Sales Manager

Objective

A Business development and sales management professional, with 15+ years of proven track record in providing technical, managerial and engineering oversight to a wide range of high-end multimillion dollar projects, with core competencies in business optimization and project planning activities such as developing project schedule, resource planning, cost estimates; risk planning, industrial contracting, etc. Seeking an enduring senior managerial position wherein the accrued skills and experience can be effectively utilized as a catalyzing force to achieve organizational targets and thus boost the financial bottom line of the company.

Key Skills

Business development and Sales management, achieving the sales target,

EPC, Turnkey Commercial Works, Developing Proposals, Cost Estimation, Project Profitability/Schedule

Managing Multiple Projects & Sites, Site Management, Client & Supplier Contractual Negotiations

Specialist in getting the new products approval from utilities, Oil/gas companies

Reviewing the competitor products. Market trends,, and keeping track of projects on bid and buying stag

Process Improvement, Risk Management, Code & Regulatory Compliances, Customer Service

Business Excellence, Budgeting and Forecasting, Resource Optimization, Quality Assurance/Control

Training and Development, Coordinating With Department and Technical Heads, Management Reporting

Leadership, Team Management, Motivation Skills, Interpersonal & Communication Skills

Professional Experience

Business manager

April 2006 – May 2014

Gulf Power Distribution Systems Company Ltd (GPDS formerly managed by GESCO/GEXPRO USA ), Dammam, Saudi Arabia is GE Certified OEM for Medium and Low Voltage Switchgear, offers Relay and Control Protection Panel up to 230KV, Power System Automation based of IEC 61850 and also a Saudi Aramco approved plant for medium and low voltage switchgear &control gear, Relay and protection control Panels, power monitoring systems& COPADATA Zenon Certified System Integrator for Power System Automation (PSA)

Highlights:

Established GPDS from GROUND ZERO Based on the GE OEM agreement for assembling GE USA medium and low voltage switchgear & control gear

GE MV powervac switchgear .GE MV control gear ( LimitAMP), Low voltage switchgear AKD20/10, GE entellisys switchgear,GE low voltage control Gear Spectra series GE Zenith Automatic transfer switches

Got the ISO Certification from Lioyd’s to pre-qualify in local utilities & oil/Gas company

Got the approval of GPDS local assembled switchgear and control gear from Saudi Aramco ( Biggest OIL/GAS company and registered GPDS as manufacturer and vendor to qualify for supplying GPDS switchgear to Saudi Aramco and Saudi Aramco International and local EPC contractors

Established Sales/Engineering/Production/quality control/Testing teams

Developed the Sales target based on the projects bid /Buying projects

Reviewed the GPDS product Portfolio and added protection control panel and substation Automations systems based on IEC 61850 and achieved significant Growth

Achieved the 25% annual growth by offering turnkey retrofit and substation automation solution

Developed alliance with Vizimax Canada and Used Rightwon Plus converter in Saudi Aramco Projects

Utilized Subnet Canada server in for interfacing with Saudi Aramco Master station

Key Responsibilities:

Managing team of 40 GPDS staff and responsible for P&L

Holding leadership responsibilities along with financial, personnel, schedule, safety, quality, contract, and technical accountability and delivering power distribution projects within time, scope and budget.

Advancing and further developing the power system automation Market offerings through strong industry connections and effective coordination, negotiation and monitoring of outside vendors.

Training and guiding engineers and technicians to implement

COPADATA software for Power System Automation, working cooperatively with senior management, and the business team to support strategic growth and enhance presence in the Energy market.

Managing major key clients and direct key client penetration strategies, tracking and develop opportunities by setting a dedicated team to cover commercial and low industrial projects.

Expanding footprint across Saudi Arabia, establishing GPDS as prime contractor and efficiently negotiating contracts for Power System Automation projects related clients and projects.

Determining high level strategy which incorporates deep knowledge of industry trends, value drivers, sales targets, and direct competitors and accordingly established Task force to handle international EPC contractors executing projects in Saudi Arabia.

Providing operations support to consultant like Jacob Zate, KBR, Softech, spearheading all the design activities and providing proactive technical leadership in different engineering disciplines.

Engineering Equipment Sales Manager July 1994 - April 2006

Saudi Electric Supply Company (SESCO managed by GE/GEXPRO USA), Khobar, Saudi Arabia

Designation Chronology:

May 1998 - April 2006: Engineering Equipment sales Manager

July 1994 - April 1998: Branch Manager

Joined as Branch Manager, overseeing new sales team for Oil & Gas projects and moved the upward career trajectories to merit promotion to the position of Engineering Equipment project Manager, through exceptional performance

Highlights:

Established alliance with Local GE USA switchgear OEM ( GEDAC AND Arabian Point Eight Power)

Got the award of Switchgear projects direct from Saudi Aramco and Saudi international Contractors

Gedac was GE OEM while Apep was OEM for Cutler hammer Eaton USA

Achieved annual Sales Target of $2.5 million with 25% gross margin

Received appreciation letter from Saudi ARAMCO for completion of project on time, without causing loss of production.

Key Responsibilities:

Managed team of Six Sales/Application /Service engineers

Got the award of GE motor replacement ( 250 T0 1250 HP) project for Saudi Aramco Rastanura refinery

Win the Award of 34.5kv switchgear($800k )Retrofit project from Saudi Aramco international EPC Saipem ( Formally snamprogetti) and Achieved Significant margin of 30%

Demonstrated knowledge of design and development processes including timelines, and successfully managed a 3.5million USD C&D USA batteries project for SEC Ghazlan

Power Plant

Created technological/engineering need assessment and matched appropriate technology to standards set. Recommended cost savings ideas with regards to equipment functionality.

Evaluated, monitored, and reported contract operating performance data, communicating results to senior management, subordinate managers, and employees. Maintain accurate records relating to matters such as inventory, billed work, hours worked, services produced, and services purchased.

Researched product needs from global markets and translated into product specifications that are technically achievable and fit within product line to develop functional concepts and drive innovative solutions for tomorrow’s needs.

Highlights as Branch Manager:

Oversaw Branch Sales & Operation for SESCO is a prime electrical bulk material distributor across GCC and successfully attained 25% annual growth in five years period..Sesco is the premier distributor for Cooper Crouse hind, lighting fixtures Panel boards,,switcracks and conduit accessories for Hazardous locations.

Key Responsibilities as Branch Manager:

Promoted the development and profitable growth of electrical bulk material distribution across GCC by establishing a new sales team for Oil & Gas projects.

Developed new business opportunities by hiring a specialist for International EPC’s and managed day-to-day operations such as supervision, marketing, profitability and sales, reporting, purchasing, inventory, service, maintenance for the branch in accordance with the organizations objectives.

Coordinated various support functions to improve customer service and client satisfaction; set-up dedicated sales team for engineering equipment as well as switchgear field services.

Recruited and managed an effective sales team, ensured business growth by evaluating and improving performance through planning, mentoring, training and development of team members.

Developed and executed sales & marketing plans and programs both short and long range to ensure the profit growth and expansion of SESCO products.

Established cordial working relations with local switchgear manufacturer and Technibus USA for non-segregated bus-duct to achieve targeted profitable growth.

Managed a network of sales, business representatives and distributors; liaised with them for business development strategies to expand existing markets & penetrate new ones.

Achieved Sales target of $25 million in Five year (from 1994 to 1998) at Growth rate of 25 percent per Annum

Established closed business realtion ship with Saudi Aramco international EPC contractors ( Snamprogetti,Bechel,Technip,KBR)

Saudi Services for Electromechanic Works Ltd ( SSEM)

The company is a prime Electro-mechanical EPC Company handling Power Plant, Transmission Lines, Substations and Pumping Stations located in Riyadh Saudi Arabia

Period of Service:

July 1977 - May 1989

May 1993- May 1994

Key Responsibilities:

Managed large construction .projects including 230kv GIS substations, Pumping stations, oversaw project budgets and cost expenditures as well as development and oversight of project schedules, including ensuring tasks are executed as planned within stipulated time.

Served as a Project manager for 2 pumping station for Makah Taif water transmission System $440 million.

Formulated project plans for all project phases, monitoring actual project progress against agreed plans on a bi-weekly basis.

Managed all projects entrusted right from initiation/tendering stag to final handover for delivering water to Makah &Tail for SWCC; ensuring the highest standards of quality, directed safety, quality, affordability, maintainability, operability and total adherence to the triple constraints of time, cost and resources.

Devised project/ program budgets and ensured successful cost effective mechanisms in place encompassing inviting multiple bidders, reviewing subcontracting cost as compare to direct handling. holding weekly progress meetings, monitoring monthly cost vs budgets.

Oversaw all project-related activities, identified performance gaps and reviewed major milestones as well as maintained targeted focus on customer satisfaction while achieving utilization and revenue targets.

Pro-actively cultivated relationships within project base including corporate managers consultants and End users, subcontractors to ensure project completion within defined time/cost constraints.

Education

N.E.D Engineering University Karachi, Karachi, Pakistan June 1975

Bachelor's degree in Electrical Engineering

Other professional Trainings & Certifications:

ABB Switchgear

Motor Drives & Low Voltage Motor Control Centers

Hazardous Area Switch Racks, Enclosures & Lighting Fixtures

Six Sigma Principles & Practices

Copadata Zenon Certified System Integrators for Power System Automation based on IEC 61850

Advanced First Aid

Cooper Crouse Hinds Lighting fixtures, Airport Lighting, switchracks.

Key Competencies:

Business development and Sales management

Excellent Negotiating Skills

Introducing new products and getting approval

Achieving significant growth and meeting sales Target

Keeping track of Sales and maintaining excellent relation with Customers

Excellent Problem Resolving capabilities

Motivator and Team leader

References

Available upon request

Memberships

Registered electrical engineer at the Saudi engineer council since March 2014

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