Sales Manager GCC
Arabian Fiberglass Insulation Company – AFICO
Total des années d'expérience :15 years, 2 Mois
Role: Leading business operations enhancing market penetration for a global leader in producing Glass Wool Insulation. Collaborated with Engineering Consultants / Specifiers to include company brand into specifications on HVAC Applications and Building Application such as Façade system, Closed Shell Partition systems. Conducted monthly meetings with the sales staff & Channel Partners on projects, forecasts, orders in the pipeline & receivables for accomplishing revenue growth objectives. Extending support in the development of specification and awareness of AFICO Products by establishing good customer relations with regular visits directed towards Consultants.
Significant Highlights
• Orchestrated turnaround to boost market share - overcoming challenges; instituted innovative sales & business development initiatives, thereby winning high-profile contracts and expanding distribution network
• Steered efforts in collaboration with the team in surpassing business goals and formulating plans for territory development/ management
• Successfully penetrated a new market segment - the Building sector, in coordination with Gypsum Manufacturers, Interior Fitout companies, Façade Contractors, and Specifiers in the region.
• Significantly contributed towards HVAC sector while establishing Building Sector Business in UAE simultaneously.
• Bagged a major two-year Contract with Gypsemna Co. LLC for the supply of AFICO FiberGlass Insulation with Gypsemna Brand.
• Stellar role in the launch of AFICO Façade Insulation by getting the product tested as a system with Alupex, AluBond, and Aluco Panel (NFPA 285).
• Benchmarked target by bagging largest order of:
o 190, 000m2 for Cavity Wall Insulation in competition with other generics.
o Around 83, 000m2 for Soffit Application in competition with other generics.
• Developed CSI specifications for HVAC and Building Applications; delivered Product Presentations for various Applications to be used for training and client meetings.
Role: Steered profitability of Armacell in Saudi Arabia and Bahrain; drove sales initiatives in the entire Saudi Arabia & Bahrain region for a World leader in producing Elastomeric Insulation. Conducted commercial negotiations, appointed the Distributors, and maintained a relationship with Engineering Consultants (Specifiers) in incorporating company brand into specifications on all HVAC applications. Enhanced products & service portfolio across new large enterprise accounts for start-up operation in Saudi Arabia.
Significant Highlights
• Acquired understanding of Salesforce.com (CRM System) for system maintaining the database of the contacts and projects
• Successfully incorporated new company & significantly boosted sales and recognized for successfully registering Armacell Zamil Middle East Company with Saudi Aramco, SABIC, SWCC, to name a few
• Stellar role in:
o Launch of Brand Armaflex in Saudi Arabia & Bahrain with 35 to 40% of the top-line and 40 to 45% of the bottom-line
o Generation of business for major HVAC projects & obtained approval from OEMs such as Zamil AC, Juffali, SAFID Awal Gulf
o Introduction of company products as Saudi Aramco Engineering Standards (SAES - K001) which resulted in acquiring a significant increase in profit
• Acknowledged for obtaining products approval at Saudi Aramco, Sabic District Cooling Plant, Princess Noura University for Women, King Abdullah Financial District, ITCC Project, Royal Commission, Olaya Towers, King Saud University, King Abdullah Sports City, Rafal Tower Kempinski Hotel, KAUST, to name a few
• Pivotal role in converting the project specifications of Top Engineering Consultants such as Saud Consult, SNC Lavalin, Dar Al Riyadh, Saudi Diyar, etc., by including Armaflex in the Master Specifications as well as for obtaining approval for Armaflex on various HVAC Applications
• Collaborated with key accounts of Insulation Contractors such as Kaefer, Binzagr, Cape RB Hilton, Isam Kabbani, Faisal Al Naimi; initiated strategic relations with large trading houses (Mariam Trading, MM Seiary Trading, etc.), etc
• Distinction of being awarded:
o Prestigious Certificate of outstanding performance (Zamil Industrial Achiever Award) for 2012 & 2013
o Promotion from Area Sales Manager to Regional Sales Head (KSA & Bahrain) in 2013.
Role: Steered profitability of Armacell in Saudi Arabia and Bahrain; drove sales initiatives in the entire Saudi Arabia & Bahrain region for a World leader in producing Elastomeric Insulation. Conducted commercial negotiations, appointed the Distributors, and maintained a relationship with Engineering Consultants (Specifiers) in incorporating company brand into specifications on all HVAC applications. Enhanced products & service portfolio across new large enterprise accounts for start-up operation in Saudi Arabia.
Significant Highlights
• Acquired understanding of Salesforce.com (CRM System) for system maintaining the database of the contacts and projects
• Successfully incorporated new company & significantly boosted sales and recognized for successfully registering Armacell Zamil Middle East Company with Saudi Aramco, SABIC, SWCC, to name a few
• Stellar role in:
o Launch of Brand Armaflex in Saudi Arabia & Bahrain with 35 to 40% of the top-line and 40 to 45% of the bottom-line
o Generation of business for major HVAC projects & obtained approval from OEMs such as Zamil AC, Juffali, SAFID Awal Gulf
o Introduction of company products as Saudi Aramco Engineering Standards (SAES - K001) which resulted in acquiring a significant increase in profit