Sales Manager/Specification Sales Manager
Last Updated: 6th November 2017 (over 4 years ago)
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Summary
A result-oriented management professional with nearly 18 years of commendable success in Sales, Business Development, Techno-commercial Operations and Key Account Management
Expertise in discovering the prospective partners, generating business from new accounts and developing them to get consistent profitability & expansion
Efficient in conducting opportunity analysis, competitive analysis, GAP analysis, by keeping updates of market trends to obtain marketing intelligence reports to face counter competition
Expertise in analyzing demand & developing plans/tactics for specific territories to ensure wider market reach & deeper penetration of products
Skilled at preparing bids & contracts, responding to customer needs and managing the sales process from opportunity identification to customer sign-off
Expertise in ensuring the after-sales project deliveries on time and with agreed quality, cost & features in-line with management expectations
Expertise in discovering the prospective partners, generating business from new accounts and developing them to get consistent profitability & expansion
Efficient in conducting opportunity analysis, competitive analysis, GAP analysis, by keeping updates of market trends to obtain marketing intelligence reports to face counter competition
Expertise in analyzing demand & developing plans/tactics for specific territories to ensure wider market reach & deeper penetration of products
Skilled at preparing bids & contracts, responding to customer needs and managing the sales process from opportunity identification to customer sign-off
Expertise in ensuring the after-sales project deliveries on time and with agreed quality, cost & features in-line with management expectations
Education
Aleppo University
Civil Engineer
Civil Engineer
Sep 1993
— Sep 1999
Experience
SIG Middle East
Specification Sales Manager
Specification Sales Manager
Jan 2017
— Current
Identifying new projects/leads coming up in the region & bidding for orders; delivering presentations to prospective customers and gathering requirements
Defining & implementing a structured way of managing opportunities involving client meeting / solution pitch / Request for Proposal (RFP) response / Request for Information (RFI) response / presentation and so on
Building relationships with top Architects, EPC Contractor, Builders & Consultants in the region
Ensuring timely receivables, debtor management and financial discipline in the business and compliance with the credit limit of each and every customer & timely recovery of the same
Tracking competition & construction market movement; evolving marketing & sales strategies in-line with the current market scenarios; driving new initiatives for the region
Closing opportunity & strengthening relationship with strategic account by leveraging key account management skills
Providing pre-sales technical assistance and product education
Defining & implementing a structured way of managing opportunities involving client meeting / solution pitch / Request for Proposal (RFP) response / Request for Information (RFI) response / presentation and so on
Building relationships with top Architects, EPC Contractor, Builders & Consultants in the region
Ensuring timely receivables, debtor management and financial discipline in the business and compliance with the credit limit of each and every customer & timely recovery of the same
Tracking competition & construction market movement; evolving marketing & sales strategies in-line with the current market scenarios; driving new initiatives for the region
Closing opportunity & strengthening relationship with strategic account by leveraging key account management skills
Providing pre-sales technical assistance and product education
Knauf
Sales & Technical Specification Manager
Sales & Technical Specification Manager
Apr 2012
— Jan 2017
Build, maintain and continue the relationships with (potential) customers & consultants
Visiting architects and consultants to specify the product in the project
Visiting dealers, Main contractors and sub-contractors
Coordinating with different suppliers to propose full system to the client
Preparing technical proposal, compliance statements, technical submittals to the client
Preparing consumption template to the dealer to quote
Follow up until finalizing the project
Dealing with payment problems
Ordering CIF shipments to the dealers
Regular reporting of results, deviations and causes compared to the sales plan to the management.
Compliance with quality, safety, environmental, health and safety rules and procedures
Consult with management and colleagues
Visiting architects and consultants to specify the product in the project
Visiting dealers, Main contractors and sub-contractors
Coordinating with different suppliers to propose full system to the client
Preparing technical proposal, compliance statements, technical submittals to the client
Preparing consumption template to the dealer to quote
Follow up until finalizing the project
Dealing with payment problems
Ordering CIF shipments to the dealers
Regular reporting of results, deviations and causes compared to the sales plan to the management.
Compliance with quality, safety, environmental, health and safety rules and procedures
Consult with management and colleagues
Amana Steel Building Contracting
Senior Sales & Business Development Engineer
Senior Sales & Business Development Engineer
Mar 2006
— Mar 2012
Build, maintain and continue the relationships with (potential) customers & consultants
Visiting architects and consultants to specify the product in the project
Coordinating with different suppliers to propose full system to the client
Preparing Quotation for turnkey project along with PEB steel structure as per
the client requirement
Follow up until finalizing the project
Dealing with payment problems
Regular reporting of results, deviations and causes compared to the sales
plan to the management.
Compliance with quality, safety, environmental, health and safety rules and
procedures
Consult with management and colleagues
Visiting architects and consultants to specify the product in the project
Coordinating with different suppliers to propose full system to the client
Preparing Quotation for turnkey project along with PEB steel structure as per
the client requirement
Follow up until finalizing the project
Dealing with payment problems
Regular reporting of results, deviations and causes compared to the sales
plan to the management.
Compliance with quality, safety, environmental, health and safety rules and
procedures
Consult with management and colleagues
Rigid Construction Group
Sales Engineer
Sales Engineer
Feb 2003
— Feb 2006
Build, maintain and continue the relationships with (potential) customers & consultants
Visiting architects and consultants to specify the product in the project
Coordinating with different suppliers to propose full system to the client
Preparing Quotation for turnkey project along with PEB steel structure as per
the client requirement
Follow up until finalizing the project
Dealing with payment problems
Regular reporting of results, deviations and causes compared to the sales
plan to the management.
Compliance with quality, safety, environmental, health and safety rules and
procedures
Consult with management and colleagues
Visiting architects and consultants to specify the product in the project
Coordinating with different suppliers to propose full system to the client
Preparing Quotation for turnkey project along with PEB steel structure as per
the client requirement
Follow up until finalizing the project
Dealing with payment problems
Regular reporting of results, deviations and causes compared to the sales
plan to the management.
Compliance with quality, safety, environmental, health and safety rules and
procedures
Consult with management and colleagues
