Business Development Manager - Abu Dhabi, UAE
SHAWCOR
Total years of experience :12 years, 10 Months
• Successfully achieved significant business opportunities for revenue and profit targets via direct and local partner channels in the assigned territories with revenue growth and profitability increment
• Defined and implemented various concrete sales activity plans, global corporate policies and strategies with Identification and development of well qualified business leads for Oil & Gas and energy markets
• Handled sales coverage for markets of UAE, Saudi Arabia, Bahrain and Eastern Mediterranean part of the Middle East including Turkey, Egypt, Jordan & Lebanon
• Initiated and led B2B marketing plan and campaigns build up through various channels & events
• Pursued and proposed for major Oil & Gas and energy infrastructure projects in the region with complete interaction process and utilized consulting sales proficiency with end users and EPC contractors from qualification, proposal submission, contract negotiation to deal closing
• Enhanced team and partnership strength in the region and implemented KPI process for efficiency and performance growth and acted as business partner to the team in challenging conditions
• Flourished & maintained relationships with key corporate accounts of the region including major EPC contractors of the region and increasing the clientele base in each segment with strong customer orientation and business development focus
• Implemented SIOP analysis in sales process to optimize the customer service & supply chain’s alignment with customer organization and complete stakeholder mapping of sales process
• Maintained updated track records of ongoing and upcoming projects, scopes and progress over CRM platform (SalesForce) to navigate the business opportunities with efficient computer skills
• Enhanced marketing and branding growth via different regional channels including online campaigns, industry events and social networking and traveled across Middle East for the purpose
• Conducted high level market analyses to determine customer needs, volume potential, prices schedules and discount rates; compiled customer and market information; developed in depth customer, market and competitor knowledge to provide feedback to company leadership other company functions.
• Interfaced with other departments and defined the product specifications (from a commercial perspective), required personnel, and outside vendor relationships in the development of new products.
• Identified major customer selection criteria for projects, and leveraged the organization internally for winning strategies, including setting up right execution models, local content and other high -level factors which are crucial to success of commercial proposals
• Expanded customer portfolio of regular clients for the business development and technical solutions for industrial automation & welding technology
• Driven an entrepreneurial approach and increased revenue from 0 to SAR 3M
• Identified current and future customer application requirements by establishing personal rapport with potential and existing customers to understand gaps
• Established new accounts by identifying potential customers; planning and organizing sales call schedules with team and senior management
• Prepared cost estimates by studying blueprints, plans, and related customer documents; consulting with quality, production and other technical personnel
• Determined improvements by analyzing cost-benefit ratios of equipment, supplies, or service applications in customer environment; engineering or proposing changes in equipment, processes, or use of materials or services
• Submitted orders by conferring with technical support staff; costing engineering changes
• Educated customer's staff by providing technical information and training on the equipment and material supplied
• Developed the application of the equipment and machinery for testing and repair of heat exchangers, boilers, pressure vessels and valves
• Explored the business opportunities for automated and semi-automated machinery for orbital TIG welding for tube to tube, tube to tube sheet, pipe to pipe and flange and also for overlay and all cladding processes
• Developed application for tube/pipe beveling and cutting machinery, core drill machines, flow meters, welding & cutting fume extraction systems and special alloys
• Proposed complete solutions for all kind of thermal spray processes including HVOF, Plasma spray, Arc spray, Flame spray, Laser cladding and Automated Spraying systems
• Conducted technical sales presentations for product orientation and clarifications
• Forecasted based on generation of business prospects against the annual sales and profit targets.
• Prepared business plan to develop the strategies for achieving preset financial goals
• Conducted competitive market analysis and customer satisfaction surveys
• Maintained relationships for assigned customer portfolio and addressing the customer complaints
• Handled sales for KSB hydraulic and mechanical pumps to key clients in North region of Punjab Pakistan
• Technical sales, marketing and merchandising of KSB products in Faisalabad Region
• Developed and maintained relationships with new customers in the region to expand market share
• Met targets set by the higher management and assure timely recovery of company’s receivables
• Reported in writing daily, weekly, monthly progress to the higher management
• Maintained healthy and positive business environment in the company
• Out station business development trips as per instructions by higher management
BSc.Mechanical Engineering