Sales & Business Development Account Manager
DORF KETAL Chemicals FZE
Total years of experience :12 years, 0 Months
Promoting process chemicals in Oman, UAE and Saudi Arabia
Reporting to : Middle East team Vice President & General Manager
Site management : Mina Al Fahal (OQ), Muscat, Oman
Frequent visit : VTTI & UNIPER in Fujairah and SABIC industries in Saudi Arabia
Sales Volume : 400K US$/Y for OQ, 1, 600K US$/Y for VTTI and 200K US$/Y for UNIPER energy.
Product handled : Refinery process chemicals (corrosion inhibitor, demulsifier, neutralizer, anti-foulant RFCC chemicals, Fuel
additives- lubricity improver, CFPP, anti-oxidants, stabilizer, H2S scavengers)
Petrochemicals (Furnace decoking agent, Quench water tower chemicals, CGC chemical applications, anti-foam
for lighter units, caustic red oil polymer inhibitor)
Achievements/Tasks
Site management cater to ORPIC OQ process chemicals treatment program and enhance the process optimization.
Handle technical and commercial issues in the region; Prepare the tender documents and quote the price to OQ
Daily monitoring & technical support for the Crude Distillation Unit and other downstream units such as RFCC, DHDS, GTU, NHT.
Responsible for training to customers as well as coaching to other sales personnel within the DORF KETAL refinery additives Line.
Maintain knowledge of market trends, competitor actions, product needs, and customer base.
Make recommendations for continued growth and be knowledgeable of competitive market environment.
Customer centric mind-set; focused on building and improving customer relations.
Received crude heat exchanger Antifoulant treatment program in VTTI refinery for 2 years and1 year in UNIPER topping refinery.
Explore, develop new business ventures and enhance service opportunities in my account such as Drag Reducing Agent, Upstream
chemicals in OQ, Dewatering/desludging aid chemical
Handle the specialty chemical product line such as Refinery process chemicals (corrosion inhibitor, demulsifier, neutralizer, anti-foulant, RFCC chemicals), Fuel additives (lubricity improver, CFPP, anti-oxidants, stabilizer, H2S scavengers, DRA), Petrochemicals (Furnace decoking agent, Quench water tower chemicals, CGC chemical applications, anti-foam for lighter units, caustic red oil polymer inhibitor)
Site management cater to ORPIC/ OQ process chemicals treatment program and enhance the process optimization.
Support all technical and commercial aspects regarding performance specifications and profitability. Drive tender process and strategy to put the company in a winning position.
Have strong analysis of Corrosion control program through chemical treatment in various units.
Responsible for training to customers as well as coaching and support for other sales personnel within the refinery additives Line
Monitor the desalter application and recommend to process the tough crudes to increase the GRM.
Maintain knowledge of market trends, competitor actions, product needs, and customer base.
Customer centric mind-set; focused on building and improving customer relations.
Successfully run crude heat exchanger Antifoulant treatment program in VTTI refinery for 3 years.
Specialist in RFCC unit overhead fouling control.
Explore, develop new business ventures and enhance service opportunities in my account such as Drag Reducing Agent, Upstream chemicals in OQ, Dewatering/desludging aid chemical
Tig-Tesco, Saudi Arabia
Promote SPIRAX SARCO Steam applicable products for HCI in Jubai, KSA
Reporting to : SPIRAX SARCO Country Manager, KSA
Frequent visit : SABIC and Affiliated Industries; Limited business in ARAMCO and affiliates
Sales Volume : 3 MUS$/Y (only for oil and gas division)
Product handled : Steam traps, de-super heaters, condensate manifold, strainers, manual valves,
steam separators, condensate recovery pumps, liquid drainers, Boiler control
systems, pressure reducing valves, safety valves, sample coolers
Achievements/Tasks
Augment the business value through steam trap survey skills. Received PO value of 1.25 M SAR from Saudi Kayan
Comfortable to present with the higher level of Customer’s management as well as the principle’s product head.
Strong business sense with effective consultative capability able to leverage client relationships and influence decision criteria.
Been the first person to implement the new steam trap monitoring method among the principal’s distributors.
Co-ordinate with the proposal team and the EPC contractors to execute the project as well as
maintain the regular MRO business with the buyer relationship
Promote Process chemicals in South Indian Refineries
Reported to : Regional Manager, Southern India
Site management : Mangalore Refinery and Petrochemicals, Mangalore. (Phase-1, phase-2 & Phase-3)
Sales Volume : 0.8 MUS$/Y (only South zone refineries)
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One of the precious university and the department in Indian continent; teaches the typical chemical engineering knowledge, advance process control, laboratory experiments, industrial visits and projects. I have taken the project on Butadiene production as part of the academic semester credit.
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