REGIONAL PRODUCT BUSINESS MANAGER
Johnson Controls
Total years of experience :25 years, 8 Months
Provide highly strategic and tactical leadership as the Product Business Manager of this leading global company engaged in the business of Manufacturing and Distribution of YORK & HITACHI Brands of Air-Conditioning Products. Overall responsibility for the managing of YORK & HITACHI Air-Conditioning DX \[Direct Expansion\] Unitary Products (Window Room Air-Conditioners, Residential Splits Units (High Wall, Cassette, Ceiling/Floor & Floor Standing), Commercial Splits Units, Packaged Units & VRF \[Variable Refrigerant Flow\]) business with all distributors in Middle East and Africa countries.
KEY ACCOMPLISHMENT
• Overall responsibility for the managing the designing, creation and development of YORK and HITACHI products and features from inhouse & OEM factories in USA, Turkey, Thailand, KSA, UAE, OEM China (Hisense, Aux, Haier, Midea & Gree Factories) and Bahrain (Awal Gulf Factory) for more than two thousand models of DX \[Direct Expansion\] unitary product models that is consistent with the company’s overall strategy for the business in the Middle East and Africa.
• Direct responsibility for achieving Revenue and agreed with the Management including profitability forecast and preparation and implementation of annual operational plan for the Product Category.
• Managing the entire product line life cycle from strategic planning to tactical and work closely with the sales to fully understand the local market requirements and competitive situation for the current and future products requirements.
• Analyzes market trends, technology trends, and the potential impact and/or benefits to the products and the business.
• Define, create, drive the execution, and maintain product roadmap, product features and functionality for multiple products within the company to ensure all products are completed against agreed scope and ensuring all business activities are delivered within timescales
• Close follow up with all upcoming air-conditioning energy and safety regulations in all Middle East and Africa countries \[SASO, ESMA, MEW, QS SASO, ESTIDAMA, SONCAP, DGSM, BTMD, GMARK, CE, EUROVENT etc.)
• Performs detailed analysis of competitive products, creates SWOT analysis and competitive summaries for use by sales teams and executive management.
• Actively involved in the New Product Launch, sales forecasting and budgeting, market analysis. Develop, implement, and maintain the pricing strategy for all distributors.
• Product demand planning & forecasting between factories and distributors. Prepares sales forecasts for use in planning manufacturing operations and controlling inventories.
• Manages price / volume and share expectations for assigned product lines and new products.
• Creates and defends business cases to justify revenue from new product developments. Provide the drive to implement the requirements within product developments in a cross-functional product development environment.
• Prepare and organize detailed document and technical literature for all products and provide full product technical sales support for all distributors sales personal.
• Managing and monitoring commercially and technically of all distributor’s projects from tender stage till order and delivery stages across the Middle East and Africa markets.
• Internal & external communication and training for current and new products.
• Monthly sales report analysis (sales price, revenue, cost, gross margin by model & region).
Direct, coordinate and manage the complete costing, purchasing, materials planning, contract administration, vendor negotiations, Logistics, Warehousing, and Distribution Management function of this leading company engaged in the business of manufacturing and supplying of street furniture by ensuring flow of goods from vendors from all over the world in an efficient and cost-effective way to meet consumer demands for various projects with minimum interruptions to service. Report to the Operation Manager.
KEY ACCOMPLISHMENT
• Prepare cost estimates and developed a standard cost system for product costing resulting in more competitive pricing.
• Prepare, maintain, communicate all operational SOP in coordination with the Project Manager. Evaluate procedures and processes and provide recommendations for improvements to operations as well as manage exceptions that occur in the international supply chain.
• Plan and schedule all distribution services through Virtual Warehousing Facility including, receiving, storage, shipping, handling of returned goods, maintenance, and administrative activities to ensure customer projects requirements are met in an efficient manner and meet prescribed cost and service standards.
• Maintain sources of supply awareness by reviewing company supplier performance, trade publications and networking.
• Successfully evaluated proposals, negotiated contracts in total cost reduction effort, establishing master purchase agreements and strategic alliances with domestic and international suppliers.
• Liaise with user departments / project team as required, ensuring inventory levels of items are maintained.
• Design, develop and implement purchasing policies, systems, and procedures.
• Conduct site visits along-with the project manager at interest as part of vendor pre-qualification and periodic performance to internal audit, external audit.
• Perform issuance of subcontract & supply agreements, production orders, MRP calculations, and delivery follow-up, project follow up, inventory, costing, stock position / valuation management, production order follow-up and logistics.
• Perform manual and computerized inventory audits, develop, and submit proposals and reports.
Accustomed to full responsibility for large-scale account management and tenders’ management, including business strategy, early-stage engagement, deal structuring, negotiation, and order execution. Strong industry and technology learning curve, possess well-developed strategic and analytical skills to quickly master all aspects of industry landscape and product knowledge. Ability to influence, motivate and lead people - staff, prospects, customers - through effective communication and personal interaction skills. Proven record of success solving problems, managing multiple tasks, and following through with clients to ensure that expectations are met and exceeded. Reporting to the Sales Manager.
KEY ACCOMPLISHMENT
• Actively involved in tender analysis and participation including unit's selections, preparing detailed costing, and submitting techno-commercial proposals.
• Provided pre and post technical support for company’s products.
• Liaised with customers, agents & consultants in all countries and coordinated with Production and Dispatch Departments for timely execution and delivery of customer orders.
• Spearheaded the development and implementation of Advanced Pricing and Costing Program for pricing projects to be used by the sales personnel.
• Play major role in the new product design and development that suites the market requirements and demands.
• Tactfully managed, coordinated with various departments of the company for the purpose of expediting the sales orders and ensured proper follow-up and trace on pending jobs for execution as per deadlines.
• Managed independent correspondence and coordinate with customers periodically to advice on work progress.
• Promoting sales of SKM Products through Contracting Companies, Dealers and SKM Offices in all Middle East & Africa countries.
• Grew Annual Sales Revenue strategizing business development efforts to outperform corporate targets.
• Proved the ability to architect and solidify win-win outcomes under difficult circumstances of cutthroat competition.
• Reviewed market analyses to determine customer needs, volume potential, price schedules and discount rates.
• Travelled extensively as a Corporate Ambassador, generating high visibility for the company by participating in International Fairs.
• Controlled business relationships with key decision makers to assure client retention, enforce compliance with contract terms and payment schedules, as per credit control policies of the company.
• Conduct training programs for new engineers on selection programs, quotations, units design, machines pricing and on conducting sales meetings with clients.
Developed new business and sold ‘deeper’ into existing account base through diligent efforts in prospecting for, qualifying, and winning major corporate accounts of Contracting Companies. Identified decision makers, performed need analysis, prepared proposals, made powerful presentations & demonstrations, and closed business. Built and nurtured executive-level relationships. Reporting to the Sales Manager.
KEY ACCOMPLISHMENT
• Streamlined processes, reactivated stagnant accounts, reversed customer dissatisfaction, and built long-term alliances.
• Provided quality service to clients, increased market penetration by effective forecasting and achieved better sales targets by implementing effective marketing plans.
• Assessed, analyzed, and maintained market share of products and business development by monitoring competitors’ activity.
• Consistently achieved the monthly sales target through market analysis and understanding of business from different market segments and by developing and maintaining healthy customer relationships.
• Provided technical expertise in the design, selection of Air Conditioning Products & Accessories (Insulation, Fans, etc.).
• Performed regular visits to Key Accounts Customers, reaffirming business relationships, to promote product and boost sales.
• Utilized professional selling skills, knowledge of the territory and broad network of contacts to achieve success.
• Identified and pursued new business development opportunities.
Specialized in Thermal Power