Key Project Manager
Hilti
مجموع سنوات الخبرة :21 years, 4 أشهر
• Building a niche technical service to remain high value in the market by developing a limited number of large Key accounts focusing on the company’s full sales portfolio.
• Executing integrated sales plan with elements of management, coverage, market share, cost strategy and innovation in product line penetration, product leadership strategy and higher acquisition of customers through different channels
• Establishing, tracking and closing new business targets consistent with long term growth objectives at designated Key Accounts
• Overseeing the development, strategy and positioning of the Group in marketplace whilst sourcing and closing new account opportunities.
• Creating customer driven winning account strategies with both strategic and tactical dimensions that increases efficiency and maximizes penetration.
• Building up the integrity relations with customers, key decision makers and stakeholders to achieve high margin and higher close rates for all assigned key projects.
• Seizing every opportunity to maximize penetration using penetration model and selling the full range of Hilti solutions including Hilti engineered/non-engineered solutions to potential buyers.
• Mastering and maintaining a vast knowledge of customers business, completion and latest industry trends and capabilities of own company (Hilti Products) for improving sales and organizational excellence.
• Effecting business developments in Key accounts implementing penetration strategy through product differentiation, elements of the Sales Management Process (SMP) and competitive pricing strategy.
• Creating large funnel of prospective customers for key projects and ensuring successful introduction of new products.
• Sell clients engineering solutions for their maintenance and renovation projects
• Design and sell anchoring and support system for clients and train them to use the softwares
• Working with clients to evaluate and do cost comparisons with Hilti engineered solutions versus traditional method of fabrication for Junction Boxes Support, Pipe Supports, Cable Ladder Support etc.
• Visit sites of petrochemical industries in Ras Laffan and Dukhan to understand client specification needs and devise appropriate solution using Hilti technology
• Dealing with esteemed clients like Ras Gas, Qatar Petroleum, Petroserv, Mersk Oil, Technip etc.
• Ensured quality Basic Training Seminar to impart detailed knowledge / demonstration of all engineering products
• Coached Technical Sales People through Field Accompaniment and build competence on products, Sales Execution and Strategies for Successful Selling.
• Provided Technical Training of Profis software for Anchor Load calculation as per ETAG
• Collaborated as Business Consultant with Regional / Area Sales and Technical Managers to understand needs of their team members and coach sales people on field to bridge gap areas.
• Took High Potential Projects as contract from the sales management and do On-Field Training to ensure business through sales professionals with maximum penetration
• Conducted trainings for Team Leaders on Strategic Account Management, Business Finance, Situational Leadership, Sales Execution etc
• Leveraging different channels to increase sales like Hilti Centre and Customer Service. Assisted a pilot project of CSR that did independent sales for the first time in Hilti-IndiaDrive company strategies like NSP increase, discount management, controlling sales outstanding through sales team.
• Develop and grow team members for taking and managing responsibilities and creating a future talent pool
• Conducted Basic Training Seminar on product knowledge / demonstration for fresh recruits in the company
• Coached Technical Representatives of company through Field Accompaniment and built competence on products, applications and technical softwares
• Carried out In-House refresher training on engineering products and demonstrations for existing employees
• Developed relationships with key decision makers in target organizations / projects to achieve repeat business by saving their cost in the long run
• Interfaced with clients for suggesting the most viable product range by doing technical calculations and cultivated relations with them through value proposition and demonstration
• Provided technical service support and trainings to the clients and resolving their issues / concerns.
• Increased sales and market penetration by implementation of market strategies, market development within Construction Projects as well as Accounts.
• Accountable for attaining Hilti Product Specifications from Project Management Consultants, Structural Consultants and Architects through Specification Engineers.
• Responsible for credit control & timely remittances from the market.
• Represented Hilti as Sales Person at the prestigious projects of Delhi like International Airport, Ambience Mall, DLF Square and closed year always with over achievement
• Worked as Guest Lecturer at University Polytechnic
• Taught subjects to Diploma Engineering students like Air-Conditioning, Refrigeration, Project Evaluation and Review Technique, Mechanical Drawing.
B Tech Mechanical Did a projet in Experimental Studies of performance and emission characteristics of S.I. Engine, using Petrol and CNG as fuels. Presented paper on a) Six sigma theory and its application. b) Torpedo