Business Division Head - Industrial Equipment
Al Shirawi Enterprises LLC
مجموع سنوات الخبرة :20 years, 6 أشهر
As a Business Development Manager of Material Handling Equipment & Racking Division, I’m the head of sales, services and product management division, responsible for brands: STILL GmbH Material Handling Equipment, GENKINGER Material Handling, Link51 Storage Systems and Weland Largersystem for vertical lift storage throughout the UAE.
Reporting to the General Manager of Construction Equipment and Material Handling, my main responsibilities are to:
Maintain best relationship with principals with ensuring the endurance of support and progress updates with special projects and key accounts.
Manage division’s Profit & Loss account (P&L) with implementing tactical strategies to enrich top and bottom lines against aimed and budgeted division’s profitability & expenditures.
Provide direct management of key functional managers and executives in the business units of the division to achieve company’s revenue and profit objectives.
Set and develop each department’s budget and ensure adherence of meeting targets.
Ensure overall delivery and quality of the units’ offerings to the customers as per the company’s quality guidelines.
Oversee daily operations of business units with monitoring sales and services results to ensure achievement in comparison to targeted budgets.
Engage in key accounts, governmental seniors and targeted customers meetings to present the company and corporate in promoting the division’s product portfolio and related services.
Evaluate and decide upon key investments in equipment and talents hiring.
Engage with company & corporate officers in broader organizational strategy planning.
Drive and promote the turn-key solution concept which consists of offering right configured specifications of equipment, customized equipment solution and best optimized racking layout design to ensure maximum utilization and the highest throughputs to meet customer’s operational demands.
Well represent company’s image by collaborating with customers, government, community organizations, and employees as well as enforcing ethical business practices and promoting corporate’s mission and values.
Ensure meeting objective Customer Satisfaction Index score (CSI) of the company.
Study, develop and forecast market trends and customers demand to grasp new business opportunities.
Ensure compliance of division’s transaction to ISO certified SOP of daily transactions with adherence of departments’ heads & executives in the division to the implementation of set procedures and cohesive reporting.
As a Regional Product Manager of Construction Equipment Division - I’m head of the “Technical Office” the responsible for providing commercial & technical support to regional sales teams and clients throughout the UAE, KSA, Bahrain, Qatar and Oman. Division’s brands of responsibilities are: Volvo CE, SDLG, Merlo Telehandlers, Hartl Crushers & Screeners, Doosan Portable Compressors and CompAir Compressors.
Reporting to Regional General Manager of Construction Equipment Division, my main responsibilities are to:
Manage consistent and daily communications with principals for business prospects, pricing and order planning.
Monitor business prospects across the region on weekly basis, with emphasizing on spot deals & key accounts as well as evaluating the participation rate per product segment.
Manage the regional stock machines based on business prospects and rolling forecast monthly basis. Review, verify & approve domestic stock orders for the region.
Manage unit inventory control & logistics team for division's product range, with ensure minimum stock turn days, cost-effective logistics operation and maintaining proper & sufficient product mix.
Conduct monthly study of market trends as per product segments per territory on basis of: Shipments and FID Retails (First-In-Dirt), along with communicating concluded analysis to the regional Sales Managers with recommended actions and to ensure efficient implementation.
Study and provide competitive analysis to core products versus existing competitors in each market, with building up the sales arguments library that enable sales team in negotiations with customers.
Monitor Salesmen’s performance & efficiency on monthly and quarterly basis and formulate necessary action strategies jointly with regional managers.
Strategically maintain profitable business by negotiating with principals, international & local suppliers to minimize the cost that contributes to gross margin.
Manage the new product launches along with central marketing team into the respective regions, with planning the marketing campaigns and PR activities accordingly.
Liaise with Principals’ Product Support team to implement live productivity test with competitors, to build up sales argument and detailed comparison to sales team.
Support the sales team in tenders studies and compliance with its requirements and ensure the right configured machines and best commercial bidding prices.
Liaise with internal functions within regional team: Marketing, Aftermarket & Technical Competence team to harmonize the support to the region in the most effective way.
Manage the yearly “Dealership Operation System” program run by the principals, covering all business aspects: Sales, Aftermarket, Training, Rental / Used and Financial services.
CNH Industrial is global leader in Capital Goods sector, manufacturer of CASE & New Holland machinery for Construction Equipment (CE) & Agricultural Equipment (AGR). Working for its Regional Representative Office located in Dubai Airport Free-Zone (DAFZ), my role as Field Marketing Manager responsible for Construction Equipment in the Middle East regions: GCC, Levant, Egypt, Sudan, Iraq & Iran plus Libya, Ethiopia & Djibouti. Reporting to Africa & Middle East Senior Business Director, my main responsibilities are to:
Develop dealership network for both brands: Case & New Holland in the region by support in enhancing operation structure of individual distributor in aspects of: Sales, Aftersales and Services.
Manage the retail activities with dealers in terms of: product segmentation, competition analysis and setting proper pricing positioning strategies.
Manage product and brand marketing activities in order to support the increase of market share, sales volumes of products and services through distributor network in the Middle East in compliance with regional sales strategy.
Manage the marketing plans and monitoring the plans implementation of dealers in forms of: promotions, advertisement, editorials, events…etc.
Technically manage the product range and support dealers in applications, fleet configuration & implementing FAB concept to end-users.
Plan and conduct continued training sessions to dealers’ sales individuals to enrich sales competences & product knowledge through online and face to face training programs.
Manage activities with Headquarter in cooperation with internal functions of Marketing Management, Product Management and Finance drive implementation of new business development initiatives (pricing, launch of new software systems, new products… etc)
Collaborate with central marketing resources to develop marketing initiatives addressing communication needs (dealer portal, sales and technical training events and materials, sales support materials, regular AME newsletters).
Contribute to increase sales, Market Share, brand visibility and network strength in Middle East.
Enforce sales planning / forecasting by distributors and contribute to monthly/annual reporting and forecasting.
Deliver monthly forecast for retail sales via distributors.
Communicate monthly report on distributor activities, news, opportunities and challenges.
Retain the key data related to the distribution network: retails, inventory, salesmen and key personnel contact details always up to date.
As a Regional Product Manager for Linde MH Department in the Storage & Handling Solutions
Division (SHS) - I am leading the “Technical Office” the responsible for providing all technical
consultancies and commercial support to the sales team as well as clients throughout the UAE, Qatar
and Oman.
Reporting to the General Manager, my main responsibilities are to:
Lead the “Technical Office” with ensuring timely & efficient support to the salesmen.
Manage communications and relations throughout the supply chain - from manufacturer to
end customer - to maintain the highest standards at all stages in line to targeted CSI.
Plan and conduct continued training sessions to the sales team on product-range technical
features & updates, competition analysis and newly launched models to enrich team’s
competences & product knowledge.
Optimise customers’ fleets with providing full technical support adequate to achieve the
highest productivity with lowest possible cost to prestigious customers & key accounts.
Approve all issued quotations by technical office technically & commercially with ensuring that
each quotation fulfills the customer’s exact application with full specifications & valid pricing.
Diagnose & resolve technical obstacles which obstruct the operation flow at customers’ sites
relevant to Logistic and material handling operation.
Liaise with principals to communicate markets updates and products updates to maintain the
technical office & sales team updated with all basic information & updates in product range.
Monitor and analyze business potential within existing & new customers’ base to formulate
and implement the suitable strategies supporting the sales team in seizing customers’
confidence in order to facilitate orders awarding.
Strategically maintain profitable business by minimizing the bottom line through negotiating
with principals, international & local suppliers that result higher GP (Gross Profit) matches
corporate target.
Monitor Salesmen’s performance & efficiency on monthly and quarterly basis and formulate
necessary strategies with time framed action plan.
Forecast the overall stock (in terms of models, specification and quantity) based on market
demands, inputs and prospective growth of domestic and regional markets.
Liaise with departments of: Marketing, Logistics and Service to ensure the efficient progress
of daily coordination relevant to Sales Department’s business.
During my role in Unatrac International (the international part of the group) as Technical Support
Engineer; reporting to the Group Technical office Manager, my responsibilities were mainly to:
Handle all technical aspects of the Material Handling Equipment requirements along with
Construction Equipment segment beside Man-Lift equipment (the brand JLG) and heavy
trucks/container handlers (the brand TAYLOR).
Issue all sales & technical quotations of Material Handling (for all territories except of Egypt)
& Construction Equipment (Only for African districts ‘East & West Africa’).
Contact the principles for any technical obstacle, Special pricing assistance & updated
information of the product range.
Prepare sales reports monthly basis & evaluate the sales achievement for each territory.
Estimate the annual forecast of each territory with coordinating with Districts Sales Managers.
Al-Haggar Company is one of the market leaders of compressed air technology in Egypt. My role as
Technical Support & Sales Engineer while covering the industrial areas in Alexandria reported to
National Sales Manager and my responsibilities were mainly to:
Handle all Pneumatic Automated System inquires: technical consultancies, sales & Marketing
for the brand CAMOZZI.
Design/modify Pneumatic Circuits due to the customer’s application with properly selection
the necessary pneumatic circuit component.
Study customer’s exact application to configure suitable air compressor type (Reciprocating
‘El-Haggar’ or Screw type stationary & portable ‘Kaeser’) that fulfills application’s requirements
in terms of air discharge/pressure rates and suitable air treatment system.
My responsibility was mainly to handle technical aspects of the Central A/C projects’: Thermal Load
Calculations with Selection of proper equipment, design the Air Duct Networks (using AutoCAD, Elite)
& all relevant designs of water piping, fittings & allocation of Air Handling units (AHU).