Sales and Marketing Engineer
Petra Engineering Industries
Total years of experience :17 years, 8 Months
• Maintain strong relationship with the key customers for future business growth.
• Assist marketing team in preparing sales and marketing plans and strategies implementation to promote company’s HVAC products.
• Develop and maintain relation with design consultants by teaming with design department. Specify Petra products in project specification and design documents while influencing project owners by leveraging relation with the consultants.
• Analyze existing and potential markets to identify and secure business development opportunities.
• Prepare effective proposals, presentations, demonstrations and sales tool on business development opportunities for management.
• Establish and maintain a customer relations management database.
• Conduct competitive product analysis and market research to develop roadmap and sales strategy to secure new business.
• Provide direct customer support for all technical questions regarding HVAC systems, including identifying and implementing energy saving improvements to facilities, preventative maintenance schedules, and basic troubleshooting. Analyze existing systems to provide most cost effective solution for repairs or replacements.
• Enhance of a comprehensive plan to develop the company through an effective strategy to expand the business and cover the entire customers especially in Oil & Gas sectors.
• Developing, managing and leading an effective sales team especially in the segment of Oil & Gas & Industrial.
• Implement set strategies to achieve growth objectives and enhance overall sales achievement with Key Account customers allocated.
• Clarify and influence specifications for new & on-going projects, with customers, end user, and their consultants, and propose PGV solutions during design stage, or as early as possible in the project.
• Drawing up and implementing sales and marketing plans, forecasts, performance, budgets and deadlines.
• Regularly review sales targets as well as ensure proper collection of receivables, status of open offers.
• Assist key customers to properly select the best solution for their application through gaining a clear understanding of their businesses requirements & prepare their offers, professional technical proposal, product awareness, establish and maintain good working relationships with them to encourage repeat and referral business.
• Submit interim reports, weekly, monthly reports to top management and in charge in quarterly board meeting.
• Coordinate with after sales departments and workshops to ensure speedy resolution of customer related problems.
• Carry out direct sales activities by handling key customers account and identify trends in the market, monitor and provide regular feedback about market value, open opportunities, competitor activities & prices, market situation and lost sales reasons.
• Ensure the usage and update of CRM data and quotations, build and maintain customer relationships through effective database management & resolve their problems.
• Overall responsible for securing orders documents, and secure delivery times which is complying with PGH standard and customer’s requirement.
• Responsible for securing payment and commercial terms in line with PGH policy, securing that money is being paid timely by customers.
• Organizing training programs(orientation) for new recruits for achieving pre-planned business targets, leading, monitoring the performance of team members to ensure efficiency in sales operations and meeting of individual & group targets.
- Key achievements:
1. Upgrade on range of approval with Sabic, a new range approval has been received.
2. Three years contract agreement with Saudi Aramco.
3. Applying to cancel the limitation in current approved range with Saudi Aramco.
4. Get required preparation prior to Saudi Aramco qualification and speed up the approval process for Ball valve.
• Manages sales of the company’s products and services in within a defined geographic area,
• Ensures consistent, profitable growth in sales revenues through positive planning, deployment and management of sales personnel.
• Identifies objectives, strategies and action plans to improve short and long-term sales and earnings.
• Prepare the Annual business plan for the sales department and submit it to the General Manager, and share it with the team when approved.
• Translate the annual business plan into monthly/ weekly/ daily action plan that should be implemented by self and the team.
• Ensure the implementation of the sales plan and report the progress to the General Manager.
• Divide territory into workable sub-territories that could be visited each day.
• Prepare and submit the monthly and quarterly reports to the General Manager.
• Complete and submit the daily sales call report of the division.
• Complete and submit the weekly lost sales report of the division.
• Constantly prospect new clients to maximize market share.
• Identify customer needs and present solutions by proposing the right product with the right application.
• Negotiate and close the sale, prepare the contract and collect the first payment.
• Arrange and coordinate with the customers, service department, and shipping department for delivery of unit.
• Collect or assist the accounting department in case of problems in collection.
• Coordinate with the accounting department for the issuance of the Bank guarantees when applicable.
• Review the quotations prepared by the sales representative.
• Develop a database of customers, company, and competitive information.
• Handle customers’ complaints, coordinate with the concerned department, and ensure satisfaction.
• Promote after sales services and maintenance contracts.
Sales manager of electro-mechanical projects and products where the company trading department have the following products:
Grundfos & Ebara Pumps, Xtralis very early smoke detection system (VESDA) & Xtrails security system.
• Manage the electro-mechanical projects in contracting department from RFQ’s, estimation, technical study, technical and commercial negotiation, contracts terms and conditions and payments terms.
• Manage the projects execution plan, invoicing, suppliers, material approval and meetings with consultant.
• Negotiating with vendors and suppliers the prices, conditions and delivery time, ….
• Testing and commissioning.
• Follow up the invoicing and collection, further to customers claims to ensure satisfaction.
• Monitor and follow up the implementation of sales plans to ensure that agreed sales targets and objectives are met and initiate corrective action
• Develop strong relationships with the customers in the market in order to support business growth and gain commercial advantage.
• Develop new profitable channels of distribution and introduce new products in existing channels of distribution
• Effective management of all relationships across the trade and geographies with the proper development and business growth clients.
List of completed projects are available upon request
• Achieve the vision and aspirations of the company and developed through the deployment of its products with customers and find new customers and develop relationships with manufacturers as the most European and U.S. agencies
• Sales engineer, mechanical and electrical products (Flygt Pumps, Flowserve & Gurmanrupp Pumps, Mitsubishi & Gentec Generators, Leroy Somer Motors, Diesel engines, SCADA system, Valves and membranes, ETC).
• Developed and implemented sales plan and strategy.
• Prepared and achieved sales objectives and target.
• Establishing rapport, Set up market strategy.
• Business Development, planning and implantation of company's plans in long and short terms
• Involvements in Tenders & Projects, quotations & End-users visits.
• Negotiate contracts, agreements with contractors and end-users.
• Following all the customers complains to ensure their satisfaction.
•Doing weekly activities report and discuss with the branch manager the main activities.
• Planning of workshop activities and ensure that all staff have a clear and complete understanding of what is required of them in terms of their job profiles and related responsibilities.
• Projection and analysis of long term spare parts requirements, monitor and analysis of workshop tool and equipment requirements.
• Assist in calculating and monitoring fuel efficiency in vehicles.
• Issue daily tasks to workshop staff and ensure that tasks are completed in a timely and professional manner.
• Monitor vehicle movement, Monitor, analyses and report on Vehicle tracking system.
• Prioritize work according to urgency and test vehicles/ machinery after work is complete.
• Place orders timeously and correctly; ensure that stock received is checked against the delivery note, invoice and original order form & return any stock that is sub standard
• Supervision of contractors & subcontractors to insure the major standards, safety, major works and major modifications and assist them to meet the schedule.
• Ensure compliance with the government mandatory standards and best practice guideline, draw up a list of the main points to be considered.
Bachelor in Mechanical Engineer from Mutah University (Jordan) in 2006.