Sales & Business Development Manager
Al Nasser Holdings
Total years of experience :12 years, 10 Months
Achievements:
• Leading the business unit out of the downturn of 2020 and back to the growth trajectory in 2021.
• Grown as my company’s Technical Authority of Rotolining and taken complete ownership of Liner products. Innovating multiple products for various industries- currently developing storage solutions for Hydrogen Fuel.
• Expanded the scope to on-site maintenance, repair, overhauling and liner installation services.
• Designed and implemented sales strategies to expand business in UAE, Saudi, Bahrain, Qatar and Oman. Won multiple overseas contracts from Aramco, Oxy, Dubai DryDocks, Oman DryDock and ASRY (Bahrain) etc.
• Contributed effectively in drafting and finalizing of Aramco’s Rotolining specifications: 01-SAMSS-026.
Responsibilities:
• Research the market, qualify leads and explore new business development opportunities.
• Guide the Production team to develop new products as per client and market requirements.
• Build customer rapport, help key accounts to succeed, provide technical support and ensure revenue growth.
• Explore all sources of Market Intelligence to identify, track and approach new projects in the MENA region. Analyze competition, customer mapping and risk profile before entering new markets / new countries.
• Lead the bidding / tendering process, create high quality, competitive quotes, bids and proposals to meet the client's requirements and objectives.
• Resolve clients' objections, complaints and coordinate with internal departments and top management.
• Develop Partners & Channels; promote the Company at conferences, exhibitions and other marketing opportunities.
Achievements:
• Outperformed group revenue targets in the years 2015 & 2016 with 17% and 13% YoY growth respectively.
• Created business model of an ancillary valve-services division (Denholm Valvecare) utilizing shared resources and effected its establishment. Achieved profitability in 2 years through aggressive marketing and networking.
• Executed diversification strategy and pioneered company’s entry to non-Oil & Gas sectors winning 2 mega-projects from Meraas (Ain Dubai) and Abu Dhabi Municipality (Al Qana Project).
• Spearheaded business to 2 new territories (Kuwait and Saudi Arabia) with thorough business planning, sales strategy formulation and effective due diligence.
• Major projects include: Petrofac/ ADNOC - Upper Zakum 750 Island Surface Facilities Project - EPC2, McDermott-ARMACO - Fabrication of Risers & Subsea Spool, Mohammed Bin Rashid Al Maktoum Solar Park Phase III, Petrofac/Gazprom - TURKSTREAM Natural Gas Pipeline Project.
Responsibilities:
• Research new business opportunities and ensure customer retention in the MENACI region.
• Survey Project sites, Lead Pre-Bid meetings, Post-bid negotiations and Post-award Kick-off meetings.
• Conduct market research, risk assessment and due diligence before entering new markets, analyse market intelligence and study competition to identify, track and approach new prospects in the Middle East.
• Review Engineering Drawings and RFQ/RFP packages to actively analyse and identify customer requirements.
• Collaborate with the estimation and engineering teams to develop and execute bid strategy and create high quality, competitive quotes, bids and proposals.
• Coordinate, as the focal point, between engineering, procurement, HR, finance projects, QC & HSE departments for smooth progress of projects and perform as their interface with the clients.
• Promote the Company at conferences, trade-shows, exhibitions and other marketing opportunities.
Achievements:
• Achieved and exceeded the annual sales targets of AED 3-5Mn for 3 consecutive years (2012-2014).
• Established a new engineering services provider division in collaboration with the ‘Cutech Group’ of Singapore as the Liaising Officer.
Responsibilities:
• Research new business opportunities, develop new customers and ensure customer retention in assigned territory.
• Collaborate with the estimation and engineering teams to develop and execute bid strategy and create high quality, wining quotes, bids and proposals.
• Support the Sales Manager to devise marketing strategy for new business and new territories.
• Coordinate with government agencies, ADNOC Group Companies and other clients for registration and pre-qualification of new and existing business units.
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