Business Development, Sales & Trading, Small & Medium Projects Senior Manager
Gulf Engineering Company
Total years of experience :26 years, 3 Months
► Establishing new trading division and finalizing new agencies deals.
► Negotiate new agencies sales and distribution contracts agreements legally, financially, technically and commercial clauses
► Developing new business opportunities in the field of the Operation & Maintenance.
► Promoting & increasing the SOS of Rheem Air Conditioning products in Kuwait market
► Developing new sales strategies to increase the sales volume and to penetrate new sectors
► Finalizing negotiating and reviewing sales contracts and subcontracting contracts and agreements.
► Enhancing & developing new business channels.
► Assessing new business opportunities and suggest a strategic decisions by either acquiring, goes into a JV or participate into consortiums to increase business portfolio & gain new market shares.
► Define and execute the growth strategy & sales plan for Rheem & new products portfolio
► Converting the contracts after the warranty period to service contracts and measuring the conversion rate.
► Recognizing rising business opportunities in various industries & building long terms relationship with prospects; supervising the development opportunities of the Market.
► Managing the performance of the marketing and social media agencies
► Managing the transformation & the implantation to the new Automation maintenance management system
► Contributed towards:
o Developing the ownership for the new role of the Oil & Gas business development department, consistent with Elsewedy fundamental business principles & the organization mission.
o Enhancing & developing new business channels especially with the Oil & Gas sector.
o Assessing new business opportunities and suggest a strategic decisions by either acquiring, goes into a JV or participate into consortiums to increase business portfolio & gain new market shares
► Scrutinizing consultants, contractors, vendors, governmental & private sector customers to retain business relation and generate profitable growth to the company. Ensuring business operations adhere to, and complies with corporate, standards and others requirements
► Instrumentally handling the Smart meter supply tender project in Kuwait by complying with the ministries requirement, negotiate with different international suppliers & coordinate with our factory in Slovenia.
► Finalizing and reviewing governmental contracts.
► Contributing in recognize & develop new business opportunities in order to augment volume and maximizing profit.
► Recognizing rising business opportunities in various industries & building long terms relationship with prospects; supervising the development opportunities of the Market.
► Managing business in accordance with applicable KRIs and risk assessment tolerances to ensure full compliance with all regulatory and internal risk requirements; devise Go to Market strategy for successful business delivery.
► Ensuring skills enhancement & development of every individual in the team by providing direction and training to team.
► Steered & prepared the World Data Base (Yearly, quarterly and monthly forecast) and lead the discussion with the regional office in UAE. Piloted Kuwait team in product strategy councils (PSC) regional meetings (Residential & commercial Products)
► Dexterously carried out all Marketing activities like product launch events, Dealers’ annual meeting events, organize dealer’s annual incentive trip, organize the participation of Carrier Kuwait in the Exhibitions and Forums
► Managed key accounts and led the strategic projects in the Kuwait Market; developed synergy between Carrier Kuwait and the regional office in UAE. Mentored, motivated and encouraged the sales team force in the different departments (CMS, RLC, PAP & Service departments) to achieve the projects targets & to keep developing the key accounts customers.
► Shouldered with the overall accountability of leading, planning, finalizing and monitor execution of the strategic projects for Carrier Kuwait Air Conditioning company; ensuring UTC Ethics and compliance procedures are followed within the company
► Carried out quarterly an Environmental Health & Safety (EH&S) audit at different company sites to ensure that all technicians are safe and following the company procedures
► Accountable for developing the year end and next Year plan & forecast reports and attend the annual regional kick off meetings; developed and lead the presentations for the annual Kuwait Kick off meeting
► Prepared and presented the results and achievements for the Key accounts & strategic projects department in a quarterly communication meetings
► Leading, planning, finalizing and monitor execution of strategic projects for all UTC Business in Kuwait (Carrier, Otis, Fire & Security); ensured UTC Ethics and compliance procedures are followed within the company
► Coached and encouraged the sales team force for all UTC Business in Kuwait (Carrier, Otis, Fire & Security) to achieve the Strategic projects targets & to keep developing the key accounts customers.
► Administered and trained local sales team & provided leadership and support on day to day basis in both companies (Carrier & Otis); executed successful ‘one’ Key Accounts Market strategy for all UTC Business in Kuwait (Carrier, Otis, Fire & Security)
Managing the Key Accounts Contractors & customers
Responsible to develop and promote the sales with the Non-Bin Laden Contractors.
Preparing and Negotiating Technical submittals
Reviewing & Negotiating the Purchase order & discussing the agreeing on the commercial terms based on the company policy
Reviewing the Purchase order and the Letter of credits terms and conditions
Placing Order with the factories and follow up delivery to the sites
Developing new sales channels
Develop and maintain high profile contacts with end users, contractors and consultants to develop long term win-win relations that generate profitable growth to the Company.
Managing the Sales team to achieve the yearly sales targets.
Preparing and Negotiating Technical submittals
Develop and maintain high profile contacts with government entities, developers, end users, consultants and contractors, to develop long term win-win relations that generate profitable growth to the company.
Reviewing & Negotiating the Purchase order & discussing the agreeing on the commercial terms based on the company policy
Reviewing the Purchase order and the Letter of credits terms and conditions
Placing Order with the factories and follow up delivery to the sites
Managing the Key accounts customers
Developing new sales channels
Managing Key Accounts and Leading the Strategic Projects in the Egyptian Market (Sample of the awarded projects below)
Achieved the ACE qualification
Successfully implemented SAP in the department
Consistently achieved the annual sales target every year
Successfully finalized over 300 contracts
Exceeded target by 28% in 2009
Successfully handled client visits to Carrier corporation global factories in both USA & France, for inspecting & witnessing the factory performance tests.
Secured the one of the very prestigious job (Egyptian Shoura Supreme Council Building) that was already awarded to another supplier.
Responsible for the purchasing of the electromechanical equipment for the projects within the approved budget
Evaluate the submittals technically and commercially
Negotiate technical points with suppliers and compare with the projects specification to make sure that the technical submittal is complying with the specification
Negotiate prices and commercial terms with suppliers and prepare the contract for the approved ones
Review Letter of Credits
Follow up deliveries to the sites and make sure that items are delivered as per the approved technical submittals
Promote new suppliers
Select and evaluate suppliers
Follow up submittals with the consultants for final approvals
Recognized for the 2 Mil. EGP saving than budget price in a 36 Mil. EGP project contract
Worked in EQE as assistant to project manger in both consulting & implementation of Quality Management System (ISO-9000) & Environmental Management System (ISO-14000)
Summer Training in Sinai at Abou Rides base
Summer Training at Ras Shoukar Base
Summer Training in the
Summer
Post-Graduate Diploma in Refrigeration & Air Conditioning from Cairo University Faculty of Engineering Mechanical Section Overall Grade: Good Thesis Grade: Excellent