REGIONAL SALES MANAGER
Gardner Denver FZE
Total des années d'expérience :35 years, 9 Mois
Company Profile: Gardner Denver Group is one of the leaders in Compressors and Compressed air systems in the Industrial, Oil & Gas and Construction sector. The Company has its manufacturing plants in Germany, United Kingdom, Finland, Italy and many plants all over the US.
Products: Industrial Oil Lubricated & Oil free Screw & Piston compressors, Portable compressors, High Pressure Compressors and Mako Breathing Air.
• Presently looking After the CompAir and Gardner Denver, Industrial & Portable Compressor Product Range, working with the Dealers in Kuwait, Qatar and Bahrain and the CompAir Portable Dealer in Saudi Arabia.
In 2015 & 16, I also handled the GD Industrial and CompAir Portable Dealers in Oman and also the CompAir Portable Dealer in the UAE.
• Responsibility to promote the Compressor Product range through existing and new distributor networks, as well as work on direct sales opportunities both machines & spares, to end-users and contractors in the region. Also work with Industrial MEP contractors to have an update on all new industrial projects in the market.
• Meeting potential customers along with the dealers, interpreting and understanding their requirements, providing them with the required solutions. Giving them an analysis/explanation on how this was concluded. Where required, conduct inspection of customers’ existing installations and suggesting changes required.
• Liaise with the engineers at the factories to get all the relevant information on non-standard requirements.
• Organizing Sales & Service training & refresher courses for the dealers, to enable them to keep up-to-date with the current product developments at GD/CompAir. Also conducting one on one training for new Salesmen @ the Dealership and organizing site visits / customer visits to explain good plant installations.
• Analyzing each of the markets and setting targets for the Dealers and planning on the work through the year to achieve these goals. Stocking & Sales - Conduct regular meetings to analyze orders & prospects to plan stocking of machines.
• Where required to have new partners in a region, identifying technically and financially strong and reliable partners. Dealers with the required infrastructure who can promote and support the products in the market. Worked with Al Futtaim - FAMCO International to be our Portable Dealers in Saudi Arabia.
Responsible for enhancing profitability, sales, and market share through the development and implementation of strategic and tactical sales plans for promoting the sales of CAT- Lift Trucks, ATLET -Warehousing Equipments, HIAB -Truck Mounted Cranes, LANDOLL - Narrow aisle Forklifts and TEREX - Hydraulic Cranes. The Annual Turnover of the Division exceeds AED 48 Million. At Present Directing a team of 5 Sales Engineer.
Key Accomplishments:-
•Charged with delivering revenue growth, market-share expansion, and increased corporate account base of multi national and intl. corporate companies.
•Responsible for promoting sales through Key Corporate Accounts from Manufacturing /Logistics/Construction/Contracting/ Small Rental Companies in the assigned territory of Dubai/Sharjah and the Northern Emirates.
•Key growth driver of the HIAB business in the Region as the sales grew from 3 Units in 2003 to 24 in 2004 and 60 units in 2005 with the expected sales to grow to more than 80 Units for the year 2006.
•Achieved sales growth of 33% in 1.5 year‘s time and at the same time increased profitability too.
•Actively participated in Exhibitions & Trade Fairs.
•Maintained market share of products and business development by analyzing and cross checking competitors’ activity.
•New revenue stream - SMV Big Forklift range in UAE. Successfully sold many Big Lift Trucks to Dubai Ports Authority
•Key Accounts handled- Dubai Ports Authority, Danzas, Dubai Aluminium, General Motors, Freight Syst ems, Oil Field Supply Centre etc.
As Regional Manager - (Central Riyadh)
Kanoo Machinery is a Division of Yusuf Bin Ahmed Kanoo in Saudi Arabia engaged in the business of distribution of Heavy Equipments & Machinery.
Grove Cranes & Access Platforms, HYSTER Forklifts and Reach Stackers, CompAir Industrial & Portable Compressors, HIAB Truck Mounted Cranes, Kone Overhead Industrial Cranes.
P & L management responsibility. Maintain complete decision making authority within the areas of strategic planning, finance, business development, operations, sales and marketing, after sales service, customer service, human resources, administration and P & L performance functions of the Division having total staff strength of 20 producing SR. 35 Million in Annual Gross Sales Revenue. Reporting to the Divisional Operations Manager.
Key Strategic Accomplishments:-
Direct responsibility for achieving Revenue Budget set and agreed with the Management including projects profitability forecast. Achieved sales growth of 15% year on year.
Strategize and implement marketing plan for promoting the products of the company in the territory of Central Region of Riyadh through Key Accounts from Manufacturing / Logistics / Construction / Contracting / Small Rental Companies including Operations & Maintenance Industry.
Directed the development and implementation of marketing plans, and sales targets by Marketing and Sales staffs, and monitored regularly to ensure that objectives are being met and that any remedial actions are initiated.
Ensured effective mplementation of corporate programs to motivate, reward and compensate employees in a manner consistent with individual and group achievement.
Actively participated in the ISO-9000 Certification process and constant monitoring of processes and documentation for the Machinery Division of the Kanoo Group.
Joined as Sales Engineer in the year 1992, promoted to the position of Senior Sales Engineer in 1995-96. Advanced to the position of Sales Manager in 1998 and then promoted to the position of Regional Manager-2001-02.
Responsible for bid estimations for the electromechanical parts for major Industrial Air-conditioning projects.
Heat load calculations and preparation of the entire documentation for final submission for the projects
Performed assigned duties under direction of experienced personnel to gain knowledge and experience required for promotion to management positions.
Received training in several departments, basic design concept, machining of castings, building of hydraulic power packs for the machines, assembly of the machines, testing of the complete machine prior to shipping.
Became familiar with line and staff functions, operations, management viewpoints, company policies and practices that affected each phase of business.
Observed experienced workers to acquire knowledge of methods, procedures and standards required for performance of departmental duties.
Responsible for time study of various activities, new & old involved in the manufacturing process of new components.
Assisted in the design, manufacture of Jigs & Fixtures for various TIG and MIG welding processes on sheet metal components.
Higher Secondary / Junior College
First Class