Service Operations Manager
Carrier
مجموع سنوات الخبرة :24 years, 6 أشهر
Working as a Sales & Service Operations Manager for Carrier Saudi Service Co HVAC & R Business and overall responsible for Service Maintenance Contracts, Spare Parts Sales, Modernization Projects, Repair & Retrofit solutions for HVAC and Refrigeration Cold Chain Services for Saudi Arabia.
Responsibilities include:
Leading a team of sales engineers in Jeddah, Riyadh & Dammam to develop customer base and boost service sales, spare parts, consumables and accessories in sectors such as Chilled water systems, RTUs, cold stores, supermarkets and various industrial Manufacturing sectors requiring HVAC & R Services.
Assisting sales team to negotiate & finalize deals related to modernization of installed equipment, repair works, spare parts sale and service contracts.
Carrying out Sales review meetings with Sales teams.
Assigning site inspection for estimating scope of work, manpower and material costs, preparing cost calculations for the service and sales quotes.
Responsible for stock level of spare parts & consumables required for running contracts.
Responsible for preparing sales forecasts, sales bookings and follow-up of order backlogs.
Improve and expand our local distribution/end-user (channel parties) base with high focus on manufacturing sector.
Responsible for submitting proposals to clients, negotiating and finalizing annual service & supply contracts, spare parts quotations, upgrade / modernization jobs as well as retrofit works.
Involved in promoting & fostering teamwork within the sales team by setting specific goals and schedules for team members, monitoring and analyzing jobs as they proceed, provide necessary training and coaching to foster improved performance.
A part of my duty is also to forecast current & future manpower requirements as needed and appraising individual & group performance to establish a highly competent sales & service team.
Arranging Training Sessions for sales teams in order to create more awareness of new products and potential customers
Collaborating with marketing team for advertising the full spectrum of Carrier Products and to arrange and attend international Exhibitions/Expos to create selling opportunities.
Responsible to support and guide sales team to achieve and exceed the annual sales targets for the assigned area and for the Line of Business (LOB).
Responsible to continuously look for customer
acquisition and expanding LOB within existing customers.
Develop and maintain a highly effective distributor network.
Provide awareness, technical & training support to distributor/channeled sales forces as and when needed.
Join and assist distributors/channeled sales force with end user visits to specify and win new business.
Meeting with Key Accounts / Customers on regular basis to ensure sustained flow of orders, maintain good communication and to enhance business relationships.
Responsible to review collection and bad debts reports with sales & finance teams. Determine proper actions in order to improve collections and minimize bad debts.
Arranging Seminars with Dealers / Distribution networks and Key Customers in order to provide Technical Guidance and Product Support.
Involved in maintaining ongoing knowledge of the marketplace and competitor data to be able to position Carrier as the leading provider of affordable and reliable HVAC & Refrigeration products and solutions.
Nov 2012 - To Date:- MAK Engineering & Maintenance Services, JEDDAH, KINGDOM Of SAUDI ARABIA.
Regional Manager
Working as a Regional Manager For different areas of activity namely, Motor / Generator Rewinding, Machining, Fabrication, HVAC, Fire Fighting, Hotel Equipment and Electro-Mechanical Contracting for MAK Engg.
Role / responsibilities include:
Heading the business activities of the above mentioned divisions and coordinating with Field Sales Executives for swift customer response and to generate better business opportunities.
Serving Customers of private sector situated in the Jeddah Industrial City 1, 2 &
3 being Hotel Industry, Food Manufacturing Industry, Plastic Industry, Aluminum Manufacturing, Beverage Industry, Oil Companies and Major Contractors as well as customers belonging to the government sector.
Preparation of Proposals comprising of Chilled Water Piping, Chiller Installation, Chilled Water Pump Rooms, Installation of various AHU/FCU units and complete ducting work having Detailed Scope of Work, Drawings, Bill of Quantity & division of responsibilities.
Arrangement, Coordination & Participation in Seminars and Training Sessions for Testing Equipments such as Fluke, Megger, Pressure Monitoring etc in order to create awareness for the customers in the field of Testing and Condition Monitoring for Electrical & Rotating Equipment.
Preparation of Tenders, Scope of Works & BOQ for Fire Fighting & HVAC Maintenance Contracts for various Hotels (such as Hilton, Al-Bilad, Intercontinental Hotel Group, Marriot etc) as well as negotiations until order/contract is finalized.
Preparation of Tenders, Scope of Works & BOQ for Diesel GENSET Supply, Installation, & Repair Contracts (GENSETS made by Cummins, Caterpillar, Wartsilla, FG Wilson, Perkins ETC) as well as follow-up with customers for Spare Part Support and on-time Delivery for the Major Overhaul season.
Involved in Supply & Installation and Maintenance of Kitchen, F & B, Laundry & Pool Equipment for Five Star Hotels.
Involved in Repair & Maintenance Projects for Back-up power Diesel GENSETS required for the Hotel & Manufacturing Industry.
Preparation of Scope of Work & BOQ for Condition Monitoring and Life Time Assessment Tenders for Rotating Equipment Such as Motors, Generators and Gas Turbines.
Involved in the Conception, Preparation and negotiations for BMS and Automation Tenders in coordination with the Automation Team & Sub-contractors customers such as Sheraton Hotel, Crowne Plaza and Hliday Inn.
Involved in Preparation and Negotiation for Condition Monitoring Service Contracts both Long & Short Term.
Fully involved and having experience in managing and coordinating with cross functional teams to provide on time delivery of essential spare parts to customers.
Conducting daily customer visits to develop further business and to get customer feedback of customers for improvement in services of the company.
Working as Senior Sales Executive for Alstom Gas Turbines and Combined Cycle Power Plants (GT/CC Units).
Role / responsibilities include:
Liaising with client and Sub-contractors for present & future projects.
Preparation of Proposals comprising of Gas Turbine/Combined Cycle & Generator Spare Parts on SAP B1 in consortium with Alstom Power OEMs in Europe, USA, Middle East and Asia-Pacific regions.
Participation in the achievement of a significant sales target of SAR. 65 Million on a yearly average.
Preparation and participation in Risk Reviews and meetings for Major Turnkey projects & Long Term Service Agreements (LTSA).
Involved in Negotiations and finalization of proposals with sub-contractors, clients and competitors too.
Liaising with Project Management and Engineering Personnel during bid preparation.
Preparations of project take over documents and Kick-off Meetings.
Involved in updating all business data (Projects and Spare parts) for Alstom Top Management on the intranet based Tool called Customer Relationship Management (CRM) which is based on SIEBEL 7 Platform.
Involved as a Lead Super user in the Complete Data Migration of Alstom business on the newly installed database-SAP B1.
Also involved in arranging customer visits and accompanying along with client for FAT on various products at various locations viz Alstom-Germany, Alstom-Switzerland, Alstom-Jebel Ali (Dubai), Alstom-Yanbu etc.
Involved in generating sales inquiries from clients particularly by visiting Power Plants and purchase departments, analyzing them and sending to various suppliers.
Follow-up with multinational suppliers for quotations against RFQs.
Involved in Cost Calculation, Offer preparation and submission to customers.
Involved in Follow-up with customers and close contact with end users until order is materialized.
Also involved in Order handling/processing in coordination with supply chain department and logistics support for the smooth and timely deliveries of orders.
Involved in Sales forecasts, Invoicing and payment follow-ups.
Attended the Sales Orientation workshop in the Alstom Head Office in Baden, Switzerland.
Worked on various repair and retrofit projects as a project administrator wherein my responsibilities included:
- Coordination between Site and Technical Office.
- Preparation of Weekly progress reports.
- Conducting Meetings with Power Plant personnel and Project Engineers.
- Follow-up with client for Site handover/takeover documentation and work permits.
- Handling imprest for daily allowances and various electrical equipment, tools and material purchases.
- Coordination with various suppliers to fulfill site requirements.
- After successful completion of projects, involved in follow-up with various plants for PAC and FAC.
Graduated with High Honors Award