Regional Sales Manager
Bodo Moller Chemie
مجموع سنوات الخبرة :11 years, 3 أشهر
• Take complete ownership to develop new markets for Huntsman Advanced materials for curing agents, adhesives and Dow RTV sealants portfolio in the Middle East and Parts of Africa.
• Work with Aerospace, Marine and Automotive companies and specify new products which can be implemented in various components manufacturing and sealing operations.
• Enhance region profitability strategically and operationally by correctly forecasting based on solid information from end users and Channel partners.
• Create new channel partners in the region and train the sales team regularly in terms of technicality and relevance of the products.
• Lead and guide the sales team in different regions technically and commercially to develop the business in line with the predefined strategy.
• Conduct regular workshops on Chemical adhesives and sealants to maximize productivity for the end user and increase competitiveness of the sales team.
• Focus on strong customer service to enhance the customer experience during the business development stage, specification and delivery of the materials.
• Creating a focussed Project Management plan to target Hilti relevant applications and coordinating with the Engineering and the decision makers.
• Secure the construction drawings from the contractors, coordinate with the Project Management office and propose optimal design, negotiate pricing and secure the order.
• Manage and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met with the Chinese EPCs and accounts.
• Conduct Seminars physically as well as virtually with multiple stakeholders, enhance relationship, identify opportunities and overcome technical and commercial hurdles.
Regional Business Developer- Middle East Turkey Africa
(April 2018- December 2018)
• Managing Global accounts with projects in the GCC and outside the GCC focussing on design phase, execution phase, identifying and developing network with main contractors, subcontractors and specific applicators.
• Creating a Project Management plan identifying and assigning tasks to stakeholders based in the project side and the Head office.
• Specifying Hilti Engineering supports, fixation on steel, fire stopping solutions and anchoring solutions and incorporating it in the construction drawings.
• Contributing to sales development direct and indirect, long term relationship build up and execution of account strategy. by working primarily on technical topics.
• Reverse Engineering by proposing Hilti solutions to the end user, tackling hurdles until the order is secured.
• Leading the sales team across the region in relation to specific applications by preparing action plans and supporting them to design, specify, negotiate, and secure opportunities.
• Managing Key accounts in Central/Western/Southern Saudi Arabia for the waterproofing, coatings, floorings and construction chemicals segment.
• Analysing the potential and selecting key targets to ensure that plans turn into actions through agreed qualitative and quantified action plans.
• Ensure Sales from targeted markets generate above market growth and that the net result after costs provides an acceptable level of profit in line with budget.
• Efficiently organize and facilitate sales development and coaching, conduct weekly sales meetings and provide monthly staff performance reviews to enhance training and competence.
• Focus to increase the market share of chemical admixtures with batching plants by regular trials at the batch plant, optimise the mix design
• Increase the market share with epoxy coatings, flooring coating, grouts and concrete repair materials by conducting live demonstrations and technical seminars
• Develop a fair pricing strategy to mitigate the risk associated with different pricing for Clients with key Oil and Gas projects and regular projects.
• Administer the business for the Power and Water Segment in Yanbu for the Korean Contractors including Samsung, Doosan and Hanwha
• Utilize all the elements of the sales management process to effectively analyse, implement opportunities using CM7
• Propose the right fastening and installation products to the customer using Hilti Profis software
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