Essam Aridi

- Overall responsible for Sales, Marketing and Specification for Jotun Powder Saudi.
- Work with sales team in all 3 regions on day-to-day activities to maximize the sales volumes.
- Prepare and submit 3 years sales budget, set the yearly sales plane based on the same and cascaded the plane to the team across in order to achieve budgeted sales volume and value, gross margin, collection and sales growth.
• Manage department goals by setting key performance indicators to Area Sales Managers in (Dammam, Riyadh, Jeddah) to have an effective performance measurement.
• Recruit and train sales staff as per Jotun guidelines.
• Strengthen teamwork by providing support on a one to one basis as well as at a team level to ensure goals
• Design the Product Portfolio and pricing strategy to ensure having a balanced product mix that is satisfying the marketing requirements and assist in achieving the company strategies.
• Co-ordinate with the MEIA Region and Global Segment Managers to ensure that the unit sales are aligned to the region/segment strategies and communicate the product/market development needs and support required.
• Coordinate with all corporate concept managers to implement the relevant marketing activities to promote product/market concepts.
• Monitor collection to ensure customer payment is received within the agreed terms to achieve budgeted days outstanding.
• Reduce working capital by improving forecasting, reducing slow moving stocks and reducing DSO’s
• Grow market share through expansion of dealer’s network across the country.
• Execute marketing communication activities which includes product launches and branding in order to ensure vertical integration with the Segment marketing plan.
• Increase market awareness of brands and products by regularly analyzing relevant sales data and supporting the sales teams with marketing tools they need.
• Generate marketing deliverables with the marketing manager (insight, business case, key selling arguments)
• Responsible for solid implementation of innovations, campaigns and products relaunches

• Responsible for sales in central region and projects sales in the kingdom within a team of 3 sales and 1 specification members.
• Prepare annual direct and projects’ sales budget, quarterly forecasts, business risk analysis and must win battels for the region.
• Manage the sales team in central region and project team for the kingdom and assign market plans that are in line with the company profitability strategy of the year.
• Monitor competitors’ activities in the region and set plans to increase competitor’s entry barrier within existing customers and attach in non-buying customers.
• Coordinate with the production and customer service departments in planning monthly production schedule on sales team input and their highlights of high priority orders.
• Coordinate with supply chain department in terms of providing sales forecasts to allow them plan for raw material import.
• Monitor on weekly basis collection from customers and measure it is within targeted DSO.
• Directly handling major accounts in building component, industrial segment, fabricators and consultants.
• Set weekly sales meeting with the sales team to review sales activities for the previous week and plans for the next week activities.

• Establish and maintain strong relationships with key clients and asset owners in order to influence specification decision-making at the project design stage.
• Monitor construction activities in the market, especially high-end development projects, by scanning published data and through industry contacts to ensure an up-to-date project data base.
• Establish and maintain close contact with all leading architects, specifiers and project development companies by regular visits and seminars/presentations to keep them informed of our new and existing high-performance products and systems to ensure high awareness level.
• Follow up projects with designers, contractors, fabricators and job coaters to specify our products and ensure the fabricator will use our specified product and avoid specs deviations.
• Establish strong relationship with aluminum fabricators around the kingdom and work with them jointly to win projects.
• Coordinate with local sales team by sharing project/specification information to ensure follow up at sales level.
• Ensure the implementation of company and divisional strategy by close liaison with divisional management team to nurture all available support.
• Achieved in 2017 the highest ever results in selling our premium products in Saudi Unit.

 Specifying market requirements for current and future products by conducting market research supported by on-going visits to customers and non-customers.

 Building and maintaining relationships with key corporate decision makers, establishing large volume, high profit accounts with excellent levels of retention and loyalty.

 Obtaining products’ approvals through managing the entire submittal process (shop drawings, materials data, samples and product data).

 Developing and implementing strategic sales plans to accommodate corporate goals.

 Developed dealer/ distributor network, designed dealer territories, appointed agents and provided support.

 Diversified the business portfolio; capitalizing on the business opportunities in the market.

 Made technical and commercial analysis of quotations/bids, negotiated and concluded multi-million riyals contracts.

 Performing presentations related to factory products for clients in coordination with sales representatives.

 Meeting with key clients, assisting sales representative with maintaining relationships, negotiating and closing deals.

 Providing the management with precise data and information related to sales results and forecast.

 Monitoring order processing by coordinating with factory staff to ensure timely deliveries.

 Developed dealer/ distributor network, redesigned dealer territories, appointed agents and provided support.

 Forecasting orders and sales of assigned territory and submit monthly report.

 Involved in recruitment and training of new staff.

 In charge of over 18 staff including 4 sales representatives.

- Follow up mechanical equipment and system construction activities through daily interaction with contractors, suppliers, vendors, plant staff and report directly to the construction manager.

- Manage heavy equipment activities including terrain cranes, truck mounted cranes, forklift trucks, man lifts and reach stackers.

- Co-ordinate the availability of vehicles and equipment with field construction personnel as necessary to carry out the repair works accordingly.

- Approaching and pushing the suppliers and visiting their factories if necessary.

- Expedite workflow according to the updated plan.

- Review and approve the subcontractors monthly bills based on the completed activities and manpower report.

- Responsible of the installation of RO (Reverse Osmosis) water treatment plant that produces 20m3/h of drinking water and 15 m3/h of de-mineralized water. This includes: Water tanks erection, equipments installation, pumps alignment UPVC high pressure process piping, GI and SS outdoor piping with performing all tests required.