factory the orders status to meet customer delivery deadlines.
*Addressing to customer requests whenever required, to guarantee their complete satisfaction .
* Preparing the technical offers, Technical support for sales force and technical training for sales representatives .
* Preparing the technical data sheet for the production sector, determine the weight of each material in the cable for pricing by cost department .
*Studies for product development : Cost reduction studies, organizing and recording all the trials for the new cables out of the product range .
*Technical Sales support for sales force .
*following up the order cycle in the production phase to ensure the matching with the contractual delivery time
*Preparing Bill Of Quantity for all the components of the system.
* Designing and preparing the shop drawings of the Power circuit & Control circuit of the following equipments :
( Automation control panel, Low Voltage Distribution Board - under license of Siemens )
& ( Medium Voltage switchgear 11 kV, 24 kV - under license of AEG ) .
* Follow up order execution in the workshop for the equipments based on design drawings and preparing of as built drawings.
Bachelor's degree in electrical power engineering , Cairo university (1990-1995) . Graduation project : utilization of touristic village Graduation grade : Good Graduation project grade : Excellent..
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