Sales & Key accounts Manager ( Oil& Gas)
Air Liquide
Total years of experience :24 years, 11 Months
Air Liquide is the world leader in gases for industry. The Group offers innovative solutions based on continuously enhanced technologies. Air Liquide produces air gases (oxygen, nitrogen, argon, rare gases, etc.) and many other gases, including hydrogen. Started operation in Saudi Arabia in 2009.
Sales & Key accounts Manager ( Oil& Gas)
Job Description & Responsibilities:
Successful major accomplishes :
o Accomplish ARAMCO Vendor Registration & run the bulk business with ARAMCO.
o Accomplish Vendor Registration with “Saudi Aramco Total Oil Refining and Petrochemical co” (SATORP).
o Accomplish Luberef, SMREF Vendor Registrations and develop & run the sales with them.
o Success in winning SUPPLY OF STARTUP HYDROGEN FOR HYDROGEN PRODUCTION UNUITS (SATORP).
o Blanket agreement with the major wellhead & Pipelines services companies like Halliburton, Schlumberger, Baker Hughes, NPS, RISAL and Weatherford.
Develop, Sales and consolidate the Key /Strategic accounts in the country including:
ARAMCO and all its Key Sub Contractors in Oil Well services segment.( Upstream & Downstream related )
ARAMCO J.Vs companies such as SAMREF, LUBEREF, YASREF SASREF, SATORP, etcetera
Dealing with the EPC contractors in Saudi Arabia.
Increase and Improve the visibility of Air Liquide among the Key and Strategic Oil & Gas Accounts in
the Kingdom.
Develop and Monitor KPIs for the Key accounts and report monthly on the progress and
Performance of Oil & Gas key accounts and the Key prospects..
Consolidate and communicate internally, the market intelligence pertaining to the activities of key accounts/prospects.
Interacts with Air Liquide operation and technical Management.
Sharing in finding new strategies to develop the business in region.
Negotiate and closed deals /firm contract of the high value $ projects.
Local follow up, sales of new equipment into Saudi Arabia
Successful major won projects list includes
o Aramco WASEA Bulk Plant Project ( MOV valves)
o Aramco Additional Capacity Phase-II Exp ( MOV Valves) Bulk Plants.
o Based on my responsibility for the after Market business, a Purchasing Blanket spare parts agreement have been signed with ARAMCO & SABIC. ( 5-years Blanket Agreement).
Key & focal contact for all Tyco Valves & Controls for any O&G , Petrochemical and Power projects in Saudi Arabia.
Plans and conducts market research to identify opportunities for increased O&G sales in Saudi.
Set-up and implement sales strategy for O&G, petrochemical and power daily sales markets and projects markets.
Promote Tyco, Specify Tyco’s products in the major accounts/key customers .
Organized events, seminars and presentation to the end users and make sure that we invite the right and concerned audience/ End-Users.
Negotiate prices agreement with key customer ( for the aftermarket business).
Cooperate with the maintenance department to bring and secure more repairing / maintenance business (for the aftermarket Business)
Negotiate and closed deals of the high value $ projects.
Monitors and evaluates the O&G activities and products of the competition in the Kingdom.
Investigates new product opportunities and recommends research and development work.
Prepare periodic sales report showing sales volume, potential sales & service sales, and areas of proposed client base expansion.
Achieve defined sales targets.
Jan 2008 - September 2010 Al-Rushaid Group Saudi Arabia ( Eastern & Western regions)
Job Description & Responsibilities:
* Strategic management of Al-Rushaid business (Oil, Gas, Petrochemicals Water & Power industries)
* Managing Sales and Marketing operations/ activities of Al-Rushaid's principles.
* Managed to sign long term firm purchasing/blanket agreements ( Dresser-Rand, Flowserve, FMC and Cameron) with major clients/ accounts by driving the principle with the decision makers from the client's side which led to an increase in the spare parts sales by 20% for the same installation base, as orders process became shorter and easier for the end users.
* Direct contact with key customers ARAMCO, SABIC, Saudi Electricity company, SWCC, Marafiq and ARAMCO's JVs
* Close interacting with the end users & improves the business relations by carefully listening to their problems and solving them in a short time.
*Convince the clients to use our local maintenance / workshop facilities ( Dresser-rand, Flowserve) to repair our rotating equipments such as Dresser-Rand compressors and Flowserve pumps in addition to take the responsibility to repairing the other competitors rotating equipments which led to increase the spare part & maintenance/ service business.
*Good knowledge of the competitors installation base.
*Plant s Turnaround & Shutdown Maintenance
*Strategic planning and leading for Al-Rushaid's team (Sales Engineers, Sales administrators)
* Provide Monthly reports and periodic reports of my sales activities.
*Organized events, seminars & ensured that we invite the right & concerned audience.
*Yearly double digit growth '+30 % growth 09 over 08'.
Feb 2004- Jan 2008 National Oil well Varco- NOV Saudi Arabia (Dammam)
National Oilwell Varco is a worldwide leader in the design, manufacture and sale of equipment and components used in oil and gas drilling and production, the provision of oilfield inspection and other services, and supply chain integration services to the upstream oil and gas industry
Key Account Manager (Oil and Gas industry Upstream Sector)
* Marketing NOV's technologies that add value to companies operations.
* Managing key accounts ( ARAMCO Drilling Department & other Drilling contractors), understanding their business nature and agree with them about the proper solutions. Tend to have closer business landscape and relation links, which add for both side's benefits and goals.
* Development of customer's base and expanding customer coverage and demands.
* Follow up customers' inquiries, needs and demands, in addition to explore the potentials they might use efficiently.
* Increased the service and the spare business by signing a consignment and blanket service and spare parts agreements.
* convince the customer to outsource his maintenance work/activities by using our fully integrated local workshop.
* coordinating with the NOV overseas branches in order to promote the new/ developed technologies to our clients & opening new sales opportunities.
* Building a strong relationships and create internal teamwork environment and external productive environment, which add all in over all objectives.
* Maximize the resources available, developing self-capabilities and potentials by continuous performance progress monitoring and follow up for professional and business objectives.
* Identify new opportunities, ensuring maximum sales growth and more operational efficiency.
June 1999- Jan 2004 N.C.R Saudi Arabia (Dammam & Khobar)
NCR Corporation is an American technology company specializing in kiosk products, Its main products are self-service kiosks, point-of-sale terminals, automated teller machines, check processing systems, barcode scanners, Servers, Receipt Printers, Networks ( Cisco Partner), and business consumables.
Key Account Manager ( Information technologies)
* Plan and manage multiple key accounts and understanding their problems & desired requirements and develop proper solutions to recover.
* Responsible for reviewing new installations and upgrade technical plans.
* prepare project staffing estimates, and monitor project status and skills requirements; participate in ensuring or ensures appropriate resource levels and mix of competencies among subordinate staff
* Ensure efficient project management to dependably deliver assigned aspects of installations/upgrades/service in a timely manner.
B.Sc in Electrical Engineering, Applied Science University, Amman- Jordan