Sales Manager

NADEEM I. HASSAN

Tel: +1-647-***-****, Email: acqasw@r.postjobfree.com

Mississauga - Ontario, Canada

A seasoned management professional, with successful 22-year international experience in the field of Construction

Equipment, Automotive & Industrial Products. Enthusiastic leader with proven ability to develop and implement

strategies for aftermarket, sales, and to bring in new customers, retaining existing accounts. Among others, brands

handled include Caterpillar, Komatsu, Volvo, Ingersoll-Rand, Doosan, Merlo, Linde, Sullair, Olympian, Kato,

Combi, Perkins, Cummins, and Atlas Copco.

Core competencies include; Business Development, Sales Management, Key Account Management, People

Leadership, Public Relations, Sales Forecasting, Negotiation Skills, Recruitment, Financial Management, Business

Presentations, PNL Management, Sales Trainings.

QUALIFICATION

Master of Business Administration in Marketing Management, Preston University (1998)

Certificate Courses including; Selling Skills, Key Account Management, Finance for non-Finance, Time

Management, MS Office, Communication Skills, Negotiation Skills, Front Line Business Management,

Delegation Skills, Business Process Improvement, Running Effective Meetings, Business report Writing.

Participated in several global techno-commercial workshops conducted by Caterpillar, Komatsu, Volvo

CE, Doosan, Mobile and Shell

PROFESSIONAL EXPERIENCE

November 2013 – December 2014 Abdul Latif Jameel Heavy Equipment - Kingdom of Saudi Arabia

Position: General Manager - Aftersales

Company Profile: Abdul Latif Jameel was founded in 1945, with over 10,000 employees globally; ALJ is one of

the largest privately owned businesses in Saudi Arabia. It is also the largest independent distributor of Toyota,

Lexus, and Daihatsu vehicles in the world. In 2013, ALJ received distribution rights for Komatsu Construction

Equipment- Japan, in Saudi Arabia and formed ALJHE. This Company is a joint venture between two well

respected conglomerates - Abdul Latif Jameel Group (ALJ) of Saudi Arabia and Sumitomo Corporation of Japan.

“Komatsu” in itself is a globally renowned manufacturer of Construction Equipment.

Role Overview:

I was responsible for the PNL, country wide development and Aftermarket sales business, with reporting Regional

Aftersales Managers.

Recruits Aftersales team and ensure their quick induction.

Along with Regional Aftersales Managers, manages Key Accounts.

Prepares sales and gross margin forecasts for Aftersales products and ensures that they are achieved /

exceeded through regions.

Analyses of PNL for parts and services sales and takes corrective action.

Provides commercial and technical training/support to Aftersales team.

Sets and monitors KPI’s (Retention, Absorption, Avg. Quote Time); this will require that population base is

pragmatically maintained.

Develops soft products - Service Agreements / Inspection Programs.

Coordinates with principals as their focal point for all Aftersales activities.

Analyses competition information / pricing and their aftersales offerings and recommends strategies to stay

ahead.

Conducts activities including campaigns, advertising material, organizing of guest seminars etc.

Explores new Aftersales business avenues and recommend growth areas.

Achievements:

Recruited 30+ Associates including Regional Aftersales Managers, Product Support Engineers, Parts

Counter Supervisors, Parts advisers, Workshop Team Leaders, Technicians for the regional branches.

Developed countrywide Aftersales business and led Aftersales team to increase countrywide parts sales by

200% within eight months.

Arranged to update countrywide machine population, accordingly identified key accounts and established

sales potential with them. Analyzed and developed strategies to reduce the sales gaps.

Launched successful Aftersales Campaigns and supported team to make them a success.

Successfully Launched Komtrax, Reman components, Service Contracts, Filter & Engine Overhaul Kits.

Conducted techno-commercial trainings / presentations to Aftersales team and customers.

Negotiated and finalized business contract with Shell Dealer to blend and supply Komatsu Lubricants.

Actively participate in the successful launch of Komatsu Dealership in Saudi Arabia.

December 2009 – November 2013 Al-Futtaim Auto & Machinery Company (Famco) - UAE

Position: National Aftermarket Sales Manager

Company Profile: Al-Futtaim is established in 1930s as a trading business. This group operates through more than

65 companies with over 20,000 employees globally. Its automotive division companies have exclusive dealerships

of Toyota, Honda, Volvo Cars, Jeep, Chrystler, Volvo Construction Equipment, Volvo Truck, Doosan, Merlo,

ABG, Yanmar and other leading brands in the UAE. Famco is highly respected for the supply and service of heavy

vehicles and machinery including construction equipment, trucks, buses, marine engines, air compressors, diesel

generators and material handling equipment.

Role Overview:

I was responsible for the countrywide PNL of Aftersales business with reporting Aftersales Managers and

Engineers.

Identify and develop new Aftersales customers. Strengthen business relations with existing key accounts,

retaining them.

Maintain and increase market share of aftersales products including spare parts, services through

workshops and Service Agreements.

Conduct training and provide supervision/direction to Aftersales Team to achieve/exceed budgeted targets

Analyze competitor’s products and develop strategies to stay ahead of them.

Arrange seminars, conduct presentation to existing and potential customers to create awareness of the

benefit of using dealer’s expertise in aftersales. Design aftersales campaigns and create business plans.

Develop consistent communication between customer and internal departments to ensure excellent

customer service. Ensures that customer complaints are properly handled, to ensure swift resolution.

Periodically providing the principals on the Aftersales business plan and measuring our performance

against the plan

Conduct Market Research from inception to completion, including developing a detailed financial forecast,

staff projections and service agreement objectives to stay ahead of competitors and to measure success.

Determines actual population of equipment, analyses customer wise parts and service potential and

performs a gap analysis.

Achievements:

Despite of downturn in 2008, increased aftersales revenue by 20% from previous year.

Established a successful partnership with key accounts, which increased the aftersales revenues by 15% –

20% per year.

Represented the company and developed ties with potential clients in global tradeshows and conferences.

Received recognitions and rewards from Volvo & Doosan for exceeding the budgeted targets.

Successfully launched the concept of Periodic Filter Kits & Genuine Hose manufacturing in the UAE.

May 2005 to December 2009 Al-Futtaim Auto & Machinery Company (Famco) - UAE

Position: Parts Sales Manager

Role Overview:

Responsible to manage country wide Parts Sales, with reporting Parts Sales Engineers/Executives.

Achievements:

Initiated, researched and introduced customer segmentation in the company.

Successfully launched Volvo Caretrack system in the UAE.

Tested, introduced and launched Volvo Tooth System in the UAE.

January 2004 to April 2005 - Parts Sales Executive

I was reporting to the Parts Manager and was responsible for the direct sales of Spare Parts in the assigned territory.

I was providing market related information and customer feedback on our parts operation

April 1999 to December 2003 - Allied Engineering & Services Limited (AESL)

Position - Regional Representative (Sind & Baluchistan Region)

Company Profile: AESL is a leading organization in Pakistan. It is an exclusive dealer for Caterpillar-USA,

Sullair Air Compressors-USA & Olympian Generators-UK.

Job Role:

I was responsible for the business development and to maximize Equipment, Parts & Service sales in the assigned

territory. This required development of relation with customers and to make presentations on cost / benefit of using

genuine equipment, spares versus OEM and non-genuine. I was instrumental in introducing the concept of “captive

parts & service business”

October 1990 to December 1998 - IQBALSONS

Position - Marketing Manager

Company Profile: IQBALSONS is a leading importer & distributor of Fiberglass Insulation & False Ceilings in

Pakistan. Exclusive dealers of; Owens Corning Fiberglass (OCF)-USA, United State Gypsum (USG)-USA, Arabian

Fiberglass Insulation Company (AFICO)-Saudi Arabia, Technomec-Dubai, Superlon-Malaysia.

Role Overview:

I was responsible for “project sales” and management of customer complaints. Project selling required detailed

analysis of project cost and benefits

January 1988 to 1990 - ELECTROMENS

Position - Sales Executive

Company Profile: Electronic & Electrical Maintenance Engineering Services & Technical Consultants, Sales &

After Sales Services of Computers & Accessories, Industrial Automation, Telecom, Office Machines

Role Overview:

As a Sales Executive, I was responsible to achieve direct sales objectives

REFERENCES:

Will be provided upon request.

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