Regional Director – Energy & industry | Near East, Africa & Central Asia
Hilti
مجموع سنوات الخبرة :26 years, 11 أشهر
They key responsibility is to build structure and grow Energy & Industry business in the region. In addition, responsible for the overall operations of Pakistan by having local GM as a direct report. In a short span of less than 1-year sub clustered the top markets, built local structure including leadership team and focus in competence built up helped in generating growth +44%. Engaging regional teams with local management and sales teams helped in developing right product leadership initiatives. This helped to reduce dependency in 1 or 2 markets through over proportionally growing other countries. The journey continues.
Responsible for overall P&L of the MO. In 2015 rebuilt the strategy and brought the organization back to growth. Implementation of 3 years plan resulted in over proportional double-digit growth and tripled bottom line. Focus in people development helped in retention and employee engagement improved more than 100%. Created growth opportunities for high performers locally and globally/ regionally, exported talent. Improved operational excellence by building seamless processes of supply chain, after market service which reflected in gaining market share by more than 10pp. Organization is well functioning and contributing positively to the region. Was awarded GM OF THE YEAR award in 2018.
Driving day to day activities through field coaching and building competence among the team remains a key driver. Tracking project funnel updates and involving Business Developers to secure upfront specifications with owners and designer companies. Monitoring sales progress in daily basis and adapting actions to overcome gaps, if any. Ensuring that team is updating supply chain team with possible change in demand to ensure supply commitment. Ensuring monthly collection at sales level for healthy cash flow. Arrange trainings, workshops, roles plays during marketing events and in team meetings. Coaching and guiding a team of 7-10 and reviewing individual development plans to support personal career growth. PMP and SMD processes are built and reviewed regularly.
Responsible for Key Accounts like Siemens, GE, Alstom, Areva etc. Built individual Accounts Strategy using LAMP. Regularly visiting sites to provide direct site supports in terms of trainings, demos, mock ups, pull out tests etc. Work very closely with site staff to differentiate the value proposition over competition. Negotiate at all levels to defend the product premium. Maintain profitability by closely monitoring discount targets, NSP increase, structure pricing etc.
was responsible for overall sales operations of Gulf and African markets with a team of 6 Team Members. In addition, handling customer service and repair team. Building road map of establishing Customer Service Centers regionally/globally. With my team we were able to expand business in many new markets, introduced the product in different chains, successfully brought corporate accounts like Real Media, ADD under our banner. Diversified business by adding IF / RF distribution systems using Televes, Ikussi, Wisi, Spaun.
I was responsible to grow business through distributors. Regular market visits to support them with in market activities like promotions, campaigns, roadshows etc. Main responsibility area was Bahrain, Kuwait, Oman, Qatar etc. Company had recorded the sale growth of 30% within 1st 2 years.
Served as Telecommunication Engineer in Corps of Signals. During my service I have developed vast experience of various domains, like communication officer, technical workshop incharge, training officer, instructor for electronic warfare equipments, liaison officer, company commander and adjutant of the batallion.
Overall rating as A plus
Attain A in final project.