Business Development Manager, MEA
Honeywell International
Total years of experience :17 years, 9 Months
•Responsible for Honeywell sensing & Productivity solutions (Workflow Flow Solutions) across MEA.
•Launching Vocollect Voice-directed works Solution for Supply Chain, Retail, 3PL, Transport & Logistic verticals across MEA Region.
•Introducing Upselling Strategy to the region through different Models (SaaS, Managed Services, SW License Model, Support Model)
•Initiated Voice-directed Maintenance program for (RTA, Dubai Taxi Corporation, Emirates Transport, STS ) https://youtu.be/UXcdWeDdHAE
•Responsible for Go-To-Market Strategy (Channel/Direct approach )across different verticals
•Responsible for Commercial and Pricing Modeling across Sales cycle (POC, Pilot, Roll-out)
•Consultation sales approach based on holistic understanding for Client’s challenges, business processes,
Model, regulations, Shareholder structure, OPEX, CAPEX, Managed Services..etc.
•Follow-up the implementation and execution plan, deliverables and milestones along with the Professional Services Team.
•Contributing into NPI Stage-Gate program for new Vocollect platform
•Developing a business case through saving & productivity Strategies / ROI Models for C-level executives
•End-To-End solution Selling through allegiances with Key Host/Software systems providers(ERP/WMS) (SAP, Oracle, Infor, Manhattan Association)
•Teaming up with MARCOM team to launch the solution through customer focused events, publishing white papers and editorials.
•Work with partners to develop highly valued added integrated Solution to the clients
Responsible for Set up the sales and marketing through assigning strategic partners, value added resellers (VARs) and System integrators across all market verticals (Industrial, Commercial, Oil & Gas, Petrochemical, utilities)
•Managing The technical presentation through understanding company and solution’s value proposition
•Tailor & configuring Technical demo- based demonstration to each client and bid request.
•Remain knowledgeable of market and industry trends, competitors, and leading customer strategies
•Award Deal of the year (2015): 1.2 M. € with Riyadh Metro Project
•Growing Revenue Stream in Saudi Market from 120K € to 1.5 M.€ in 2 years via penetrating new verticals.
•Ensure smooth running of the bid for complex project within the correct time and financial parameters
•Contributing to risk assessment and ensuring all risks are included within the tender
•Negotiate the contractual text and associated documentation
•Develop partners program according to the assigned segment
•Securing key infrastructure projects in Egypt ( Al Shabab and West Damietta, beni suef ) power plants with Siemens, PSP-Elsewedy & Ansaldo)
•Align strategic partnerships with key global names ( eg. Siemens, Huawei) and Key Regional system Integrators ( El Sewedy, Giza Systems, MTTS, SBM, Hasoub, BT-AT, Baud..etc.)
Iskraemeco (www.iskraemeco.si) is Electrical Smart Meters & Energy Measurement Systems solution provider ranked 3rd in Europe and 7th worldwide and based in Slovenia.
•Led Technical offers & consultative selling approach to Utilities and different customers for solution & services for Electrical Metering systems, with close cooperation with product managers and local/European suppliers & contractors.
•Managed the deployment of AMR/AMI projects (Gulf Region )
•Cooperated with the bid manager to identify the right project alliances and to prepare the project scope & Matrix of responsibilities for the Consortium partners.
•Teamed the partners & ensuring high quality bid management through working with a virtual team.
•Strong connections with metering market stakeholders (supplies, AMI system integrators, consultants, and vendors) to complete the portfolio and create value added for the future and current projects in gulf region.
•Hands-on experience in AMR/AMI, Smart Metering projects roll-outs (from HAN level to ICT component), SCADA/EMS/DMS.
•Over achieved Target of 7 M Euros in FY2012 by 10% to be 7.7 M Euros.
•Fostered the profitability by 10 - 15 % of the new sales orders through value proposition of new features/ functions of existing and new product lines
•Secured the biggest meter contract in SEWA (Sharjah Electricity) & DEWA (Dubai Electricity) in UAE with more than 4.2 M Euros in 2012.
•Secured the biggest meter contract in ADDC with more than 2.5 M Euros in 2013.
•Offering new solution concept for ADDC scattered pulse-output Energy & Water meters (POC implemented)
•Handling complex multi-Million dollars tenders in MEA region (Kuwait smart meters for US$300 Million), & (Qatar Smart meters for 20 M. Euros).
•Established Iskra Gulf operation
•Developed new business opportunities within the region to increase sales volume, through providing metering solutions, software & approving new products such as the Grid meters in Bahrain, Oman & UAE of total value of 800K Euros, and providing for the first time in the region service level agreements contract model (SLA) .
•Introducing & promoting for service level agreements (ADDC SLA)
•Managed technical/commercial negotiations in UAE (DEWA, SEWA, ADEWA and FEWA), Oman (MEDC, MZEC, OETC & SAOC), Qatar (Kahramaa & QP), Bahrain(EWA)
•Recruited, Led and coached 1 sales executive & 1 sales coordinator (Full time employee)
El Sewedy Electric (www.elsewedy.com) is one of the largest Electrical groups in the MEA region with a 2009 turnover of 2.1 Billion USD
•Started business from Zero turnover to US$14 Million in the first year in Italy, Cyprus & Romania.
•Established new sales accounts for Stockiest, Traders and Distributors
•Establishing a new separate product line “MV cables for Windmills”, and securing first order with Siemens Italy for their windmills.
•Approving company from one of biggest European utilities “ Enel -Italia “& “Eni” for oil & gas worldwide
•Organized most of logistics procedures and returning back or recycling the empty drums to compete efficiently with the European manufactures.
•Securing first HV contract for the company in Europe with E.On Romania
•Securing first Fiber optics cable order in Europe with Turkey railway.
•Developing and execute sales & marketing plans, both, short and long term to ensure the profit growth and expansion of products.
•Drive products in identified regions and segments.
•Identify key accounts in the region to develop and optimize the sales strategy
•Predict future market trends and development.
•Prepare accurate and timely sales analysis on a monthly basis to provide management with information relating to Sales results and forecasts.
•Measure and analyze major problems faced by various customers, and propose corrective actions for these problems to increase our customer’s satisfaction.
•Keep in contact with competitors.
•Preparing of a complete and comprehensive offer (Payment & delivery term…etc.), with any exceptions or special considerations clearly stated in time to meet the customer due date.
•Liaising with factories & co-ordinate with experts for inquiries to achieve high levels of efficiency in the sales process and facilitate special adaptation for un-standard requirements to meet customer need.
Completed full time (2 years) MBA in AASTMT*, International Trading major with GPA:3.64. *AASTMT: Establishing the Arab Academy for Science, Technology and Maritime Transport (AASTMT) as a regional institute for maritime transport started as a notion in the Arab League Transport Committee's meetings on 11 March 1970.
Completed full time MBA from AASTMT* Business School, International Trading major with GPA:3.64. *AASTMT: Arab Academy for Science, Technology and Maritime Transport (AASTMT) established as a regional institute for maritime transport started as a notion in the Arab League Transport Committee's meetings on 11 March 1970.
Project Management Diploma from RITI. Diploma accredited from PMI, USA.
I did my bachelor degree from faculty of Engineering,Power and Electrical Machine major, Helwan university* with GPA:3.65. During my 5 years studying. I had many local & international training. The last one was in 2006 in Russia federation through the student exchange program. *Helwan University (established July 26, 1975) is a public university based in Helwan in Egypt. It comprises 18 faculties as well as 50 research centers.