Business Development Director
REMINEX (MANAGEM GROUP)
مجموع سنوات الخبرة :15 years, 1 أشهر
• Leading various project teams and providing project management & consultancy services to clients.
• Supporting clients to draft project engineering plan, project execution strategy, sourcing & contracting strategy.
• Performing site selections for various clients (industrial aspects, utilities supply, logistics, transportation and port).
• Promoting “from pit-to-product” expertise toward Mining & Metals clients in Morocco and the West African region.
• Working internally with management to assess the team core expertise, highlight gaps and identify best partners.
• Strategic marketing: leading market intelligence, setting-up the global orientations and objectives for the company and engaging with key stakeholders to identify weaknesses and opportunities, as well as solutions alternatives.
• Communication: leading the team in elaborating the communication strategy and establishing the calendar, identifying main industry events to target, editing the new sales supports (corporate presentation, use cases…).
• Developing partnerships roadmap: identifying partners, initiating, negotiating and finalizing partnership agreements with reputed engineering firms, original equipment manufacturers and other local services providers.
• Driving the sales process from early stages (opportunities assessment and need identification) to establishment of win plan including technical and commercial propositions and submission (cost structure and margin profile).
• Leading annual growth plan, quarterly and monthly rolling forecast activity, and reporting at CXOs level.
• Drafting of contract agreement, review, negotiations, finalization and signature.
• Oversaw the global phosphate sales activity (Morocco, India, Jordan, Saudi Arabia, Senegal, North America, …).
• Defined the sales strategy in alignment with the company values, the growth pillars and the market trends.
• Promoted the fertilizer technology & expertise to phosphate clients (technology, engineering, project execution).
• Defined technology roadmap and implemented mid-term sales strategy to drive global phosphate market growth.
• Developed new local sales representations in Tunisia, Jordan, India and Latin America to address local markets.
• Led operations & sales during bid phases, project execution organization charts, staffing plans, pricing scenarios and cost/margin impact, prepared win strategies and defined project execution strategy and KPIs.
• Built, led, and developed a high-performing growth operations team & sales representative.
• Led large-scale project proposals with large scope involving multi-offices execution.
Key achievements (Confidential)
• Successfully concluded projects in United States, Senegal, Morocco, Jordan, Saudi Arabia, India, Australia …
• Signed major contracts with Tier-1 phosphate producers.
• Defined and implemented mid-term marketing and sales strategies to drive growth, including communication. strategy, revenue calculation and pricing strategy as well as building 3-year export sales growth business plan.
• Developed new business relationships in Africa and Middle East and provided direction and leadership across the sales network, with responsibility for setting sales targets and evaluating performance of sales team members.
• Led operations & sales during bid phases, setting-up cost structure, the margin profile and the pricing scenarios.
• Directly oversaw a team of over 15 resources (sales engineers, designers, technical support and sales reps).
• Implemented new operations scheduling methodology (S-DBR/BM), in line with Make-To-Order business process activity with as objective to improve throughput, reduce stock and minimize operating expenses.
Key achievements
• Developed the sales network across 6 new Sub-Saharan African countries.
• Recovered failing relationships with customers in Africa and building trust with new clients.
• Delivered a 50% increase in African sales value in 2014 and a 15% in all export activity sales in 2015.
• Played an integral role within the team responsible of development & implementation of brand growth strategies.
• Led market intelligence to identify clients’/users’ expectations, position CATIA’s offer, and identify gaps.
• Drove growth by building strategic due diligence plans for mergers and acquisitions.
• Defined organic growth initiatives and identified new partner/target profiles.
• Led brand development and market intelligence for CATIA brand.
Key achievements
• Contributed to CATIA cloud transformation strategy including evaluating resellers and developing change plan.
• Contributed to successful concluding of M&A deals (investment between €25 Million and €100 Million).
• Completed Market Intelligence Referential for CATIA in the main industrial addressed domains.
• Managed the Handling Equipment Package project from feasibility studies in Canada through basic design in Morocco, detailed engineering in India to machine manufacturing in Europe, with focus quality, cost & schedule.
• Contributed to the products handling project, with responsibility for the management of the handling conveyors sub-package including basic design, technical specifications, tender, offer analysis, commercial awarding, approval of engineering deliverables and manufacturing follow-up.
• Managed the handling machines sub-package, including leading technical bid analysis and negotiation, technical and commercial awarding, review and validation of basic design and engineering deliverables and ensuring quality compliance during workshop manufacturing.
Key achievements
• Led all the engineering activities (design, technical specifications, …) and procurement cycle (preparation of technical tender package, technical clarifications, technical bid analysis (TBA), commercial bid analysis (CBA) and contracts negotiations of MAD600million projects.
• Developed the clients’ portfolio by actively prospecting for new clients, contributing to B2B forums, participating on-site consultancy activities as well as ensuring full after-sales services and technical support.
• Managed the implementation of Catia V5 at all client sites (automotive & aerospace): analyzed customer needs, implemented the mutually defined solutions and provided operational support & maintenance services.
• Played a key role in pre-sales projects and technical support for CAD and CAE solutions.
Key achievements
• Demonstrated expertise in after-sales service and technical support, resulting in increased client satisfaction.
• Successfully acquired 8 major clients in the aerospace and automotive industry.
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