كمال سلامة ابو العنين سلامة

 Develops a business plan and sales strategy for the market that ensures attainment of company sales & operational goals and profitability.
 Carry out market research, competitor, and customer surveys in co-ordination with JTC marketing department.
 Responsible for the performance and development of the Sales & Operational Executives.
 Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
 Initiates and coordinates development of action plans to penetrate new markets.
 Assists in the development and implementation of marketing plans as needed.
 Conducts one-on-one review with all immediate subordinates to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Company’s performance.
 Provides timely feedback to senior management regarding performance.
 Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
 Maintains accurate records of all pricings, sales, and activity reports submitted by Sales Executives.
 Creates and conducts proposal presentations and RFP responses.
 Assists Sales Executives in preparation of proposals and presentations.
 Controls expenses to meet budget guidelines.
 Recruits, tests, and hires personnel based on criteria agreed upon by senior management.
 Maintain and develop existing and new customers through planned individual account support, and liaison with JTC order-processing & Operations staff.
 Responsible for all the maintenance related issues for Generators
 Develop and implement administrative procedures and operating quality control checks to monitor maintenance activities and associated costs according to plan
 Wholly responsible for repair and maintenance of a generators.
 Ensure the generators are operating smoothly at client site and ensure help in a timely fashion when requested
 Ensuring timely completion of work and adherence to safety and quality
 Possess knowledge of replacements and coordinate with the purchase department to identify substitutes
 Ensure safety of workers and monitoring if all safety requirements are being adhered to
 Formulate, administer, and carry out JTC customer satisfaction surveys on 6 monthly intervals.
 Liaise and attend meetings with other company functions necessary to perform duties and aid business and organizational development.
 Responsible for identifying the Hazards and maintaining the Hazard and Risk analysis records
 Responsible for compliance of applicable legal, statutory, contractual, or other applicable requirements
 Authorized to approve Quality, Health, and Safety related records.

 Business Management:-
o Develop the Sales business strategy
o Provide GM with the business Sales forecast, budget and profit
o Define the market segment and develop Sales marketing plan
o Monitor regularly the performance of the Sales department against the budget
o Provide GM with regular reports.
 Customer Satisfaction Management :-
o Set and monitor business targets.
o Develop and maintain a system to continuously improve sales.
o Implement improvement measures and develop Sales programs.
o Handle customer complaint when the case is escalated
o Improved the contacts with consultants and maximized their visibility to MTU product portfolio.
 Operations Management :-
o Monitor performance of MTU Sales department and provide guidance whenever is needed
o Prepare and review the reports
o Develop and maintain relationship with customers (Ministries, VIP contractors, oil & Gas, …………. )
o Creating a new work process & enhancing the reporting system.
 Market Analysis
o Conduct and evaluate the market potential and business development in the operating territory
o Analyze the present market shares and customer.
o Evaluate the activities from the major competitors and also implement market specific-strategies and measures for the exploitation of business potential
o Recommend the pricing strategies to GM/SM
o Building a solid data base to facilitate marketing analysis.
 People Management
o Manage the performance of subordinates by setting plane and monitoring results
o Develop and motivate subordinates according to their abilities
o Determine training needs and secure suitable training
o Ensure full participation and certification as per MTU requirements
o Provide continuous guidance, support and feedback to subordinates
o Facilitate a working environment for good employee satisfaction
Achievements :-

 Concluded the biggest generator deal ever in Kuwaiti Civil aviation sector ($ 25, 000, 000/- ) phase 2 Kuwait International Airport terminal 2 .
 PMP certifications

 Business Management:-
o Develop the Sales business strategy
o Provide GM with the business Sales forecast, budget and profit
o Define the market segment and develop Sales marketing plan
o Monitor regularly the performance of the Sales department against the budget
o Provide GM with regular reports .
 Customer Satisfaction Management :-
o Set and monitor business targets.
o Develop and maintain a system to continuously improve sales.
o Implement improvement measures and develop Sales programs.
o Handle customer complaint when the case is escalated
o Improved the contacts with consultants and maximized their visibility to MTU product portfolio.
 Operations Management :-
o Monitor performance of MTU Sales department and provide guidance whenever is needed
o Prepare and review the reports
o Develop and maintain relationship with customers (Ministries, VIP contractors, oil & Gas, …………. )
o Creating a new work process & enhancing the reporting system.
 Market Analysis
o Conduct and evaluate the market potential and business development in the operating territory
o Analyze the present market shares and customer.
o Evaluate the activities from the major competitors and also implement market specific-strategies and measures for the exploitation of business potential
o Recommend the pricing strategies to GM/SM
o Building a solid data base to facilitate marketing analysis.
 People Management
o Manage the performance of subordinates by setting plane and monitoring results
o Develop and motivate subordinates according to their abilities
o Determine training needs and secure suitable training
o Ensure full participation and certification as per MTU requirements
o Provide continuous guidance, support and feedback to subordinates
o Facilitate a working environment for good employee satisfaction

Achievements :-

 Won the best distributor award in 2017
 Won two appreciation certificates from MTU on site energy .
 Got the title of consultant Engineer from KSE ( Kuwait Society of Engineering )
 Penetrating the KOC market and improve MTU to be number 2
 Improved market coverage by 100 % and market share by 10%
 Increased sales to the 200 % in the first year.
 Increased sales to the 400 % in the second year.
 Improve the rank of MTU in Kuwait market from rank 6 to rank 3
 Concluded and executed the biggest black start generator deal in Kuwait history YTD at Sapya power ($ 6, 000, 000/- ) Sapya Power station Ph2
 Concluded the one of biggest generator deal in Kuwait in healthcare sector ($ 12, 000, 000/- ) Farwanya New Hospital
 Concluded the biggest generator deal in Kuwait history YTD in healthcare sector ($ 18, 000, 000 ) Jahra New Hospital .
 Engineers chartering Council of the Kuwait Society of engineers conferred me the title of consultant Engineer,

• Responsible for selling\renting Cummins products (Gensets, ATS & Master Controllers).
• Responsible for pricing & feasibility studies for major projects.
• Responsible for technical studies to meet major projects requirements (sizing, design, time schedule plan, technical submittals… etc.)
• Responsible for increasing the awareness of the power electronics products internally as well as conducting presentations to customers & consultants.
• Responsible for performing the studies & researches needed before meetings with the customers for more convenience
• Engaged in detailed negotiations with the consultants & owners of different companies to convince them with Cummins products & its benefits.
• Promote for Cummins slogan "Power of One" by selling integrated systems consisting of a variety of Cummins Products (Gensets, ATS & master controllers).
• Engaged in meetings with the managers of the departments of the branch for improving the individual & group performance
• Introducing new ideas about the procedures followed for increasing the company sales and about marketing issues.
• Responsible for hiring sub-contractors and following up their work as well as local purchasing.
• Design advertisements, brochures & website for the company.
• Assuring that the sales plan for the company is followed
• Technical training for customers / consultants

General Transportation & Equipment Co, (GTE) . Cummins Dealer
Current job. Since 09-2007. Technical Support Manager
• Responsible for supporting selling\renting Cummins Gensets.
• Responsible for pricing & feasibility studies for major projects.
• Responsible for technical studies to meet major projects requirements (sizing, design, time schedule plan, technical submittals etc.)
• Responsible for hiring sub-contractors and following up their work as well as local purchasing.
• Responsible for performing the studies & researches needed before meetings with the customers for more convenience
• Engaged in detailed negotiations with the consultants & owners of different companies to convince them with Cummins products & its benefits.
• Engaged in meetings with the managers of the departments of the branch for improving the individual & group performance
• Introducing new ideas about the procedures followed for increasing the company sales and about marketing issues.
• Design advertisements, brochures & website for the company.
• Assuring that the sales plan for the company is supported and followed
• Giving Technical training for customers / consultants/ sales engineers
• Raising IQAs to Cummins data base as the first and only certified Application engineer in region.
• CPG application engineer counterpart.

Kuwait

Al Rabiah Lighting company
Full Time job. (6/2006 - 9/2007) . Electrical Project Manager.
• Responsible for pricing & feasibility studies for tenders and quotations.
• Responsible for redesigning & costing studies for the projects in hand.
• Responsible for shop drawing & submittal and approvals.
• Responsible for material sources and hiring subcontractors and fowling up their work as well as purchasing and making contracts.
• Responsible for making time schedule plan.
• Responsible for following up and supervision the sites.
• Responsible for performing the works according to the specs and schedule
• Engaged in detailed negotiations with the consultants & owners of different companies for coordination.
• Engaged in meetings with the managers of the departments of the branch for improving the individual & group performance.
• Responsible for the final hand over of the projects.
• Responsible for getting any required approvals.
• Introducing new ideas about the procedures followed for performing the works in proper way.
• Assuring that the project is following the costing studies and achieving expected profit.
• Cooperating with all the company to achieve the general policy.

Kuwait

Al-Nibras Trading & contracting company
Full Time job. (10/2004 - 6/2006) . Electrical project Manager.
• Responsible for pricing & feasibility studies for tenders and quotations.
• Responsible for redesigning & costing studies for the projects in hand.
• Responsible for shop drawing & submittal and approvals.
• Responsible for material sources and hiring subcontractors and fowling up their work as well as purchasing and making contracts.
• Responsible for making time schedule plan.
• Responsible for following up and supervision the sites.
• Responsible for performing the works according to the specs and schedule
• Engaged in detailed negotiations with the consultants & owners of different companies for coordination.
• Engaged in meetings with the managers of the departments of the branch for improving the individual & group performance.
• Responsible for final hand over of the projects.
• Responsible for any required approvals.
• Introducing new ideas about the procedures followed for performing the works in proper way.
• Assuring that the project is following the costing studies and achieving expected profit.
• Cooperating with all the company to achieve the company policy.
KSA

Travellers Group
Full Time job. (4/2004 - 10/2004) . Electrical Project Manager.
• Responsible for shop drawing & submittal approvals.
• Responsible for material sources and hiring subcontractors and fowling up their work as well as purchasing and making contracts.
• Responsible for making time schedule plan.
• Responsible for following up and supervision the sites.
• Responsible for performing the works according to the specs and schedule
• Engaged in detailed negotiations with the consultants & owners of different companies for coordination.
• Engaged in meetings with the managers of the departments of the branch for improving the individual & group performance.
• Responsible for finishing the projects.
• Responsible for any required approvals.
• Introducing new ideas about the procedures followed for performing the works in proper way.
• Assuring that the project is following the costing studies and achieving expected profit.
• Cooperating with all the company to achieve the company policy.

Egypt

 Responsible for selling ABB products ( Circuit breaker, contactors products and over load )
 Responsible for selling Ferraz fuses products .
 Responsible for selling Vishay products .( capacitor bank and regulator controller )
.
 Responsible for selling Carlo Gavazzi - Products. ( control sensors, timers switches and meters )
 Responsible for selling El Sewedy cables products . ( low voltage cable, high voltage and control cables )
 Responsible for selling Socomec products . ( discount switch, changeover voltage and control cables )
 Responsible for selling low voltage switch gear
 Responsible for pricing & feasibility studies for major projects.
 Responsible for technical studies to meet major projects requirements (sizing, design, time schedule plan, technical submittals… etc.)