Business Development Manager
Yellow Door Energy
Total years of experience :28 years, 3 Months
As a Business Development Manager at Yellow Door Energy, I have the opportunity to help leading businesses in Pakistan become more sustainable and lower their electricity costs through solar power purchase agreements and energy efficiency solutions. With close to three decades of sales leadership experience in Pakistan and the MENA region, I bring a wealth of knowledge and expertise to this role.
My responsibilities at Yellow Door Energy include developing business pipelines and growth strategies, managing relationships with clients, identifying business strengths and needs, and staying abreast of industry trends locally and internationally. I can handle large transactions at the C-suite level, and I work closely with the BD team to create leads and achieve revenue goals in the solar, hybrid, and energy efficiency leasing, and energy purchase market.
My day-to-day responsibilities also include conducting market research, creating business proposals, responding to client inquiries, developing in-depth knowledge of business development practices and industry trends, managing customer calls and appointments, and participating in industry forums and conferences as a representative of the organization. I am committed to providing excellent customer service, closing business deals under a strict timeline, and maintaining a knowledge repository of clients, referrals, RFPs, prospects, and presentations.
As the Energy Business Development Director at Energy and Contracting Solutions (ECS) Egypt, my primary responsibility was to drive growth in the new equipment, aftermarket, and rental sector across Egypt and the North African region. I had to locate, qualify, and develop new and existing clients for a wide range of static and rotating equipment, gas generators, diesel generators, solar systems, compressors, MEP, and EPC projects.
To achieve this, I worked closely with NOCs/IOCs/OEMs & Industrial and Commercial End Users in the African region to provide value for our clients. I identified and reported market trends through analyzing public domain documents and publications. Besides, I managed multimillion-dollar Engineering and Procurement proposals for power generation, gas compression, and the balance of plant equipment for international customers.
I led the Commercial, engineering, and tendering process, working closely with the fusion stage system to ensure responsiveness to the customer's needs. I was accountable for linking with engineering, finance, sales, logistics, vendors, and subcontractors during the project development process to create the best solutions for customer inquiries. My duties also involved developing strategies to generate technical and profitable commercial proposals for power generation, BOO, BOOT, rental, and other related projects.
As the local partner for INNIO's Jenbacher Gas Engines, LG Chillers, LG VRF, and VTS (AHU and FCU) in Egypt, ECS has achieved remarkable success, a testament to the company's commitment to driving value for clients and building a better future for rising generations in both Egypt and Africa.
Furthermore, my responsibilities included managing Power Purchase Agreements (PPAs), as well as Engineering, Procurement, and Construction (EPC) and Build-Operate-Transfer (BOT/BOOT) projects, providing innovative solutions for customers and driving growth in the energy sector.
As Country Sales Manager, I was responsible for overseeing the company's business operations both locally and internationally, with a focus on managing the sales and marketing of a wide range of products, including Power Generation Equipment, Oil & Gas Equipment, Air Compressors, Gas Compressors, PUMPS, UPS, FORKLIFT TRUCKS, and more.
At HNL, we offer a comprehensive range of services to the energy industry, including Managed Services for telecom operators, Overhauling Services for diesel generators, and Product Supply Services to the Telecom and Industrial Sectors. With over 15 years of experience and more than 80 offices in four provinces, HNL has established itself as a respected and reputable player in the market.
As an official Dealer of AGG (UK), HNL provides complete solutions for Diesel Generators, Gas Generators, DC Generators, and other power products with capacities ranging from 5KVA to 4000KVA. We offer a vast range of well-known diesel generator brands and their genuine spare parts, making us a market leader with one of the largest warehousing facilities in the industry. In addition, we have established close relationships with well-known upstream partners such as CATERPILLAR, CUMMINS, PERKINS and Leroy Somer, among others.
My responsibilities included developing and implementing sales and marketing strategies to increase our market share and revenue. This involved managing Turnkey, EPC, and BOT projects, guiding the sales team to achieve revenue goals, developing and implementing business plans, conducting market research to increase our market share, overseeing marketing activities such as new product development and sales promotions, and resolving customer/dealer complaints and internal coordination issues.
I worked closely with factories to ensure that customer needs were met, monitored and motivated the sales team to achieve their targets, and kept management informed of business processes, operating plans, financial models, and profitability
As the Sales and Marketing Head at Kerui, I was responsible for leading revenue generation and developing sales strategies for the company's products and territories, including EPC, BOT, and BOOT projects.
Guiding the sales team to achieve revenue goals while maintaining company margins
Implementing and enforcing compliance with the company's credit control policy to minimize overdue debts and bad debts
Developing and implementing a comprehensive business plan that addressed the company's business design, processes, operating plan, and financial model
Regularly reviewing the performance of distributors and sales team, identifying gaps, and implementing action plans to close these gaps
Managing the sales process, forecasting, pricing, key account management, expenses, profitability, new product development, market research, and brand strategy
Conducting market research and using that information to increase market share
Overseeing marketing activities such as new product development, marketing communication, exhibitions, sales promotions, and brand strategy
Improving the channel and project sales process management, forecasting, and sales process management
Resolving customer/dealer complaints and internal coordination issues with logistics/supply chain
Keeping management informed of business processes, operating plan, financial model, and profitability
Monitoring and motivating the sales team to achieve their targets
Collaborating closely with factories to ensure customer needs are met, particularly for EPC, BOT, and BOOT projects.My experience in managing the sales process, forecasting, pricing, and key account management, allowed me to successfully lead the launch of new products in assigned markets. I have also successfully resolved customer/dealer complaints and internal coordination issues with logistics/supply chain. Through my efforts, I have maintained compliance with the company's credit control policy while reducing overdue debts and bad debts.
As RM at WEIL, an approved packager and power partner for top brands such as Innio Waukesha, Caterpillar, and Ariel Compressors, I had a range of responsibilities focused on driving revenue and improving the company's overall operations. In my role, I was responsible for managing rental, Engineering, Procurement, and Construction (EPC), and Build, Operate, Transfer/Build, Own, Operate, Transfer projects in the Middle East and North African region.
My daily tasks included engaging in technical discussions with customers and the WEIL design and project team, crafting a business strategy for the entire region, developing agents and comparing products on technical and commercial aspects, prequalifying and registering with national and international oil companies, and managing customer relationships for both existing and future after-market business.
I also met with principals and suppliers to address product and target-related issues, collected competitor information, provided techno-commercial support to regional offices in places such as Egypt, Oman, Kuwait, KSA, Turkey, and Pakistan, and drove new product development. Additionally, I was responsible for selecting and appointing agents with a focus on the oil and gas sector petroleum equipment and oilfield services industry.
Furthermore, I managed the P&L for regional sales targets for both new equipment sales and after-market sales, achieved profitable sales in line with the company's target margin, improved the channel and project sales process through better sales management and forecasting, and coordinated the preparation and launch of new products for assigned markets in collaboration with the respective sales departments in different geographies.
To ensure compliance with the company's credit-control policy and reduce overdue outstanding, performance.I also provided leadership in resolving customer and dealer complaints, as well as internal issues related to coordination with logistics and supply chain.
As Deputy General Manager in OES Distributor of GE Jenbacher, GE Waukesha, Cummins Gensets UK, New Holland Heavy Equipment, Hangcha forklift Trucks, and GD Compressors, among other leading brands.
• My responsibilities included:
• Generating revenue through the sales team for all products and territories
• Achieving profitable sales in line with the target margin set by the company
• Managing and controlling sales and administration
• Ensuring compliance with the company's credit-control policy and reducing overdue outstanding/bad debts
• Developing a business plan based on business design, structure, process, operating plan, and financial model
• Regularly reviewing the performance of sales staff through the sales team and identifying gaps in performance, seeking reasons, and taking action to close those gaps
• Managing the sales process, forecasting, pricing, key account management, expenses, profitability, new product development, market research, and brand strategy
• Conducting regular meetings with the sales team to discuss targets, product training, and sales strategies
• Conducting effective market research and using this information to increase market share
• Leading marketing activities, including marketing communication, exhibitions, sales promotions, and brand strategy
• Improving the sales process management and forecasting for Channel & Project Sales
• Coordinating, preparing, and launching new products in assigned markets with the support of the respective sales department
• Providing leadership in resolving customer complaints and coordinating with Logistics/Supply Chain to resolve internal issues
• Updating management on business process, operating plan, financial model, and profitability
• Monitoring and motivating the sales team to meet their targets
• Working closely with factories to meet customer needs."
I worked as a Sales Engineer at Allied Engineering and Services Limited in 2001-2004, where I was responsible for managing sales and project management of Caterpillar 3300, 3400 +Olympian series power generator sets. I prepared project feasibility reports, monitored competitor data, and coordinated with the service department for commissioning. Additionally, I marketed and sold generators ranging from 5 kVA to 2200 KVA, as well as switch gears and auto transfer panels. I worked closely with clients, understanding their unique power needs and providing customized solutions that met their requirements. My strong technical knowledge of generators and experience in project management enabled me to deliver successful projects to clients.
In 2005, I was promoted to Manager Projects Sales, where I managed the overall project sales process from tendering to commissioning. I was responsible for developing project plans, coordinating with the technical and commercial teams, and ensuring the successful delivery of projects to clients. I managed the sales of Caterpillar 3500, and 3600 series power Diesel and Gas generator sets, ranging from 1 MW to 15 MW. My strong project management skills, attention to detail, and ability to manage teams ensured the successful execution of projects and the satisfaction of clients.
Throughout my tenure at Allied, I consistently demonstrated a deep understanding of the power generation industry and a strong ability to execute effective sales and project management strategies. I am proud of my contributions to the growth and success of the company and my commitment to achieving business objectives. My experience as a Sales Engineer in 2001 was a critical stepping stone in my career, and it laid the foundation for the skills and expertise that I continue to apply to this day.
As a seasoned sales and project management professional with over a decade of experience in the power generation industry, I have successfully introduced a range of generator sets in Pakistan, including options with Deutz, Perkins, Volvo, John Deere, Lister Petter, and Lombardini engines, coupled with Newage Stamford, Leroy Somers, and Meccalte alternators, ensuring the OEM of the DG Set met international standards.
In my role as the Sales executive for the Power System Sales division, I was responsible for the direct P&L management for the northern region, where I implemented effective business strategies for portfolio growth and maintained strong relationships with customers to drive business continuity and growth. I led the sales team to achieve an impressive target of Rs.20 million, which was exceeded by Rs.32 million in the given year, and helped position the company among the top 5 sales companies in the telecom sector.
In addition to driving sales success, I was also committed to the professional development of the sales team, implementing training courses for new engineers, as well as for staff at PTCL, ZTE, and NTC. Throughout my tenure, I have demonstrated my ability to manage profitability, revenue, and the overall performance of the department, while continuously driving growth and success for the company.
As a sales professional, I have extensive experience in developing and executing business plans and sales strategies to meet company goals and drive profitability for both rental and new products. I take a proactive approach to lead generation by creating action plans and actively seeking new sales leads and prospects. I am experienced in penetrating new markets and providing regular feedback to senior management on performance.
In my role, I ensure that pricing remains competitive and in line with the company's target profit margins by providing timely and accurate pricing information for all completed prospect applications. Maintaining strong relationships with clients is also a priority, and I make sure to keep in regular contact with customers to ensure high levels of satisfaction. I work well with all employees across the organization and am able to effectively communicate and cooperate with them. I also maintain a database of customers and keep them informed of any promotional activities.
My record of success speaks to my abilities. I have successfully expanded the market of FG Wilson and developed new markets in sectors such as Telecom, Leather Industry, Poultry, Cotton Ginners, Commercial Buildings, Banks, Railways, among others. I also have experience in training, having completed a Perkins engine parts training program in 1999.
• Successfully established the company's presence in the Central and North region of the country by introducing the company's products.
• Expertise in the field of Power Generation Sets and has sound knowledge of both Diesel and Gas Generators. Responsibilities included overseeing the technical staff, managing installations, commissioning, troubleshooting, and conducting scheduled inspections to maintain the optimum performance of Automation/Electrical systems of Gensets.
• Possesses hands-on experience with LV switchgear/panels, including designing, installation, and troubleshooting.
• Focuses on the effective execution of projects and manages plant operations and its associated automation devices. Proactively promotes sales, provides exceptional customer services, and strives to ensure customer satisfaction.
• Participated in the installation, commissioning, and after-sales service of Gensets, Industrial control panels, distribution panels, ATS/AMF panels, synchronizing panels of generators, and power automation systems.
• Contributed to the design of switchgear/control panels and provided support in their development.
ACCOMPLISHMENTS:
• Successfully expanded the market of the company's products.
• Developed new business opportunities in the Telecom, Leather Industry, Poultry, Cotton Ginners, Commercial Buildings, Banks, Railways, etc.
• Completed training of Perkins engine parts in 1999.
MBA in Marketing and Management
