hojefa khargoenwalla

1.Sr.Sales Engineer
Sulzer Chemtech UK Ltd
April 2016-Present (9 months)
(Leading provider of specialized mechanical services to natural gas plants, oil refineries and petrochemical plants which covers mass transfer equipment services, welding services, plant maintenance & construction, turnaround, revamps, new projects)

Responsibilities-

-Market penetration to generate enquiries. Developing weak customer market areas. Market Intelligence
-Explore new customers & develop further existing customer base by on time & regular support.
-Organize weekly customer meetings with plant end users/buyers to focus on plant shutdowns/revamps/new projects
-Managing key accounts like Saudi Aramco affiliates, Sabic affiliates, BAPCO, ORPIC, PDO, KNPC etc
-Managing International EPC contractors based in KSA & coordinating with EPC’s based globally for new projects opportunities
-Coordinating with Middle East agents for business activities to strengthen business activities & exchange of information on new projects/shutdowns/revamps etc
-Reporting to Sulzer Chemtech UK Head office on sales forecast/market trend/proposal status/customer visits etc
-Customer presentations, Technical & Commercial negotiation
-Participating in site visits to understand technical scope
-Support estimation team during proposal preparation
-New registrations

Key Skills-
- Exposure to Middle East Market
- Overcoming challenges to achieve sales targets
- Identifying opportunities & converting to potential orders
- Price Negotiations, Contract Closing, Presentation skills
- Reporting & Agent Management
-Team work

Achievements-

-Good hit rate in generating RFQ’s from EPC’s & SABIC
-Increase in order intake by USD 550, 000.00 from SATORP on good customer relation basis
-Couple of new pre-qualification with Sabic, Saudi Aramco, EPC’s etc

2.Sales Engineer
Juffali Oil & Gas Division-Saudi Arabia
July 2009 - March 2016 (6 year 8 months)

\{Sole Agent for Sulzer Chemtech & GEA Refrigeration. SULZER Chemtech is the market leader in distillation column internals. Products include column internals like fractionation trays, structured packing’s, random packing’s, demisters, 2-phase & 3-phase separators & internals for distillation & absorption applications mainly in oil refinery & gas, petrochemical, chemical sectors.\}

Responsibilities-

-Market penetration to promote Sulzer Chemtech & GEA products across Petrochemicals & Refineries in Saudi Arabia
-Managing key accounts like Saudi Aramco affiliates, Sabic affiliates & other private petrochemicals
-Managing INTERNATIONAL EPC CONTRACTORS based in Saudi Arabia
-Manage complete order life cyle from RFQ till payment receipt
-Organize weekly customer visits to meet process/planning/maintenance people
-Organizing customer visits for Sulzer & GEA
-Generate opportunities from shutdowns/revamps/new projects
-New registrations

Key Skills-

- Market Strategy, Pricing, Customer Relationship Building
- Identifying customers problems / revamp opportunities and convert them into potential orders
- Price Negotiations, Contract Closing, Forums + Exhibitions
- Reporting, Sales Budgeting

Achievements-

-Increased installed base for Sulzer & GEA with new customers.
-Increase in Sulzer sales target by 30% in 2010 after joining in 2009 by beating competition & winning orders for Saudi Aramco WASIT gas plant
-Introduced GEA to Saudi market from scratch with quick order intake from Saipem of EUR 5 Million for Jazzan Refinery
-Generated good orders for GEA spare parts from Petrorabigh
-Successful in registering GEA GRASSO German facility with Saudi Aramco
-Represented Sulzer/GEA on various forums / exhibitions