Sales Manager
Astoria Middle East FZE
Total years of experience :21 years, 4 Months
- Sales and development activities of Automation and Project solutions for Oil & gas, Power and Marine Industries.
- To Identify, develop and convert opportunities into Sales with EPC, offshore and Ship repair companies in the region.
- Scheduling sales visits, bid proposal submission, Progress monitoring and its follow up activities.
- To develop and built strong working relations with internal support teams and external customers.
To promote Service Sales activities in the region for Gas compressors/Gas Engine product groups.
Review, develop and submit complete repair proposals to customers against required/Proposed specifications.
Support bid clarification change of scope or specification meetings with customers when necessary.
Conducting Market review, Sizing and assessing product Opportunities and target Customers.
Competitor Analysis, Comparison study, Product edge for analyzing credible market size and entry barriers.
Analyze the market needs, business case preparation and reporting specific requirements to top Management.
Built strong working relations with internal team functions like estimation, Engineering, operations and with OEM.
Providing pre and post-sales support and communicating technical and service updates regularly to clients.
Key Result Areas:
Promoted selling of After Market sales of Turbochargers, EMD engines and process instruments.
Conducted cold calls, visits, presentations and promoting Goltens services and solutions.
Prepared quotes and winning proposals for EMD, Yanmar marine Engines and Turbocharger business.
Establishing sales objectives by forecasting and developing annual sales quotas for regions and territories.
Maintaining sales volume, product mix, and selling price by keeping market demand and Competitors.
Notable Attainments
Established superior customer relationships and with OEMs to achieve favorable rebate targets
Achieved first year New Product Line Sales of EMD engine spares business worth $0.6 Millions
Individually generated over $1.2 Million in annual revenue from key clients Bapco, Sea trucks, Dry-docks etc.
Organized product demonstrations to customers through Sales Visits and Trade Exhibitions.
Key Result Areas
Submission of Aftermarket /repair Proposal to end users based on field/work shop assessment.
Evaluate components, its specifications, inventory standards and regulations to determine conditions for reparability.
Generate engineering documentation and define work scope necessary to complete overhaul of component repair.
Review repair programs to improve quality, efficiency, and turn time of components.
Co-ordinate with internal teams, network stations & ABB factory to meet client’s service needs in time.
Provide pre and post-sales and technical support and maintain high customer satisfaction levels.
Segmented and prioritize Customer accounts, product & service opportunities.
Notable Attainments
Handled major clients such as Dry-docks, KOTC, Swire Pacific offshore, Bapco and MSML etc.
Achieved group service set targets of $ 16.35 Million and $ 17.75 Million during the year 2009 and 2010.
Attained high customer satisfaction levels by providing high level pre and post-sales support.
Effectively maintained ever growing ABB service portfolio and communicated to customers and prospects.
Responsible for after-market parts business for with Indian Railways for southern Zone.
Driven high volume service opportunities and addressing different product mix of services.
Conducting Potential mapping exercise on prospective customers on every quarter.
Prepare and submission of proposals and follow up with clients for winning them into Sales orders.
Secured first retrofit contract worth $0.58 Million from South Central Zone.
Significantly increased the regional aftermarket sales from 1.3 Million to $ 2.8 Million in less than 4 years.
Ensuring prompt customer support activities for turbochargers to major Power, Industrial and Marine clients.
On site failure investigation, Troubleshooting and reporting to internal team for necessary support.
Preparing and maintaining up to date work reports in the service Database for future reference.
Pioneered success with onsite prototype test and performance of new turbocharger usage on specific applications.
Provided service support to overseas clients namely Ace power Generation, Lakhdhanavi & Wärtsilä Srilanka.
Built solid relationships with end users and OEM by making regular customer visits and communicating market updates.
Co-ordinate with internal teams, network stations & ABB HQ to meet client’s service needs in time.
Carried out on site service seminars and promoted ABB Turbochargers Maintenance support programs.