Regional Industry Senior Sales & Marketing Manager – Gulf Countries & Pakistan
Schneider Electric
Total years of experience :18 years, 11 Months
Reporting to Gulf Partner Projects & Industry VP
Key Deliverables:
- Leading the industry marketing team (3 Product Managers & Application Support Manager) in the region
- Creating, supporting & implementing strategies to optimize orders, sales, profits and market share
- Keeping an oversight for accurate forecasts and clear visibility on sales and revenue performance by
actively following-up the pipeline of opportunities, orders booking and invoicing
- Creating and supporting the product lines in the areas of roadmap creation, value proposition analysis, price positioning, forecasting, and marketing communications to maximize internal and external customer satisfaction and achieve strategic/financial objectives
- Focal point for global & local teams for sitting strategies, operational plans and day-to-day business
- Managing and planning the marketing budgets according to business needs and growth ambitions
- Supporting the pre-qualification status for the different countries and End Users
- Supporting the business development, orders and sales of the speed drive systems
- Defined new and efficient marketing organization based on the market potential and business needs
- Leading recruitment, training, development, retention and team evaluation by ensuring necessary skill base and employee motivation
- Enhanced collaboration with other teams (Sales, Projects, Services & Supply Chain) and business units
- Effectively managing top and bottom lines of Industry business, total revenue of 20 Million USD
- Remarkable achievement in 2016 in Delta Gross Margin (+3.6 Pts) and Delta Commercial Margin (+3.8 Pts)
Reported to Gulf Partner Projects & Industry VP
Key Deliverables:
- Led the industry transactional business in QBK region including drives, C&S products and the automation
- Management and operational oversight of the company’s region based business development for Industry
sector - maximized potential and implemented short and long-term business plans
- Generated business from various channels (PBs, ODs & SIs) while establishing healthy business relations with
clients to secure repeated business within the region
- Managing the System Drives sales with product technical support team
- Initiated the PQ process for the drive systems with the main EUs in QBK
- Identified the areas of development to create a business plan and setting up necessary organization
- Responsible for maintaining the bFO as accurate as possible in term of opportunities and CAP
- Championed high levels of customer service and customer satisfaction through performance culture and
provided cross functional leadership and direction to branch covering sales, logistics and customer service
- Instrumental in ensuring the achievement of regional growth targets and margins by organizing, directing,
supervising, evaluating, and coordinating sales activities within established budgets and teams
Notable Accomplishments:
- Enabled sales growth of +19% and orders growth of +31%
- Initiated key actions in the region in the PQ and partner’s competencies review process
Reported to Gulf Industry VP
Key Deliverables:
- Led the whole industry business including transactional, solution and services activities
- Drove business expansion through active management and monitoring of clients CAPEX and OPEX
- Managed the projects pipeline and Go-To-Market strategies to increase our market share
Notable Accomplishment:
- Improved install base services and migration orders by more than 50%
Reported to Gulf Industry VP
Key Deliverables:
- Managed the industry business including transactional, solution and services activities
- Reported on monthly basis business highlights through activity report sales, market updates and key actions
- Responsible for maintaining agreed number of customer visits and updating projects data in the bFO
- Coordinated with all BUs within Schneider Electric to secure most profitable sales for products & solutions
- Expanded and maintained best relations with existing clients identified and pursued new clients and end
users in growth markets in addition to our direct channel partners
- Worked with marketing team based in Dubai to obtain all required approvals for the automation systems
with the main EUs such as KOC, KNPC, Equate Petrochemical, MEW and MPW
- Proactively followed-up enquiries, tenders and projects with different clients
- Provided guidance to colleagues in order to help in their development and meeting their job responsibilities
- Member of “Qatar, Kuwait & Bahrain” Management Team; where monthly meeting is organized to share the
latest updates, concerns and suggestions on any particular subject
- Invoicing & Payments follow up with the different customers and partners
Notable Accomplishments:
- Continuously enabled orders grow to qualify as Manager, +42% in 2011 and +42% in 2012
- Significantly improved the gross margin and reduced the SFC (Support Function Costs)
- Boosted solution sales and helped through well coordination with clients the completion of many projects
- Remarkably obtained some products approval with key end users
Reported to Gulf Industry VP
Key Deliverables:
- January 2010, new segmentation took place in the organization (Power, Industry, BMS, IT and Energy), so I
have been promoted to become the Industry Business Leader in Kuwait
- P&L for the Industry Business became centralized. Direct reporting to Gulf HQ based in Dubai
- Took active role in the alignment between country and the newly established Industry business unit
- Led the team of other activities like VFDs products and systems, soft starters, control & signaling products
and services in addition to my earlier responsibilities in the automation field
- Directly started the interaction with PBs & ODs to achieve assigned targets for the vertical
Notable Accomplishment:
- Enabled business growth of +2% although all management changes and challenges
Reported to Senior Sales Manager
Key Deliverables:
- In-charge of the automation business with its all related tasks (Direct and Indirect channels)
- Developed new system integrator which became one of the three certified alliance partners in Gulf Region
- Built a good customer data base in CRM
- Followed the PQ and prescription activities with marketing team
Notable Accomplishments:
- Successfully helped to deploy company’s image from products supplier to solution provider
- Expanded presence in existing and new market segments
- Achieved +18% growth in order intake with valuable winnings
Reported to Automation Sales Manager
Key Deliverables:
- Promoted company’s principal services & products in the automation field
- Built and established links/contacts with new customers
- Created customers interest by performing introductions, presentations and basic training on the products
- Pursued automation business and participated in techno-commercial negotiations with customers
- Proactively engaged with tendering team to follow-up projects solution inquiries, quotes and orders
Notable Accomplishments:
- Helped in achieving the automation target by winning good project of 1 Million USD
- Created new account for the automation business and improved services sales
Reported to Engineering Manager
Key Deliverables:
- Worked for different projects in the technical submittals, internal projects inspections, construction,
programming, design, tendering as well as procurement activities
- Successfully achieved agreed design schedules and completion for all control & instrumentation activities to
specification requirements for the allocated projects
- Coordination with the clients to discuss projects issues and requirements
- Supervised, delegated and coordinated technicians for installation, execution, startup and commissioning of
all I&C activities of the assigned projects to meet the company’s contractual obligations
- Attended Factory Acceptance Tests with clients and provided the necessary information and details
- Supervised administratively and financially a staff of technicians during one project’s commissioning and
responsible for paying salaries to the concerned individuals
- Compiled daily activity report and share it with the clients and the management during projects execution
- Represented the company in Abu-Dhabi International Petroleum and Exhibition Conference (ADIPEC-2006)
Notable Accomplishments:
- Efficiently completed many projects for instrumentation and control systems, and been appointed as
“Team Leader” on 32 staff in one project and “Project Manager” managing 7 engineers in another one
- Successfully built credible relationship with customers by respecting commitments & skilled communication
- Significantly reduced/controlled costs & expenses of projects during execution