Business Unit Head HVAC applied Equipments Sales - Lead Techno commercial support
AL Mulla International General Trading Equioments & Machinery Co WLL
مجموع سنوات الخبرة :15 years, 0 أشهر
• Principle Management - Approaching new principles, reviewing new products in order
to meet the client requirement, bench marking the new product vs existing product,
designing of the product with principle in terms of External design/looks/technical
abilities for OEM (Original Equipment Manufactured) products.
• Product Management - Understanding the product technical capability and sourcing in
the market and projecting approximate market share for a new product in the current
market with other competition.
• Regulation Criteria - Studying and observing the regulation that are required to import
the OEM goods/Principle goods into Kuwait via PAI/MEW/KUCAS regulations for
products with refrigerants and chemical products.
Market Survey / Analysis of new products - Product survey from the market and bench
marking the new product vs the existing product, product reverse engineering analysis
and value engineering concept from manufacturer
• Marketing Skills - Fearless in stage in front of various audiences in performing
presentation and technical seminars and promoting the product into the market for New
products or enhancing the capability, new upgrades of technology on the existing
products.
• Consultant Coverage - Ability to meet the end Users, Consultants and Clients to specify
the products in the vendor list as per product specification available designed by the
principle meeting project requirement.
Product Presentations - Preparing the Pre-Qualification documents for vendor
registration and preparing seminar/webinars to consultant and end users when ever
required for Mechanical equipment products like Chiller, AHU, Vales, TES, DX, VRF
Etc
• Techno Consultant Support - Reviewing designs for Chiller, AHU, Dx, VRF etc
system`s from supplier/internal selections and fine tuning them were required to meet the
project requirement at design stage.
Awareness of Regulations - Coordinating with the client and contractor and convincing
them the current for MEW regulations for Air Conditioning product specially Chiller, DX
and VRF systems
• Sales support - Assisting the sales team to get sales
• Manufacturer Proposal Negotiation - Developed skills in convincing the principle to
provide prices meeting other suppliers in the market to be competitive in order to book
the sales.
• Sales Techno Commercial Support - Assisting the sales team to prepare the final fine
tuned techno commercial offer to the contractor.
Department Sales Responsibility - Ensuring that all the products for HVAC equipment's
in the department have potential sales in different segments of the market through sales
department.
• Consultant Sales - Assisting the sales team to get approvals by consultants also in
parallel specifying the product name in the vendor list of design projects.
• After Sales Support - Supporting the after sales market via principle support
management.
• Reports - Generating weekly strategic report, monthly sales report for the department
and annual budgetary report for the department and principle wise
• Structural analysis report - Management of the team and structural analysis
• Sales in HVAC Equipment such as Fans, Chillers, Air Handling Units, Fan Coil, HVAC valves, Thermal Energy Storage systems, HVAC pumps, hydronic pumps, heat exchangers, explosion proof fans and explosion proof AHUs with Alex rating motors which are applicabke for Oil and Gass industry also ecological units for kitchen exhaust applications and Dx systems that includes mini split, ducted split, package units, VRF and other application in DX air cooling systems
• Generating quotation for incoming enquiries from the clients after reviewing the documents (Equipment Schedule and Project Specification) and corresponding/estimating with the Principal (Factory) / Product Software (selector) for HVAC products to develop and prepare cost estimation of the product landed cost. Negotiate terms of sales with customers; submit bid and specification compliance to the customer for review and approval, while striving to maintain a maximum profit margin.
• Optimized selection knowledge experience for Fans, Air Handling Units and Fan Coil Units, Precision Control Units and valves per project requirement, also incorporating value engineering which is cost effective in order to win Jobs in the market.
• Experience in preparing Compliance statements for Fans, AHU`s, FCU, PCCU`s, Valves, TES and Dx systems.
• Convincing skills with the consultant and the client for final approval of the product.
• Communication with the principal to obtain information and technical help when required.
• Experience for more than 5 years to generate Enquiry, Quotation and Request for Quotation, Purchase Requisition, Local Purchase order and Foreign Purchase order through SAP.
• Coordination with the purchase department to issue purchase order to the principal as per Equipment schedule approved by the client/consultant.
• Managing delivery by coordination between principal and customer`s site/store.
• Co-ordination with the site team and the consultant for approvals of the material supplied.
• Resolving customer issues or difficulties in a manner that is consistent with the company mission, values and financial objectives
• To read and understand the market strategy and try to know and learn the competitions offering to the client/owner.
• Principal management skills.
• Identify and correlate customer’s needs and sales opportunities in the current market to help future growth.
• Prepare action plan for effective search of sales lead and prospect in the market.
• Assistance in the development and implementation of marketing plans as needed.
• Regular visit to various consultant/clients and also conduct seminars in various occasions regarding the product in order to be specified in the vendor list and project specifications for the future project.
. convoncing techniques include requirements based on the current MEW regulation son Kuwait
. After sales report management and solutions in technical and commercial basis.
Mechanical Engineer by Background with 5 years experience, in accomplishments of Military projects. Kuwait National Petroleum Company (KNPC), Kuwait Oil Company, Equate Petrochemical and other commercial buildings and structures for Ministry of public works Kuwait as site engineer for more than 5 years also specialized in management of machined customized part and fabrication of metal products. Adept at drafting, planning, estimation, controlling materials, technical support and approval of executed jobs at site as per clients requirements
Costing for incoming enquiries, procurement of required materials, build drawing for customized parts for general machining and fabrication, Calculate bill of quantities, estimate materials and consumables required for entire project, create material cutting schedules and reduce wastage.
Quality management control for the incoming raw materials and method of quality control for outgoing products to site, continuous monitoring of site works, raw material and consumable usage, step by step method for executing a proper and a perfect job to reduce rejection up to 95% and give total customer satisfaction.
Serves as department liaison coordinating projects and communicating design changes with product engineering, manufacturing, procurement, program management and various other personnel as needed.
Provide day-to-day leadership for team and ensure ongoing communication with clients as the primary point of contact; manage several simultaneous projects ensuring goals, timelines, resources and budgets are aligned; monitor progress and deliverables against plans and mitigate issues when they arise; maintain communication on project progress, issues and risks.
Cultivate relationships with clients to discuss current and future business opportunities.
Guide junior engineers on technical standards, codes and preferred engineering practices and principles.
Review and edit draft invoices to ensure accuracy of billings and evaluate profitability of projects.
Attend project meetings to represent all disciplines to discuss designs and resolve any issues which may arise; perform detailed inspections following completion of construction to guarantee quality assurance; survey and analyze projects to develop reports for clients on technical feasibility and financial payback.
Theoretically analyze building systems to offer clients cost-effective solutions to repair existing problems.