Country Sales & Marketing Manager
WESTINGHOUSE LVMV
Total years of experience :14 years, 5 Months
“ Since 1886, Westinghouse has brought the best to life. Today, Westinghouse remains a trusted name globally in consumer and industrial products. With wide range of Solutions, Westinghouse is innovating the products as per the demand of the end customers to fulfil the ever-evolving needs with utmost performance and keeping safety as one of the paramount deliverables.”
My Role is Building market position in Egypt based on international strategy for WESTINGHOUSE by adding new valuable sales channels in Egypt and neighbours countries depending on our sole agent and logistic facilities here in Egypt, locating, developing, defining, negotiating, and closing business relationships, working to improve an organization’s market position and achieve financial growth and defines long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.
WESTINGHOUSE LVMV products for Low & Medium Voltage range :-
• Modular
i. Miniature Circuit Breakers (MCB) up to 125A - 25KA
ii. Residual Current Devices (RCD/RCBO) from 6A to 100A (10, 30 & 100 mA)
iii. Energy Management (Timers, Switches, Surge Arrestors, Measuring devices, ...;etc) • Industrial Circuit Breakers
iv. Moulded Case Circuit breakers (MCCB) from 16 to 1600A up to 100KA (Fixed, thermal magnetic & Electronic trips).
v. Air Circuit Breakers (ACB) from 400 to 6400A up to 100 KA
• Control Devices
vi. Power Devices (Contactors, Starters, Relays, MMC, OL, ...;etc)
vii. Drives up to 1400 KW
viii. Soft Starters up to 1000 KW
ix. Pilot Devices (Push Buttons, Pilot Lights, Selector Switches ...;etc) • Power Switching
x. Isolating Switches
xi. Changeover Switches.
xii. Automatic Transfer Switches
xiii. Paralleling & Synchronized Switchgear.
• Low Voltage Switchgear
xiv. Distribution Panels (DP) up to 630A \[Local & Type Tested panels\]
xv. Type-Tested Main Distribution Panels (MDB) & MCC \[Alpha α plus\] up to 6400A - INTERTEK Certified
xvi. Local Type Main Distribution Panels MDB up to 6400A
• Low Voltage Busway
• Uninterruptible Power Supplies (UPS) \[Single & Three Phase\]
• Medium Voltage Switchgear
xvii. Medium Voltage Switchgear - Metal Clad Switchgear Alpha α Prime up to 40.5KV - 4000A - 50KA - IAC AFLR 40KA/1Sec
xviii. Gas Insulated Ring Main Unit (RMU) \[AIS & GIS types\] Alpha α Series up to 24 KV - 1250A - 31.5KA
xix. Air Insulated Alpha α VL Vacuum VCB up to 24KV
• Dry Type Transformers up to 40.5 KV - 20 MVA - Copper & Aluminium types.
Joint Venture agreement between CHINT (leading manufacturer of the Low, Medium and High voltage industry in China and more than 140 countries allover the world since 1984) & EGEMAC (Egyptian German Electrical Manufacturing Company, is a leading company in the sector of power and electrical energy. EGEMAC is pioneer in the field of substations in Egypt since 1979) established a factory in 6th of October applicable for the manufacturing of the low voltage system of all power generation, power distribution occasions, Like main and sub-power panels, distribution panels, motor power and motor control center, power system, ships, oil drilling platform, industrial end users, utility users and civil & commercial construction.
Responsibilities:
1- Leading Sales and Marketing's Department for surveying the Market to acquire the requests.
2- Provide Technical Office with the Specifications and our Market analysis and surveys.
3- Prepare the Financial Offer based on created Cost sheet and apply the suitable G.P% based on Projects' Values within Company's policy with technical office assistance.
4- Manage and Instruct the Sales Force for planned Annual targets to achieve their Targets by Quarter.
5- Lead the team in weekly meeting to clear our strategy and discuss the achieved items percentage on planned one and discuss the backlog, New and Lost Opportunities reports. 6- Meet Sales Director twice times monthly to discuss the market analysis and nearly future plans.
7- Meet G.M and Directors monthly to explain the achieved targets and our vision for next month.
8- Handling with Supply Chain director weekly delivering all achieved orders within the scheduled dates and discuss the new orders' handling with Financial director too.
9- Attend annual meeting with GM to present the target's achievement, and discuss SWOT analysis for Products and plan for new annual products targets
M.T.M Group is An United Trading & Industrial Alliance of Several Mega-Scale Chinses Associations in Electrical Power Solutions for LV, MV & HV Materials and Class-A Experienced, Talented Egyptian Management team planned to invest Valued Capital in implementing a set of Factories to cooperating for Launching their own brands through Middle-East for Transformers & Medium Voltage Switchgear M.T.M Group in Egypt at 6th of October City.
A Group of HONG QI WENZHOU Transformers, SHANGHAI SAN SHI Electrical Equipment and ZHEJIANG KAIDIWEI Electric in addition to Middle-East Transformers & Medium-Voltage Switchgear M.T.M cooperate together going on their plan targeted to expand activities in all Middle East Area and Africans countries whom have an appropriate investment climate Market.
My Role is Building market position by locating, developing, defining, negotiating, and closing business relationships, working to improve an organization’s market position and achieve financial growth and defines long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.
Responsibilities:
1-Creating and implementing the Marketing, Advertising & Promotion Plan of the Company.
2- Research and build relationships with new clients.
3-Identify potential clients, and the decision makers within the client organization.
4- Present new products and services and enhance existing relationships.
5- Locates or proposes potential business deals by contacting potential partners; discovering and exploring opportunities.
6-Monitoring G.P% of products categories that are under my responsibility.
7-Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
8- Develops negotiating strategies and positions by studying integration of new venture with company strategies and operations; examining risks and potentials; estimating partners' needs and goals.
9- Closes new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
10-Enhances organization reputation.
11-Work with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for their organization.
Regarding to the Huge Booming accrued at 2017 in Medium
Voltage Sector, Now TEBA aiming to Achieve around 300 Million Egyptian Pound as Sales Turn-Over per Year 2018, therefore new responsibilities added to me
1- Prepare Sales & marketing Short-Term Strategy for Year 2018 & Long-Term one for next 5-Years.
2- Create & Manage Strong Sales & Technical Office intended Force Teams.
3- Attend and Manage weekly Meeting in the Factory to achieve Target plan.
4- Discuss and Instruct the Technical & Financial Team for Cost reduction to achieve and improve acceptable G.P % as per planned.
5- Contact Foreign customers (ME Regional Market) for exporting our Products there based on Offers submitted and each Country's requirements.
6 - Attend annual meeting with board to present the target's achievement, and discuss SWOT analysis for MV-Products and plan for new annual products targets.
7- Attend Yearly ELECTRICX Exhibition in Cairo.
I am working for TEBA UNITED Group (TEBA for Development Industries - Egypt) as Medium Voltage Technical Studies and Sales Manager for all Medium Voltage Projects all-over Egypt dealing with Power Utilities, Infrastructure MEP Contractors to cover all MV requirements based on customers' requests and complying with EEHC's Specifications.
Main roles are :-
1- Manage Sales and Marketing's Department for surveying theMarket to acquire the requests.
2- Manage Technical Office to create correct Technical Offer based on well-known with the Specifications and our products' advantages.
3- Prepare the Financial Offer based on created Cost sheet and apply the suitable G.P% based on Projects' Values within Company's policy.
4- Manage and Instruct the Sales Force for planned Annual targets to achieve their Targets by Quarter.
5- Lead the team in weekly meeting to clear our strategy and discuss the achieved items percentage on planned one and discuss the backlog, New and Lost Opportunities reports.
6- Meet Sales Director twice times monthly to discuss the market analysis and nearly future plans.
7- Meet G.M and Directors monthly to explain the achieved targets and our vision for next month.
8- Handling with Supply Chain director weekly delivering all achieved orders within the scheduled dates and discuss the new orders' handling with Financial director too.
9- Survey and contact foreign customers (ME regional market) for exporting our Products there based on Offers submitted and each Country's requirements.
10- Attend annual meeting with board to present the target's achievement, and discuss SWOT analysis for MV-Products and plan for new annual products targets.
I am working for Al-Fozan Group (Madar Building Materials - Qatar) as Electrical Technical Senior Sales Engineer - MEP Projects support, submit, supply and follow with all customers & MEP contractors with the previous items and brands to satisfy their all projects requirements needs to submit a winning offer to them based upon a thorough understanding of all costs & risks associated with, ensure customer satisfaction and then to convert the proposal into order. And acting as Marketing Engineer.
Main roles are:
1-Acquiring inquiries.
2-Performing site survey if needed.
3-Preparing technical & commercial offer.
4-Follow with customer.
5-Negotiating and closing sales by agreeing terms and conditions
6-Order handling.
7- Solving client problems.
8-Analyzing costs and sales.
9-Managing and Discussing weekly/monthly reports.
10- Meeting regular sales targets.
1-Receiving all the Medium voltage Distribution switch boards new projects' inquiries from the sales teams by mails including all Technical Specs, BOQ, Initially Shop Drawings, ....;etc.
2-Previewing initially the projects and complying the necessary data needed.
3- Scheduling an estimation dates for finalizing an offer and feedback sales teams.
4-Distribute the projects to the studies team due to projects priorities and due dates.
5-Discussing issues and providing technical support for studies team to ensure the Technical offer's quality
6-Keeping-in touch with customers and sales teams for any Technical clarifications needed.
7-Provide Sales Teams with commercial support (max. Discounts available upon project's weight and sector, referring to our group policy ) which need for negotiations stage
8-Analyzing Costs and risks per project.
9-Performing site survey if needed and make technical support and marketing visits for consultants to provide an electrical solution for MV and announce for our MV products.
10-Co-operate with Sales Teams, Costing, Planning, Production, Purchasing, and Quality Control Sectors.
11-Providing training and producing support material for the sales team.
12-Managing and Discussing weekly/monthly reports for my team.
13-Supervising My team's Engineers
14-Preparing reports for head office, Direct Manager.
15-Meeting regular Marketing targets.
I worked for Zaki-El Sewedy Group ZSG (AIIT, SEI, Intronix companies) as a Senior Sales Engineer for our products with annual target differ by year for power Utilities and infraStructure Sector .
- Targeted customer segments:
. Electrical Distribution Holding Companies in Egypt .
. Infra Structure Companies .
Main roles are:
1-Acquiring inquiries.
2-Performing site survey if needed.
3-Preparing technical & commercial offer.
4-Follow with customer.
5-Negotiating and closing sales by agreeing terms and conditions
6-Order handling.
7- Solving client problems.
8-Analyzing costs and sales.
9- Providing training and producing support material for the sales team.
10-Managing and Discussing weekly/monthly reports for my team.
11-Supervisoring My team's Junior Engineers (visits-offers-negotiations-Reports .., etc )
12-Preparing reports for head office.
13- Meeting regular sales targets.
Summary :-
* Sales experience in the Egyptian market .
-Promotion for our various products and Preparing Technical and Financial Offers, Negotiations with customers .
-Presales calculations and Target forecasting .
-After sales support.
-Experience with Medium and Low Voltage Switchboard (Distributors, Kiosks, RMUs, Local " SEI brand " & Type tested Low voltage Switch-gear " Under licence of ABB & ElSteel brands " and Low Voltage Components for many agencies such as " ABB, CHINT, 3M, Socomec, Ferraz Shawmut, Vishay, Carlo Gavazzi ...;etc )
-Seminars and Exhibition Organization.
* Specialties: Sales and Marketing .
Graduated at 2009, Good degree and Excellent project (Digital Motor Protection) degree 98%
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