GCC Commercial Director - Applications
Air Liquide
Total des années d'expérience :26 years, 2 Mois
Restructuring the sales department into sub-functions (Prospecting, Technical Sales, Collection, Market Intelligence); conducting sales training (Sales Cycle, Negotiation Skills), producing Monthly Commercial Flash Reports and Sales Target Reforecast (RF1)
Defining Sales Procedures (Pricing Policy, Customer Credit Terms) and assisted with the ERP rollout
Secured major specialty gases key customers (SABIC) of 3 MM SAR and Key Application Customer (Food Processing with CO2) of 2.5 MM SAR
Managed IM bulk & packaged sales as well Helium sales (domestic & overseas)
Added key accounts to customer base & established dedicated AL distributors in UAE (secured 5% of the packaged market)
Signed contracts and managed logistics sub-contractors
Assisted in establishing AL presence in UAE (license, residency permits)
Ramped up AL surplus production of LAR in Kuwait by creating a customer base supplied by LAR sourced from AL France & AL Belgium
Managed a logistics fleet of 10 Iso-Tanks and 6 Tankers sourcing products from AL Belgium, Kuwait or Oman and delivering it to UAE, KSA & Qatar
Recruited and trained sales representatives on Product Knowledge, Sales Strategies, Marketing Techniques & managed their daily activity
Performed Market Survey & Market Segmentation analysis
Prospected & secured Major Bulk Clients
Introduced new products and services which increased the market share, improved profit & catered to more of the client’s requirements
Managed the sales activities of the Bulk market & Cylinder market as well as those of Agents & Distributors
Achieved the Monthly Quota after Two Months of operations
Assisted in import procurement & equipment sourcing
Managed the Following Accounts
Nigerian National Petroleum Company (NNPC) - Refineries
Shell, Agip & Chevron - Oil Fields
BJ Services, Halliburton, Schlumberger, Weafri - Oil Services
Prospected, Secured & Managed the Accounts of Major Clients (Sales, Logistics, Technical Assistance & Collection)
Developed a trust based personal relationship with decision makers at local & export Major Clients throughout the Gulf Region
Prepared, submitted and was awarded governmental “Oil & Gas” tenders of over 20 Million KD (Contracts Pertaining to Nitrogen Supply via Pipelines, Tankers and Tube Trailers)
Established & managed new export markets (Saudi Arabia, Qatar, Bahrain, United Arab Emirates & Jordan)
Traveled frequently within the Gulf Market prospecting End-Customers as well as resellers (Industrial Gas Manufacturers) gaining a strong knowladge of the whole Gulf Market
Achieved 30% more sales than the annual sales forecast.
Proposed, implemented and managed engineering projects involving the use of Nitrogen conducted for the first time in Kuwait.
Handled logistics and managed a fleet of 13 tankers, 16 trailers, 8 trucks, and a staff of 25 employees
Generally acquainted with the EQUATE II & Shuaiba Oxygen Projects
Managed the Following Accounts
Local Clients
Kuwait National Petroleum Company (KNPC) - Refineries & Projects
Kuwait Oil Company (KOC) - Oil Fields
Refrigiration & Oxygen Company (ROC) - Industrial Gas Manufacturer
Dowell Schlumberger, BJ Services, Halliburton - Foreign Oil Services
ALMEN (Tareq AL-Ghanim) - Local Oil Services
Export Clients (Industrial Gas Manufacturers)
Saudi Industrial Gases Company (SIGAS), Abdullah Hachim Group (AHG), Buzwair Industrial Plants, National Industrial Gas Plants (NIGP), Bahrain Medical & Industrial Gas Plants (BMIGP), Yateem Oxygen - Industrial Gas Manufacturer
Al-Fahhad Zegward Group (Saudi Arabia) - Oil Services Company
Technip - Abu Dhabi (UAE) - Oil Services Company
Defined the sales strategies, sales training, sales policies and sales cycle.
Created a customer sales tool kit, and sales reporting (internal & external) system.
Composed a primary customer hit list, customer segmentation, and market invasion policy.
Liaised with Finance, operations, and marketing departments to set the forecasted targets and goals for FY-2001 & 2002.
Successfully established strategic partnerships and introduced several new product lines generating $1.2 million per year in additional revenue.
Prepared training manuals for different managerial sales and marketing levels which promoted me to chief hiring interviewer.
Led a company-wide analysis to decrease operating costs through monitoring both variable and fixed expenses, Controlling inventory, and keeping stock on-hand to minimum levels.
Selected by management for “Outstanding Employee” award, which is given annually to the top 4 employees based on superior evaluation and feedback from customers.
Increased maintenance contract (extended warranty) sales by an average of 20% per annum.
Was promoted to supervise 100 technical support representatives (up from a team of 20 representatives) in the Houston Call Center.
- Represented a German medicine lab in the Lebanese market. Too weak.
- Attended international workshops, and training courses on how to better market your product.
- Graduated with a 3.9 GPA.