Projects Sales Manager
Don Construction Products
Total years of experience :23 years, 8 Months
DCP is a global leading manufacturer of specialty products for the construction and civil engineering sectors. http://www.dcp-int.com
Responsibilitiesu**
• Report to the General Manager and manage country operations including sales, key accounts, administration, accounts receivables and team management.
• Build partnerships to develop alternate sales channels to expand the company’s market reach.
• Implement communication plans and related marketing activities as part of the overall business development strategy of the company.
• Sustain robust relations with consultants, clients and contractors across Qatar to clinch business in high value projects.
• Track upcoming projects and liaise with key decision makers to achieve specifications of company products to secure targeted business volumes.
• Support team members in implementing strategies focusing on high value projects to meet/exceed individual and team sales targets.
• Gather and analyze market intelligence on potential projects and competitor penetration to evolve effective strategies to deliver short term goals as per overall corporate objectives.
Responsibilitiesu**
• Collaborated with the General Manager in implementing sales plans and fulfilling sales targets in the key accounts segment.
• Worked with the Sales Coordinator to ensure on time in full delivery of client orders.
• Monitored and analyzed current sales activities and prepared forecasts of future sales results.
• Sustained productive client relations through regular visits and prompt response to requests for information, requests for offers and product claims.
• Monitored accounts receivable and ensured on time collection of outstanding payments as per approved credit policy and procedures.
• Established, maintained and expanded the portfolio of clients aligned to overall growth strategies of the company.
• Prepared weekly sales reports and provided up to date feedback to management on sales activities, customers gained and lost, product range and pricing strategies, competitor activities and impact of marketing programs.
• Delivered required product presentations to clients.
• Evaluated product specifications and quality and proposed modifications to meet customer and market requirements.
• Participated in commercial and sales meetings and sales seminars and provided technical support to project managers, foremen and technicians.
ITW is one of the world’s leading diversified manufacturers of specialized industrial equipment, consumables and related service businesses. http://www.itw.com. ITW is represented in Pakistan by Zoom Technologies
Role u**
• Reported to Director Sales and managed sales of a range of construction products including fastening systems, truss products and consumables.
Highlightsu**
• Established a customer service department to provide 24x7 advice and support on techno-commercial matters and launched a customer satisfaction program.
• Grew business turnover by 70% in one year by launching new services like supply and apply contracts.
Responsibilitiesu**
• Managed overall sales and marketing operations in the central region of Pakistan.
• Conducted market research including analysis of published data and competitor analysis and assessed market potential for various product and service lines.
• Developed marketing strategies and sales plans for exploiting market potential and achieve business targets.
• Planned, assessed headcount requirements and coordinated recruitment and training of staff to meet current and future requirements.
• Built brand and product awareness in the market by organizing seminars and exhibitions.
• Developed and implemented 1-year and 3-year business plans aligned to overall corporate business objectives.
• Managed inventories of various products coordinated with import department for on time replenishment of stocks and optimum stock holdings.
• Provided effective in-field coaching and mentored the sales team in effective execution of sales strategies to deliver consistent excellence in results.
• Implemented a structured credit policy based on customer potential to control outstandings as per company policy.
Hilti Group provides leading-edge technology to the global construction industry. https://www.hilti.com
Designation Chronologyu**
• Jan 2007 - Jul 2008, Key Projects Manager
• Jan 2005 - Dec 2006, Engineering Manager
• Jan 2003 - Dec 2005, Engineering Services Head
• Apr 2001 - Dec 2002, Field Engineer
Highlightsu**
• Conducted advanced level field engineering training for field engineers of the region at Hilti Regional Office, Dubai UAE and won the Best Trainer Award, 2007
• Proactively promoted specifications of Hilti products across projects and contributed 35% of the company sales in 2005.
Responsibilitiesu**
Key Projects Manager
• Created and updated a database of mega construction projects - hydropower projects, nuclear power projects, thermal power plants, dams, airports, seaports, rail and road tunnels, highways and bridges, high rise buildings - in Pakistan.
• Organized and managed a Key Projects Team and formed groups to handle different aspects across the project lifecycle of assigned teams. Organized teams ensuring speed and flexibility for effective performance and delivery of objectives.
• Evaluated the potential for company products and applications in various mega projects and prepared effective marketing strategies.
• Delivered high level presentations to clients, contractors, consultants and specifying companies engaged in mega projects.
• Supported team members in capturing highest value share from available potential through on site assessment of areas of improvements/weaknesses.
• Liaised effectively with foreign contractors and consultants working on projects in Pakistan in coordination with Hilti Global Engineering Department and Hilti Global Account Management Team.
Engineering Manager
• Reported to the General Manager and co-managed major key projects in Pakistan.
• Identified new business segments and applications for Hilti products and services.
• Achieved predefined business targets through successful specifications of Hilti products in upcoming projects.
• Managed a team of field engineers with full accountability for deliverables and used the Field Engineers Management System (FEMS) for maintaining up to date information on clients, projects and specifications.
Engineering Services Head
• Coordinated with clients, consultants and contractors and ensured specification of Hilti products in major products promoting sales growth.
• Participated in building engineering team in Pakistan including recruitment, training and field support.
• Built and sustained productive relations with all major international contractors working in Pakistan.
• Organized and delivered regular technical seminars for Hilti clients and sales personnel.
Field Engineer
• Provided technical support to consultants in designing critical fixtures and fastenings for structures for various projects.
• Conducted regular technical seminars on products and applications for Hilti clients and sales personnel.
• Sustained relations with assigned key accounts through a planned call cycle and visits and assessed potential for new business in coordination with the Sales Manager.
The company is one of the largest civil contracting companies in Pakistan
Key Projects to Credit u**
• Kohat Tunnel - 1.9 km long road tunnel in Khyber-Pakhtunkhwa province in Pakistan
Responsibilitiesu**
• Supervised excavation works related to tunnel construction.
• Managed manpower at the site camp including hiring/firing and arrangement for wages/salaries payment.
• Monitored site activities using Primavera and prepared histograms and other progress reports.
Professional Development Technical Trainings • Product Training for EMSEAL Expansion Joint Systems, EMSEAL SWRI Validated Training Program, Boston USA, 2014 • Advanced Hot-applied Waterproofing Systems, Hydrotech Waterproofing Systems, Chicago USA, 2012 • Advanced Engineering Training for Spit Anchoring Systems and newly introduced Laser and Firestop systems, SPIT Lyon France, 2009 • Seismic Analysis and Design of Electrical and Mechanical Fixtures in Nuclear Power Plants; Seismic, fatigue and shock anchor design, Nuclear Power Plant Academy, Macau China, 2007 • Advanced Field Engineering Training – Analysis and Design of Post installed Reinforcement bars in RCC structures; Design of mechanical and electrical support systems using Hilti Industrial Installation Systems, Dubai UAE, 2006 • Advanced Field Engineering Training – Comparison of different anchor design methods like ETAG, Hilti CC and SOFA; Hands-on training in Professional Information System (ProfIS – the world’s most powerful software for anchor design); Analysis and design of concrete overlays for structural upgrades of RCC members; Analysis and design of post installed reinforcement bars in RCC structures, Liechtenstein, 2004 • Basic engineering training on Hilti fasteners, anchors and installation systems, Dubai UAE, 2003 • Basic training on Hilti products and their applications, Lahore Pakistan Professional Training Programs • Large Account Management Process (LAMP) – Management of multilevel marketing in large accounts; Setting up Gold Sheet for a particular client/project; Buy-Sell Hierarchy and Mission Statement for developing a particular account, Miller Heiman UK, 2006 • Strategies for Successful Selling – Attitude handling of various personality types, Consultative specifications/selling approach, Art of getting appointments with most clients, Training Solutions Inc, 2005
Awarded a prestigious scholarship for the entire duration of the course.