SALES MANAGER
SAINT GOBAIN PAM (PIPELINE)
مجموع سنوات الخبرة :16 years, 6 أشهر
• Develop Business and market strategies related to product sales of pipes, fittings, valves, fire Hydrants and mechanical joints which are suitable for water, treated sewage & sewerage Infrastructure projects.
• Build and manage long term relationships with government clients, consultants, contractors, distributors and agents. This involves account mapping, studying organization structures and their decision making process.
• Study market volume, price & client budget and accordingly forecast budgets and sales
opportunities.
• Benchmark competitors for price, product technicalities, market structure and capacities.
• Manage distributor and agent activities and ensuring they achieve their respective budgets and comply with their agency contract.
• Prioritize and direct the tasks of technical, operations and logistics department. This includes accurate quotes for tenders and job in hand by operations team, complaint technical documents by technical team and timely delivery of goods by the logistics dept.
• Negotiate commercial and financial terms and conditions of all contracts before executing orders.
• Provide client, consultant and contractors with technical and design support.
• Organize approvals of products and pre-qualification of products and respective factories through client visits, submittals, presentations and promotions.
• Liaise with main office and factory to ensure timely delivery and correspondence.
• Ensure timely collection of receivables.
• Introduce, promote and market new product innovations and specifications.
• Major client exposure with pipeline infrastructure clients and contractors in Qatar.
• Responsible for Sales/ Business Development into projects - HVAC & Spareparts, Valves & Fittings, Pipes Fittings, Flanges to various clients in Oil & Gas / Petrochemical industries, power plants all over Middle East.
• Manage Sales Administration for the region ensuring timely and correct completion of product introduction, prequalification, registration and approvals with new Companies.
• Preparation of Quotations, tenders and competitive bids for major green and brownfield projects
• Responding to RFQ’s / BOQ’s within stipulated time, thereby checking our own local stocks available & overseas suppliers (if not available from stock).
• Creation and analysis of general sales reporting; including quotation activity, success ratios, order levels and profitability
• Travel internationally
• Facilitate Third Party Inspection and Certificates as per clients request
• Management of global shipping and staging logistics.
• Negotiate contracts with customers
• Acting as an alternative key customer contact point
• Liaise with Procurement Department, Logistic department & Suppliers/Principal to ensure timely and quality material execution as per terms & conditions agreed mutually.
• Follow up regularly with clients with status of quotes sent to them
• Ability to trouble shoot and manage the customer effectively for any complex situation that may arise including delivery delay, discrepancy in supplies, customs clearance delay & certificate issues etc.
• Liaise with accounts for performance and bid bonds and vendor payments
• Attending Trade fairs, technical & commercial meetings with end users, EPCs, Consultants and principal’s training.
• Preparation of reports - Monthly, Quarterly, Strategy and others when required
MAJOR CLIENTS HANDLED:
Qatar: Qatar Petroleum, Qatar Petroleum Development Co Ltd (Japan), Occidental Petroleum of Qatar Ltd (OXY), ORYX GTL, Qatar Fuel Additives Co Ltd (QAFAC), Qatar Vinyl Company (QVC) etc.
UAE: Dragon Oil Turkmenistan Ltd, ALMCO Group (Iraq), Drake & Scull, SERGAS, RAKGAS, Topaz Engineering etc.
Egypt: Egyptian General Petroleum Corporation (EGPC), Khalda Petroleum Company, Ieoc Production B V (eni) etc.
Duties & Responsibilities;
• Responsible for institutional, project and channel sales of chemically treated finger jointed edge glued panels boards, treated rubber woods, wooden flooring, plywoods, wooden boards, timber logs, doors and frames.
• Prepare Quotations and Marketing Reports.
• Update all the information regarding the Product, Sales, Market etc
• Develop and implement business plan for the market
• Identify business opportunity and formulate Product Plan
• Participate international and domestic Trade fairs.
• Achieving / Exceeding annual sales target
• Develop and maintain the relationship with existing and prospective customer
• Negotiating and closing sales by agreeing upon terms and condition with the Clients.
• Market Intelligence, defining and recommending market opportunities by product line, market segment and geographical area.
• Highly involves in making of promotional strategies including advertisement matters, publicity programs, sales promotion and customer segmentation.
• Responsible for Sales/ Business Development of finger jointed edge glued treated panel boards, treated rubber woods, solid & skin doors, frames and timber logs.
• Selling product concept in projects.
• Participated international and domestic trade fairs and seminars across the cities in India.
• Highly involve advertisement matters, publicity programs, and sales promotion.
• Making product presentation and demonstration.
• Creation and analysis of general sales reporting; including quotation activity, order levels and promote and organizes all the activities related to products in the given territory area
• Host customer visits, conduct dealer/customer meet.
• Follow-up research concluded improved budgets, increased profits and improved morale.
• After sales follow up.
• Carry out market research and identify competitive products.