Central Area Sale Manager
Saudi Electric Supply Company
Total years of experience :17 years, 7 Months
-Achieve the sales target and goals assigned by
Management
-Establishing, maintaining and expanding our clients’
base
-Forecast annual, quarterly and monthly sales revenue
for central area
-Increasing business opportunities through various
routes to market and recommending new products to
BD manager to cover the market needs
-Setting sales targets for individual sales engineer
-Allocating clients to sales team
-Develop pricing schedules and rates according to
market feedbacks
-Monitoring sales and operation teams’ performance
and motivating them
-Compiling and analyzing sales figures
-Plan and direct sales team training
-Review payment terms and contracts with potential
clients for potential orders
-Review our lost opportunities, analyse and track the
root to solve it
-Review clients’ balance statement with collection team
to assure payments on time
-Review materials delivery status with operation team
to assure delivery on time to clients
-Review the materials stock level with supply chain
department to assure getting safe stock level to serve
the market
-Review price level with suppliers and negotiate to get
the best possible prices to enable sales team to
compete
- Preparing business plans focused on business development for a define market, evaluating market opportunities and decide appropriate activities in line with the strategy.
- Understanding customer need in the market by visiting customers and ensuring the customer satisfaction surveys are executed; analyse results and assist on corrective actions.
- Study the competitors’ products technically and commercially to know strengths and weaknesses of our products
- Specify the prices level of the product based on market study and bench mark our products
- Specify the sales target per area and sales engineer in coordination with Division managers
- Responsible for SKUs selection as per market requirements and products competitiveness
- Follow up sales opportunities on monthly basis with the sales managers and give the required support to secure orders
- Review our lost opportunities, analyse and track the root to solve it
- Building and maintaining strong relationships with new and existing customers to ensure ongoing customer satisfaction (OEMs and Panel Builders)
- Support sales team to get approvals and expand our footprint in the market
- Leads the process of acquisition / establishing factory in Saudi
Arabia
- Prepare the factory requirement list and cost for both option
- To Achieve the target for the establishment year which decided by
the general manager
- Lead the estimation and design teams to achieve cost reduction
and to prepare the optimized design to reduce the cost and being
able to compete
- Lead the technical and commercial negotiation with the client,
consultant and end user
- Build the sales and business development team to be inline with
our sales and growth plan
- Create new leads/ accounts and making breakthroughs with End
users and targeted contractors
- Create a clients’ database through building relationships with
customers and contribute in breakthrough to increase our
market share & footprints
- Contribute and foster the loyalty to factory from existing clients
through the continuous and proactive support
- Improve the orders and being selective to maximize the net profit
Achieve the rule of Value Based Selling (Max. profit with best
terms)
- Responsible for the projects procurement from local market during
factory establishing period
- Supervision for projects execution and testing during factory
establishing period
Achievements:
Sept, 2014:
-Getting specific projects to cover the overheads and make the
minimal required profit by top management to cover part of
establishment cost
- Finalizing the deal of acquisition for Shouaa Factory for Electrical
Industrial development
-Got approvals for our type tested solution in different governmental
sectors
- Achieve the specified individual target, contribute to the
achievement of the departmental target, and assure the VBS
(Value based selling) with Max. profit and best payment terms
- Create new leads/ accounts and making breakthroughs with
End users and targeted contractors
- Expand our clients’ database through building relationships
with new customers and contribute in breakthrough to increase
our market share & footprints
- Follow up with contractors, consultants & End users and visit
them on regular basis to build a long business relationship with
them
- Coordinate and share relevant information with colleagues in
central region and across the kingdom
- Play a pivotal role in the market intelligence through reporting on
our competitors achievements and level/area of competition in
the market
- Contribute and foster the loyalty to our brand from existing
clients through the continuous and proactive support
- Follow up the orders stages, order acknowledgment, delivery of
components and manufacturing process to assure the
targeted on time delivery
Achivments:
- Dec, 2012: 110% of the annual target, 70% through new
channels
- July, 2013: 200% of the annual target, 100% through new
channels & 80% new product
- Follow up the targeted projects in the region
- Collect and analyze inquiries for estimation
- Prepare technical and commercial offers & Pre-qualifications
- Submit offers and follow up the project status with clients
- Lead the technical and commercial negotiation with clients
- Prepare shop drawings after receiving P.O or LOI
- Creat the project procurement list to procurement department
- Follow up materials delivery with the procurement department
- Follow up the production process to assure delivery on time.
Major Project & Responsibilities:
- Sales, estimation & design for Al-Basheer Hospital - Jordan
- Sales, estimation & design for P511 (Security Project) - Jordan
- Sales, estimation & design for Mariott Hotel - Jordan
- Estimation & design for SIRTE oil company - Libya
- Estimation & design for Wasit sewage plant - Iraq
- Receive all types of inquiries from the vessels (Spar Parts,
Catering, Tools, maintenance inquiries and Safety inquiries )
- Forward the inquiry to the specialized suppliers/workshops
vessel’s country port
- Analyze offers and select the suitable supplier / workshop
- Negotiate the offers with the suppleirs
- Prepare the order summary to get approval from the
superintendent
- Release the Purchase order and follow up the delivery to vessel
- Audit & Approve invoices to accounting department
- Monitor & control the vessels’ annual budget