Assistant Manager- Technical Support to Sales (HVAC)
Mitsubishi Corporation Trading ME FZE
Total years of experience :9 years, 9 Months
Activities:
Providing technical support to distributors for Air-Conditioning projects/products.
Support includes project design verification, supervision of installation, testing and commissioning activities.
Project report filing and report submittals to factory for various projects on monthly basis.
Resolving/assisting on technical queries of channel partners, arranging product training, providing technical updates, tender submittals.
Internal activities include B2B/B2C Sales support to line-managers, documentation works like SAP entries and new market research activities.
Achievements:
Currently supervising 18 High rise building projects designs, installation works, testing & commissioning works at Qatar.
Work description:
− Market research activities to determine product demand & positioning.
− Regular numerical analysis based on product category/ client segment/ revenue generation / business targets / profitability/ market share / lead conversions/ channel strength etc. & preparing scorecard for further business decisions.
− Creating business cases and work as a facilitator between the various internal organizations.
− Involved in product pricing, technical updates, market information activities.
− Sponsorship/participation in technical conferences/trade shows.
Achievements:
− Conducted 5 product launch events, across major cities.
Represented at ‘ACREX’ International expo, ASHRAE, Electronic City Expo.
− Introduced training sessions for sales team
Work description:
To develop channel partners in untapped markets of tier-I & II cites
To implement go-to market strategy for annual unit sales and profit plan.
Forecasting volume projections to develop annual/monthly sales plan, in-line with supply/demand, changing trends, economic indicators & competition.
Preparing proposal documents, bidding, contract negotiations & order closure.
Liaising with suppliers to check the progress of existing orders.
Achievements
− Closed four sales orders worth over $2 million each in an annual year.
Four new channel partners in tier II cities.
Work description:
Lead generation; lead assessment; lead nurturing, solution pitching, negotiation, contract agreement & order closure.
Sales analysis on individual channel partners, product purchases, needs & buying habits, potential markets and product demand.
Data analysis on sales achievement, revenue generation, outstanding, credit limits, promotional expenditure, business targets, profits, channel/market share.
To identify potential customers, forecasting revenue streams and develop specific plan to ensure revenue growth in targeted LOB.
Responsible to develop, maintain and evaluate the dealers/distribution network.
Brand building through advertising campaigns, product launches.
Liaison with Media Agencies to develop promotional theme & trade shows.
Achievements
14 projects worth over a $1 million each.
Four distinct rate contracts with multiple location delivery order contracts.
Five new channel partners in Tier-2 cities.
60%-65% success rate in converting leads to order.
80%-85% success in achieving business targets.