Area Sales Manager
Crane Middle East & Africa
مجموع سنوات الخبرة :21 years, 4 أشهر
- Responsible of the sales and market development of Crane products in UAE, Kuwait, Oman, Bahrain, & Pakistan.
- Business development - understanding of each individual market requirements and market research in each Country for Building Services Valve applications, within Chilled & Hot Water Systems for Projects.
- Interfacing and working with End Users and Consultants to demonstrate the Value added benefits of using Crane Valve Products and ensuring that Crane products are included with the Particular Project Specification.
- Interfacing and working with the MEP Contractors to build relationships and support the Crane BS&U Channel Partners with the successful securing and delivery of all orders.
- Research, investigate and identify any potential new business opportunity in relation to existing and new product opportunity.
- Supporting and working closely with the Crane Channel Partners to develop and grow each Country. Leading and assisting with Customer visits and meetings, information gathering, tender submissions and follow-up meetings to secure orders.
- Supporting channel partners and improve their technical understanding and sales benefits of new products and their applications through training seminars and meetings.
- To accelerate and improve the success rate of new product sales by working closely with the external and internal sales and marketing teams, ensuring they have the necessary technical knowledge and focus on effectively promoting new product sales.
- proficient use of Sales Force.com and provide analytical reports
- Update on a regular basis information about competitor activity and changes in market requirements.
- Maintain and update the business-specific playbooks, funnel scorecards and other sales process tools.
- Undertake site visit’s and conduct accurate surveys when required.
Responsible of the sales of valves & fittings in UAE, Bahrain, Kuwait, & KSA.
•Specifying company's products by continuous visits to consultants and projects clients.
•Local authority’s approvals such as DEWA, DM, Ministry of Works (Bahrain), Kuwait University.
•Development of new products required by different markets.
•Preparing all market studies including marketing plans, sales strategies, SWOT analysis, products forecast and team evaluation sheets.
•Implement sales and distribution plans to meet customer requirements
•Secured several local and international projects to the company’s advantage.
Develop and drive export sales activity by considering the sales offer and evaluating potential in international markets (mainly Middle East & East Africa)
•Develop strong relationships within supply chain to explore existing supplier and distributor base and possible commercial sales relationships.
•Implement sales and distribution plans to meet customer requirements
•Execute marketing efforts and reaching regular sales targets
- Responsible for the sales of MEP products: Electric Water Heaters (ARISTON & ATLANTIC), Solar Systems (ATLANTIC & SOLIMPEKS), Valve (BUGATTI), PPR & PEX systems (PRANDELLI), Pumps (SMEDEGAARD).
- Responsible along with my team mates for organizing and building up of the sales operation to cover the MENA region.
- Assisting engineers and sales team with various data collection and entry projects.
- Planning and providing marketing and training programs within a budget.
- Handling all the commercial issues with our suppliers and manufacturers such as pricing, credit facilities, and product quality.
- Responsible of organizing and running trade shows stands during exhibitions.
- Professional presentations to customers either individually or in groups.
- In charge of over 8 staff as well as 2 country managers.
- Listing the company products with the local authorities such as ESMA, ESTIDAMA, and Ministry of Public Works.
Supervising the direct sales of piping systems, Pumps (SALMSON), Electric Water Heaters (ATLANTIC), & Valves (HATTERSLEY).
•Supervising the direct sales of kitchen appliances (TEKA) and managed to secure many projects in The Pearl project.
•Selecting and ordering products based on understanding of market demand
•Involved in most aspects of managing project sales including: scheduling, customer relations, opening and closing.
•Spending time in the field communicating with major customers on technical points of contact.
•Ensuring proper credit checks were completed on customers before products or services released to customers.
Responsible of most of the housing companies in Jordan.
•Responsible of presenting technical seminars for engineers and traders.
•Maintenance of boilers and light oil burners including testing and commissioning.