Engineering Manager - Business Development
HILTI QATAR
Total years of experience :19 years, 4 Months
•Leading a team of eight, consists of six Field business developers, one Specification Engineer and two Technical support.
•Provide coaching and training on the field according to Hilti Sales Management standards “SMP”.
•Regular interaction with Marketing Department to drive regional market initiatives, support with local market information and develop strategy to increase Hilti relevant market share.
•Developing the Engineering team through utilizing the performance management process PMP and strategic manpower development process “SMD” and defining resources allocation through HR recruitment plan.
•Developing Key Accounts & Specifiers game plan and strategies based on Hilti relevant potential.
•Preparation of yearly department plan, including SWOT analysis, Key Challenges, team key Initiatives, budget and investments at team level in line with Hilti’s strategic growth and Company’s vision.
•Identifying, targeting, developing, and winning business opportunities in Qatar market, with an emphasis on building and maintaining strong long-term customer relationship.
•Analyze the competition and create winning strategies accordingly.
•Manage the preparation and maintenance of all reports necessary for the functions of the Engineering Business Development department and prepares periodic reports for management to track strategic goal accomplishment.
•Screening, Interviewing, selecting, hiring new employees as per recruitment plan.
•Manage the overall operational responsibilities and activities related to Business development.
•Utilize all elements of the Project Management Process to effectively analyze, implement and control all opportunities and work processes within defined Key projects.
•Lead overall sales activities for all buying and potential customers in Key projects for all construction trades.
•Leading sales and field engineering team to specify and supply products for construction Key projects.
•Managing sales process to maximize project penetration and ensures sales growth and profitability.
•Planning, engineering, specifications and conversions supports for specified engineering system solution
•Provide innovative design solutions of installation system along with supervision for assembly and erection work
•Develops effective coordination and communication with the client’s decision makers to assure a high degree of success in achieving project objectives through all phases of design and engineering
•Establishes call plan schedule for all assigned projects.
•Attains specifications and approvals through regular planned calls on jobsite with consultants and contractors within the assigned key projects through submittals and design proposals.
•Utilize all design tools, CAD drawings and software as well as conducting seminars, providing innovative design solution to clients and consultants.
•Provides engineering support for construction professionals, including design solutions, bill of materials, estimation and technical submittals for all Hilti engineering solutions.
•Conveys products and applications technical knowledge to clients and consultants.
•Provide necessary training and guidance to client’s engineers, Foreman and labors to ensure proper installation of engineering products as per Hilti standards and safety regulations.
•Develop and maintain projects tracking system including activity / progress reporting and action plans.
•Ensuring top line sales goals and bottom line profit goals are met, by recognizing the profitability and revenue impact of all business opportunities.
•Ensuring project deadlines and targets are achieved whilst maintaining a high quality of service provided.
•Maximizing project penetration through effective use of business KPI’s and performance management process
•Reporting to management for the project plan, schedule and specifications updates
•Managing Key accounts for selling and specifying Hilti products and solutions.
•Maintain and develop long term relationship with clients, consultants, EPCs and main contractors such as but not limited to QP, Qatar Gas, Kahrama, Ras gas, KBR, JGC, Siemens, ABB and CCC through all phases of design and engineering in order to provide proper designs and specify Hilti products.
•Provide necessary training and guidance to customers, showing our products value proposition for
•Selecting and using Hilti products aiming to support incremental sales to attain 100 % plus territory sales plan.
•Planning, engineering, specifications and conversions supports, ending to material take off and BOQ, and customer purchase order and collection.
•Technical jobsite support, conducting seminars, CAD drawings and technical software maintenance.
•Reporting to Engineering manager regarding the field visits, opportunities, Specification status and material forecast.
Responsible for promoting quality achievement and performance improvement throughout the organization, Monitoring processes performance through gathering relevant data and producing statistical reports as well as Ensuring compliance with national and international standards and legislation
Responsible for overall planning process as well as research and development activities within the plant to ensure all outputs in accordance with approved design specifications and client requirements, Promoting quality achievement and performance improvement throughout the organization and Develop all continuous improvement activities and projects within the plant in coordination with other engineering disciplines through determining and defining root cause analysis through effective use of statistical analysis tools.
Responsible for planning, organizing and managing the overall site and construction activities, establishing work measurement programs to develop standards for labor utilization. Analyzing workforce utilization, operational data and tunnel construction schedules to determine optimum worker and electro mechanical equipment used is efficient for construction process. Setting up and maintaining information controls and documentation;