Commercial & Solutions Manager
Saint-Gobain
Total des années d'expérience :23 years, 5 Mois
❖ Supervising & guiding Weber (Mortar & Construction Chemicals) Western Region Sales: Projects, Retail, and Admixture Teams
❖ Established and streamlined Saint-Gobain Trading branch (Gyproc® the UAE based drywalling activity, International Timber® UK based
sister company, REGOPUL® alliance for acoustic solutions): Administering P&L management across KSA, with track record of outstanding
performances with a team of 3 sales agents and engineers
❖ Directing Saint-Gobain Trading Sales Team (Gypsum + Timber + Glass + Acoustic Membranes) across KSA & Bahrain
❖ Founded Market Segments team of 4 engineers (Building Envelopes, Interior Finishing, Infrastructure, Industrial): Marketing
(Studies & research, 4Ps, Analyses), Communication (Events and social media), Specifications and Technical Support; devised KPIs
and achieved 98%
❖ Leading a 10-member cross-functional team from business units (Mortar, Gypsum, Insulation, Glass) towards synergetic approach,
digital transformation, green building, and commercial coordination
❖ Administering solutions related to Development, Packaged offerings and Systems design
❖ Introducing entrepreneurial culture in the organization, with trust, empowerment, and collaboration principles
❖ Driving business operations for the profit centre to realize pre-planned sales and revenue targets; formulated profit centre budget for
operational / business development activities
❖ Formulating, developing and implementing yearly business strategies to ensure attainment of revenue goals and profitable sell-through
❖ Creating, assembling and presenting applicable export documentation required per country specific destination in accordance with
export laws and regulations
❖ Extending support to cross-functional departments involved in international business transactions
Significant Highlights:
❖ Contributory Overachieved Targets by ≈130% (T.O., Collection, GM%) in multiple activities and SBUs
❖ Formulated KPIs for Market Segments teams; achieved 98%
❖ Introduced new Sustainable Solutions for the group, Successful alliances, Completed special projects
❖ Achieved synergy among SBUs (Mortar, Gypsum, Insulation, Glass) in line with group’s Transform & Grow program
❖ Represented group in major events like ZAK, Big 5, Glasstech, Governmental PR
Representing 30+ worldwide Saint-Gobain Glass (SGG) float lines and MSVD coaters
❖ Formulated budget, strategy, and business plans of the region
❖ Supervised salesforce, specification, and Project Management teams; developed KPIs, periodical meetings, and reporting
❖ Ensured timely execution of the project within assigned time frame and quality, effectively managing change controls and ensu ring
Marketing Plan: Performance Review, Market research, Objectives & Action plans, budget, KPIs and Contingency
❖ Drove Events planning; Seminars & Webinars, lunch & learns, rationalization about glass in Comfort and Sustainability
❖ Working with governmental bodies e.g., SEEC, RCJY, SASO, and GACA
❖ Devised forecasts, coordination & logistics with worldwide Saint Gobain plants
❖ Engaged in regional SGG Certification program of glass processors, and handling claims
Significant Highlights:
❖ Successfully launched new Solution to the local market - SGG OASIS 17% increased Turnover
❖ Specified SGG in 50+ Projects annually, with 20% conversion rate
❖ Successfully completed Iconic projects of SGG processed façade & interior glazing (KAFD, NASCO) >40M SAR
❖ Successful Alliances with Aluminum systems providers (Schueco, Technal); full façade solutions proposals
❖ Design services initiation: Sustainability reports, Energy audit, Payback analysis, Structural calculations
1- Head Quarters Business Park : 75M Riyals project consisting of 55 floors
Systems used: Unitized Curtain Wall, Stick Cw, Spider, ACP, Steel Structure façade.
Project manager: Midrar. Consultant: Burro Happold, Saudi Diyar
2- MarinaVillas: 20M Riyals project of different systems.
Responsibilities and duties:
-Day to day management of design activities, fabrication, installation, purchase, QC, and logistics, all according to project schedule.
-Daily communication with project stakeholders of all levels; attending meetings, reporting, documentation, correspondence, site walks, inspections.
-Managing expenses against budget, raising and managing VOs.
-Solving all technical, financial, logistical, and contractual issues of the project; mitigating any risk or unforeseen.
-Acquiring sub-contractors, developing project teams, and managing suppliers’ contracts.
Managing the Western Area projects:
1- Zahran Business Center: 14 floors, curtain wall, skylights, cladding, and automatic doors. 40 M SAR.
2- Tabuk Airport: Curtain, Cladding, Automatic doors. 20 M SAR.
3- Presidency of Meteorology & Environment Protection: Curtain wall, cladding, and skylights. 18 M SAR
4- Zuhair Fayez & Partners Head office: Cladding and sunshades. 5M SAR.
5- Showrooms, villas, showrooms and Banks. Contracts of 10M SAR. 7
Responsibilities and Duties:
•Responsible for contracts administration, engineering & technical submittals, fabrication, installation, and management of 250 staff & manpower.
•Supporting the commercial sector by technical presentations, estimation and marketing.
•Conducting business plan for expansion, risks assessment, and yearly operations plan for the branch.
Achievements:
-Saved 3.5M SAR in “Zahran Business Center”; penalty and variation orders.
-Restored consultants and clients confidence in the company’s capabilities.
-Restructured into Projectized Matrix to administer projects.
-Established and directed the following business units :
1-PVC-u doors and windows workshop, Capex: 2M €, HR: 50
2-Glass workshop, Capex: 500, 000 €, HR: 20
3-Steel workshop, Capex: 100, 000 €, HR:20
4-Wooden workshop, Capex: 200, 000 €, HR: 20
Responsibilities and Duties:
Feasibility Study and Business Plan. Organization Structure. Budgeting, selecting vendors, contract and purchase of machinery and raw material from overseas. Staff recruitment locally, manpower from Philippines. Utilizing the most appropriate automation systems (Software), process mapping, setting KPIs. Supervising site construction. Designing marketing campaigns, tools, & sales strategies. Supervising machines installation, commissioning, and training, and finally directing the business.
Achievements:
-Established and directed Commercial, Planning, Projects Management & Engineering, Production, Installation, maintenance and QA/QC departments.
-Prepared long-term strategies: five year plan, and annual operations plan; clarifying potential business opportunities and anticipated P&L.
-Setting objectives, managing performance, developing and motivating staff, ensure effective achievement and highest performance.
-Provided technical support and guidance to the relevant business units, setting technical standards with subordinates and liaised scheduling with projects, while ensuring utilization of manufacturing to full potential, with maximum efficiency, minimum labor and waste.
Business Development Achievements :
-Prepared a detailed Feasibility Study of the Fiber Cement Boards Factory to be constructed in Jordan.
-Achieved Technology Transfer from China to Jordan of the Sand Stone Factory.
-Prepared preliminary study of Elevators Factory to be purchased from China.
-Developed a business relation with Industrial Engineering professors to contribute to the continuous development of the industrial investments.
-A member of the Centralized Tendering and warehouses Committee of Taameer Jordan Holdings.
Commercial Achievements::
- Achieved a turnover of 1.5M JD which is 60% increase of the previous turnovers.
- Acquired Fabrication License of Vistawall International (USA system provider) as a new brand for the company.
- Established a sister company “Interna Levant”: Sales representation of wide range of products in the field of Architectural Aluminum & Glass, from worldwide suppliers such as: LAVAAL®, DOMUS®, ECO®, Poli-Film®, Monticelli®, Profilati®, Alfa Solare, Oemme, FOM, etc. and eexceeded sales target by reaching 1M€ revenues in the first year.
- Organized exhibitions and seminars (Third Arab Consultants Conference and Show, Buildex Amman, etc) and marketing campaign.
Operations Achievements:
- Increased internal effectiveness by 20%: implementing Activity Based Costing and Cost Drivers methodology; reduced inefficient products and services.
- Reduced direct costs by 10% through selecting new suppliers of better quality and prices, and by developing new inventory.
- Reduced wastage by 5% through defining quality standards and QA procedures for all phases of the product; Design, Fabrication, installation, and Handing-over. And by implementing a simplified 5S approach.
- Introduced Time and Cost control concept to the PMO.
- Technical support for the establishment of the glass sister company “First Glass” Cutting, D. Glazing, and Tempering.
- Studied the capacity of the workshop, upgraded the existing machinery, and purchased new state of the art sets for the expansion strategy.
- Regained control of the company activities through issuance of the Quality Manual.
- Prepared the company for ISO 9001 QMS certificate, and worked as Management Representative (M.R).
Head of Glass Department:
-Responsible for the yearly procurement of 300M AED of glass; managing 5staff and 30 glazing labors.
-Specified glass for projects (specs, drawings, samples, performance data sheets, prices and suppliers) and planned the supply chain for each project in accordance with master plan and cash flow.
-Technical support of glass and glazing procedures to the project managers and factory managers.
-Kept up the company with all glass technological developments worldwide through exhibitions, seminars and self-education, conducted supplier quality audits, monitored cost variations and provided market intelligence.
-Developed Glass Status Report Automation software to be monitored by the projects.
Production Planning Engineer at the sister company “Gulf Glass Industries-GGI”:
-Responsible for planning glass orders for major customers.
-Cutting optimization, Job Orders issuing and pricing, sorting, coordination with customers, sales, and all sections of the factory.
-Managing the stock glass, reordering, and coordination with stores and purchase departments.
Project Engineer:
-Responsible for daily activities in the project, reporting to the Senior Projects Manager.
-Following up with design team for technical submittals, shop drawings and cutting lists, with production, glass department, stores, QC, finance, and personnel.
-Responsible for the site foremen, surveyors, and draftsmen; distributing the work and monitoring the progress.
-Regular meeting with consultant, main contractor, and client.
-Issuing variation orders, progress payments, correspondence, and daily reports.
Projects: German Cars Showroom.
Burjuman Center Expansion.
"Simulation of the Combustion Process in Spark-Ignition internal combustion engines"- Graduation Project
GPA 95%