Regional Sales Manager
United Technologies Corporation
مجموع سنوات الخبرة :21 years, 0 أشهر
The company is one of the biggest trading companies in KSA representing first class manufacturers in the field of Oil&Gas, such as Baker Hughes, Flowserve pumps, Dresser Rand compressors, Cameron Valves, FMC loading arms, Foxboro Instruments and Dresser Roots Blowers. Highlights: • Consistently taken responsibility for generating new business and sales related to downstream industry and my major clients are Aramco and Sabic. Key Responsibilities: • Creating and rolling out the sales plan and marketing annual plan, developing business and attaining targets to achieve increased market share. • Working closely with consultants on ongoing and upcoming projects; managing P&L in the areas of sales/volume, trade spending, revenue reductions, cost of goods and optimizing resources and infrastructure to maximize return & remain competitive. • Evaluating overall results of plans in terms of turnover, profit and share of marketing volume in addition to planning for the future in liaison with partners. • Streamlining process for forecasting, budgeting commission and incentive annual plan, setting performance targets and measuring sales performance, ensuring targets are achieved. • Ensuring that all strategic decisions are taken in a timely manner, delivered on agreed sales volumes and profitability targets and marshaled all resources under purview to provide the highest level of customer satisfaction by maintaining good relations with end users and buyers.
Highlights:
• Developed strategies to grow sales revenue across KSA for Water Mist sprinkler system and oversaw delivery of sprinklers systems in accordance with client’s demand.
• Responsible at country level for the profitable growth covering POG, Construction, Infrastructure and Power sectors.
Key Responsibilities:,
• Conceptualizing, implementing, and upgrading an aggressive marketing strategy, forecasting sales volume, setting sales target, capitalizing on existing client base, for developing business in KSA.
• Developing and implementing sales strategy, staffing and designing the organization, with full P&L responsibility including sales, contribution and cost management as well as execution of cost optimization programs.
• Leading managers in the area of responsibility and their teams, overseeing goal setting, performance feedback, coaching, motivation and steering an effective sales team.
• Creating and maintaining relationships with large accounts, coordinating sales through distribution channels.
• Identifying and attending trade shows and other business functions to keep abreast of developments in the marketplace, to find potential new business, and to market company's end- to- end solutions.
• Developing the company s unique selling propositions and differentiators to achieve short and long term business and financial Objectives.
• Providing strong leadership in driving market penetration and business growth while improving operating margins through multiple approaches include but not limited to direct sales, channels/distributors enablement, strategic alliance formulation.
• Implementing effective sales operational processes to ensure accurate revenue and pipeline forecasts, lead generation and management.
Highlights:
• Sold water & waste water equipments including Penstocks, Odor control systems, pumps, membranes, etc and promoted the company’s products.
• Maintained current business and captured new opportunities by opening new markets with new accounts such as Aramco, Sabic, etc.
Key Responsibilities:
• Building long-term relationships with an existing customer base by understanding their key business drivers, executing system assurance programs, and selling new technologies.
• Recommended continuous improvement and innovation plans that will maintain and grow sales, by augmenting company portfolio with new products and business lines.
• Scanned the business environment to explore options for revenue generation from new and existing customers and executing sales & marketing plans, managing acquisition of new projects up to award of contract.
• Established and maintained credible reputation of the company, contributing to the development of sales and channel strategies specific to the strengths and weaknesses of the market for company present and future range of products.
• Developed a network of customer and industry contacts to position the company as a key member of the water & waste water equipments.
• Recruited competent sales personnel, delegated duties and managed activities related to marketing, channel development, customer service management across KSA (Riyadh, Jeddah, Dammam)
• Collected and reported information on all competitive activity, business opportunities, sales trends and results, provided input during monthly business review
• Played a key role in roll out of cutting edge business practices and putting in place internal process/systems and resources to enlarge current portfolio in customer acquisition and increase turnover.
• Directed Sales & Marketing strategies, preparation of proposals and technical submittals as well as pricing strategy for all company products.
Highlights:
• Served as a product manager for a leading Water and Waste Water equipments supplier in KSA, for products encompassing Flowserve Pumps, Flygt Pumps, Mitsubishi Generators, Magwen Valves, Dow Filmtec Membranes, Gorman Rupp pumps and SCADA instrumentation.
Key Responsibilities:
• Orchestrated sales initiatives catering to the requirements of specific clients and overseeing project execution as per client specifics. Providing technical advice to the existing and potential customers by undertaking customer site surveys.
• Liaised with a host of prospect contact and clients, to ensure optimal levels of service and long term business relations, thereby opening new sales channels and analyzing market situation.
• Managed, deployed resources /personnel and conceptualized strategies to effectively achieve desired levels of customer service, in consonance with organizational objectives.
• Formulated, executed and monitored client-servicing strategies based on market intelligence of competitors, while keeping the upper management updated about developments.
• Designed and managed the sales budget, tracked inventory of Flowserve pumps and spare parts and oversaw sales results by providing technical support for the sales force across all branches in KSA.
• Created and maintained relationship with existing and new customers; coordinating communications between customer and internal departments in order to maintain customer satisfaction and develop new sales.
• Performed, costing, compilation of bills of quantities, conducted bid review (technical/ commercial), carried technical clarifications and purchase orders and prepared a detailed road map of the project.
Highlights:
• Analyzed business structures, prepared financial and technical offers and submittals related pipes and metal sheets based on customers requirement.
Key Responsibilities:
• Proactively explored potential business opportunities to promote materials, and drafted competitive technical and commercial offers/submittals for all products related to different pipes, fittings, metal sheets based on customers requirement.
• Conducted technical analysis preceding negotiations and accordingly prepared associated contracts/agreement clauses as per organizational policies/ procedures to negotiate and secure contracts with clients.
• Liaised with clients to analyze project requirements, accordingly recommending suitable/ economical solutions in compliance with the established technical specification/ quality standards.
• Sourced new customers established initial contacts as well as followed up with them and maintained cordial relationships to ensure repetitive business and customer loyalty.
• Conducted client visits, arranged customer training for company's products and promoted a positive image resulting in augmented sales.
• Drafted quotations, prepared quotation as well as liaised with the contract and technical departments to recommend requisite solutions prior to submission of quotations.
• Prepared written presentations, reports and price quotations, and tracked the sales figures against sales targets.
Key Responsibilities:
• Conceptualized various marketing initiatives for promoting the large and diversified portfolio of to Water and Waste Water projects by exploring/anticipating new opportunities to establish a dominant market share by preparing financial and technical offers and submittals.
• Identified primary thrust areas by segmenting the product market according to sector, specialty and potential, to analyze opportunities and targets, industry dynamics and thus effectively capture target market.
• Cultivated professional relationships with consultants, key decision makers and routinely conducted product trails, presentations and successfully closed deals with clients.
Displayed competitive knowledge by providing technical solutions in line with their requirements and highlighted benefits such as cost/time reduction, increased productivity, improved quality etc.
• Provisioned quality service to clients, increased market penetration by implementing tactical plans, and reported progress to senior management on regular basis.
Other Professional Experience:
• May 2001-Aug 2002: Sales Engineer, Al-Baddawi Est. for Modern Installations, Amman- Jordan
• Nov 2000-May 2001: Maintenance Engineer, National Engineering & Contracting Co, Amman- Jordan
Other Trainings & Certifications: • Strategic Marketing • Financial Management Fundamentals 2006 • Hi-Fog system design