SALES MANAGER - MENA
AAPT International FZE
Total years of experience :17 years, 11 Months
Working as Sales Manager in the MENA region to provide top notch Water quality analyzer systems that measure parameters in water in different types of industries like Drinking water, Waste Water, Desalination Industry, Power Industry, Oil & Gas, Steel, Chlor-Alkali plants to name a few.
Role involves: - Market study, analysis and seeding. - Launch and development of multiple Water analyzer brands in the region. - Providing plug & play solutions rather than focusing only on numbers. - Sustainable Business & Market development. - Catering to both Engg, Procurement & Constructions (EPC) companies like Metito, Veolia, VA Tech Wabag etc. as well as End users across the region. - Executing complete order to delivery cycle across projects.
Key Achievements
• Rapidly adapted and adjusted to the Water industry after working in Metals, mining and Automotive industries for 14 years.
• Executed projects from conceptualization till delivery & commissioning for Saudi Aramco, Farabi Petrochemicals, Saudi Arabia, Duqm, Oman, Deira Project, UAE to name a few.
• Generated revenues of AED 8 Mn(USD 2.2 Mn) till date.
• Projects incorporated Water analyzer brands from Hach(Germany), ABB(UK), Thermo Fisher (USA), SPX(Braun & Laubbe, Germany), Potence controls(India), Systea(Italy), Seres(France), Trios (Germany).
• Created database of more than 300 plus potential customers through physical visits across Middle East
• Contributed across 20 plus projects in MENA region with our customized analyzer solutions.
Driving Sales strategy for entire Middle East for Alcoa Wheels aided by a robust Distributor Dealer network
KEY RESULT AREAS:
- Market, Competition & Environmental Mapping
* Meeting potential stakeholders - Distributors, Regulatory Bodies, Trailer OEMs - understand market potential
* Competition Mapping by understanding pricing, Sales, new product developments among competitor brands across Steel & Aluminium wheels & positioning our product accordingly.
- Product Launch
* Creating brand awareness of the product through Road Shows, Advertising in Auto Industry magazines and participating in Exhibitions
* Appointing distributors, training them, helping them to develop a Tier 2 level of dealers
* Supplying to their warehouses and ensuring efficient inventory management.
- Market Seeding
* Seeding key customers with trials & assimilate performance data.
* Using this data, arriving at RoI (Return on Investment) calculations, explaining to potential customers, highlighting CBA (Cost Benefit Advantage) of our product.
- Sales Realization & Sustainable Business Development
* Create a dynamic database of potential customers using CRM (Customer Relationship Management)
* Targeting Fleet Owners, Truck & Trailer OEMs to adopt Alcoa Wheels on basis of ROI calculations on few vehicles to start with.
* Secure bulk orders once benefits are established & ensure sustainable business through repeat orders
- Management Reporting
* Regular updates of market, competitors, Regulatory situation to management through weekly & monthly reports
- Key Achievements
* Set up National Distributors in Saudi Arabia, UAE, Oman, Qatar for catering Alcoa wheels to the entire region
* Met more than 500 fleet owners, OEM representatives, Dealers thereby creating a solid base for Wheel sales in future.
* Today 3000 plus vehicles (21000 wheels) are running on Alcoa Wheels mostly in Saudi Arabia, UAE.
* Catering to reputed customers like Al Marai, Sharjah RTA, ENOC, Emarat, Tristar, Gorica, Oman Oil to name a few.
Launch Alcoa wheels in India market & generate sustainable base for future sales.
* Concept marketing of Forged Aluminium Alcoa Wheels
* Product Launch through Distribution channels & provide Technical and sales Training.
* Approach umbrella Associations and Regulatory bodies to emphasize adoption of Alcoa wheels
* Target apex fleets, generate trial results
* Work with OEMs to release Alcoa wheels as a fitment option based on fleet trial results.
Key Achievements
* Active set up of one National Distributor with Tier 2 layer of 7 dealers spread across India
* 1000 plus fleet owners, OEM representatives, Dealers were met in order to drive wheel sales.
* Developed 8 bolt wheels, Wheel bolts, Sleeve nuts for India market.
* Some prestigious customers include Volvo India, Inox CVA, Tata International DLT, Reliance Industries, PraxAir
Role Summary: Responsible for sales of Aluminium Sheets, Plates, Coils & Foils across application Industries
* Target sectors like Automobile, Marine, Telecommunications, Electrical, Electronics, Power, White Goods, Defense,
Automotives, Ship Buillding, Wind Energy, Packaging, Tooling etc to generate Sales
Key Achievements
* Contributed USD 18.9 Mn to the organisation’s topline vide OEM and Channel sales
* Channel sales were increased by 1027 % and Foil and Foil Stock sales were increased by 114%
* Prominent customers - Goa Shipyard, Mazgaon Docks
Launch of four new flat rolled steel products as well as select OEM and National Channel Sales
* Responsible for the Nation-wide launch of four new steel products, namely Hot Rolled Pickled & Oiled Steel (HRPO),
Galvanised Plain and Corrugated Steel (GP, GC) and Cold rolled Close Annealed(CRCA).
Key Achievements
* Contributed USD 51.6 Mn to the organisation’s topline through OEM (Corporate/ B2B) salesand achieved Retail
(Channel) sales of over US 26.1 Mn
* Handled a wide customer base - over 180 customers - at the Retail & OEM level