Techno commercial commercial Team lead
John crane ME and NA
Total years of experience :23 years, 8 Months
John crane MENA — Jebel Ali 11/2012 to Present
Techno Commercial Team Lead
(An American MNC, serving mainly oil, gas and power industry, now a subsidiary of the United Kingdom Corporation Smiths Group involved in the design andCommercial Team Lead (Sales & Service)
(An American MNC, serving mainly oil, gas and power industry, now a subsidiary of the United Kingdom Corporation Smiths Group involved in the design and manufacture of mechanical seals, couplings, hydro-dynamic bearings, seal support systems, and filtration systems)
Key Areas of Performance:
• Primary point of contact of clients supporting over $ 30 m annual sales.
• Handling RFQ s, proposals, orders, bids and contracts.
• Work as a key member of the MEA Commercial Center of Excellence for to achieve the regions Sales, Order and Margin targets for the business
• Interface with the regional teams and headquarter functions such as Engineering, Sales, Pricing, Risk, Legal, Commercial Finance and Project teams to develop commercial strategies and solutions that will match Customer requirements while meeting or exceeding business goals
• Generating various reports on open order, delivery performance and sales.
• Lead proposal and order generation for seals, couplings, systems and services. Compile and submit tender packages as required
• Manage a team of Inside Sales support with regards to business processes & drive continuous improvement.
• Creates, manages and monitors teams' daily / weekly metrics and managing daily improvement board
• Continuously identify and refine the proposal and order processes across the business, with special emphasis on Lean opportunities for improvement.
• Accountable for formulating an intensive coaching and development program to ensure that sales support team is empowered with necessary tools and skills to deliver excellent selling techniques.
• Instrumental in meeting key clients, aiding sales representatives and key account managers in maintaining relationships, negotiating contracts and closing deals, simultaneously analyzing market to determine customer needs, price changes and product changes according to the new trend.
• Handling of distributer /client orders enquiries from Middle East and other markets (Whole African Region), daily order processing, coordinating timely shipments keeping in standard lead time for production.
• Attending all the Sales calls and accurately forwarding to proper Business team and proper follow up check with the Sales Manager.
• Assisting Regional Sales Managers for planning, sales forecasting and analysis.
• Providing regional support to the supply chain management/sales department and optimizing
existing procedures according to distributer/client needs.
• Generate new and repeat sales by providing technical information in a timely manner including MSDS, TDS and COA.
• Quarterly visit on existing customers.
• Guiding the preparation of export/ shipping documents as per country specific regulations
• Reviewing L/C documents along with finance department and overdue invoice follow ups.
• Preparing complex Commission and bonus reports for the distributers on quarterly basis.
• Educate customers about terminology, features and benefits of products in order to improve product related sales and customer satisfaction
• Dealing with complaints and properly entering it into the CRM with right persons notified and proper follow ups.
Office Manager / Customer service Supervisor- October 2000- May 2008
GIESSE- Dubai, UAE (Italian MNC dealing with Hardware for Aluminum Windows and Doors)
Office Manager, 2006-2008
Customer Service Representative, 2000-2005
Promoted as Office Manager to recruit, train and supervise 10 customer service reps and admin staff:
Manage RFQs, Order entry
Responsible for MENA
Assisting in Warehouse operations
Occasional visits to the customers along with Sales team
L/C reviewing
Maintaining customer records
Screening of CVs for new recruitment
Conducting tele phonic interviews
Flight & Hotel Bookings
Maintaining personnel files
Training for the new recruits
Trade license renewal
Administering Registration of fleets of cars and insurance
MBA