Sales & Operation Manager
Technology Arena Trading Est
مجموع سنوات الخبرة :22 years, 11 أشهر
Highlights:
• Consistently delivering predefined annual sales targets with year-on-year sales growth of 10% - 15%
• Successful in implementation of strategies to deliver annual cost savings of 3% - 5% with regards to the approved budget.
• Leading business development initiatives to expand the company’s customer base.
Responsibilities:
Sales Management
• Lead the formulation and execution of strategic sales plans to achieve business objectives of sales, revenue, profitability and sustainable growth.
• Track markets to identify and validate new opportunities, generate leads and follow up for presenting the company and products to potential new customers and acquire new customer accounts to expand the client base.
• Manage the end-to-end sales process from gathering of customer requirements including responding to RFQs/RFPs, recommending solutions, submitting bids to negotiating and securing sales deals.
• Monitor all ongoing sales orders, coordinating with internal teams and suppliers to ensure on time in full deliveries to meet customer requirements.
• Build and reinforce customer relationships by ensuring consistent quality in service delivery and support, providing solutions to requirements and promptly resolving all complaints and issues.
• Conduct structure market research to identify and evaluate market dynamics, competitor scenario, new technology and products and implement strategies to ensure competitiveness of the company through innovations in products and sales techniques.
Vendor Management
• Manage the company’s vendor base comprising of international manufacturers and suppliers of various products to obtain trade goods at best prices and terms.
• Negotiate and finalize annual business plans and targets with each vendor based on market demand aligned to the overall company business objectives.
• Liaise with the vendors and finalize annual business contracts including credit terms, payment terms, annual price lists and promotion plans.
• Monitor vendor performance based on price, quality, delivery, service and customer feedback and promote initiative to achieve improvements in vendor performance.
• Collaborate with vendors and provide strategic market insights to introduce new products and services to deliver win-win outcomes.
Responsibilities:
• Worked with the premier distributor of electrical supplies dealing with placement of orders on suppliers and following up for on time deliveries and further supplies to customers as per their requirements
• Monitored deliveries to customers in the central region of KSA and coordinated invoicing and liaising with customers for on time collection of payments.
• Supervised storage of goods in the warehouse including cataloguing and barcoding for easy and accurate order picking and dispatch.
• Managed inventories of goods in the company’s showroom and facilitated deliveries against customer orders.
• Maintained up-to-date records and produced monthly reports on customers’ open orders, billing plan and collection status for management reporting.
• Ensured planned maintenance as well as repairs of equipment in the branch, warehouse and showroom to ensure required availability and reliability.
Responsibilities:
Inventory Management and Stock Replenishment
• Evaluate business requirements and formulate stock management and replenishment plans to ensure optimum stockholdings of all stock-keeping units (SKU).
• Coordinate with customers, map their requirements and procurement plans and plan orders on suppliers to achieve cost-effective fulfilment of customer needs.
• Monitor inventories on a monthly basis to identify slow moving items and implement measures to avoid unproductive inventory.
Administration and Staffing
• Supervise the sales staff, determine team and individual targets and provide leadership and guidance to meet sales and growth targets.
• Manage the recruitment, onboarding, training, deployment and performance evaluation of sales representatives.
• Ensure compliance with all government regulations including documentation and on time renewal of licenses and permits, staff IDs, medical and vehicle insurance and payment of rents.
Highlights:
• Managed projects across the lifecycle ensuring efficient execution which improved results vs. target and enhanced overall departmental profitability
• Developed and implemented a new order handling procedure leading to reduction in cost and time requirements
• Joined as Project Manager in the distribution transformer project management (May 2008 - December 2011) and earned promotion to Projects Department Manager (January 2012 - September 2012)
Projects:
• Construction of Madinah East 380/110 KV BSP for SEC Scope: 4 units Shunt Reactors Client: Al-Toukhi Co Value: SAR 37 million
• Hunai Pumping Station Scope: Dry type Distribution Transformers Client: National Water Company Value: SAR 5.5 million
• King Saud Bin Abdulaziz University, Riyadh Scope: Dry type Distribution Transformers Client: Advance Vision Co Value: SAR 7.6 million
• King Fahad Industrial Port (KFIP) - Tank Farm & Loading Facilities Package 9, Jubail Scope: Power & Distribution Transformers Client: Dayim Punj Lloyd Value: SAR 4 million
• Dry type Transformer Tender 2010 Scope: 720 Dry type Transformers Client: Ministry of Electricity & Water, Kuwait Value: SAR 91 million
• Unit Distribution Substation Tender 2009 Scope: 450 Unit Distribution Substations Client: Ministry of Electricity & Water, Kuwait Value: SAR 81.66 million
Responsibilities:
Projects Department Manager
• Led the distribution transformer business unit, aligned staff with the company vision and implemented strategic plans to exceed the predefined targets.
• Monitored performance against key performance indicators (KPI) metrics, identified variances and implemented corrective and improvement plans.
Project Manager
• Managed the supply and installation of distribution transformers, power transformers and associated components ensuring on time, within budget execution meeting scope, specification and customer requirements.
• Analyzed the project documents, communicated with the client to finalize the project scope of work and prepared project schedule with milestones.
• Administered the project budget, monitored and controlled expenditures and leveraged opportunities for cost savings without impacting quality.
• Evaluated scheduled activities, determined estimated time and developed the project schedule providing buffer for unexpected events
• Established and managed communication channel between the project and the client ensuring effective review of issues to avoid conflicts.
• Coordinated periodic reviews with the client and project team to evaluate progress, identify concerns and produced reports for client and project team.
• Managed all procurement activities including obtaining and evaluating quotations for required materials from suppliers, negotiating prices and terms, placement of orders and expediting on time deliveries as per order schedule, specifications, quality and quantity.
• Dealt with planning, mobilizing, allocating and monitoring all project resources enabling smooth and efficient project execution and delivery
• Coordinated project risk management including identification, assessment and registering of all potential risks and implementing risk mitigation plans.
• Supervised the project team, monitored performance and provided support for achieving project objectives and resolution of pending issues.
• Dealt with sales of HILTI construction fastening products in an assigned territory in Riyadh, managing a portfolio of clients to deliver sales and revenue targets.
• Planned and conducted weekly visits to customer offices and project sites to identify potential for business, provide solutions using company products, submit quotations, negotiate and close sales deals.
• Served as a field specification engineer and supported the sales team in product design and preparation of BOQs for various projects, participation in technical meetings, product demonstrations & recommendations as well as training the sales team on new products.
• Worked as the oil & gas team leader in the Central Region for following up and generating business for company products in the Saudi Aramco Khurais plant.
• Participated in the establishment of the company’s factory including preparation of the hangar with electrical & pneumatic connections for installation of equipment and installation & commissioning of the machines. (Received training on installation and commissioning at the factory of Dallan SpA, Italy, the equipment vendor in January 2001)
• Planned raw material requirements for production and coordinated procurement from suppliers in Italy, Spain & the UAE and monitored maintenance of optimum stock levels.
• Dealt with quality control of procured raw materials including testing to ensure adherence to order specifications and international standards.
• Managed all logistics activities including establishment of letters of credit (LC) with the bank, coordination of shipping with suppliers and clearance of consignments from port in coordination with the clearing agent in Riyadh.
• Developed sales plans based on inputs from market research and guided the sales team in implementation to achieve profitable sales from the first year and delivering 2x growth in the second year.
• Coordinated planning and execution of preventive maintenance programs for all plant and equipment to minimize unplanned breakdowns.
• Contributed to business expansion through setting up of a new plant in Dammam including procurement, installation & commissioning of machines, procurement of raw materials and training of staff of the new facility.