Country Manager
BEFESA
مجموع سنوات الخبرة :16 years, 11 أشهر
BEFESA is an international company specialized in O&G services (Crude tank desludging, Catalyst handling, Drilling waste/mud treatment, Chemical cleaning) and environmental solutions (Soil remediation, Oily waste treatment). Headquartered in Spain and operating in more than 23 countries with 2, 200 employees.
Responsibilities:
• Determine the yearly budget based on operations cost, investments and projected revenue
• Negotiate prices, payment terms and annual agreements which fits company interests
• Develop strategic business plan for each market including studies about market potential, projects funnel, key accounts management, company initiatives, risk assessment, competition threats, sales forecast, etc…
• Conduct market potential research through market intelligence tools and other sources to determine the new prospects and areas of business developments
• Participate to exhibitions and forums related to O&G industry and specifically to maintenance sector (Automated Tank cleaning, Cuttings & drilling mud treatment, Catalyst handling, Chemical/heat exchangers cleaning, Oily sludge treatment and Soil remediation)
• Strengthen the relationship with O&G key players within the region and acquire new clients through proactive meetings/seminars and prequalifications (TAKREER, ADCO, ENOC, ORPIC, KOC, MEW, QP, JO Petrol, etc…)
• Lead generation and ensuring participation to all inquiries
• Study floated tenders in terms of technical and commercial feasibility and coordinate with technical team to prepare the proposal
• Manpower and equipment planning; hire project team and equipment from local markets and/or Spain in order to maximize the profitability
• Manage P&L indicators in regular basis to ensure a sustainable profitability at project and organization levels
• Manage and develop a team of 2 business developers in the region
• Synergize all activities and key performance indicators with headquarter to bridge the corporate directions into local market
• Determine annual business and gross-profit plans by implementing marketing strategies; analyzing trends and results.
• Establish sales objectives by forecasting and developing annual sales quotas for 8 territories; projecting expected sales volume and profit for existing and new products.
• Implement national sales programs by developing field sales action plans.
• Increase sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
• Complete national sales operational requirements by scheduling and assigning sales engineers and business developers; following up on work results.
• Manage and lead a sales force of 7 engineers from diverse nationalities covering the key projects and key accounts across UAE
• P&L management of the whole segment and by territory
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
Responsibilities & Achievements:
• Developing short and long term strategy for key accounts in Energy offshore division (Main EPC’s; Lamprell, Dubai Drydocks, Gulf Piping Company and Denholm Yam)
• Overachieved preset sales targets (9.5 MAED Vs 7.2 MAED) and made a growth of 37% versus previous year as well as increased share of wallet with respective EPC’s
• Initiated high level approach with CEO’s and VP’s and established business agreements for major projects
• Conducted technical seminars for engineering depts. as well as operation and safety training on specific engineering technologies
• P&L management of the team and by territory
• Offering design solutions with site supervision in construction phase
• Delivering of large key multi-disciplinary proposals by working closely with all EPC’s in estimations, technical designs and commercial proposal for different engineering products
• Successfully reverted specifications and acquired tremendous sales volume with high margin against different competitors
• Trained and coached new joiners to the team on sales cycle and technical competence
• Responsible for monitoring and leading strategic accounts development and project management through CRM (SAP system) and coordinating with global team to secure specifications at FEED stage
• Develop business plans and sales strategy for key accounts that ensures attainment of company sales goals and profitability
• Overachieved preset sales (7.1 MAed Vs 5.4 MAed), share of wallet and profitability targets for the assigned mega O&G projects and customers such as Ruwais Refinery Expansion, IGD Habshan-5, Asab FFD, Shah Gas Development, etc …
• Used project management strategy and tools (SAP, CRM7) to penetrate and increase coverage of key projects
• Managed all projects activities and coordinated between different stakeholders to achieve project delivery within deadlines, budget and resources available.
• Building accounts strategy with O&G key players, Clients, EPC’s and contractors such as GASCO, Takreer, C.C.C., Petrofac, Samsung, Saipem, Technip, etc …
• Providing technical support, technical seminars, product demonstration & training, design solutions, bill of materials, estimation, certifications, site inspection and submittals.
• Coordinating with international business developers and global project managers to secure solid specifications
• Taking the lead in monitoring sales figures and steering sales team to achieve preset targets in monthly basis
• Completed registration process and prequalification with ADNOC group, NDC and GASCO
• Negotiated and implemented price agreements with key accounts, e.g.C.C.C, Petrofac, Kharafi National, etc…
• Attained several specifications and approvals for engineering products securing a tremendous business
• Conducted successful seminars of big scale for major O & G clients and EPC such as Petrofac, C.C.C., Target Engineering, Technip, etc…
• Trained and mentored new joiners to the team on engineering products and E&I applications
• Created useful business cases and commercial comparisons which helped to increase sales and retrieve big orders against different competitors
• Created an outstanding project management tool which was validated by top management/marketing dept. and implemented for the company sales force across the whole MENA region
• Supporting field engineers, key projects managers and engineering judgment teams on preparing technical submittals, material estimation, certificates, AutaCAD drawings, design solutions
• Updating and organizing the engineering library for ease of use and fast access to informations
• Working on technical and commercial comparisons for engineering products
• Trained the new joiners to the team on products knowledge and applications related to energy and construction divisions
• Contributed to the first solar order in UAE as part of the solar team
• Developed training material and typical case studies for field engineers
• Analyzing the geotechnical tests and working on the foundation piling techniques
• Designing the main super structural elements and the basement by using RoboBat & Arch softwares
• Producing AutoCAD drawings for building layout, typical sections, and its façade
• Load calculation for the superstructure and designing manually the foundation accordingly
• Site inspection for undertaking the surveying and preparation works plus reporting to consultant
• Chemical material and additives estimation and control
• Identifying and estimating the total area of fire zone within the building
• Preparing documentations and reports for the approval of the client
• Carrying out site visits for preliminary studies and conceptual design as well as during project execution to ensure compliance with specifications and stakeholders requirements