Commercial Operations Manager - Middle East
Flowserve Corp.
Total years of experience :19 years, 9 Months
- Leading a team of Application Engineers responsible for creating high quality technical & commercial
proposals for Aftermarket pump & seals.
- Partnering with Sales to identify and drive commercial & selling strategies and translate these
strategies into proposals aligned with the customers’ expectations and market level price.
- Working with Operations on cost optimization to ensure achieving the targeted profitability.
- Continuously provide management with market and customers intelligence including market trends,
challenges and red-flags, major opportunities, and competition performance.
- Driving aftermarket return analysis to maximize the capture rate of our installed base.
- Analyzing customers bookings performance and identifying potential win-back customers, initiate the
communication with the customers decision makers, tailoring and implementing a winning strategy and
driving it directly with the customer in coordination with Sales.
- Approach major customer to sign new long-term contracts (LTSA, BPA…etc) and expanding the scope
of the existing ones.
Key Responsibilities:
- Achieving the sales target of parts in the Middle East for both EU & project sales teams
(Standard requests, price agreements, SPIR’s, and duplicate units).
- Providing sales and operations management with the month and quarter forecast on
weekly basis, and the rolling forecast for the full year on monthly basis, highlighting the
status and forecast of the major jobs.
- Initiating and signing new Blanket Price Agreements (BPA) with the key customers, and
expanding the existing ones.
- Analyzing the bookings over installed base and identifying where we completely or
partially losing business.
- Communicating with the identified lost customers to find out the reasons of losing
business and work with Sales & Ops to fix it (win-back initiative).
- Managing a team of parts sales representatives and putting a continuous development
plan and challenging targets for them.
- Travelling around 50% of my time to meet with the agents and key customers for
business review.
Major Customers:
- KSA: Saudi Aramco (including JV’s), Sabic, Ma’aden (phosphate, Aluminum, and Gold),
SWCC, Marafiq, SEC.
- Bahrain: Bapco, Tatweer, Aluminum Bahrain
- UAE: Gasco, Takreer, ADMA, ADCO, DEWA, ZADCO, Al Hosn.Gas.
- Kuwait: KOC, KNPC, EQUATE, WAFRA
- Qatar: QP, Q-Chem, Qatar Gas, Qatar Shell, QEWC, QAFCO, MAERSK Oil, ORYX,
Ras Gas
- Oman: PDO, ORPIC, Occidental, Shell, Sohar, OMIFCO
- Iraq: Basra Gas, South Gas, South refineries, Midland refineries, EXXONMOBIL, Shell
Iraq
- Jordan: JPMC, APC, Jopetrol
- Pakistan: PPL, K-Electric, KAPCO, Engro polymers, Pakarab, Fauji Fertilizer, Fatima
Fertilizer.
Key successes:
- Successful win-back of: QEWC - Qatar, Q-Chem - Qatar, Al Hosn Gas - UAE, SWCC
- KSA, and Shell - Oman.
- New signed Blanket Price Agreements (BPA): Marafiq - KSA, Cristal - KSA, Qatar
Gas - Qatar, ORPIC - Oman, and Occidental - Oman
Chemical Process Industries & General Industries (CPI/GI):
- Monitoring chemical & general industries projects at feasibility/FEED stage, and providing technical and commercial support to the assigned End User PMT as well as EPC bidders, bidding to the awarded contractor(s) and closing deals.
- Responsibility of approvals for Flowserve non-approved manufacturing locations by SABIC Mega Projects and having it listed in SABIC projects AVL.
- Responsibility of Flowserve approvals at Ma’aden central procurement (Phosphate, Aluminum, and Gold) for capital projects AVL and local procurement .
- Responsibility of End User direct sales (sites & central procurement).
Key projects awarded:
- Saudi Elastomers project - Sabic Kemya (Daelim).
- Polyoximethilene project (POM) - Sabic Ibn Sina (Intecsa)
- Acrylonitrile butadiene styrene project (ABS) - Sabic Petrokemya (Tecnicas Reunidas).
- SAFCO V project - Sabic Safco (Saipem)
- Ma’aden Aluminum refinery - Ras Al Khair (Hyundai).
- Ma’aden Bauxite mine facilities - Ras Al Khair (Dragados).
- Ma’aden phosphate site expansion (Tekfen).
- Ma’aden Umm Al Wa’ul (Wa’ad al Shamal project) - various packages (Fluor & Hamon).
key successes:
Ma’aden phosphate - Ras Al Khair (Metallurgy issues):
- Working together with Ma’aden site maintenance and their consultant HATCH on new metallurgy suitable for aggressive phosphoric acid service.
- Identifying the suitable new metallurgy which was never casted as a pump and working with Flowserve associates globally to find certified foundries for the agreed metallurgy.
- Complete pumps and parts have been already supplied, installed, and running with successful operation.
SABIC Mega Projects approvals:
- Different (7) Flowserve manufacturing locations have been successfully approved and listed in Sabic AVL from 2012 to 2014 including the local facility at Saudi Arabia.
- SABIC Elastomers, POM, and ABS awards - On time approvals.
Distribution business (additional responsibility - June 2014):
- Responsibility of distribution market study, and providing management with complete SWOT & GAP analysis - July 2014.
- Evaluating and assigning distributors through official agreements.
- Driving business with the assigned distributors and putting together the business plan.
Sales of all Goulds pumps range to W&WW, Oil & Gas, and Petrochemicals markets.
Sales of:
ITT FLYGT Pumps,
FLOWSERVE water pumps,
Gorman Rupp Self priming pumps,
GENTEC Generators,
MAGWEN valves,
Project sales for:
- Hot water & steam boilers(VIESSMANN - Germany)
- Commercial kitchen equipement (Olis - Italy)
- Commercial laundry equipment (Girbau - Spain)
Sales of vacuum pumps & air blowers (FindeR - Italy)
Power mechanical dept. in the following fields: - pumps. - turbines. - air conditions. - hydraulic works. - casting.