Sales and Marketing Manager
ABB Transmission & Distribution
Total years of experience :22 years, 7 Months
Sales and Marketing Manager at ABB Transmission and Distribution, Abu Dhabi - UAE
1. Power Generation Business Unit (PSPG), Power System Division
• Working for the Regional Execution Center of Power Generation and Water with focusing on the Electrical, Control and Instrumentation solution.
• Observing and analyzing the market, competitors and customers and report that.
• Determining and ensuring the quality of market data and trends.
• Mapping the market/products and identifying the white spots/gaps per country.
• Identify business opportunities, sales channels and define project setup with winning strategy.
• Identify potential customers and build a player map for them to understand their order placement strategies and their decision making process.
• Maintaining the sales database (ProSales) and other tools up to date.
• Initiate/lead the capture team for target projects.
• Conduct presentations/events to customers and represent the company in events.
• Advise the management with the market information to support the Go/No Go decisions.
• Present the projects in the risk review meeting.
• Coordinate with sales team in other countries for the cross border projects and agree the strategy for projects.
• Coordinate with other BUs/Divisions to increase the chances in the different opportunities.
• Support tendering departments and factories during offer preparation and clarification phase.
• Negotiate the contracts with the customers till signing the contract.
• Hand over the winning projects to operation team for execution. Participate in the internal review meeting and present the target projects with plan activities.
• Abide by and comply with the integrity and code of conduct guidelines.
• Always work / act as team player, and maintain team spirit to achieve the agreed budget.
• Review the NPS and take the required actions to make sure of the customers satisfaction.
• Support the launch of new products and system engineering initiatives.
• Support/prepare the pre-qualification documents.
2. UAE Front End Sales for Power Products and Power System divisions, leading the sales activities of power generation, water and industry (including Oil & Gas) segments.
• Observing and analyzing the market, competitors and customers and report it monthly.
• Maintaining the sales database (ProSales, CCP) up to date.
• Mapping the market/products and identifying the white spots/gaps for the segments of Power Generation, Renewable, Water, Utilities and Industry.
• Identify business opportunities, sales channels and define project setup and winning strategy.
• Identify potential customers and build a player map for them to understand their order placement strategies and their decision making process.
• Support the launch of new products and system engineering initiatives.
• Attend the monthly meeting with BUs to coordinate all order winning activities.
• Advise the factories/BUs with the market information to support the Go/No Go decisions.
• Support tendering departments and factories during offer preparation and clarification phase.
• Coordinate/drive the contract negotiations up to signing contracts.
• Support/prepare the pre-qualification documents for the products.
3. Sales and Marketing Engineer and Sales Support for HV Cables.
• Sales Support Engineer for HV Cables (Underground & Submarine Cables).
• Selling HV & MV products such as Switchgears (AIS & GIS), Transformers (Dry & Oil), Ring Main Units, Compact Substations, etc. for ADWEA, infrastructure, and Oil & Gas projects
• Marketing activities by arrange the needed presentations for different customers.
• OEMs responsibility in UAE.
• Power Generation and Water champion for UAE.
• Responsible for business development of water segmant in southern gulf cluster (UAE, Qatar, Oman and Pakistan) for all divisions and portfolios as per the market allocation.
• Provide one face to the water market by representing the entire group including all divisions externally in marketing activities and events.
• Formulate, deploy and lead the cluster business plans along with key country water champions and country water team.
• Provide planning and implementation of demand side budget for water ISI and monitor OR progress and strategic activities on a quarterly base.
• Implement ABB growth initiatives such as Strategic Account Management, OEMs, Channel managment, EPC, Capture team approach as applicable for water in the cluster..
• Develop and establish key relationships and partnerships with the key water players for strategic development of businesses.
• Stimulate the organization to optimize market coverage by geography, channels and portfolios/product lines. Develop new customers and market segments and ensures profitable increase of local volumes including export businesses.
• Develop market intelligence about specific Countries, applications, products to support the definition and implementation of ISI Water strategy.
• Provide market and business inputs for technology development plans.
Electrical engineer in Meters Testing and Inspection Department in Jordanian Electrical Power Company. Ltd. (JEPCO), Amman, Jordan.
• Site Testing of meters (HV & LV), and various measurement parts.
• Programming digital meters.
• Review the technician’s reports for the tested and inspected meters (single phase and three-phase direct connection).
• Prepare/review the periodical schedule of meter tests.
• Monthly reporting on the activities to management.
• Report customer’s incompliant cases to management for further procedures.