Business Development Manager - Projects
Al Futtaim Group
Total years of experience :23 years, 4 Months
Presently I am with Al Futtaim Group, a prestigious multi-dimensional, multi-dimensional U.A.E origin organisation with a strong presence across middle eastern markets.
Core responsibilities:
- Business Development for different products and services with prime focus on the projects business through different distribution channels/dealers/contractors in Qatar market.
- The product handled are HVAC/air-conditioning systems of various brands viz. Carrier, Sanyo, Aftron, Galanz, Honda power products, generators, water pumps, landscaping equipment, Yanmar marine engines etc.
- Generating enquiries and pursuing projects for air conditioning requirements, right from the design stage, through the tendering process, up to the award of contract to the contractors, negotiation and finalisation of the orders.
- Planning, devising and implementing strategies to enter major projects / tenders in close co-ordination with the sales and execution team, in order to achieve the assigned sales targets and to ensure profitability for each project.
- Sizing, selection of equipment, preparing estimates, techno-commercial proposals and submittals in compliance with the project specifications / tender requirements and to do meetings / site visits as required.
- Targeting oil & gas industry, project designers, consultants, contractors, major construction & infra-structure projects.
- Ensuring smooth operations by liaising with the execution team, for timely completion as per the project schedule.
- Assisting after market department to improve the service business with focus on customer centric approach.
>Reporting to the Executive Manager the core responsibilities were to design, plan and implementation of business development and sales strategies for YORK range of air conditioning equipment, with prime focus on oil & gas industry and infrastructure projects in Qatar.
>Looking after complete operations right from generating new sales leads, preparing technical submittals, pricing and commercial proposals, tender documentation, and negotiation, up to supply, installation and execution of the projects.
>Completing pre-qualification process and obtaining approvals from govt. authorities, projects, clients and consultants.
>Directing, guiding and monitoring the sales team in closing the deals, efficient project execution and to achieve targets.
>Key Accounts Management: oil & gas, govt. sector, retailers, projects, consultants and EPC/MEP/HVAC contractors.
Stream Industrial & Engineering, Doha - Qatar (ISO 9001:2000), a member of Salam International, which is one of the reputed business houses in Qatar, diversified into the business of industrial, engineering equipment and construction projects & solutions.
>Reporting to the Managing Director shouldered the core responsibilities of sales and operations, for engineering plant equipment from multinational manufacturers, targeting the oil & gas industry, infra-structure projects in Qatar and GCC.
>Brands represented are Gardner Denver, CompAir, Demag, Severn Trent De Nora, REID Lifting, Kubota, Schenck, Venti Oelde, CMD, Chicago Pneumatic, Cooper, CombiLift, Lurgi, etc.
>Preparation of sales budgets, business plans forecasts, sales and management reports, assigning targets for sales team, designing and implementing strategies to achieve sales growth and ensure better profitability.
>Liaising with the principals, monitoring the sales activity and team management to optimise the performance, achieve set targets and extend value added support to the clients to in line with the corporate vision and mission.
>Planning and execution of marketing strategies, email campaigns, technical presentations, product demonstrations to improve brand visibility and customer awareness. Introducing new products complementary to the existing business.
>Conducting internal audits to ensure the compliance of processes with the corporate company policy.
>Was instrumental in establishing after-market department and the service infrastructure to support the client base.
Sales and marketing of Atlas Copco premium range of products such as Compressed Air Systems, Construction Tools, Rock Drilling Equipment, Power Generators after market products and the Industrial Power Tools in the U.A.E region.
To build, drive and maintain customer relationship to develop potential business leads.
Dealing with client enquiries and assessing their requirements and proposing optimum solutions to them.
Was responsible for project sales and managing key accounts that involved major contractors, consultants, industries, quarry owners and drilling companies etc..
Assessing the project / tender specifications, developing the essential documentation, technical submittals, compliance statements, commercial bids etc.
Conducting technical presentations, meetings and promotional activities.
Co-ordinating with clientele and the principals thru the entire sales cycle.
Have undergone professional product and sales training courses conducted by Atlas Copco.
Reporting to the Marketing Director, I was responsible for promoting CAD/CAM/CAE and automation solutions to the industrial clients.
Worked on tender documents, technical and commercial bids and related documentation.
Planned & organised products launches, demo’s, customer meets, promotional campaigns and advertisement as part of executing the Marketing plan in various locations.
Assisting clients to avail finance from bankers and finance organisations.
Also was involved in post sales customer support activities.
Bachelor of Engineering in Industrial Production
Diploma in Computer Aided Engineering and Industrial Automation
