Yahya Darwish

Key Profile: A leading 100+ years old large German privately owned company in the field of Industrial and O&G Safety Automation.
Vice President Middle East
• Total Direct Managed Business Portfolio, euros 35+ Mil/year.
• P&L responsibility for 4 legal entities in Region Middle East that includes 63 countries.
• New Business Development Strategy and budgeting formation in order to prepare for doubling revenues within 5 years.
• New business development and JV negotiations (in KSA) and strategic partnerships.
• Business analysis, process improvement and transformation strategies.
• Leading sales operations for large deals negotiation and closure.
• Strategic program management of main System Integrators and Partners relations.
• Strategic new business development management of large customers’ relations.
Achievements
• 5 years budgeting plan for double growth is in place and started implementation.
• Formation of the Saudi Legal Entity under SAGIA laws and IKTVA compliant
• New business development channels throughout the region by Signing 12 strategic partnership in KSA, Egypt, Kazakhstan, South Africa, Russia, India and Turkey.
• Sales Management and won largest two deals in company history in India and Egypt.
• Financial and commercial overachievement on 2019 EBIT by 8% and by 13% for 2020.
• Cross-functional team hiring and formation across large regional coverage.

Key Profile: A leading KSA large group with turnover of euros 250+ Bil with diversified industrial and commercial businesses in the O&G, Marine, Logistic services, Power MV & LV, Automation and Contracting.
Vice President
• Total Direct Managed Business Portfolio, euros 250+ Mil/year.
• Full P&L responsibility for 7 subsidiaries (LLCs) in different industries.
• Strategic program management direction of the group and the LLCs.
• New business development and JV negotiations and strategic partnerships.
• In charge of business analysis, risk management and transformation strategies.
• New business development management and large deals negotiation and closure.
• Large customer relation management.
• Strategic organizational management, product management and process improvement.
Achievements
• Implementing Organizational Change Management exercise and executing the Complete strategic budget plan for the whole group.
• Financial analysis of profitable operational entities and closed down the non-profitable.
• Established JV program and formed two JVs, and more than 10 Strategic Partnership.
• Established and founded Automation factory from scratch and built up the complete business strategy that grew the business from zero to 60M SAR in two years.
• Hiring of first and second management layers in the organization with clear process improvement and clear assigned responsibilities and accountabilities that resulted in high efficient organization.

Key Profile: Joined Rockwell Automation a leading multinational company rated on the TOP 100 US companies chart, offering cutting edge technology in Automation Products, Solutions, and Power Control systems (MV/LV).
Country Director, KSA, Bahrain.
• Total Direct Managed Business Portfolio, euros 40+ Mil/year.
• Full P&L responsibility for the KSA and Bahrain.
• New business development and JV negotiations (in KSA) and strategic partnerships.
• Establishing and executing Product management and Channel Business strategies.
• Sales management of KSA team to deliver the assigned targets and strategic objectives.
• Coordinating with cross-functional team leaders to achieve business goals and objectives.
• New business development and leading large sales management negotiation with strategic customers.
• Business planning and budgeting to grow clients’ portfolio on short and long-term basis along the AOP.
Achievements
• Awarded Top Growth Award Europe and Middle East for 2015 on Revenue and % growth.
• Awarded President Award for over achieving on AOP strategic and budget targets.
• Overachieved AOP targets in 2014 by 153% with YoY growth 373%.
• Program management of Rockwell University Classic (largest global event for Rockwell in KSA Dammam) that led to major turnaround in market share.
• Sales management that grew funnel by 550% with 70% of high probability opps.
• Developed Business Intelligence KPIs (BI) to insure meeting and exceeding AOP budget.
• Operational optimization for Project and Maintenance team as per set KPIs.
• Shipping process improvement to optimize delivery schedule
• Balancing the cross-sales performance across 6 different Business Units (products / solutions) to make sure we cross meet all BU’s AOP budgets.

Key Profile: Joined Honeywell a leading multinational company (MNC) rated on the TOP 100 US companies chart, offering Building Management Systems (BMS) and complete end-to-end system integration for converged Smart Building Solutions, CIT infrastructure.
District General Manager
• Total Direct Managed Business Portfolio, euros 27+ Mil/year.
• Full P&L responsibility for KSA insuring Top and Bottom Line budgets are achieved.
• Sales management of KSA team to deliver the assigned STRAP budget.
• Coordinating with cross-regional leaders to achieve business goals and budgets.
• Sales leadership of large deals with strategic customers.
• New business development tactics on short and long-term basis along the STRAP.
• Assuring the implementation of the Honeywell Values, policies and procedures and insuring the compliancy with local country regulations.
Achievements
• Over achieved at the YOY Bottom Line targets.
• Operation management and optimized delivery team utilization to ~94%.
• Program management of Business Channel Integrators "Partner Program in KSA.
• Business analysis program insuring organization overachieving on 2013 STRAP targets.
• Process improvement along with HR leadership to transform the organization from local business culture to a full MNC matrix structure.
• Applied financial risk management tactics and overachieved on Working Capital (WC) targets by guiding Customer to Cash (C2C) and Procure to Pay (P2P) process.

Key Profile: Joined Jeraisy Computer and Communication Services one of the TOP 3 IT System integrators in KSA as General Manager Western Region.
General Manager
• Total Direct Managed Business Portfolio, euros 165+ Mil/year.
• Full P&L responsibility insuring Top and Bottom Line numbers are achieved.
• Developed and executed JCCS 5 years strategy plan focused on main sectors in KSA.
• AOP formation responsibility along with direct reporting leadership team.
• Identifying and leading Business Development activities for large Projects.
• Assuring projects time lines and deliverables are up to client satisfaction.
• Identified corporate flaws with 360deg approach and developed change mgt plan.
Achievements
• Executed change management plan to optimize company’s productivity and effectiveness.
• Achieved YOY company annual growth targets, Op. Income and Gross Margin.
• Developed a robust presence for JCCS in the government sector in Western Region.
• Streamlined business relationships with current technology partners.
• Planned and won projects with Strategic Clients and Partners worth over SR850M.
• Guided projects portfolio with Projects Team Leader.
• Recruited with HR Manager over 150 professionals for projects, sales and services.

Key Profile: Joined Soroof International a group of companies focused in technology services and investments in multiple industries as Business Development Director.

Business Development Director and Managing Director, Soroof Accel Infotech, Soroof Gateways, Eastern Region and Group
• Total Direct Managed Business Portfolio, euros 77+ Mil/year.
• Board Member and Full P&L responsibility for Top and Bottom Line numbers.
• Strategic Plan and AOP formation responsibility.
• Effectively present the Company to the business community, analysts and investors.
• Orchestrated and established the two JVs with ACCEL India and Gateways South Africa.
• Leading large deals negotiation and strategic customer relation.
Achievements
• Awarded contracts with highly sophisticated clients.
• Exceeded first yearly targets by 35%.
• Establishing partnership agreements with international and local vendors to complement servicing the local culture requirements (ICTN Lebanon, OMEGA Egypt).
• Established seven partnerships with leaders in the Security and IT field.

Sales and Marketing Manager.
• Total Direct Managed Business Portfolio, euros 20+ Mil/year.
• Setup Sales and Marketing Plans.
• Coached and guided a sales team of four sales persons for Active components sales.
• Coached and guided a sales team of six ORACLE ERP pre-sales consultants.
• Coached and guided a technical team of three network & hardware engineers.
Achievements
• Realigned and positioned the company commercially since its activities were limited for internal group service.
• Laid out a comprehensive go to market plan that lead to a focused customer approach and segmentation.
• Established alliances with top-in-class consulting firms (Deloitte, ATOS Origin).

Area Manager, Eastern Region
• Total Direct Managed Business Portfolio, euros 9+ Mil/year.
• Spearheading all activities in the Eastern Region.
• Coached and guided a team of five Computer Professionals in Sales, Marketing and Implementation of Project Management Software Applications covering the Middle East and Gulf Region. (i.e. Timberline Software, Primavera Software).
• Established a Software Dealer Network consisted of 14 dealers over the Middle East and the Gulf Region.
Achievements
• Established Orbit’s offices in the Eastern Province.
• Recruited sales force.
• Registered Orbit as an Aramco Contractor and signed two contracts Short Form and Long Form Contracts with Aramco amounted to 25 Mill Riyals for Software Implementation.
• Achieved a sales target of 19 Mill Riyals in 1999.