Raghib وقاص

Presently working as Sales Manager Dubai & Abu Dhabi for Rental Generators for LV & HV applications, Rental Chillers, Rental Air Handling Units, Rental Heat Exchangers & Rental Package A/C units at Rental Solutions & Services. Reporting to the GM; major responsibilities include :

 Key Account Management of District Cooling Companies & Royal & US Navy in Dubai & Abu Dhabi for the temporary cooling and shore power solutions.

 Developing new accounts in construction, MEP, Facility Management, Oil & Gas and industrial segments by proposing feasible temporary cooling and power solutions.

 Achieving monthly sales target of Temporary power and temporary cooling and targeting new customers in Construction, Oil & Gas, Hotels, Hospitals and logistics industries. Achieved 25 % extra revenue for the region along with developing 12 new accounts & segments in 2013.

 Preparing monthly Budgeted versus Actual Sales Report and providing strategic inputs for the new product planning and targeting new projects

 Conducting weekly Pipeline sales & Debt Collection meeting

 Persuading the customers of YORK Chillers & CUMMINS generators for the Annual Maintenance Contracts.

 Maintaining weekly call report & update ERP & CRM.

 Work closely with the regional operations and finance department for all the activities starting from mobilization to debt collection.

Worked as Regional Sales Manager (Diesel Generators, Gas Power Plants, Load Banks, Earthmoving Machines, Road Logistics & O & M Contracts) in the Rental Division of Caterpillar’s Dealer in Pakistan - Allied Engineering & Services Ltd. Reporting to CEO; major responsibilities include:

Achieving Regional Sales Quotas by targeting both short term & long term project oriented accounts and by maintaining client liaison & strategic relationship with all the regional key accounts of Government & Multinational Companies to encourage repeat business and attempting cross selling, consulting on client’s project requirements, financial viabilities, working on tender compliances & presenting the solutions. Involving and motivating team to handle & close sales inquiries with the aid of CRM and do consultative selling and servicing the accounts.

Preparation of regional annual Sales Forecast & Sales Calendar and a detailed Business plan. Keeping track of Profit & Cost heads of Key Accounts of South Region. Understanding industry-wide latest developments & demands in power sector & translating them into the offerings. Registering periodic inputs in the company’s strategic direction and its fleet management & its expansion / deletion issues.

Developing and nurturing new market segments. Identifying, researching, and critically analyzing the viabilities of new business segments & rental products. Developed a completely new rental business market of NCPP(10 - 49 MW Gas Power Plants) by conducting the feasibility study & understanding the Govt. requirement of “Selling Power to National Grid”. Pinpointed and tapped the new segments of “CNG Station Market”, “Cotton Ginning Market”, “Fork lifter Rental & Yard Logistics”, Mobile Lighting Towers for Events & Construction Sites, “ Material Handling Solutions for Wood & Ship Breaking Industries” & “Reefer Market of Frozen Food Storage & Logistics”.

Fleet Management & Pricing. Assist the Director Operations in forecasting & Planning of fleet, Annual Budgets and Rolling out of rental sets of all the major regional accounts. Conduct equipment fleet inspection and audits to check the adherence with SOPs. Keeping track of the life cycle cost heads and IRRs of all the major accounts & Projects.

Worked as a Product Planning Engineer in HINOPAK MOTORS LTD. , the largest manufacturer of commercial vehicles in Pakistan. Major duties included:

 Conducting market research and value-adding analysis of the market dynamics, gathering market intelligence about the products & their competitors to help planning & configuring the specifications of new product line & further optimize existing products.

 Researching new business segments and assisting in product related research activities, especially viability study of Government funded CNG Buses project for local market and carrying out countrywide test & trial of new products. Presenting ideas for the current model life cycle management of products.

 Assisting Manager Marketing in updating Monthly Pricing Report, Monthly Marketing Report, Product Strategy Development and Annual Planning Process.