رياض الشهري

Senior Specialist | Commercial at Saudi Arabian Mining Company - Ma’aden

• Saudi Arabia - Riyadh
• My current job since February 2022

Sr.Sales Executive at Saudi Arabian Mining Company - Ma’aden

• Saudi Arabia - Riyadh
• March 2019 to January 2021

Regional Sales Manager at INGENIA Polymers

• Saudi Arabia - Jubail
• January 2017 to February 2019

Sales Executive at Petrochemical Conversion Company (PCC) Ltd

• Saudi Arabia - Khobar
• April 2016 to January 2018

Key Projects to Credit:
 Saudi Aramco, HIDA and Royal Commission - obtained orders through customers’ portals, registered and approved new materials.
 Supplying HDPE Pipes & Irrigation tubes to Al Hassa Farms (Client: Hassa Irrigation & Drainage Authority - HIDA )
 In-charge of managing current projects of the company. Portfolio sum of more than SAR 20 Million.

Achievements:
 Met assigned sales targets month on month and ensured that the company’s market share grew consistently.
 Provided reliable technical support to customers after sales process was completed, maintained goodwill and reputation for dependability by responding to customer issues and complaints expeditiously that resulted in high customer satisfaction scores.

Key Responsibilities:
Sales Planning & Customer Service
 Identify prospects, customers, and referral sources and develop/maintain relationships to ensure attainment of company business goals. Support efforts to consistently grow the base of referral sources.
 Actively manage short- and-long term leads from external referral sources to qualify prospects and advance them through the sales process.
 Manage marketing data using applicable sales management systems or tools (e.g., database, Dynamics® and time management systems) to maximize efficiency and analyze data/marketing activity on a weekly basis
 Effectively present and discuss the products and services of the company, soliciting only those desired products/services provided by the company and its vendors, to current and prospective customers in a way that conveys an image of quality, integrity and superior understanding and delivery of customer needs
 Perform market assessments, competitor analyses, pricing strategies. Draw conclusions from market assessment data on the competitive environment and the company’s strengths, weaknesses, opportunities, and targets, and provide advice to the General Manager/Owner.
 Develop a strategic sales plan that identifies prospects and customers, prioritizes them according to importance and ability to provide results
 Develop a call schedule to adequately cover territory and provide reports and data on results.
 Actively and effectively communicates and coordinates with identified partners.
 Liaises with Government agencies and other external entities for information gathering, documentation, registration and compliance.
 Identifies and optimizes opportunities to leverage partnerships or collaborations towards successful project completion.
 Investigates and resolves customer’s problems
 Keep current on new technology.
 Understand and comply with the sales system/program in place
Operations Support
 Communicate effectively with the Sales Team, and the Production Team, informing and updating them regularly to guarantee that sales and client objectives are met.
 Follow systems and procedures outlined in the company manuals.
 Participate as a key team player by supporting operations as needed.
 Assists in developing and implementing contract processes.
 Adopt all knowledge management activities in day-2-day work.
 Coordinate with colleagues on knowledge management matters
 Prepares reports of business transactions and keeps expense accounts.

Regional Sales Engineer at Middle East Specialized Cables (MESC) Company Limited

• Saudi Arabia - Khobar
• October 2014 to March 2016

Key Projects to Credit:
• Saudi Aramco, SABIC and Royal Commission - obtained orders through customers’ portals, registered and approved new materials.
• Negotiated and secured a 3-year contract / purchase agreement with Saudi Aramco to supply copper cables and wires. Contract value amounting to a total of more than SAR 20 Million.
• In-charge of managing current projects of the company. Portfolio sum of more than SAR 50 Million.

Achievements:
• Met assigned sales targets month on month and ensured that the company’s market share grew consistently.
• Provided reliable technical support to customers after sales process was completed, maintained goodwill and reputation for dependability by responding to customer issues and complaints expeditiously that resulted in high customer satisfaction scores.

Key Responsibilities:
Sales Planning & Customer Service
• Focus on expanding the company’s revenue growth by identifying and acquiring new customers, and maintaining a robust sales pipeline to consistently augment sales.
• Key point of contact between customer, engineering and manufacturing, convey accurate information so that the product delivered matches requirements.
• Develop sales channels to expand market reach; identify channel partners, negotiate and close contracts with them, and provide product and sales support.
• Establish and grow long term relations with customers by meeting all customer commitments, develop an excellent professional business network and acquire contacts of potential customers.
• Monitor competitor activity and market situation, keep senior management updated of the same and facilitate decision making.
• Promote company products and services in the market through presentations and focused campaigns, support launch of new products and solutions, and explain benefits and features of the company’s products to potential customers.
• Review local market to identify projects where the company’s products have applications, contact project owners and consultants, hold negotiation, prepare quotations in coordination with the regional sales team and provide quotations to customers.
Operations Support
• Monitor the manufacturing schedule to verify that it is in line with product delivery schedule, coordinate with Manufacturing Manager to accelerate production in case of lag so that customer delivery schedules are met.
• Ensure full adherence to company policy and procedure, follow standard sales processes and maintain requisite documentation.
• Maintain a consistent line of communication with internal and external customers, provide service and product information as requested along with supporting documents and catalogues.
• Consistently imbibe knowledge of new product lines and keep abreast of industry trends, assist the customer in selecting the right product by understanding requirements and making judicious recommendations.
• Review product delivery performance in terms of time, any damage to the goods during delivery; prepare and update records, and suggest measures to improve delivery performance.
• Generate invoices and monitor payments from customers, ensure that customers adhere to credit norms as per the contract, and send reminders to customers who have delayed payments to the company.

Sales & Marketing Engineer at Welspun Middle East Pipes

• Saudi Arabia - Dammam
• May 2012 to October 2014

Key Projects to Credit:
• Riyadh New Water Feeder Line Pipes Project - SAR 454 Millions (Client: SWCC)
• Riyadh Pipeline Strategic Water Transmission Phases 3 & 4 (Client: National Water Company)
• Jeddah Airport Pipeline Water Transmission Project
• Contributed as part of a team for Saudi Aramco East West Master Gas Pipe Line Project - approximately SAR 2 Billion (largest pipe project assigned to a single vendor in Saudi Arabia)

Achievements:
• Contributed significantly to establishing the company’s presence in new markets, acquiring new customers and determining and capitalizing on additional business opportunities.

Key Responsibilities:
Business Development & Customer Relations
• Facilitated the sales process and assisted the Sales Manager in evaluating inquiry from customer and understating customer’s technical requirements; designated a unique inquiry number to each inquiry, raised a job costing data request and forwarded all documents to the Estimation Department.
• Participated in kick-off meetings with the Sales Manager and team members, discussed plans and any concerns and resolved these to execute the order in time.
• After a detailed study of customer requirements, prepared offer documents in collaboration with the Sales Manager, and submitted the documents to customer.
• Provided clarifications asked for by customer on any specific points, maintained communication with the customer to convert the offer into a firm order.
• Responded to all customer queries regarding services and products, provided supporting documentation and ensured that customers had adequate information at their disposal to make a buying decision.
• Accompanied the Sales Manager to client meetings and discussions, negotiated terms of contracts and ensured a win-win situation was reached so that the deal could be closed successfully.
• Maintained detailed information regarding existing customers that included orders placed, order value, payment history and updated data as needed.
• Prepared impactful sales presentations detailing the company’s value proposition and advantages of its products and service offerings, deliver presentations to customers and influence buying decisions.
Operations Support
• Coordinated with different departments (Engineering, Procurement, Production) who had an essential role to play in executing the orders; provided all technical and commercial details, and contractual conditions of the order to these departments to obtain their consent and observations.
• Obtained all relevant information and inputs and generated the work order, forwarded the work order to senior management for approval, and accordingly released all documents to the Project Management department.
• Prepared and analyzed expenditure reports and sales reports, identified figures that deviated from expected standards and brought these to the notice of the senior management.
• Followed quality systems and procedures across the entire sales process starting from identifying customers to order delivery and after sales service.

Lab Technician at Australian Laboratory

• Saudi Arabia - Dammam
• March 2010 to May 2012