Regional Growth Initiative Manager - Midstream
HONEYWELL
Total years of experience :21 years, 9 Months
Leadership of Breakthrough and Core Growth Initiatives in midstream sector - Middle East and North
Africa
Vertical sales and business development of integrated end to end solutions and services across the
Midstream industry segment of Oil & Gas transmission, distribution and storage market.
* Industrial automation and control, pipeline management and advanced applications software
* Terminal automation, truck loading and unloading systems, workflow management
* DCS, SCADA, PLC, RTU, ESD, SIL2-3 Safety Systems, Fire & Gas systems, wireless instrumentation
* Gas and liquid custody transfer metering, skid-mounted packages & flow computation systems
* Metering, quality measurement and pressure control equipment
* Volume proving, meter verification and calibration
* Automated gas pressure reduction, pressure, flow control and safety stations
* Gas treatment, quality analysis, odorizing systems
* Smart metering and meter data management
* Operations & performance management and optimization
* Reliability and compliance management
* Simulation, operator training and effectiveness
* Integrated alarm and event management
* Physical & Industrial Cyber Security
* Project engineering and consulting
* Training
* Optimization and bench marking
* Life cycle maintenance and migration
Entrepreneurial sales and business expansion of process solutions business into a newly identified
strategic territory composed of three countries where Honeywell is absent
* Engaged in market segmentation initiatives, development of territory plans with focus on Oil, Gas
and Petrochemicals value chain
2
* Lead business and operational readiness programs through vetting and establishment of strategic
local partnerships and sales intermediaries for direct and indirect business
* Coordinate and align various business functions including trade compliance, contracts, projects and
sales for new territory penetration and expansion
* Launched several market awareness and sales growth campaigns tailored to new territory dynamics
* Development of robust 3-year rolling sales pipeline over $30M
Expanded responsibility into a wider region encompassing the Middle East and North Africa (MENA)
* Regional sales and business development of Process Measurement and Controls (PMC) business as
part of business transformation involving direct and indirect sales
* Development and rationalization of indirect sales intermediaries’ network including channel
partners, distributors, system integrators and sales representatives
* Lead and coordinated sales initiatives as part of the regional leadership team reporting to the
regional director
* Streamlined sales strategy deployment and roll-out across the regional teams in alignment with
respective country managers and local sales teams across the region
* Exceeded sales target of $15M for MENA territory
Led the Middle East regional sales of skids and stations solutions business as part of the newly
formed formation Engineered Field Solutions entity combining two businesses: RMG (gas) and
ENRAF (oil)
* Pursuit leadership of large opportunities focused on delivering end to end Honeywell projects in
Liquid and Gas systems including metering & pressure reducing stations, truck loading and
unloading systems, tank gauging and inventory management solutions
* Lead cross-functional engagements developing pull‐through solutions leveraging Honeywell Main
Automation Contractor (MAC) strategy and pre‐selection on specific major projects
Lead the globalization strategy and program of Natural Gas Solutions business after the acquisition
of German RMG group of companies: market segmentation, channel partner network
development, customer certifications of natural gas offerings: metering & pressure reduction
products stations
* As part of the Global Gas Solutions team, lead the sales growth and development of Honeywell Gas
business across the Middle East region
* Entrepreneurial sales and business development approach expanding, promoting and positioning
end to end solutions into the transmission, distribution and storage of natural gas
* Virtual team build up, alignment, training; Teaming across regions and poles
* Orchestration and streamlining of various functional entities: local Sales, Project Operations,
Procurement, Estimation, sub-suppliers. Identified candidates for "preferred sub‐contractor" list
* Pursuit leadership of integrated gas solutions: SCADA/RTU, F&G, ESD, Gas Metering & Pressure
Reducing Skids & Stations, Industrial Security
* Sales rolling pipeline growth of over $20M
* Established strategic alliances with regional players to support operational readiness and projects
delivery
* Delivered several technical papers at major industry conferences and magazines
* Provided regular feedback about customers and competitors to Global Marketing
Managing software solutions sales in UAE, Qatar and Oman
* Focus on solution selling of SCADA, GeoSCADA, MES, RTU, Integrated Building Management
Systems, Assets Management, CMMS, Condition-Based Maintenance, Mobile Operator Driven
Reliability, Business Process Management, ERP Integration, Redundancy, Fault Tolerance and
Disaster Recovery solutions
* Promoting and selling professional services including local and remote technical support, end user
support contracts, consultancy and certified training
* Developing business in different verticals: Oil & Gas, building automation, airports, water and
wastewater, power, manufacturing, MES and MIS solutions
* Build, maintain and grow a diversified chain of local and international channel partners, systems
integrators and Eco system partners
* Business planning and account management
* Sales team leadership and management
Technical and pre-sales consultancy to customers and system integrators in the Middle East for the
various industry sectors
* On-site and off-site technical support services
* Conducting Wonderware basic & advanced training programs to end users and system integrators
* Preparing tender bidding proposals, technical solution description and architectural design
* Joining sales meetings, presentations and demos
Design, programming, implementation, testing and commissioning of automation and SCADA
solutions for water/wastewater treatment (WTP, STP & RO), water pipelines and irrigation systems
* HMI/MMI and SCADA system solutions development using Wonderware software package
* RTU/PLC programming of Motorola RTUs and Schneider PLCs
* Design and implementation of IT networks (LAN/WAN) for the SCADA systems and local/remote
sites with communication through Ethernet, Optical Fiber and Dialup/Leased Line communication
media
Bachelor of Computer Engineering