Mechanical Sales Engineer
Samir Odeh Group
Total years of experience :9 years, 8 Months
Handling the mining account while substantially support the Oil & Gas and Petrochemical accounts in Jubail & Yanbu.
Sales Strategy
Collaborating with internal leaders and teams leaders to establish and execute on the sales strategy for the region
Understanding macro and micro market dynamics, market size, segmentation, our share and competitive share
Develop specific sales plans to ensure growth both long and short-term.
Forecasting annual, quarterly and monthly sales targets and meeting growth objectives
Funnel Management
Accelerating growth by proactively creating, managing and driving opportunities through the funnel
Engaging cross - functionally to contribute to a healthy funnel
Value Selling and Pricing
Understanding target customers, their buying processes, and key motivations to help optimize our sales approach
Working with internal teams to build and communicate unique value propositions
Understanding our solutions differentiation to effectively position and sell against competitive offerings
Understanding the value that our products create for customers and help shift the conversation from price to value, leveraging data.
Key Account Management
Driving growth of strategic accounts
Customer Service
Developing and maintaining relationships with customers, regulators, market participants and business partners
Managing orders meticulously through strong collaboration with planning team in the manufacturing facility
Coordinating customer product training
Ensuring overall customer satisfaction throughout the buying journey, by coordinating the right level of support from marketing, engineering, operations, manufacturing facility, and after sales support.
Technical and Commercial knowledge
Continuously expanding knowledge of products, services, and features within our portfolio by collaborating with marketing and engineering
Staying current with developments in the industrial & mining industries, both locally and globally, to be a great subject matter expert for customers and the business.
Handling Key Accounts in Eastern Province KSA and Sudan, including SATORP, SADARA, Saudi Cement, Eastern Cement, Ma’aden Phosphate, Ma’aden Aluminum, and Sudan cement plants.
Conduct continuous market research to identify new business opportunities, as well as potential competitors and their current services/product offering) to develop existing services and products and to recommend new ones.
Communicate & build relationships with existing and potential clients (buyers & end-users) to understand overall business direction and targeted objectives to recommend services/products that best suit their requirements.
Arrange site visits, and product demonstrations, and prepare presentations related to the company portfolio and services/products to promote within the market and increase revenue.
Prospecting, creating leads, qualifying leads, and converting leads into opportunities.
Participate in projects and products tenders, visit sites, review customers’ requirements, and collect required technical details.
Coordinate with engineering, production, vendors, contractors, and partners for technical offers.
Prepare and coordinate pitches and business proposals in collaboration with and present the same to potential clients to increase the client base.
Coordination with other departments, as needed, to deliver clients' requests and to handle clients' complaints to ensure the successful resolution of the same and maintain client satisfaction.
Build and maintain effective relationships with existing and potential clients.
Visit sites to investigate customers’ claims and issues with supplied products/equipment and submit NOC reports.
Support installation and projects teams onsite.
Expanding customers’ database:
Searching industrial spares market within Yanbu, Madina, and the Western Region of Saudi Arabia.
Generating and qualifying leads.
Connecting with sales prospects - building a long-term relationship with the prospects in the target.
Sales growth:
Understanding customer's decision-making cycle. Reaching out to decision-making officers.
Understanding customers' needs and priorities.
Handling RFQs.
Develop relationships with prospects into regular sales over time. Building trust-based relationships.
Visit customers for technical issues, whether it be parts measurements, spares identifying, or samples collection.
Following up on offers to gain informative feedback on prices, delivery, quality, etc.
Handling rejections and developing our understanding of each customer's requirements and the market in general.
Contracts negotiation, management, and closing:
Negotiating contracts and Liaising with other departments within the company on closing contracts.
Liaising with logistics to ensure the delivery of ordered goods on time.
Regularly arranging stock orders and contributing to yearly stocks reviews.
Other duties:
Liaising with the accounting department on customers' payments and accounts clearance.
Welcoming the company's foreign guests and business partners, arranging site visits and training programs offered to end-users
Driving 50%-75%, traveling now and then.
Reporting to Industrial Sales Lead and Marketing Manager.
Enhancing Mechanical infrastructure of Bee Petroleum:
Investigating key-technical-issues with Bee’s mechanical and digital infrastructure - fuel dispensers developments, fuel tanks leakage solutions, and fuel depots management. Reported directly to General Manager and Managing Director.
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Fuel Tanks Calibration & Depots Management Project:
Designing, procurement, and commissioning of a calibration and depots management project. The project meant to solve Bee’s operational problems with fuel tanks management. Travelled to China, and worked in different areas inside Sudan. Reported directly to Managing Director.