Sales Manager - Aftermarket - Middle East & Asia Region
AAF International (Part of Daikin Industries)
Total years of experience :15 years, 7 Months
Position Summary:
Responsible for overall Aftermarket REFIT Business for Middle East, Central & South Eastern Asia from Sales, Marketing, Regional Development, Budgeting, Target Achievement, Sales Team Development and all Regional & Territory Sales Managers Dotted line reporting with Business Development Director . Appointed in the UK, based in Dubai with extensive travelling in Middle East & Asian Region, and Reports to the General Manager and Business Development Director- Middle East & Asia.
Responsibilities:
•Sales & Marketing Function for Middle East & Asia Region.
•Responsible for Promoting AAF Scope & Services (Upgrade, Retrofit, Refurbishment, Service & Spares) for Gas Turbines, Engine & Compressor Ancillaries End User Requirement for Power & Industrial, Oil & Gas both upstream and downstream Sector and Industries utilizing Power source.
•Setting up Sales team, Independent Channels & Agents for all Business needs as per Regional Business Approach Requirement.
•Identify and Implement Growth Plan for the region.
•Establish with the sales team overall strategy to position AAF as the leader in the Middle Eastern and Asia Region Market.
•Develop account and regional strategies for long term development and revenue growth and Attain establish revenue goals through innovative and strategic selling.
• Implement and coordinate efficient strategies to win and grow local project opportunities by
identifying and cultivating the influencers and decision makers.
•Lead and monitor sales team in tender bids and negotiations to win projects.
•Grow Regional OEM’s, EPC, Gas Turbine Service Provider Accounts and Promote AAF as preferred supplier for the scope with Regional Capabilities and Support.
•Identify suitable collaboration for Turnkey Projects for AAF Scope, work closely with the Client influence
decision makers to promote and influence AAF specification in the Projects.
•Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.
•Road Shows, Marketing Strategies, Sales Forecast, Planning & Implementation of growth plans and
Strategies - long term development and revenue growth for Middle East & Asia region Including Optimization of Sales and Margins.
•Monitoring and reporting competition activities and strategies in Middle East & Asia Regions.
•Implementation of local manufacturing facilities with Operations team as per localization requirement or identifying suitable contractor for AAF scope manufacturing locally aliasing with Operations team.
Position Summary:
•Responsible for Sales & Marketing in UAE, Oman, Qatar & Pakistan Region.
•Responsible for AAF Middle East Gas Turbine OEM’s Aftermarket Accounts (GE PWS, GE Oil & Gas, Siemens, Solar etc. and GT’s Service Provider (TES, IER, WESCO, Wood Group Etc.)
•Responsible for AAF TIAC Product & Scope of Supply Business Growth while working in partnership with
MCP Supplier i.e. TAS, Stellar, Daikin, JIC, Aarner.
Responsibilities:
•Responsible for Promoting AAF Scope & Services (Upgrade, Retrofit, Refurbishment, Service & Spares) for Gas Turbines, Diesel Engine & Compressor Ancillaries End User Requirement & Meeting Sales Targets.
•Retrofit/ Refurbishment/ Upgrade/ Optimization Solution Sales, Supporting with added values Sales strategies i.e. CAPEX & OPEX Chart, Efficiencies & Payback parameter, Tailored made Engineering solution, selling site services for AAF’s scope which includes Turkey Projects as well.
•Conducting Presentation to Clients (O&M team, Supply/ Procurement team), working closely with
Client/ Contractor in Preparing and finalizing Scope of work for the Projects.
•Handling and communicating with existing clients, establishing new clients and registering the company
with numerous new customers/end users for assigned territories/ accounts.
•Contribute directly with the engineering and technical subjects by conducting a site surveys and technical discussions with the clients and counsel with the engineering department.
•Road Shows, Marketing Strategies, Sales Forecast, Planning & Implementation of growth plans and
strategies- long term development and revenue growth for assigned territories Including Optimization of Sales and Margins.
•Monitoring and reporting competition activities and strategies in respective areas.
•Responsible for the whole Tender phase which includes Bid/ Proposal preparation, Contract negotiation, T&C’s, LC’s implementation, technical and commercial negotiation and closure.
•Handling & Development of Territory Agents, Vendor registration in all Power Plants, Gas Transmission & Oil &Gas end user.
•Implement and coordinate efficient strategies to win and grow local project opportunities by identifying and cultivating the influencers and decision makers.
•Well connected with most of the Power Plants in Middle East, Gas Transmission & Oil & Gas sector end user.
•Extensive travel across all designated territories as well to territories where designated Sales Manager not assigned.
•Report to General Manager for P&I Business.
Sales Revenues/ Major Client Contacts List
•Responsible for 5-6 Millions $ Sales Revenue from the Assigned Territories and Accounts.
•Client List: Some of the Client List as per below *
•UAE: DEWA, FEWA, SEWA, ADWEA, DUBAL, EMAL, JBF, RAK Ceramics, ADMA, GASCO, Takreer, ADNOC etc.
•Oman: Barka PP’s (All), SAL, WAJPCO, Phoenix, OMIFCO, Sohar PP’s, ORPIC, OXY, Daleel Petroleum etc.
•Qatar: QP, QAFCO, QAPCO, Oxy, Maersk, QAPCO, QEWC, All PP’s, Qatar Gas, RAs Gas, Shell GTL, Oryx etc.
•Pakistan: All Power Plants, Oil & Gas Companies, Fertilizer Companies Etc.
•OEM’s: Siemens, GE PWS, Dresser Rand, Alstom, Aggreko, SPP, IER, TES, WESCO etc.
Major Sales Achievement:
•TIAC & Filtration Retrofit Upgrade Packages for GE/ Siemens/ Solar Gas Turbines.
•6 No. Evaporative Cooler Package Retrofit GE Gas Turbines.
•GE Oil & Gas Project for Qatar Region- Air Inlet Filtration System Upgrade Packages H (EPA).
•GE PWS Accounts Development with extensive sales growth.
•Long Terms Service Agreement with Siemens Aftermarket Team.
•Exhaust Plenum and Silencer Refurbishment for Gas Turbines.
•AAF Entry to DEWA, SEWA & ADWEA Plants in UAE.
•AAF Entry to MOD, PDO & Oxy.
•AAF Entry & Achievement of Contract to Qatar Gas, Ras Gas, Dolphin, QEWC. OXY & QP Offshore & Onshore Refit activities.
•QP- LTA Spares Agreement for 3 Years.
•Successful in securing LTA for various power plants & Oil & Gas Sector in UAE, Oman and Qatar region.
•Responsible for sales in UAE & Oman.
•Attaining Sales Target for UAE & Oman Region.
•Develop account and regional strategies for long term development and revenue growth
•Sales & Technical link for all Territories Managers for the Middle East HQ.
•Contract negotiation, proposal preparation, package engineering and product development.
•Vendors Registrations process.
•Experience in Sales & Applications of rotary machinery (GT’s/ Compressors & Diesel Engines) auxiliary equipment i.e. Air Inlet Filtration, Turbine Air Inlet Cooling, Acoustic & Exhaust Systems.
•Responsible for approval of all Technical proposals/Quotes/ Contracts.
•Responsible for approval of all proprietary items for the proposed AAF equipment’s for the contracts requirement
•Analyze and propose changes in equipment or use of materials which could result in cost reduction for a more efficient operation.
•Participate in meetings or direct communications with customers to assist in resolution of problems or complaints. Prepare and distributes literature, pricing information, technical data and promotional material to clients.
•Reporting to Regional Sales Manager
•Technical review of client enquiries; recommending conformance with the standards and exceptions for the Job.
•Prepare estimates in conjunction with costing group, including enquiries on subcontractors and liaison with internal engineering support groups for cost data.
•Prepare and present system calculations, technical specifications tender documents, and commercial proposals to the client.
•Participate in meetings or direct communications with customers to assist in resolution of problems or complaints.
•Maintain a teamwork philosophy with other departments to facilitate problem solving and provide good customer service.
•Agree technical/commercial terms and acknowledge order with the end user.
•Responsibility for a project technically and commercially from receipt of the clients’ enquiry through to handover to the projects group Evaluation and approval of the cost estimate for the project
•Workings closely with the projects & operations department to ensure the lead time for the contracts are maintained and meet all customer requirements.
•Trained in AAF Engineering Head Quarter (UK) for the first 8 months with AAF various engineering
departments (Design, Electrical, Costing & Drafting Department)
•Completed B.Tech, Mechanical Engineering from KRISHNA INSTITUTE OF ENGINEERING & TECHNOLOGY (UP TECHNICAL UNIVERSITY -2004-2008), with an aggregate of 74.0% •Completed Higher Secondary (ISC) from BOY’S HIGH SCHOOL & COLLEGE,Allahabad, during the year 2004 with an aggregate of 74% •Completed 10th (ISCE) from BOY’S HIGH SCHOOL & COLLEGE, Allahabad, during the year 2002 with an aggregate of 78%.