Utility Commercial Management Executive

Maged H. Makar

**** ******** **, *******, **********, 92359.

Cell: 909-***-****

E-mail: *****.*.*****@*****.***

OBJECTIVE: Seeking a senior opportunity in a reputable company whereby my managerial experience as well as my strategic development, technical and interpersonal skills can be utilized & enhanced.

EDUCATION: Bachelor Of Science, The American University in Cairo June 1997 Major: Mechanical Engineering Options: Industrial and Materials International General Certificate for Secondary Education June 1992 New English School, Kuwait

WORK EXPERIENCE: General Manager, Hepworth Apr ‘19 – Present

- Fully accountable for country operations including a factory, trading entity and a warehousing & logistics centre.

- Full P&L and Balance Sheet responsibility.

- Mentoring and leading a team of 50+ employees.

- Analyzed existing strategies and practices, identified areas of improvement and developed innovative strategies to close on organizational gaps.

- Reported financials to HQ & Board on a monthly, quarterly and annual basis.

- Involved in recruitment activities and revamping of HR manual & policies.

- Developed new business avenues to increase profitable revenues.

- Improved EBIT by more than USD 1.5 million and ROCE by 13%. Regional Director – Business Development, Hepworth Jun ‘20 – Present

- Given the performance improvement achieved, the board appointed me as Director of Business Development for the region.

- Key responsibilities include developing new export markets, new business verticals and launching new products.

- Personally managed strategic export initiatives including investment projects and foreign Joint Ventures.

Board Member, EGFCO Jul ‘20 – Present

- Appointed by GF Corys (Ownership 50% Hepworth & 50% Georg Fischer) as a Board Member representing them in the Egyptian JV.

- As a board member I am the driver behind company establishment, looking for a factory and commercial team development and deployment. Director –Business Development, iMCC Group Apr ‘18 – Mar ‘19

- Responsible for the overall management of all strategic and operational Marketing and Customer Relationship activities.

- Took ownership of the management of the sales and marketing functions of the business; Devised and implemented strategies for increasing sales performance.

- Drove increased revenue and profit to achieve the Company`s ambitious growth both by building relationships with existing clients to increase their current spend and by planning and coordinating the implementation of new business plans for the penetration of new markets.

- Built comprehensive business plans including full P&L, cash flow, competitive mapping, SWOT analysis and strategic recommendations.

- Created and negotiated to closure complex commercial agreements. Director - Business Development, Stellar Energy MENA Jan ‘15 – Mar ‘18

- Responsible for promoting and developing District Cooling and Combustion Turbine power augmentation solutions utilizing a consulting sales approach.

- Headed all company transactions related to the acquisition of international business & project development in the Power/Energy sectors.

- Managed the overall project development from initiation to financial closure.

- Identified and built relationships with potential clients, and the decision makers within the District Cooling, Power Generation and Oil & Gas segments.

- Screened potential business deals by analyzing market strategies, contract requirements, win potential, and financial appeal.

- Evaluated options, resolved internal priorities, recommended equity investments, created project specific or country specific partnerships, JVs, MOUs and subcontract relationships in order to increase winning chances.

- Participated in engineering & pricing of different offered solutions from as simple as a feasibility study to as complex as O&M, design build and full EPC contracts.

- Using knowledge of the market and competitors, identified and developed the company’s unique selling propositions and differentiators.

- Represented company in industry functions, and presented in several local and regional conferences

- Directly responsible for developing from inception a sales funnel of US $ 500 Million. Senior Director – Project Sales, Daikin McQuay Dec ‘13 – Jan ‘15

- Responsible for developing Key Account, Solution, District Cooling & Mega Project Business avenues.

- Promoting Daikin McQuay name with Key Account Clients which consist of project owners, major consultants & Contractors.

- Responsible for launching, promoting, consultant specifying and selling of District Cooling Plants in general and utilizing WCT (3000TR) Chiller in specific.

- Conceptualizing and exploring new solution business avenues; Modular package plants, oil & gas, refrigeration & turbine inlet cooling.

- Coaching & supporting all project sales teams to increase their hit ratio.

- Actively involved in sales management, planning, budgeting and forecasting. Department Manager – BD & Consulting Sales, Daikin McQuay Sept ‘12 – Jan ‘15

- Responsible for the Regional Business Development team which consists of nine managers responsible for their respectable geographical territories.

- Developed enquiry management, customer mapping and development strategies.

- Identified KPIs and created accurate measurement and reporting tools to manage a complex geographically distributed team in a consistent but customizable manner.

- Attending and representing the company in high level industry events as a sponsor, delegate, speaker or panelist.

- Analyzed the market, identified product gaps and aided product management team in representing the market trends and product development needs.

- Directly responsible for large tonnage district cooling chiller development, launch and sales in the whole region.

- Directly responsible for a sales budget of US $ 20 Million for Mega Projects in the Middle East.

- Actively involved in sales management, planning, budgeting and forecasting. Department Manager – Product Eng. & Application, Daikin McQuay Jan ‘09- Sept ‘12

- Responsible for the Regional Product Management team which consists of three Product managers, each managing their respective product category from market support, market development, feedback as well as product development.

- Accountable for the Complete Sales Turnover of the Region from a product perspective

(a matrix structure).

- Carried out all technical training and technical presentations in house, at consultant offices and in industry conferences & events.

- In charge of the Application team who are the core back-office support to all regional sales teams.

Sales Director – District Cooling, McQuay International June ‘07- Jan ‘09

- Led a team of Sales Engineers for District Cooling (DC) Sales in the GCC Region.

- Conducted high level meetings with all DC providers in the UAE to identify customer needs & prospects.

- Obtained client pre approvals for the McQuay centrifugal product for future projects and thus their inclusion in the recommended manufacturers list.

- Studied product range, identified flaws, presented required modifications &

- Obtained R&D approvals from high level decision makers internally within the organization.

Projects Development Manager – Packaged Plants, Johnson Controls Jan. ‘05- May ‘07

- Designed and implemented a full comprehensive turnkey 28,000TR district cooling plant with the most up to date technologies including thermal energy storage tank, leak detection system, energy transfer stations and a full plant monitoring system.

- Set control systems to monitor project fulfillment according to project specifications cost & timeframe.

- Managed the purchasing cycle; prepared specifications, invited for bid, assessed offers, negotiated price and prepared supply contracts for all major long lead components of district cooling plant supplies in order to make sure they adhere to the project cost, quality & timeframe.

- Worked on the concept, design and development of over 100,000 Tons of refrigeration district cooling plants utilizing new concepts such as the packaged plant

& Modular concepts.

- Reviewed, assessed, commented & negotiated full contracts from simple supply contracts all the way to turnkey EPC contracts. Good knowledge of FIDEC contracts.

- Projects include : Dubai Investments Park (28,000TR), Dubai Festival City (50,000TR), Deira City Center (7,800TR), Tabreed Temporary Cooling Plants (3,600TR), Empower Temporary Cooling Plants for DHCC, DIFC & JBR (32,300TR) Strategic Accounts Manager, Johnson Controls Oct. ‘04- May ‘05

- Led a team of sales engineers to handle the company’s business relations with key district cooling clients like Tabreed, Empower, EMICOOL & Drake & Scull.

- Established and maintained excellent working relationships with key decision makers within these key accounts.

- Established processes and procedures to ensure effective follow-up activities with these key clients and to ensure that their requirements are met.

- Co-ordinated with York manufacturing facilities worldwide in order to identify the best solutions for these clients.

Senior Applied Sales Engineer, TRANE Co. Nov. ‘97- Sept. ‘04

- Introduced new concepts to help make systems more efficient

- Represented the company in negotiations with high profile clients

- Conducted life cycle analysis and highlighted long term benefits to clients

- Assessed and solved post sales and service complaints

- Recommended new Air Conditioning system designs to consultants

- Advised contractors on obtaining necessary approvals and to propose alternative system designs

- Formulated technical submittals for company equipment

- Selected and priced equipment for numerous projects

- Tracked and solely responsible for the full logistics cycle, documentation, communicating with customer the timings of the full logistics cycle as well as solving his problems and concerns.

- Responsible for an annual quota which started at 0.5 growing to 4.5 million US $ PROFESSIONAL Contract Management Mar ‘10

EXPERIENCE ASHRAE Standards, LEED & Sustainability Nov ’08 FIDEC – Contract Law May ‘07

District Cooling Best Practice Symposium Jan’07

Trade Finance – Banking Documents & Terms Nov ‘05

Seven Habits Of Highly Effective Managers Aug ‘04

Six Sigma Fundamentals Mar ’03

TRANE Professional Sales Engineer Training Program Jan – June ’98

- Phase I - Fundamentals of Air Conditioning; Phase II -Products/Systems in Air Conditioning Counselor Selling Program Jan – June ’98

- Core Underlying Purpose and Principles of Selling & Establishing People Relationships ACTIVITIES Chairperson, International Students Leaders Conference, Student Union, ‘97 President, Economic Development Conference, AIESEC AUC, ’96 Peer Career Advisor, CAPS Office, AUC, ‘96-‘97

Vice President Marketing, Local Committee, AIESEC AUC, ’97 SKILLS: Language Skills - Perfect command of both written and verbal English & Arabic Computer Skills - Advanced user of multiple software packages including Microsoft Office PERSONAL INFO: Date & Place Of Birth – 05/01/1976 – Kuwait REFERENCES: Furnished Upon Request.

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