Inside Sales Manager (Product line Specialist)
DistributionNow FZE
Total years of experience :16 years, 9 Months
Highlights:
• Successfully got a cable manufacturer technically approved in Dubai Petroleum Est.
• Secured and managed agency contract with R Stahl and Unika Cables.
• Bagged the company award for providing exceptional customer service.
• Distinction of reviving the business with Dubai Petroleum with annual revenue of approx. $ 400K from nil.
Responsibilities:
• Led the inside sales staff and worked together with 2 BDMs for managing the electrical division of the company.
• Set weekly, monthly and/or quarterly sales goals for the inside sales team, monitored actual sales and sales leads, kept track of sales and generated reports covering sales forecasting, goals and results.
• Led sales forecasting, market trend evaluation, competitor analysis and developed campaigns to drive sales growth.
• Developed strategies along with sales team to prospect and qualify potential customers within the assigned region.
• Implemented effective sales promotion plans and acquired maximum key accounts in specific markets leveraging market knowledge.
• Developed and managed high commitment relations with manufacturing partners and key accounts.
• Coordinated with suppliers and managed the supply contracts to ensure that the inventory is maintained at the optimal level and KPI’s are met.
• Generated detailed sales reports on a monthly basis for senior management review to measure the departmental performance as compared to the target performance objective.
• Established a direct relationship with electrical product manufacturers /distributors whose product scope fits into DNOW’s core oil and gas focus and whose global footprint can gain DNOW increased market share within the entire O&G space.
• Rendered product line support to the company’s regional offices in Oman, Saudi, Egypt and India.
Projects Handled:
• Lamprell Energy - Cable Management Contract (Increase in sales from $ 300K in 2010 to $ 1.3mio in 2011)
• NOV-Fabtech JV - Supply of Electrical Products (Approx.$ 1.9mio)
• BP Iraq Contract - Supply of Electrical Products (Approx. $ 3mio)
Highlights:
• Successfully secured startup orders in 2011.
• Strategically increased sales revenue from $ 2.3mio in 2010 to $ 7.8mio in 2011.
• Completed ‘Managing for Performance’ course in line with the company’s career development initiatives.
• Efficiently managed the Cable Management contract with Lamprell, and NOV-Fabtech.
Responsibilities:
• Developed and executed effective inside sales strategies in line with the overall business strategy and directed the inside sales team to achieve sales targets for the company products.
• Managed day-to-day activities of inside sales with a focus on building long-term customer relationships.
• Responsible to vet new customers, maintain and develop existing accounts; focused on meeting/exceeding the target set in terms of contributing and generating revenue for the department.
• Promoted products and services to customers and negotiated contracts with vendors.
• Co-ordinated supplier relations, monitored their performance, and scrutinized and analyzed inventory re-order levels to ensure that supply chain recommendations are in line with sales plans.
• Recruited, trained and mentored sales teams to post high sales figures, provided guidance to achieve assigned targets, reviewed sales reports, and recommended performance improvement measures to enhance business results.
Projects Handled:
• Single Buoy Moorings, Talisman MOPUstor (USD 4.5mio)
• Petrofac E & C, British Gas Hasdrubal Terminal, Tunisia (USD 2mio)
• Gulf Marine Services, GMS Endurance & Endeavor (USD 1mio)
• Dodsal Engineering & Construction, Ras Laffan Common Cooling System Phase II (USD 2.5mio)
Highlight:
• Developed effective marketing strategies based on extensive market research and analysis to expand the company’s business in the Indian market.
Responsibilities:
• Oversaw daily sales and tendering activities in coordination with the manufacturer’s technical specialists (Draka and TMC).
• Reviewed RFQs, conducted technical analysis, managed negotiations and accordingly finalized suppliers, associated contracts/agreement clauses as per organizational policies and procedures.
• Prepared and delivered technical presentations explaining products/services to existing and prospective customers.
• Liaised with clients to understand and analyze project’s cabling requirements, accordingly recommended suitable solutions in compliance with the established technical specification and quality standards.
• Monitored and ensured that bid documentation is technically, commercially and legally reviewed.
• Prepared technical documentation, verified product certifications, and reviewed vendor data books and other quality records as per the specified project requirements.
Projects Handled:
• Indigo Petroleum(Worley Parsons), West Bukha, Block 8 (USD 2mio)
• Saudi Aramco, Safaniya field, Kursaniyah Field, Kurais Field, Shaybah Field, Qatif Field (USD 8-9mio)
Products Handled:
• Multiphase Phase Flow Meter
• Wetgas & WaterCut Meters
• Oil-in-Water Monitors
• Corrosion & Erosion Detectors
• Flaregas Meter
• Downhole Pressure & Temperature Gauges.
Responsibilities:
• Managed key accounts and identified potential clients, contacted them, understood their requirements and provided required products/services.
• Prepared quotations reviewed tender/bid documents and recommended requisite solutions to the contract and technical departments prior to submission of quotations.
• Followed up with the clients on the status of the submitted quotes, order probability and expected order dates.
• Rendered after-sales service to customers in case of malfunction of products under warranty.
• Traveled in the Middle East region to conduct client visits, arranged seminars and attended several conferences/ exhibitions for promoting a positive image of the company.
Bachelor's Degree in Electrical Engineering Electronics & Wireless Communication GPA: 3.14/4.0 Academic Research Projects: Developing a Wireless Tool-Time Tracker for Bechtel Corporation in compliance with OHSA standards (2002 - 2003) o Track tool usage in large workshops and construction sites as well as update tool inventory to a portable device using a wireless network. Wireless Network Security (2002) o Encryption & Network Protocols for 802.11 & WAP systems. o Security testing of IEEE 802.11 WAP-enabled wireless networks.