Sales / Marketing Manager HVAC

Mehdi Tolouie [pic]

Dubai UAE ?E: *****.*******@*****.*** ?M: +971*********

Objective: A senior leadership position in sales, marketing & business

development with a reputable global HVAC manufacturing company to utilize

acquired skills & knowledge and deliver outstanding results.

PROFILE SYNOPSIS

. Versatile Mechanical Engineer with 24 years of rich hands on leadership

experience in the HVAC industry in the Middle East. Experience covers

business management, sales, marketing, product management, manufacturing

and application engineering for diverse applications in building

services, industries and car park ventilation.

. Adept in formulating & implementing strategies & plans for achieving

predefined business and financial objectives in highly competitive

markets.

. Comprehensive technical expertise on a wide range of HVAC technologies

covering chillers, air side units, jet fans, control systems and

refrigerants.

. Skilled in identifying major project opportunities and working with

consultants for specifying company projects at early project stage.

Proven skills in developing complete HVAC solutions meeting client

requirements.

. Capable of establishing new verticals, introducing new technologies &

products, achieving regulatory approvals and customer qualifications to

generate targeted business volumes.

. Deft in coordinating with clients, consultants, contractors, government &

private entities and internal departments and leading multinational,

multidisciplinary teams eliciting superior performances.

. Invited speaker at International Conferences of International Society for

Performance Improvement on topics like the True purpose of Design

documents, On-boarding new Designers, Workplace Learning Systems and

Proctored Distance Practical Examinations. Visiting Lecturer on

Instructional Design

. Proactive, achievements driven professional with excellent communication,

coordination, strategising, problem solving, planning & execution skills.

PROFESSIONAL EXPERIENCE

JOHNSON CONTROLS INC, Building Efficiency, UAE

Johnson Controls is a global diversified company in the building &

automotive industries. Building Efficiency is a leading provider of

equipment, controls & services for heating, ventilating, air conditioning,

refrigeration & security systems. http://www.johnsoncontrols.com

Regional Product Manager - Large Tonnage Chiller Solutions, Dubai, 2010 to

2013

Reported to: Regional Business Director, Middle East

. Supported all JCI offices in the Middle East with resolution of technical

& pricing queries for large tonnage chillers.

. Developed business development strategy including product line-up for

building expanding business in various verticals.

. Prepared sales & operation forecasts for the company's production

facility in the USA.

. Trained sales staff and channel partners on technical aspects of large

tonnage chillers.

Achievements

. Reduced the response time for answering queries from sales offices to

less than 24 hours.

. Developed PFSS software which reduced the time of preparing sales &

operation reports including orders in the pipeline, demand plan and

strategic plan from 2 weeks to 2 days with 90% accuracy.

. Uploaded answers to all product related frequently asked questions (FAQ)

on the company portal for access by stakeholders in the Middle East.

. Contributed to overachievement of sales & financial targets.

. Earned Merit Awards learning & e-learning solutions on topics like

engineering applications, technical applications & best business

practices.

Senior Sales Engineer, Abu Dhabi, 2007 to 2010

Reported to: Abu Dhabi Branch Manager

. Managed business development of Novenco Denmark car park ventilations

systems to projects in Abu Dhabi.

. Worked for specification of car park ventilation systems with impulse jet

fans at early stages of projects.

. Coordinated sales of complete solutions to contractors including axial

fans & accessories, jet fans and controls.

. Assisted consultants in computational fluid dynamics (CFD) analysis for

finalizing design parameters for jet fan based systems.

. Generated additional revenues by cross selling controls & sensors in

addition to mechanical equipment.

. Participated in commissioning & start-up of systems including conducting

of cold smoke test.

. Trained all sales personnel on technical aspects of car park ventilation

system.

Achievements

. Overachieved predefined sales target by more than 2 times, generating

revenue of USD 3 million.

. Obtained approval of Abu Dhabi Civil Defence for a completely new

technology for car park ventilation based on jet fans in place of

conventional ducted type systems.

. Expanded product range to cover general ventilation applications.

. Landmark Project wins: Khalidiyah Mall Abu Dhabi, Reem Island C, D & E

and Al Ain Mall extension.

Area Specification Engineer, Abu Dhabi, 2006 to 2007

Reported to: Regional Marketing Manager

. Tracked market and identified business opportunities in emerging projects

across Abu Dhabi. Liaised with key decision makers like consultants,

contractors, end users, project managers and government agencies and

promoted specification of York/JCI products in projects.

. Supported design consultants in selection of HVAC equipment including car

park ventilation systems with Jet fans, along with other HVAC equipments

such as centrifugal & Air cooled chillers, AHUs & FCUs.

Achievements

. Built & sustained good relationships with a network of 400+ contacts

across UAE including end users, consultants and contractors.

. Developed a comprehensive databank of all major consultants, contractors,

clients & government agencies.

. Participated in 281 meetings with various stakeholders and created strong

awareness of York/JCI projects.

. Successfully achieved specification of JCI products in 35 projects in the

UAE.

. Established a new business vertical for car park ventilation systems in

Abu Dhabi UAE

YORK INTERNATIONAL MIDDLE EAST, Tehran Iran

York International (now a part of Johnson Controls) is a global supplier of

HVAC & refrigeration products & services.

Country Sales Manager, 2005 to 2006

Reported to: Middle East Area Sales Manager Team: 20

. Led the Engineering Services Group (ESG) and managed sales of chillers

(absorption, reciprocating, screw, scroll & centrifugal) air side units

(AHUs & FCUs), control systems (instrumentation & building automation

system) and refrigeration.

. Developed solutions meeting client requirements using York selection

software.

. Forecast annual operating results and implemented plans to achieve

predefined objectives.

. Supported local distributors in technical & pricing negotiations and

decisions.

Achievements

. Established the York office in Tehran and recruited all required staff

and technical personnel.

. Overachieved sales targets booking LOIs for USD 10 million in less than 8

months.

YEKTA TAHVIEH ARVAND & COMPANY, Iran

YTA is a leading manufacturer offering energy efficient heating & cooling

solutions including gas fired ammonia adsorption chillers under license

from Robur Italy; solar water heating solutions from Jacques Giordano

France and Carrier 16 JB single effect lithium bromide chillers .

http://en.arvandcorp.com

Country Sales Manager, 2003 to 2005

. Managed business development, sales & marketing of the company's range of

products in Iran.

. Developed, implemented & updated sales policies, procedures and required

software for efficient functioning of the departments.

. Monitored and ensured that all products conform to the latest

environmental regulations in Iran.

Achievements

. Increased sales by 15% within the first year with the company.

. Introduced use of latest energy saving technologies like louvered v-

waffle fins for manufacturing coils.

. Cooperated with Iranian Fuel Conservation Organization (IFCO) and

participated in the first Congress & Exhibition on Fuel Conservation in

2004.

. Established ISO 9001:2000 Quality Management System in the department.

SARAVEL COMPANY, Iran

SARAVEL is a leading manufacturer of standard & customized air conditioning

products for applications in oil & gas, petrochemicals and other

industries. http://www.saravel.com

Country Sales Manager, 1992 to 2003

. Led a team of 30 and supervised all marketing & sales activities for 18+

air conditioning products.

. Supervised & controlled all stages of the sales cycle from receipt of

enquiries, issue of quotations, booking of orders and closing of job by

contract & delivery documentation through sales management software.

. Maintained a databank of customers facilitating mailing of catalogues,

invitations to seminars & fairs and sustaining business relations.

. Implemented all requirements for ISO 9001 certification including

contract review procedures and standard work instructions for sales

office processes.

. Recruited, trained & deployed sales personnel & sales engineers and

related senior positions.

. Prepared periodic performance reports of the sales department for

management information.

. Identified & fulfilled all hardware & software requirements of the

department including networking with other functions.

. Designed and coordinated procurement of printed materials like forms,

contracts and labels.

. Represented the office in all domestic & international coordination

meetings of the company.

. Developed & documented training programs and trained personnel in areas

like air conditioning, sales engineering, sales psychology, marketing,

ISO 9001 implementation & documentation and English language for

business.

. Mentored team members in executing measures for continuous improvements

in performance & productivity.

. Member of ISO 9001 core committee & TUV Certified Auditor. Participated

in internal audits of other departments of the factory.

Achievements

. Visited China and completed negotiation with Dongfang Electric

Corporation Chengdu for procurement of HVAC equipment for Shazand Thermal

Power Station, Iran.

. Conducted market survey in Almaty & Astana in Kazakhstan.

. Developed the company's sales management software including design of its

structure covering quotations, personal & telephonic tracking and

generating strategic reports on customer preferences company market share

which helped in formulating & updating sales policies.

. Developed filing system for hard copies of documents and integrated it

with Integrated Sales Software.

EARLY CAREER RECORD

. F M MANUFACTURING COMPANY, Iran, Country Sales Manager, 1991 to 1992 -

Marketing & sales of Thermo King refrigerated containers, polyurethane

insulated sandwich panels and gas fired air heaters across Iran.

. KOOLIRAN TECHNICAL COMPANY, Iran, Country Sales Manager, 1990 to 1991 -

Marketing & sales of Carrier HVAC products including absorption chillers

& gas fired package units. Contributed to reintroduction of Carrier

products in Iran after the 1979 revolution by managing the company stall

at the France Pavilion at Tehran International Trade Fair.

. SANAYE TABDILI IRAN, Iran, MEP Design Engineer, 1989 to 1990 - Designed

air conditioning systems, power house layouts, ducting & piping for

industrial projects including selection of air conditioning equipment &

pumps. Projects: Yasuj flour, starch & glucose factory, Kerman cheese

factory, Sasan glass & gas factory and Paksan washing machine detergent

factory.

PROFESSIONAL AFFILIATIONS

. Member, International Society for Performance Improvement (ISPI)

. Member, Iranian Construction Engineers Orgnization

. Certified Consultant Engineer Grade 1 for Design & Supervision of HVAC

Systems, Iranian Ministry of Housing & Urban Development, 2004

EDUCATION

. Bachelor of Science, Mechanical Engineering, Heat & Fluid specialization,

University of Tabriz Iran, 1989 Grade A

TRAINING

. Large Tonnage Chiller Solutions Experts Conference, Johnson Controls, TX

USA

. Sales & Marketing Management - Extensive Training Courses

. English Certificate - Business Vantage, Cambridge University

. Car Park Ventilation System, Novenco Netherlands & Denmark, Sep 2009 - 1-

week program

. Closed Control Units & Surgical Room Air Conditioners, Tecnair Italy, Apr

2008 - 1-week program

. Refrigerants, Enviro Serve Dubai UAE, Jun 2005

. York/JCI products (Chillers - Absorption, reciprocating, screw, scroll &

centrifugal), JCI Dubai UAE - 2-month training program, Jun-Jul 2005

. Electric motors & VFDs, Leroy Somer Dubai, Jun 2005

. York Air side products, Dubai, May 2005

. Sales Negotiation Skills Enhancement, ASK Business Development Ltd, Al

Ain UAE, Jun 2005

. Trade Fair Establishment & Procurement, Iranian Industrial Managers

Committee, Sep 2000

. ISO 9001: 2000, Iran Training & Industrial Research Centre, Jun 2000

. Marketing Management, Iran Training & Industrial Research Centre, Jul

1998

. New Marketing Techniques, Management Association, Sep 1997

. Sales Management, Management Association, Dec 1996

. ISO 9001 QMS Auditor, TUV certified Kavosh Company, Nov 1996

. ISO 9001 QMS, Saravel Training Department, Sep 1996

TECHNICAL SKILLS

. Visual Basic - HVAC Equipment selection & pricing

. Carrier E 20 II - Heat load estimation & Psychometrics

. Copeland - Compressor Selection

. Cascade - Selection of air handling units & centrifugal fans, Saravel

. York Works - All York ESG products

. York Nexus - York AHU selection

. York OYL - Selection of York AHUs & FCUs

. BINI & Chinese AHUs

. Novenco Winovax - Selection of Novenco axial fans

. Quick Basic, AutoCAD, Mathcad, MS Word, MS Excel

. HVAC Standards - ASHRAE

PROJECTS

. Financial comparison & technical feasibility study of electrical

compression cooling systems against gas fired absorption cooling systems

in Iran, Iranian Oil Polytechnic University, Iran, 2004

. Design & development of PERFECT Software - a database of customers,

contractors, consultants, property developer and professionals related to

HVAC industry in Iran, Jameeh Negar Institute, Tehran Iran, 2003

. Market Research Survey of HVAC Equipment in Iran, Jameeh Negar Institute,

Tehran Iran, 2002

PERSONAL PROFILE

. Date of Birth: January 6 1968

. Languages: English, Persian

. Address: 1704, API Tower, Dubai, UAE

. Preferred Job Location: Dubai UAE

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