محمد خالد جحجاح

Leading the sales in the western region (Jeddah, Makkah, Madenah & Yanbu) with a strong sales team consist of 50 sales engineer & salesman divided into 16 teams & 11 POS.

SCOPE OF WORK
Manages and follows the progress of sales people the western region.
Demonstrates accountability for functional, business, and broad company objectives.
Be involved in long-term planning.
Contributes to the overall business strategy and financial outcomes.
Responsible for the overall business stability of the assigned region.

RESPONSIBILITIES INCLUDE
1. Directs a team comprising of Sales Team leaders, sales engineers and salesmen.
2. Directs the selling activities within the Region. Prioritizes effectively in accordance with corporate objectives.
3. Develops effective market strategies in line with the business objectives to increase growth opportunities for EHE’s products.
4. Understands, monitors, and analyzes, market dynamics to establish a foundation for future sales growth.
5. Sets sales targets for the assigned region/teams and monitors progress toward achieving those targets in coordination with management.
6. Maintains influential relationships with high-level customers and develops strategies to win profitable business from those customers.
7. Maintains excellent knowledge of market trends, customers' requirements, competitors' actions and policies, and customer base.
8. Specifies critical resource needs required to meet business objectives and ensures implementation.
9. Provides the necessary support, guidance and leadership to ensure regional success enabling sales team members to meet and/or exceed their individual sales goals.
10. Participates/represents the company in local or regional events as required to support regional sales growth.
11. Recommends changes in products, services, and policy by evaluating results.
12. Initiates the process of hiring, and participates effectively in coaching, training and motivating salesmen in his region.
13. Responsible for forecasting and sales tracking in his region.
14. Sets/approves the yearly plan for the assigned region and analyzes/controls expenditures of the region to conform to budgetary requirements.
15. Presents periodic sales reports showing sales performance, potential sales, and areas of proposed client base expansion.
16. Handles administrative requirements in coordination with the internal parties if he is the highest rank in his location.

AUTHORITIES
 Approves attendance as per company’s policy
 Approves local purchase orders as per sales policy.
 Approves hiring of new candidates.
 Approves credit limit as per company’s policy.
 Approves discount as per company’s policy.
 Approves opening new credit account.
 Approves petty cash as per company’s policy.
 Evaluates his team members’ performance (probation. Annual) and recommends increments as per company’s policy.

Department Objectives
Generate Business growth for solution products in industry & Water treatment market.
Promote solution towards the Industry market & Water treatment market and increase Electric House market share in Drinking & Gray Water Treatment Market.
Increase EHE net work with industry market.
Promote EHE as full solution provider.
Increase the IND products & Solutions sellout.
Coordinate inside EHE different departments (PC, PC automation, EHE SE, Bahra Cable…).
extend the selling coverage to south & north areas.

Designation Chronology:
• July 2012 - Present: Sales Director for Industries
• Mar 2011 - Nov 2012 : Sales Director for PCO
• Jan 2009 - Mar 2011: Senior Sales Engineer
• Jul 2006 - Dec 2008: Sales Promotion Engineer

Joined the organisation as a Sales Promotion Engineer and moved up the career hierarchy and merited promotion to the position of Senior Sales Engineer then Sales Director PCO and then to Sales Director for Industries, by demonstrating exceptional performance.

Highlights:
• Steered an effective sales team, presented strategic inputs in formulations of new and development of existing procedures, systems, delegated duties and managed activities related to marketing, channel development, customer service management, and thus maintained quality service by establishing and enforcing company standards.

Key Responsibilities:
• Conceptualizing, implementing, and upgrading an aggressive marketing strategy, forecasting sales volume, setting sales target, capitalising on existing client base, for developing business for the following products, services and applications :
-EU industry F&B, MMM & General industry.
-Water & Waste water treatment NWC, MOW, Water contractors.
-OEM’s: HVAC, Generators, Lift, Pump dealers.
-System Integrators.
• Reviewing and managing a network of channel partners/sales coordinators/active managers, evaluating their sales, operational and other support functions, identifying & addressing key issues faced by them and offering strategic recommendations on performance enhancement and target attainment.
• Driving growth and surpassing budgeted revenue, responsibility margins, monitoring and ensuring optimum utilization of resources allocated to enhance operational efficiency, as catalogued in company’s budgets.
• Consistently exploring new markets and developing sales for local markets, enterprise account, channel development, sustaining focus and administering all business development activities within the assigned region.
• Symbolizing company at various marketing events, with an aim to establish and maintain strategic contacts, and promote Schneider’s interests with key high-level influencers, customers, channel partners etc.
• Engineering an exponential marketing strategy to promote complete solutions for industries for MV, LV distribution, automation system PLC & SCADA, MCC with variable speed drives & motor protection.
• Organizing and aiding tactical resources to sales teams/distributors/marketing partners with an intention to increase revenues/profitability and expand market presence.
• Built and managing high performing sales managing teams - hire qualified candidates; create high performing teams and managing these teams to their highest performance, reaching the company’s established goals.
• Mediating with other ancillary departments in the company, streamlining the business processes and ensuring that quality products and services are made available and delivered as per schedules and commitment.
• Leading high value long-term to mid-term sales cycle from lead inquiry to negotiation on pricing, conducting strategic business meetings and process initiation, and finally ensuring account acquisitions for all high profile accounts.
• Maintaining a strong working knowledge of products/services and respective marketplaces, including regulatory trends, competitor strategies, product growth, general economic conditions, and other relevant information to sustain and upgrade service.

Highlights:
• Pioneered an exponential marketing strategy and successfully surpassed the targets for Official Distributor Department by 10% by registering total net sales of 450 MSAR.
• Instituted close rapport with customers and established a meticulous follow-up mechanism and thus reported :
-Target DSO of 90 days.
-Target of customer satisfaction growth by 15%.
• Lead OD sales team by recruiting, inducting, training, counselling, motivating and persuaded the members to perform to their maximum potential towards attainment of company’s targets.

Key Responsibilities:
• Spearheaded a team of sales executives to achieve business targets, selling company products, applications and services through distributors; developed and managed the channel programs, associated with these channel partners and developed and/or executed marketing actions to support sales.
• Devised and implemented a successful marketing plan and sales strategy for each partner and major customers to ensure attainment of assigned budgets for volume of booking, invoicing, DSO, CCO, customer satisfactions and other overheads.
• Mediated with other business units/activity managers, internal and external clients to ensure effective execution of company’s plans and policies and thus established national co-ordination among them.
• Provided fundamental support to engineers in BFO, sales staff, informed and presented data, monthly/sales forecast reports, addressed obstacles in growth, and made strategic recommendations to assigned sales teams, to constantly develop and maximize business relationships.
• Accomplished marketing and sales human resource objectives by recruiting, selecting, orienting, training, delegating, motivating, and disciplining employees, planning, monitoring, appraising, and reviewing job contributions, enforcing policies and procedures.
• Budgeted realistic sales targets for the team, by forecasting, analyzing trends, made recommendations for product improvisations and ensured finer team performance and profit maximization.
• Conceptualized and led researches, identified most effective channel, conducted opportunity analysis to understand and anticipate macro economic growth factors, designed marketing, pricing and financing strategies to garner such channels.
• Liaised with EPS & Regional Order Processing centre Sales coordinators (for booking and receivables), established a rigorous follow-up mechanism on receivables, met customers regularly to extract feedback and thus ensured customer satisfaction.

Projects to Credit:
• Al-Rassam Showroom & Offices tower: MV & LV distribution system, value of 4.5 MSAR, Customer: SACODECO.
• Al-Tyseer Hotel in Makkah: LV distribution & WA system value of 2 MSAR, Customer: Almaured Co.
• Expansion of Saudi Cable factory: LV distribution system, value of 1.5 MSAR, Customer: Saudi Cable Company.
• BUSWAY system for Arab National Bank HQ: value of 1 MSAR, Customer: MEMO Co.
• King Road Tower MV, DTT, Busway & LV distribution systems (7 MSAR) Customer: TECHNO.
• Khumrah # 4 Sewage Treatment Plant: MV, LV & SCADA system (5 MSAR) Customer: Abuljadayel.
• Arafat Metro Stations: LV & BMS system (100 MSAR) Customer: CRCC.

Key Responsibilities:
• Formulated and implemented a business strategy/plan to further expand the market base, for a range of Schneider Products and Equipments for projects in the Energy, Infrastructure and Buildings industry.
• Worked in collaboration with Panel builder Engineers, Distributors Engineers, computed quotations for contracts within specified time, generated an array of status reports to keep the top management updated at all times.
• Conceptualized and managed a diverse range of initiatives to enhance/develop channel partner relationships/alliance/partnership opportunities, established effective contacts with major and key customers to further augment the revenue growth curve.
• Performed day to day business activities like monitoring projects, handled incoming inquiries/tenders, performed follow-up for inquiries, tracked competitors strategies, offered strategic recommendations to management of issue resolving etc.
• Liaised with Prescription team for their support in managing consultants & Ministries for the on-going projects, scheduled meetings/seminars/campaigns with an intention to increase revenues/profitability and expand market presence.
• Facilitated the entire sales administration function like- operational performance reporting, streamlining processes and systems wherever possible, and supporting juniors in issue resolving and thus maximising business relationships.

Key Projects to Credit:
• SOJECO project: MCC & SCADA system for 10, 000 M3/day RO SWTP, Customer: SUIDO KIKO.
• Rabigh Cable Factory: MV (VSD) & LV system value of 5 MSAR, Customer: Jeddah Cable Company.
• Rabigh ready mix RO plant: LV & SCADA system, Customer: Al-Kawther Co.

Key Responsibilities:
• Effectively handled the sales administration function to cultivate business growth for IA and LV products, expand Schneider’s Electric market share in the Food & beverage sector, Chemical & Plastic Sector, Cement, Ceramic & Glass sector and Metal & steel sector.
• Networked with all channel partners/OEM’s/System Integrators/Wholesalers/Contractors and contrived new tactics to have a positive impact on the company's bottom-line.
• Proactively promoted Industry Automation products (Telemecanique) and electrical Distribution products (Merlin Gerin), ensured that the assigned sales targets and sales objectives are met.
• Mediated with other ancillary departments in the organization, streamlined the business processes and activities of team members and ensured maximum revenue generation and minimize expenditure.

Highlights:
• Handled entire gamut of installing, testing and commissioning the electrical system at Al- Khomrah waste water treatment plant which is one of the biggest waste water plants (140, 000 M3/Day) in Jeddah KSA.
• Successfully executed the following Key projects :-
-6 Satellite Plants on the western shore SWTP.
-Khumrah (4) STP.
-North Jeddah STP.
-South Riyadh tertiary STP.

Key Responsibilities:
• Designed/modified electrical drawings, specifications, calculations, charts and graphs for water treatment plants, PLC system (created I/O list), SCADA system.
• Evaluated the systems/equipments, certified that the designs conform to mechanical design (P&I D)/single line, control philosophy & specification, as suitable.
• Offered technical direction in planning, scheduling, implementing, and coordinating PLC program and exhibited profound knowledge of principles/practices of related technical areas.
• Performed detailed calculations to estimate cost of entire electrical system (power distribution for MV, LV, control & instrumentation) for tenders according to specifications and BOQ.
• Issued RFQ’s received quotations, conducted extensive analysis and created comparison sheets, prepared status reports by collecting, analyzing, and summarizing information and trends.
• Inspected completed installations and observed operations, to ensure conformance to design and equipment specifications and compliance with operational and safety standards.

Other Professional Experiences:
• 1995 - 2002: Self-Employed, electrical work shop for design, assemble, install, commission and maintenance all types of MCCs and control panels for many kinds of industrial factories like Marble factories, Industrial elevators, Industrial cranes, Plastic industries, Food industries.