Sales Manager

Fawzi Twahieh

Sales Manager - O&G

Mechanical Engineer

B.O.D: 22.01.1981 ***********@*****.***

Nationality: Jordanian +962-*********

Add: Amman - Jordan

OBJECTIVE

Having studied Mechanical Engineering with more than 12 years of experience in sales & marketing, I am looking for a highly challenging in management position in sales and marketing or business development where I will be able to fulfill my goals and experience of working with a prestigious firm such as yours and have the opportunity of doing as much I can to further the fiscal prospects of it.

EDUCATION

Feb 2006 BACHELOR'S DEGREE IN MECHANICAL ENGINEERING

Mutah Unviversity – [Jordan]

EXPERIENCE

Oct 2017 - Present PETRA ENGINEERING INDUSTRIES – SALES & MARKETING ENGINEER [Jordan - Amman]

• Maintain strong relationship with the key customers for future business growth.

• Assist marketing team in preparing sales and marketing plans and strategies implementation to promote company’s HVAC products like Chillers, Packages, VRF, etc ..

• Develop and maintain relation with design consultants by teaming with design department. Specify Petra products in project specification and design documents while influencing project owners by leveraging relation with the consultants.

• Analyze existing and potential markets to identify and secure business development opportunities.

• Prepare effective proposals, presentations, demonstrations and sales tool on business development opportunities for management.

• Establish and maintain a customer relations management database.

• Conduct competitive product analysis and market research to develop roadmap and sales strategy to secure new business.

• Provide direct customer support for all technical questions regarding HVAC systems, including identifying and implementing energy saving improvements to facilities, preventative maintenance schedules, and basic troubleshooting. Analyze existing systems to provide most cost effective solution for repairs or replacements.

Jan 2016 – Sep 2017 SALES MANAGER O&G – PAN GULF VALVES MANUFACTURING [KSA - Dammam]

• Enhance of a comprehensive plan to develop the company through an effective strategy to expand the business and cover the entire customers especially in Oil & Gas and industrial sector in GCC.

• Developing, managing and leading an effective sales team especially in the segment of Oil & Gas & Industrial.

• Implement set strategies to achieve growth objectives and enhance overall sales achievement with Key Account customers allocated.

• Clarify and influence specifications for new & on-going projects, with customers, end user, and their consultants, and propose PGV solutions during design stage, or as early as possible in the project.

• Drawing up and implementing sales and marketing plans, forecasts, performance, budgets and deadlines.

• Regularly review sales targets as well as ensure proper collection of receivables, status of open offers.

• Assist key customers to properly select the best solution for their application through gaining a clear understanding of their businesses requirements & prepare their offers, professional technical proposal, product awareness, establish and maintain good working relationships with them to encourage repeat and referral business.

• Submit interim reports, weekly, monthly reports to top management and in charge in quarterly board meeting.

• Coordinate with production teams and after sales departments to ensure speedy resolution of customer related problems.

• Carry out direct sales activities by handling key customers account and identify trends in the market, monitor and provide regular feedback about market value, open opportunities, competitor activities & prices, market situation and lost sales reasons.

• Ensure the usage and update of CRM data and quotations, build and maintain customer relationships through effective database management & resolve their problems.

• Overall responsible for securing orders documents, and secure on time delivery which is complying with PGH standard and customer’s requirement.

• Responsible for securing payment and commercial terms in line with PGH policy, securing that money is being paid timely by customers.

• Organizing training programs(orientation) for new recruits for achieving pre-planned business targets, leading, monitoring the performance of team members to ensure efficiency in sales operations and meeting of individual & group targets.

Key Achievement

1. Upgrade on range of approval with Sabic, a new range approval has been received.

2. Created a marketing plan that achieved a 30% increase in order intake and enquiries included three years contract agreement with Saudi Aramco.

3. Get required preparation prior to Saudi Aramco qualification to cancel the limitation in current approved range and speed up the approval process for Ball Valve.

4. Established a new services department, set up a plan, target and goals and required performance, training for the existing staff showing our capabilities, targeted customers and required performance.

Sep 2012 - Oct 2015 REGIONAL SALES MANAGER – KSB PUMPS & VALVES [KSA - AL Khobar]

• Prepare the Annual business plan for the sales department and submit it to the Country Sales Manager, share it with the team when approved.

• Translate the annual business plan into monthly/weekly/daily action plan that should be implemented by self and the sales team.

• Ensure the implementation of the sales plan and report the progress to the Country Sales Manager.

• Divide the area into workable sub-territories that could be visited regularly.

• Prepare and submit the monthly and quarterly reports to the Country Sales Manager.

• Complete and submit monthly activity reports (new orders, open orders, expected orders, hot projects, due payment and collection).

• Complete and submit the monthly lost sales report of the division.

• Constantly prospect new clients to maximize market share.

• Identify customer needs and present solutions by proposing the right product with the right application.

• Following up the approvals of our products with end users and consultants.

• Arrange presentations and technical discussion for our main clients and main consultants in the region.

• Negotiate and close the sale, prepare the contract and collect the first payment.

• Arrange and coordinate with the customers, service department, and shipping department for delivery.

• Collect or assist the accounting department in case of problems in collection.

• Coordinate with the accounting department for the issuance of the Bank guarantees when applicable.

• Review and approve the quotations prepared by the sales engineers before submitting to the clients.

• Develop a database of customers, companies, projects, and competitive information.

• Handle customers’ complaints, coordinate with the concerned department, and ensure satisfaction.

• Promote after sales services and maintenance contracts.

• Planning and supervising mechanical maintenance work and ensure costumers satisfaction.

Key achievements

1. Increased the sales for the company by 25% in my first year (2013) and by 28% in second year (2014).

2. Expanding existing customer’s data base by 35% by approaching new customer/areas.

3. Registration and approvals in most of hot spots marketing.

4. Increased overall profit by 7% by focusing in direct sale more than distributions sales.

Jan 2010 - Sep 2012 PROJECTS SALES MANAGER–SILICON TRADING & CONTRACTING [KSA - AL Khobar]

• Silicon Trading & Contracting one of the leading MEP contractors in eastern region and one of the distributors channel of Grundfos Pumps & Ebara Pumps, Xtralis very early smoke detection system (VESDA) & Xtrails CCTV system.

• Managing existing accounts - client visits to determine work scopes and full potential of each opportunity and make sure this is tailored to individual clients.

• Create work packs, pre-qualification documents, proposals and tenders.

• Manage the electro-mechanical projects starts from RFQ’s, estimation, technical study, technical and commercial negotiation, contract terms and conditions, payment terms and others.

• Manage the projects execution plan, invoicing, suppliers, material approval and in charge in weekly meetings with consultant/end user.

• Follow up the invoicing and collection, further to customers claims to ensure satisfaction.

• Assist the Resident Engineer in ensuring that all Mechanical works in the project are in accordance with the specifications and project requirements.

• Act as site representative on all matters related to mechanical and electrical works.

• Negotiating the technical issues, prices and delivery time with vendors and suppliers.

• Full awareness of project specifications and requirements related to MEP scope.

• Monitor subcontractor’s Mechanical works to ensure compliance with specifications, plans and drawings.

• Review material approval submittals, method statements, drawings, etc. and provide recommendations to Resident Engineer for final review and approval.

• Liaise with client representatives, contractors, site engineers and sub-contractors on issues related to the review and approval of method statements, drawings and other technical documents related to mechanical and electrical works.

• Review results of inspection and tests to ensure compliance to project specification.

• Monitor and check mechanical and electrical works to ensure safety and quality.

• Provide relevant information and data to QS for the project valuation process.

• Provide accurate information and data to Resident Engineer for inclusion in progress reports.

• Review and verify corrective actions established from NCR’s and Discrepancy Reports related to mechanical and electrical works.

• Attend coordination meetings with project team, client, sub-contractors and others.

Jun 2007 - Dec 2009 SALES ENGINEER – ABUNAYYAN TRADING [KSA - AL Khobar]

• Sales of mechanical and electrical products like Flygt Pumps, Flowserve Pumps, Gurmanrupp Pumps, Mono Pumps, Johnston Pumps, Mitsubishi & Gentec Generators, Leroy Somer Motors, Diesel engines, SCADA system, Bimex & Magwen Valves, shelving & racking system, DOW membrane and more.

• Developed and implemented sales plan and strategy.

• Monitor progress toward goals making necessary adjustments to reach objectives.

• Initiate and develop contact with key and target customers to establish strong relationships.

• Business Development, planning and implantation of company's plans in long & short terms.

• Follow up and interact with contractors, consultants, and end-users/decision-makers in order to maintain health business relationship and to provide them with the full support technically & commercially whenever required

• Negotiate contracts with clients and reaching agreement.

• Following all the customers complains to ensure their satisfaction.

Jun 2006- June 2007 ASS WORKSHOP MANAGER – MINISTRY OF MUNICIPAL AFFAIRS [Jordan]

• Planning of workshop activities and ensure that all staff have a clear and complete understanding of what is required of them in terms of their job profiles and related responsibilities.

• Projection and analysis of long term vehicles spare parts requirements, monitor and analysis of workshop tool and equipment requirements.

• Assist in calculating and monitoring fuel efficiency in vehicles.

• Issue daily tasks to workshop staff and ensure that tasks are completed in a timely and professional manner.

• Monitor vehicle movement, Monitor, analyses and report on Vehicle tracking system.

• Prioritize work according to urgency and did the required test for vehicles/ machinery after work is complete.

• Place orders timeously and correctly; ensure that stock received is checked against the delivery note, invoice and original order form & return any stock that is substandard.

• Supervision of sub-contractors to insure the major standards, safety, major works and major modifications and assist them to meet the schedule.

• Ensure compliance with the government mandatory standards and best practice guideline, draw up a list of the main points to be considered.

KEY SKILLS

• Sales Management, Marketing, Business Development.

• Key Account Management, Operations Management, Supply Chain Management.

• Presentation Skills, Proposal Development, Deal Structuring, Formulating Policies/Procedures.

• Able to build and energize talent through coaching and developing others.

• Budgets, Strategic Planning, Customer Relationship Management, Multi-Channel Distribution.

• Project Management, Procurement, Key Account Management, Budgets, Strategic Planning/Implementation.

• Management Reporting, Market Research, Competitive Analysis, Excellent negotiation and communication skills.

• Advanced Microsoft skills – Excel and Powerpoint, AutoCAD, SAP, IMS, …

• Knowledge of how to manage customers with the greatest of care.

• Able to build and energize talent through coaching and developing others.

• Strong and persuasive selling techniques.

• Technical expertise through effective training courses for the following of following products: KSB Pumps, Flygt Pumps, Grundfos Pumps, GR Pumps, Xtralis-VESDA, FG Wilson & Mitsubishi Generators, SCADA system, HVAC & Firefighting products, Pipes, Valves & Fittings, hydraulic calculation, motors, automotive, NCS, diesel engines, penstock, mechanical screen, irrigation system, instrumentation & control panels.

CERTIFICATES

Jun 2005 – Dec 2005 Lafarge: [General training of maintenance, operation & production]

2009 SpearHead: [Improving Your Sales Skills].

2011 Xtralis (UK): [VESDA system, Very Early Warning Aspirating Smoke Detection].

2016 Ernst & Young: [Business Ethics and Fraud Awareness].

2009 SpearHead: [Time Management]

MEMBERSHIPS

•Jordanian Engineers Association.

• Saudi council of engineers.

LANGUAGES

• English : Fluent

• Arabic : Native

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