Sales & Marketing Manager, Western & South Regions
Fawaz Refrigeration Co.,
Total des années d'expérience :20 years, 4 Mois
Responsible for all Western & South Regions sales& Marketing functions in addition to all the regions warehouses related functions, staff management, and customs clearance functions.
Major Accomplishments:
Penetrated the Metro Project (major project in KSA ), built up a rapport with all consortium and subcontractors, closed some deals like UPS & ATS.
Set up a new price strategy for generators and Xylem/ Flygt pumps.
Structured the loyalty rewarding programme for some of our channel partners & OEM’s.
Closed the deal for 29 tunnels in Riyadh.
Key Deliverables:
Leading the sales & marketing activities for water & wasit water solutions, Power solutions, metering solutions, system solutions, logitcs solutions, heavy machinery & spare parts.
Leading the metro project team including the sales activity and the communcation with the our man vendors like ( Kohler Power, Xylem, Schnieder, Socomiec etc.)
Prepare the strategy plan for the region related to market analysis, Market structure, Market share, Market size, Channel structure, Price structure, competitor analysis, SWOT analysis.
Building the strategies for channel partners and market segments.
Responsibility of Regional Budget & Targets set by high Management Authority
Penetrated and opened new opportunities through projects specifications and sales support. Leading teams to meet/surpass all goals, profit and market share
Built a sustained relationships with broad range of industry leading firms including Ministries, Universities, NWC, transportaion, SEC, Ministries, contractors, OEM’s., PB's & etc..
mentoring team members in generating sale for respective product portfolios across the target market segments of the region
Major Accomplishments:
Led the eastern region teams (Projects sales, OEM sales, technical & service teams) to accomplish business and operational targets.
Set up new structure by dividing the market into 6 segments: Health, Residential, infrastructure, Educational, Hospitality & Light Industry projects to enhance business opportunities based on customers’ needs in every segment
Instrumental in developing/ maintaining sustained relationships with broad range of industry leading firms including Royal commission ( Jubail & Yanbue), SWCC, SEC, Ministries, SABIC, DMM Uni., KFUPM, Consultants, contractors and OEM’s
Key Deliverables:
Spearheading sales & marketing activities for low voltage products (Breaker, switches, control, enclosures, Din-Rail components & services)
Defining/ implementing strategies for enhancing penetration across the channel partner market segment
Setting up business strategies related to market analysis (structure, share & size), channel/ price structure, competitor/ SWOT analysis
Developing rapport with key decision makers across existing client & prospect organizations for effectively closing identified business deals
Collating market intelligence on competition & other market trends for reengineering business strategies
Updating deal structure, risks, competitive stance to internal stakeholders for agreement and approvals prior to negotiating/ closing contracts
Leading proposal development process with the assigned proposal manager/ team in order to deliver highly competitive and differentiated bids
Functioning as primary sales and account management representative to the assigned accounts and/or geography, by establishing/ implementing appropriate sales strategies
Grooming/ mentoring team members in generating sale for respective product portfolios across the target market segments of the region
Major Accomplishments:
Set up strategic partnership with major OEM’s (HVAC, GENSET, Pumps & etc.) like WESCOSA, Azamil AC & Saudi Technique in Saudi Arabia
Key Deliverables:
Coordinated day to day operations of the OEMs (Original Manufacturer equipment) business in Saudi Arabia and led the sales team in the Eastern province
Followed up with support teams in implementing The LVP sales organization, distributor's strategy and Panel Builder's strategy
Involved in recruiting & building teams to launch the OEM channel to enhance market share/ revenue growth as well as rendering support to other channels
Organized trainings & seminars to enhance customer knowledge on OEM products. Secured three mega opportunities in Eastern region
Guided team members in accomplishing order, revenue and collection targets for the eastern region
Penetrated Bahrain & Qatar market by completing major projects like Bahrain Financial Harbor, Bahrain city garden, Bahrain Al Moayaed tower, Qatar Nakilat project amongst others
Major Accomplishments:
Enhanced sales by 30% with 15% increase in customer base
Successfully penetrated UL market by using available UL ranges and organized trainings and presentations for customers
Obtained approval from KFU-PM and ARAMCO for ABB products leading to completion of 5MSAR projects
Conducted market survey about the OEM’s in Saudi and created OEM data base for the kingdom leading to significant increase in business generation
Key Deliverables:
Led the sales & technical teams in developing/ maintaining productive relations with customers across Al Jubail Area to penetrate UL market to establish and new channel for OEM’s
Interacted with customers for collating/ evaluating requirements for providing customized solutions
Groomed/ mentored team members in accomplishing order, revenue and collection targets in the eastern region
Major Accomplishments:
Rated high for consistently enhancing sales targets (20%) and customer base by 25%
Enhanced business by 40% in the first year by acquiring three new channel partners (1 Distributor & 2 panel builders)
Key Deliverables:
Managed projects sales & channel partner activities and assisted channel partners (distributors, panel builders) in enhancing market share and revenue across the eastern region
Guided channel partners in effectively closing business deals with significant business and revenue impact
Generated awareness on organizational products and services by organizing various promotional programs for the target market segment
Major Accomplishments:
Played key role in penetrating/ opening new opportunities through projects specifications, presenting and marketing products
Enhanced sales by 30% within the first 6 months and improved quotation stock by 80% in the first year
Increased customer base by 25% through weekly presentations/ trainings on ABB products for customers
Key Deliverables:
Managed sales of LVP automation & power products, rendered support to channel partners in accomplishing business targets
Built/ maintained productive business relationship with clients in the Central region for effectively closing identified business deals
Spearheaded regional sales in Al Khobar in the eastern region and enhanced number of distributors/ panel builders
Major Accomplishments:
Saved 40% project cost by handing over 18 sites to SCECO out of 24+ sites by team members within 1 year & 6 months
Accomplished cost saving by 30% through optimized resource utilization
Key Deliverables:
Led telecom teams (Civil, Mechanical & Electrical ) working on tower erection, mobile system & data transfer
Managed installation, testing & commissioning of telecommunication equipment
Electrical Engineering/Telecommunications
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