Regional Sales Manager - Process Systems, Middle East & Africa
Johnson Controls Inc.
Total des années d'expérience :27 years, 11 Mois
Products handled :
Process cooling and Gas compression systems for Oil, Gas, Petrochemical & Power sector involving Reciprocating/Screw/Centrifugal compressors, Heat exchangers, Control & Safety valves, Instrumentation and Control systems including Digital Connectivity (OpenBlue) solutions.
Job Profile :.
Developing sales of New Build and Aftermarket solutions in the Middle East and Africa region. It includes leading a team for management of sales starting from consultation, proposal, finalization, supply, aftermarket scope including spare parts, retrofits, site services including start-ups and maintenance.
Analyzes market opportunities, develop and implements strategies to maximize margins while increasing market share. Compare actual current business performance to market opportunity size and creates plans to close the gap.
Responsible for regular and compliant use of company’s sales tools, processes & methodologies including Salesforce and compliance to company’s financial standards.
Compile and submit accurate & timely sales pipeline and forecast data that allows effective business planning.
Registration of company’s product range with major Oil & Gas end users in Middle East.
Establishing, Developing and Training of sales team in the region to achieve business plan.
Achievements :
Successful pursuit management and finalization of a Process cooling system project in Iraq (with innovative thermal storage) for a leading Oil & Gas Company (order value - $ 28 Mn). Recipient of ‘Merit Award‘ from Corporate Management.
Prepare sales plan for the assigned accounts
Understand the market in the territory (KSA, Bahrain, UAE, Oman, Qatar, Kuwait, Jordan & Iraq) and build up customer base by exploring opportunities.
Proactively carry out sales activities for the territory
Build up sales accounts
a. Identify opportunities with these accounts
b. Set up sales strategies
i. Identify customer requirements
ii. Identify key players in the customer account and associated entities: such as Customer Project Team, Feasibility, FEED and EPC contractors, OEM’s etc.
iii. Understand the competitive environment and provide counter- actions
iv. Establish key contacts - champion in customer organization
v. Prepare proper solution alternatives and pricing.
c. Follow up opportunities by visiting and contacting customers on a frequent basis.
Provide technical leadership in proposal preparation, Negotiate and close contracts
Support marketing activities
Company profile :
This is a diversified Engineering Group from India, who is a leader in the field of Control Instrumentation and Steam Engineering with sales network in more than 15 countries.
Products & service handled :
Turnkey projects covering Instrumentation/Control systems (incl. DCS, PLC) and Steam generation & distribution equipment (Forbes Marshall), Flow and level measuring instruments (Krohne), Control valves (Arca), High pressure safety and stop valves (Sempell), Water and waste water analysers (Polymetron), Pumps (Watson Marlow), Vibration monitoring systems (Shinkawa), Utilities consultancy etc.
Job profile :
Identify & appoint agents to represent the company to assist in marketing of the products & services and thereafter work closely with respective agents in various countries in order to achieve their sales targets
Formulation and implementation of business strategy, Interacting with engineering consultants, contractors and end users from three major business segments viz.: Oil & gas, Power & desalination and Process industries.
Identifying new business opportunities, generate sales and see the sales through, starting with order from the customer till the end of the deal including assisting the accounts department to obtain payments
Marketing and direct field sales in the Middle East countries including UAE, Oman, Iran, Saudi Arabia & Kuwait.
Operations management
Achievements :
Establishment and stabilization of company’s operations in the Middle East region
Setting up Distribution network in the Middle East region
Consistent revenue growth of 15% to 20% in each year
Splendid Performance award for Year 2004-2005.
Products handled :
Turnkey Engineered Plants for Distilleries and Breweries
Job Profile :
Successfully completed training as “Management Trainee”
The training assignment covered techno-commercial aspects of various products including :
Preparation of Offers with related engineering
Preparation of Project viabilities, Sales negotiations
Site visits during projects commissioning, Presentations to customers
Achievements :
Independent responsibility of providing total support to Praj’s South East Asia Operations through their Singapore Office.
Job Profile :
Marketing of Epoxy Resin systems in Maharashtra, India
Development of new products at company works
Passed with “A” grade in 1997. This is a two years “full time” Management Course with syllabus mainly covering following subjects : 1. International & domestic marketing 2. International & domestic finance 3. General Management 4. Business case studies 5. Business awareness & foreign language
Polymer Engineering is a branch of Chemical Engineering. Passed a four years degree course with 70% marks