Specification Business Development Manager
Henkel
Total years of experience :24 years, 9 Months
Approach prospective clients to understand their project needs, present them with our available solutions, and explain to them the benefits of our products and services
• Hold meetings with client representative, authorities and consultants to keep them informed and up-to-date with our latest products and technologies to enhance HENKEL brand in the market place.
• Promote & sell specifications, product systems & details to specifiers, contractors, clients, through visits, seminars, presentation & design problems solutions.
• Attend external & internal trainings to keep up to date on new products and techniques.
• Support proportionately key target markets including waterproofing, concrete, roofing, flooring and Repair & protection
• Ensure compliance with the company's Quality management, Environmental management and Health & Safety management systems
• Schedule internal meetings with the sales and marketing teams to communicate progress, resolve any withstanding issues, and brainstorm new ideas to reach new clients.
• Increasing our cliental and exponentially increase the number of consultants who use our products in their project specifications.
• Presented to upper management short and long term growth plans based on past and expected achievements, upcoming projects, and market changes.
• Held lunch and learns for clients and consultants to introduce them to new systems/products.
• Monitoring of on-site construction in collaboration with the contractor to provide advice and solutions to problems encountered.
• Negotiate project technical terms with sub-contractors.
• to the customer base that fully comply with accepted standards and industry codes of practice.
• Provide technical assistance and training to the sales team to help them with particular customers and projects.
• Research markets for ancillary products and make recommendations to support/enhance/complete the Henkel products Systems.
• Starting and developing the Waterproofing & Special Industrial Coating division by achieving proven business track record growth and sourcing out the labors, tools & equipment to meet and exceed the targets & objectives planned by the company in order to reach more than 70& of the total revenue within four years.
• Providing technical support and engineering services in construction chemicals scopes of Concrete Repairs, Injections, waterproofing, Strengthening CFRP, Industrial Floorings Epoxy & Polyurethanes, Protective Coatings, Polyuria, Sealant, grouting…etc.
• Develop go-to-market strategy and work on feasibility studies/business plans to manage projects Sales process, with face to face contact with key owner, contractors and consultants through projects sales (New Hamad Port, Metro lines, New Orbital Highway, Mega reservoirs, STPs, KAHRAMAA substations…etc)
• Drive improvements in the technical sales process and organization operation to increase the effectiveness and efficiency of both sales and operations teams.
• Responsible for researching and driving business in new market segments, with a heavy focus on government targets by providing technical support to different types of client, QRAIL ASHGHAL, KAHRAMAA UDC, QATARI DIAR and many other local authorities.
• Searching & presenting new technologies in O&G, marine, industrial, and military segments as part of new exclusive technical engineering service plan.
• Analyze and provide market intelligence to improve product technical service positioning and increase effectiveness of the presented services by developing negotiation strategy, weekly site visits, meeting authorities representative for technical presentation to highlight the feasibility of the new waterproofing, coating & CR solutions.
• Compliance and implementation of the functional strategy in line with company’s vision & mission along with the consistent developing of technical sales plan with actionable steps to attain revenue goals.
• Improving the technical sales performance by holding internal sales & operation training, after sales survey, study cases presentations, Coursera, check-in, & KPI sessions.
• Responsible for contracting strategy with direct suppliers and product sourced through strategic partners.
• Handling O&G major accounts (Descon, ACC, CCC, QCON, JEC, Petrofac, Kents& Kentech.
• Monitoring overdue and credit receivables follow up with designated accounts to meet the set target.
• Sharing technical knowledge from material suppliers (BASF, SIKA, MAPEI, FOSROC, MC Pauchemie, GRACE, JOTUN, AWAZEL, HENKEL…etc) in order to abreast the technology development.
• Started and led all pre-qualification efforts to become an approved vendor with the Abu Dhabi municipality and the ADNOC group as a main and sub-contractor.
• Managing key accounts in the Emirate of Abu Dhabi including but not limited to the Abu Dhabi municipality, ADNOC companies (e.g. ADGAS, Takreer, GASCO etc) and major developers and contractors (Al Jaber, ACC, CCC, Al Faraa, Orascom, L&T etc). Also working with prestigious client like Military, Municipalities, industrial segments- EMAL, National cement factory, …etc)
• Focusing on the O&G onshore/offshore clients to work as main contractor in maintenance, modification, shutdown and instrumentation work packages.
• Developing and maintaining marketing budget.
• Building and managing a pipeline of technical sales opportunities and projects and providing periodic sales plans, projections and market analysis for higher management through weekly business review and forecast.
• Negotiating and closing several major deals leading to more than 30% annual revenue growth from the Emirate of Abu Dhabi accounts since 2010.
• Working closely with client’s technical departments to demonstrate our technical services superiority and ensuring DicoTech is the vendor of choice for their Waterproofing, coating, insulation, concrete repair, injection, industrial flooring & strengthening needs.
• Setting the marketing and business development plans with the Sales & Marketing Director.
• Reporting sales results, profit & loss account, inventory status to the General Manager and proposing ideas for improvements.
• Providing technical support within company marketing campaign to re-introduce exiting products-Flooring, Vinyl, Raised floor, sports flooring….etc
• Leading Salam International participation in governmental ceremonies, events and exhibitions.
• Monitor the salesmen performance and reporting monthly results to the Sales Director.
• Setting and handling business development plans for the UAE region in building material field.
• Searching, contacting and setting sales planes for new products agencies (Flooring, lighting…etc) in order to enhance sales and give updated choices for client’s site problems.
• Specifying materials with consultant -KEO, PARSONS, HYDER…etc- and updating the new products within consultant specifications by maintaining relationship with technical engineers.
• Identifying new business opportunities outside of the existing client base..
• Reviewing pricing strategy with Sales and Marketing Director to ensure competitiveness and profitability.
• Implementing innovative sales techniques to increase sales figures.
• Offering solutions to customers and generate product demand.
• Monitoring inventory and making forecasts to control and support promotions activities and achieve sales plans.
• Carrying out market analysis and gathering information about competitors to keep the organization as the first choice for market customer, especially in hospitality field.
• Supervising the sales team in includes the assurance of customer satisfaction, discipline and performance appraisal of workers.
• Achieved a remarkable increase in sales of up to 45%
• Preparation of reports for the MOD-Manager regarding on-duty-attendance, Profit & loss, inventory and proposals for improvement.
• Arranging the arrivals and departures of tourist groups.
• Holding morning meetings and training for tour leaders to enhance performance and avoid points of weakness.
• Looking after the quality of services and the core standard of the company through the analysis of Guest Comment cards.
• Supervision over the modification of the circle paper work
• Searching for new suppliers with competitive prices & activities
• Dealing with customers of different cultures and develop interpersonal skills.
*upselling the product..
*following up for the clients satisfaction.