Area Sales Manager
WEIR.
Total des années d'expérience :16 years, 4 Mois
• Define local plans and actions for the tactical deployment of the Mining & Industry business sales plan for area of responsibility, focusing on Fertilizers (urea, ammonia, phosphates and potash), Metal industry (aluminum, steel). Chemical industry, Food industry.
• Develop and guide local sales agent and distribution network based upon the business strategy, leading to the achievement of agreed financial and market targets.
• Provide management feedback on local market conditions; including competitor activity, trends.
• Handling the key accounts for Fertilizer (Potash, phosphate ), acid plants & industrial customers.
• Maintaining strategic relation with consultant, EPC contractor, end users and key decision makers.
• Preparing technical bid (pump section, GA, CS drawing, buyouts likes motors, VFD, seals and deviations list).
• Focus on aftermarket business like spare parts, replacements, upgrades, retrofits and coordinate with field service engineers (FSE) etc.
• Techno-commercial discussion and negotiation with the consultant and contractors.
• Reviewing contracts/PO technically, commercially and handing over to Project managers in the factory.
• Reviewing Term & conditions and risk analysis with the legal team.
• Liaising with finance, internal department for bid/tender submission.
• Coordinating conference calls with the customers and project manager in the business unit to ensure
• that orders are in-line with customer requirement.
• Submit monthly progress reports on Target vs sales, forecasting orders in the CRM/Salesforce.
• Maintain healthy project pipeline to ensure division achieves the sales target
• Identify new potential clients for prospective business opportunity.
• Arranging product training, seminar and presentation for the customers and end user.
• Ensure compliance with all federal, state and local regulations concerning business operations.
• Gather and analyze market intelligence for new projects and opportunities and keep up to date on industry trends and competition
• Handling the key accounts for the custom engineered pumps and reporting to Sales Director.
• Develop and guide local sales teams (and agent and distribution network) based upon the business strategy, leading to the achievement of agreed financial and market targets.
• Execute tendering activities in countries under your responsibility together with the local sales teams. Supervise and follow-up the tendering activity of your team.
• Supervise the order handling of your team, follow up of projects from tendering to financial closure and maintain and execute customer order backlog of your assigned territories/accounts.
• Maintaining strategic relation with consultant, EPC contractor, end users and key decision makers.
• Techno-commercial discussion and negotiation with the consultant and contractors.
• Reviewing contracts/PO technically, commercially and handing over to Project managers in the factory.
• Reviewing Term & conditions and risk analysis with the legal team.
• Liaising with finance, internal department, country managers for bid/tender submission.
• Preparing technical bid (pump section, GA, CS drawing, buyouts likes motors, VFD, seals and deviations list).
• Coordinating conference calls and kick off meetings with the customers and project managers in the factory to ensure that orders are in line with customer requirement.
• Bring all ideas and suggestions to increase Sales effectiveness
• Gather and analyze market intelligence for new projects and opportunities and keep up to date on industry trends, competitors and client development and develop channel partner in assigned region.
• Maintain healthy project pipeline to ensure division achieves the sales target.
• Submit monthly progress reports on Target vs sales, forecasting orders in the CRM/Salesforce.
• Submit regular progress reports assist in development of annual marketing plan and strategic plan
• Liaising with factory for retrofit, spare parts, overhauls and upgrade requirements.
• Business development, vendor pre-qualification, organizing factory visit for consultants and end users.
• Organizing training, webinar and presentation to customer and actively participating in exhibition.
• Conduct market surveys, competition activity and determine/implementing strategies with senior Management.
Key Achievements:
• Developed a new business line for XYLEM (custom engineered pump) from zero to $ 6.7 million in 2 years.
•Executed vendor approval for major end users like SWCC, NWC, ASHGHAL, KOC.
•Created and implemented a strategy for increased market penetration and sales.
• Leading project sales for Power and Desalination market for the regions covered and reporting to regional sales manager.
• Planning with management for implementing the business strategy to meet the assigned targets.
• Team Management and implementing business plans with dealers/distributors for quarterly and annual sales.
• Maintaining strategic relations with end users, consultants, EPC contractors and key decision makers.
• Techno-commercial discussion and negotiation with the consultant and contractors.
• Reviewing the customer contracts technically, commercially and legally and placing to the factory.
• Coordinating conference calls with the customers and project manager in the business unit to ensure that orders are in-line with customer requirement.
• Analyzing the market and competition and tender announcement for power & desalination tenders/ projects.
• Reporting the market information & competition levels in the VisionNet/LotusNotes (CRM) for active tenders.
• Provide input to management based on market information to enable the organization to develop capability in areas to give us strategic leverage for future projects.
• Adapt the business stream strategies to area needs as per local circumstances.
• Identify new potential clients for prospective business development.
• Responding to the spares request and coordinating with the factory for the related spares.
• Liaising with the end-user and coordinating with engineering team for the Retrofit requirements
• Arranging product training, seminar and presentation for the customers and end user.
• Attending the safety training and follow according to the Flowserve HSE safety policy
Key Achievements:
• Secured the Dubai concentrated solar power (CSP) plant for Flowserve (2017)- CSP is first of this kind in UAE.
• Expanded the channel partners with focus on market.
• Added several new key accounts.
Handling the key customers for water and waste water for assigned market.
-Planning with management to meet assigned targets, profit and inter company growth.
- Identify new potential clients for prospective business opportunity.
-Visiting key customers and propose most cost‐effective solution complying with the project specification.
- Working closely with consultant at the design stage of the project to pre‐ approve the product and to enlist the pump model during tender stage.
- Supporting the contactor with hydraulic heads ‐loss calculation to justify the pump selection.
- Verifying/reviewing the customer purchase order technically and commercially and placing to the factory.
- Team Management and training the application engineers with new product development.
- Pre‐qualification and vendor approval for major end users and consultants.
● Supporting marketing implementing brand promotions including technical seminar, exhibitions, factory visit.
Key Achievements:
●Successfully executed the biggest order in WILO for the business year 2015 for the supply of 67 special execution
pumps, and exceed the target by 23% YOY sale.
● Received the ‘Applause Award’ from Sales Director for the year 2015.
●Vendor approval with end users (Dubai Municipality, SEWA and ADSSC).
● Increased the market share for WILO from 5 ‐9 %, and trained application team in Dubai.
● Pre‐qualification with end users like Dubai Municipality(DM), Sharjah Municipality(SM), Abu Dhabi Sewage service
co (ADSSC) etc.
Utilities |Water Management - key accounts| UAE
Pursuing MBA ( International Business), UK.