Senior General Manager
Mohsin Haider Darwish LLC
Total des années d'expérience :31 years, 7 Mois
One of Oman’s leading Business Houses specializing in the supply of products and services related to HVAC, Infrastructure & Telecom, Building Services, Security, Office Automation, Industrial Chemicals, Oilfield, Renewable Energy and Healthcare equipment
Reporting to The Chief Executive Officer
Primary objectives
Establish a new business Division primarily focusing on Oilfield Equipment and Renewable Energy
Key Achievements
o Provided key inputs for new business vision and development.
o Oversaw and executed the necessary activities to establish a new division under the name of Energy & Conservation primarily focusing on Oilfield Equipment and Renewable Energy
o Executed the complete process of obtaining JSRS certification from BusinessGateways.
o Identified new products and sourced reputed manufacturers and signed up six new agency agreements for Oil & Gas, Electrical and Firefighting products.
o In June 2023, I was given the additional charge of the HVAC division, for both Sales and Service, for which we secured major orders in Q3 of 2023.
KEY ACHIEVEMENTS
• Increased turnover by 22% by successfully finalized orders for major projects
• Reduced receivables turnaround by almost 28%.
• Recognized by company for successfully recovering all outstanding payment which were in ageing from 1 to 3 years during the Pandemic period
• Initiated and developed a new business vertical in firefighting products, signed distributorship agreements with leading brands, designed staff realignment initiative and developed highly motivated team.
• Successfully negotiated and finalized exclusive sales agency agreements with premium international manufacturers
• Achieved maximum annual ordering value on our Air Conditioning equipment supplier in the history of the Oman division.
• Increased Retailer Outlet partners from 3 to 17 nos.
RESPONSIBILITIES
• P&L Ownership and Budgeting
• Lead all aspects of sales, marketing operations, storage, transportation, and logistics and capitalize on profitable opportunities, representing organizational needs in accordance with broader economic demands for business growth.
• Identify business prospects and revenue streams by building strategic partnerships and driving sales across diverse regions.
• Manage sales pipeline, forecast monthly sales and develop sales tactics to maximize new business development prospects.
• Define the business strategy for improving the market share and penetrating lucrative markets for new and existing products.
• Develop strong business relationships with customers and distributors by identifying the strength of each partner and coordinating with them for effective business development.
• Responsible for sales forecasting, strategy revamp, goal setting, and performance reporting for all organizational accounts.
• Determine synergies and create broad line sales plans to target new markets and expand current channel landscape.
• Identify new trends ahead of the curve, hence, offering the business a competitive advantage
• Evaluate customer behavior, negotiate lucrative contractual terms, and consistently close business transactions.
• Leverage innovation, marketing, business turnaround skills to profitably operate business, while driving an empowering culture, to motivate dealers, distributors, staff and stakeholders.
• Provide innovative upsell opportunities and appropriate products to attain excellent customer experience.
• Monitor staff KPIs on monthly basis and lead quarterly KPI review meetings to address the staff’s strengths and weaknesses and duly reward good performers.
• Disseminate product successes in a format that encourages team in meeting customer needs and improve customer base.
KEY ACHIEVEMENTS
• Introduced a completely new Oil & Gas Division in Dec’07 and streamlined its operations
• Successfully negotiated and finalized exclusive sales agency agreements with premium international manufacturers
• Penetrated market within the same year which transformed into a profit center for the firm
• Expanded and started HVAC division in Jan’2015 to increase sales output to counter slacking revenues from Oil & Gas sector
• Established a new brand of lubricants after carrying out extensive market survey.
• Augmented customer accounts from different market divisions by connecting with previous clients; increased the count from just less than 10 to more than 40.
• Increased sales by more than 200%.
RESPONSIBILITIES
• Drove strategic initiatives by institutionalizing process improvements, infusing new ideas and taking region-wide approach to unlock maximum synergy to attain larger incremental scale impacting top and bottom-line growth.
• Collected and collated requirements from clients and furnished relevant information to the Technical Department.
• Rendered effective customer service by addressing customers grievances to ensure smooth flow of operations.
• Guided sales team to ensure that weekly, monthly, and quarterly business plan is in accordance with formulated strategies.
• Led the sales force to develop their skill and ensure that high professional standard is achieved and monthly sales target and KPI targets are met.
• Executed marketing plans with business partners and tracked and reported competitor’s activities to the management.
• Led business planning including development and execution of agreed sales plans, local area marketing, and hosting constructive meetings.
• Performed monthly sales forecasting and competitive analysis to determine accurate performance levels and need for growth into current and additional vertical markets and product categories.
• Accomplished product prequalification, as applicable, with end-users, engineering consultants and EPCs.
• Scouted emerging markets and expanded product offerings and strengthened partnership with suppliers.
• Maintained better customer relationships through presentations, sending follow-up marketing materials made sales team do cold calls on a regular basis.
• Reported to General Manager on all office and business matters.
• Managed day-to-day activities and operations including coordinate the sales staff and promote a friendly working environment in the company.
• Developed extensive knowledge of market competition and developed new opportunities.
• Implemented and monitored business plans and procedures to ensure smooth operation and maximize business volume and profitability.
• Increased sales by more than 200%
• Negotiated and finalized agency agreements with reputed international manufacturers.
• Regularly reviewed of projects, inquiries and sales orders.
• Studied new market needs and source new technological products.
• Plan and schedule company logistics.
• Developed a better system of documentation including Costing system, Delivery Orders and Invoices, and so on and internal filing system; which never existed.
• Entirely responsible for the company’s Oman operations for the sales of Instrumentation products and Valves in the process industries with primary focus on the Oil & Gas sector
• Constantly involved in Market Analysis including competitive evaluation and price study
• Market penetration to establish a wider customer base and increase sales
• Serviced existing customers to meet current sales targets and develop future sales plan and targets.
• Efficiently managed and improved on client relationships at all levels.
• Identify new products & technology as per project/market necessity to generate more business.
• Getting new products approved by clients/consultants… for their projects.
• Updating the Engineering Consultants on new products and identifying their applications for the ongoing and new projects.
• Temporarily relocated to company’s Doha office where I was extremely successful in improving the company’s business relationship with the existing clients and also establishing new clients
• I was successful in getting our company and products approved on their vendors list. My most important clients were QGPC, Occidental, ARCO, Mersk Oil, QAPCO, QAFCO, QASCO, etc.
• Overall office management and control
Family Enterprise·
Management and Supervision of a family owned construction Company.
A family enterprise running a comprehensive Civil Construction operation catering to both the private and public sector.
My Prime Job functions included:·
* Overall Construction Supervision·
* Material Purchase and stocking·
* Documentation
* Labor Control & Management.
Diversification
In 1993, I spearheaded a new business venture to diversify into electrical contracting to support the ongoing construction business.