B2B Key Accounts Sales Leader
TECHNO GROUP OF TRADE & INDUSTRIES
Total years of experience :12 years, 5 Months
• Managelarge portfolio of accounts across 4 core sectors in Middle East - Oil & Gas, Infrastructure, Utilities and Government
• Manage key account of the Saudi Electricity Company and generated annual sales for GRP Distribution Boxes of 80Million Riyal(single, double, 4C & CT remotes boxes)
• Won/ finishedinfrastructural projects from majorcontractors in Saudi Arabia in total value of:
• 1 Million SAR - Faisal Electro-Mechanical Co ltd
• 1.5 Million SAR - China Geo Engineering Corporation (Saudi Branch)
• 1 Million SAR - Albawani Construction Company
• 1.5 Million SAR - Al-Ayuni Investment &Contracting
• 2.5 Million SAR Anasab Co.
• 1 Million SAR - Mapainşaat
• 7 Million SAR - Kolininşaat
• Perform as an Account Development Manager for MEA countries for hardware & software smart metering solutions:
• AMM - AMI Systems (meter data management & billing software)
• FRP Electric Meter Boxes (Single, Double & Quadruple Consumer)
• Water Meter Box
• Work closely with EMEA Vice President (EDMI) and Techno Fiber President to meet customer requirements in engineering, solution design support, and managing mid to large project deliveries
• Provide all the necessary certifications and vendor approvals for business activities
• Identify new customers and create plans to seize new business opportunities to maximize revenue in accordance with pre-defined targets
• Monitor ongoing and forthcoming projects with contractors and ensure that allocated partners bid to these projects and follow up to secure orders to EDMI products and systems.
• Maintain relationships with consultants to promote and specify EDMI products and services
• Hold successful technical sales presentations for consultants, contractors and end users
• Analyze market trends and competitors to establish competitive pricing strategies with the Techno Fiber VP
• Drive profitable growth for assigned sectors by using innovative strategies and business development model
• Develop and sustain relationships with customer management, business units, central functions and external partners
• Manage large portfolio of accounts across 4 core sectors in Middle East - Oil & Gas, Infrastructure, Utilities and Government
• Manage key account of the Saudi Electricity Company for GRP Distribution Boxes (single, double, 4C & CT remotes boxes)
• Won/ finished infrastructural projects from major contractors in Saudi Arabia
• Perform as an Account Development Manager for MEA countries for hardware & software smart metering solutions:
• AMM - AMI Systems (meter data management & billing software)
• FRP Electric Meter Boxes (Single, Double & Quadruple Consumer)
• Water Meter Box
• Work closely with EMEA Vice President (EDMI) and Techno Fiber President to meet customer requirements in engineering, solution design support, and managing mid to large project deliveries
• Provide all the necessary certifications and vendor approvals for business activities
• Identify new customers and new business opportunities to maximize revenue in accordance with pre-defined targets
• Monitor ongoing and forthcoming projects with contractors and ensure that allocated partners bid to these projects and follow up to secure orders to EDMI products and systems.
• Maintain relationships with consultants to promote and specify EDMI products and services
• Analyze market trends and competitors to establish competitive pricing strategies with the Techno Fiber VP
• Drive profitable growth for assigned sectors by using innovative strategies and business development model
• Develop and sustain relationships with customer management, business units, central functions and external partners
for wire and cables with the annual sales target of Rs. 600 Million
•Achieved major industrial customer sales to projects including textile, sugar, chemical, cement, food &beverages, automobiles, power, packaging
•Formed strong relations with architects, consultants, contractors, and end users
•Prepared Monthly Sales Reports by area/regions to highlight market situation and trends for the management team
•Prepared weekly and monthly forecasts and presented sales estimates included in the production planning process
•Coordinated with production planning department to minimize the demand and supply gap
•Gathered and analysed market data throughout network to develop and review sales plans
•Maximized sales and expanded distribution network by meeting the network expansion targets
the team of six Sales and Application Engineers, providing guidance to ensure business objectives and customer requirements are met
•Developed business plans, forecasts and assessment of risk and opportunities
•Established sales objectives and controlled targets achievement, revenue, expenses
•Managed customer relationships, followed requirements and developed complete solutions
•Managed product portfolio, pricing and margins
•Supervised recovery of payments, trained engineers and arranged product presentations
and generated revenue for a product portfolio of 30 brands
•Generated revenue of PKR 100 Million for the last quarter of 2016 (targets was PKR 200 Million)
•Established sales objectives by forecasting and developing regional annual sales plan
•Supervised application, commissioning and technical application of LV switch gear systems
• Managed sales in commercial, export and oil & gas sector, prepared offers and managed orders
• Analysed competitors, gathered market data, reported on financial KPIs
• Managed sales process from the acquisition of order, technical and commercial clarifications, contract negotiation to the successful project handover to order management department
• Coordinated with internal and external sub-suppliers (local and international)
• Arranged vendor registration approval with major consultants, contractors, industries and government
• Managed tenders and project cost estimation, and applied various competitive market pricing strategies
• Supervised a group of technicians and draftsmen
• Monitored the results and expanded business opportunities to meet the annual target
• Managed marketing activities, including technical presentations and in-house seminars
• Performed quantitative and qualitative market and competitor analysis
• Provided technical and application customer support
REGISTERED ENGINEER Pakistan Engineering Council – PEC (Pakistan)
courses: APC ELITE PARTNER: CERTIFIED FOR DATA CENTER APC by Schneider Electric
REGISTERED ENGINEER Saudi Council of Engineers (Saudi Arabia)