SENIOR BUSINESS DEVELOPMENT MANAGER | MK Honeywell | KSA & Bahrain
Honeywell
Total des années d'expérience :13 years, 2 Mois
Lead a team of 4 members (including 2 secretaries for Bahrain and Kuwait) to prepare quotation and a variety of reports (sales, project, trade, business development, and HPD reports). Discover new business and project opportunities while preparing HPD twice a year, boosting the sales NPIs. Lead business development initiatives to achieve annual sales target and maximise company’s revenue. Deliver
leadership to manage distributors and oversee key accounts, such as ARAMCO. Drive sales growth by proficiently analysing and forecasting market opportunities in projects and trade, while also delivering exceptional customer service to existing clients.
Delivered Results
Ø Accomplished outstanding results in 2020 by securing a $2.3M order and efficiently invoicing 0.95% above the assigned Annual Operating Plan (AOP). Drove distributor success within the region, achieving an impressive average sales increment of 35% compared to the previous year's performance in 2019.
Ø Executed 15 accounts plans, catering to diverse clientele which included 3 prominent projects for esteemed clients, Aramco and housing projects. Created 4 strategic plans for valued partners, KSC, AKH, SESCO and NAFJAN, as well as 10 customised plans tailored to boost business with key dealers, such as AlRammah Trading, Masbeeh AlSharqiya Trad, AlArabi Expert Trad, and Amad AlBaed. The initiatives led to strengthened partnerships, increased sales, and elevated overall market presence.
Ø Provided training that enabled team of distributors, contractors and traders to conduct research, identify new business opportunities, and prepare for the project from submittals, samples & quotations.
Ø Played a key role in supporting and securing a variety of projects, including commercial, industrial, residential centres, health care, medical care, hospitality, warehouse projects.
Key Responsibilities:
Heading and motivating a team of 10 employees to achieve sales target, enhancing productivity as well as merchandizing standards and smooth distribution.
Responsible for handling numerous financial & logistics activities and conducting analysis of various aspects of the business.
Involved in the production forecast, assisting in the annual budget formulation, tracking of budget utilisation and establishing and maintaining contact with customers.
Tasked with managing bids & contract functions, stales control (expiries/damages), cross functional activities and service level improvements.
Identifying training needs of the employees and organizing professional as well as safety training to bridge their skills gap.
Entrusted with the responsibility of implementing Weekly & Bi-Weekly, Monthly, Quarterly and Year-end activities as per the SOP of the Company as under:
Daily Activities:
→ Ensuring 100% distribution of the newly launched products, monitoring the damaged and near-expired product and processing to maintain updated stock position.
→ Improving the strike rate by time management and ensure following the required KPIs by each member.
→ Ensuring the product availability and the operation as per the system.
→ Handling the merchandising activities and monitoring their performance
Weekly/Bi-Weekly Activities:
→ Handling the financial aspects of all the assigned accounts.
→ Responsible for increasing the visibility in the market.
Monthly Activities:
→ Forecasting and maintaining stocks in order to meet demand, maintaining maximum SOB and monitoring OOS to initiate improvement actions.
→ Ensuring the constant and latest updates training and recruiting of the sales force.
→ Managing and maintaining the incentive schemes plus the commission processes.
→ Ensure the convenience and freshness of the products through liquidation plans and access points.
Quarterly Activities:
→ Minimizing of Expiries/Damages as much possible for the entire region.
→ Ensuring highest number of access points, floor displays, etc. within the budget
→ Handling all the merchandisers’ aspects such as safety, training, market preparation, etc.
Year-End Activities:
→ Ensuring highest AR balance and avoiding any variances for the key accounts.
→ Finalizing annual contracts plus sub-contracts.
→ Seek a win-win situation with the key accounts and various other concerns
Major Accomplishments:
Over achieved the annual Sales Target to 102%.
Instrumental in devising proper sales systems in order to have a smooth cycle.
Achieved Team enrichment through promoting various employees.
Key Responsibilities:
-Heading and motivating a team of 12+ to achieve sales target.
-Responsible for handling numerous cross-functional activities related to sales, engineering, procurement, manufacturing, etc.
- Involved in the acquisition of tenders, customer relationship management (CRM), etc.
-Identifying training needs of the employees and organizing professional as well as sales and engineering aspects to bridge their skill gap.
-Entrusted with the responsibility of implementing Daily, Weekly and Monthly activities as per the SOP of the Company as under:
-Understanding and analyzing the project investment concept.
-Networking closely with a cross-functional coordination to develop the concept to a design stage.
-Selecting various technologies and defining the specifications.
-Preparing shop-floor layout with the details of the engineering utilities based on the most efficient workflow.
-Preparing project plans along with the budget based on the technical and commercial aspects.
-Defining correctly the scopes of supply and work to ensure successful project completion.
-Providing after-sales and technical support to attain complete customer satisfaction.
Daily Activities:
-Improving the strike rate by time management and ensure following the required KPIs by each member.
-Handling various administrative responsibilities such as preparation n of tenders, etc.
-Customer relationship developmental reporting.
-Business developmental reporting.
_Various updates regarding customers follow-up or related to tender activities.
Weekly Activities:
-Planning the upcoming daily visits through schedules and routines.
-Handling the financial aspects of all the assigned accounts.
Monthly Activities:
-Ensuring the constant and latest updates training or requirements for the recruitment of the employees regarding various projects.
-Reporting to executive directors and CEO.
-Enquiries abut the receivables from customers.
-Potential prospects build-up planning.
-Commission segregation planning.
Ali Zaid Al-Quraishi & Partners Electrical Services Of S.A.- Jeddah, Saudi Arabia
( (2012G) - Present)
Position: Key Account Manager
Lead the Projects, supply and customer management within the private and government sector.
Controlling the western, north & south region of Saudi Arabia.
The main customer base includes the following categories:
• General Contracting companies.
• Sub Contractors
• Industrial Sector mainly the process industry
• Government Sector including ministries and municipalities.
Getting AQESA registered as a CLASS A Supplier in all of the municipalities of Saudi Arabia
Getting AQESA Registered in other government ministries including the ministry of tourism
Handling and dealing in government sectors. Looking for new tender of interest to generate business activity.
Attending major conferences, seminars and exhibitions for both private and government sector to expand customer base and enhance knowledge.
(2011G) - (2012G)
Position: Project Sales Engineer
Project supervision, supply and customer management within the private and government sector.
Visiting prospective customers for sales activity throughout the western region of Saudi Arabia. The main cities include Makkah, Madinah, Taif, Rabigh and Jeddah.
Handling RFQs of different customers for the following products of EATON:
• Busways
• Switchgear, Substation and Transformer
• Motor Control Centers, Main Distribution Boards and LV Panels
• Automatic Transfer Switches and Capacitor Banks
Handling RFQs of other products including the following:
• Wiring Devices, Cables and Cable Trays.
• Conduits and Fittings
• Earthing and Lightning Protection Systems.