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Ahmed ElShayal

Regional Business Manager-ME

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Ahmed ElShayal
49 years old
Driving License
Dubai (90441) United Arab Emirates
Contact me
Professional Status
Employed
Open to opportunities
About Me
OBJECTIVE

A challenging career opportunity with a reputable organization, heading a department and leading a team where my professional and Educational experience could be utilized in order to further apply and develop my analytical,
Interpersonal and communication skills.
Resume created on DoYouBuzz
Experiences
  • Build structured Activities for Oil&Gas market across the middle east
  • Expand and improve the Customer Relationship Management with different level of support
  • Coordinate the Global activities related to Oil and Gas with the Global team
  • Leading the Sales operation in Egypt together with the market development and penetration
  • Lead the Commercial and Sales organization including regional sales Managers , customer service and export and special business
  • Forecasts sales and monitors sales objectives achievement
  • Accountability for the Sales and P/L for the country
  • Manages sales process and improves sales force effectiveness
  • Ensures profitability of contracts
  • Ensures Sales Managers coaching and resources development
  • Develop major customers (National Accounts) and key market players
  • Implement a credit and collection policy
  • Ensures Safety and quality objectives
Learn more
  • Formulate and deploy a robust strategy in different markets (O&G ,industrial and utility market segments)
  • Develop and head the sales team across the Middle east region to pursue a solution based
    approach for strategic projects and key end users, EPCs and OEMs.
  • Drive the growth plan across the Lower & Upper Gulf , Saudi Arabia and East Med geographical sectors
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
  • Leads solution development efforts that best address customer needs, while coordinating
    the involvement of all necessary company personnel.
  • Maintains and expands global relationships with strategically important large assignd customer.
  • Responsible for achieving sales quota and assigned strategic account objectives.
  • Leading the customer account planning cycle and ensuring assigned customers needs and expectations are
    met by the company
  • Establishes productive, professional relationships with key personnel in assigned customer accounts.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned account.
  • Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial
    targets, and critical milestones.
  • Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary
    company personnel.
  • Lead the national account team and the involvement of company personnel, including support, service,
    and management resources in order to meet account performance objectives and customers’ expectations.
  • Meets assigned targets for profitable sales volume,Revenue and profit as well as strategic objectives in assigned account.
  • Plan and coordinate the business target agreement between HQ and the regions.
  • Formulate business strategies, new opportunities concept & processes with regional units.
  • Provide management and leadership to direct sales and Lead the assigned team to achieve the target goals.
  • Align sales approach with Local Business Unit Sales strategy.
  • Developing and creating the strong relationships with customers on different levels and scales including C level.
  • Develop the major NOCs across the region for O&G market including groups like ADNOC , ARAMCO, QP , PDO , KOC and KNPC
  • Leading and plan global activities for Oil and Gas projects in the Gulf region.
  • Define and implement short to midterm business Strategy required for development by understanding the industry, customers, competitors landscape and product positioning with different markets and different products according to the market needs and market trends.
  • Market transparency and Regional marketing & promotion for customers.
  • Track and document monthly progress of mesures agreed in the BTA (Business Target Agreement) wit HQ.
  • Launch of new products according to market requirements.
  • Provide annual training plan for the sales team.
Learn more
  • Quotation and Support for the region Middle East and North Africa with a special prices arrangements if needed
  • Arrange and follow up special design requirements with the engineering department.
  • Support the regions with required documentation during the pre-tendering
  • Monitor the activities of the BU for the P/L in the country.
  • Launch of new products according to market requirements
  • Track and doument monthly progress of measures agreed in the
    BTA with HQ
  • Provide supportive competitive sales arguments, latest technology and Applications to sales team
  • Assist Support Engineers in offering phase when needed
  • Determine the demand for products and services provided by the company and its competitors
  • Pre-qualify potential customers and business opportunities with sales team
  • Develop annual promotion activities in coordination with sales manager And channel managers
  • Coordinate pricing schemes with sales team and channel managers
  • Developing business plans in coordination with the BU in order to achieve the company goals.
  • Assisting in the preparation of the department budgeting schedules, rolling forecast and variance analysis schedules
  • Sales and after sales support for (Automation Systems , SCADA , PLC , DCS, LV Motors ,MV Machines, Generators, LV &MV VSD and Starters with switchgear coordination)
    Studying specs, bidding for the tenders.
  • Dealing with the customer for international EPCs
  • Product Manager for MV Soft Starters – Gulf Region
  • Responsible for Business developing for ABB Motors, Drives and Machines in Kuwait, secure the ABB acceptance into the local customers when the contractor is abroad
  • focus on and support key end users especially at the earliest stage of design for COG projects and supplying the ABB worldwide COG specialists network with valuable information about the current COG Projects for action in due place
  • Product management and technical hints reviewing, comparison and analysis
  • Build and establish good connection with the existing customers and establish new customer network.
  • Studying specs, bidding for the tenders
  • Commercial and technical negotiations with customers
  • Reviewing schedules, following–up supply management, ensuring Exact delivery dates.
  • Project management coordination to ensure installation and commissioning efficiently.
Skills

Personal Skills

  • Highly committed and enthusiastic about work with ability to learn and effectively team worker.
  • Good understanding of Middle East, North Africa as well as Europe markets, culture and environment due to diversified
    working experience.
  • Quality Management and ISO awareness
  • Strong management, communication and organizational skills with ability to handle complex multitasks.
  • Handling Sales and Marketing for international project and exporting
  • Participating in Seminars and Training Courses as a host and a trainer

Computer skills

  • The Complete package of Microsoft Office, 97, 2000, XP, as an experienced user
  • Excellent knowledge of Windows NT professional operation.
  • Knowledge in Network, and Internet applications,
  • Auto Cad Drawing V. 14-2D

LANGUAGE SKILLS

  • Arabic: (Mother tongue).
  • English: Fluent in spoken and written
  • German : Basic
Education

Various Technical Training Prog.

October 1999 to February 2010
ABB AC Machines & Generators, Helsinki, Finland (October 1999)
ABB Basic Motor Technical Training, Vassa, Finland (May 2000)
ABB Basic Motor Sales Training, Vassa, Finland (May 2000).
ABB Motors in Variable Speed Drives Training, Vassa, Finland (May 2000)
ABB Explosion Proof Motors and Explosion Levels Training, Vassa ,Finland
ABB ACS800 Variable Speed Drive Road Show Training , Cairo , Egypt (2003)
ABB MV Soft Starters and Low Voltage products, Cairo , Egypt ( Oct. 2003)
ABB LV Motor Marketing and Argumentation Training, Barcelona , Spain (2004)
ABB MV Switchboard and Soft Starters, – USA ( Feb.2004)
ABB Group COG ( Chemical ,Oil &Gas) training – Helsinki, Finland
ABB ACS1000 MV Variable Speed Drive Training , Turgi – Switzerland (2005)
ABB AMI Machine Launching Program & Training , Sweden & Finland (June 2005)
ABB ACS 800 Variable Speed Drive Road Show Training , Dubai , UAE (2005)
ABB ACS 350/150 Variable Speed Drive Training , Dubai , UAE (Nov. 2005)
ABB ACS 1000 MV VSD reinforcement and product Training Turgi, Switzerland
ABB Medium Voltage Ex. Motors Training , Vittoune , Italy (Dec. 2005)
Siemens AG Large Drives Qualifier, Nuremberg, Germany (June. 2007)
Siemens AG –Loher qualifier, Nuremberg , Germany (June. 2007)
Siemens – Perfect Harmony MV Variable Speed Drive Training, USA (Dec. 2007)
Certified Energy Manager ( CEM) , Cairo (May 2008)
Siemens Automation and Drives specialized Oil&Gas Training (Aug 2008)
Siemens Drives Technology Engineering Training (Sep. 2009)
Siemens Totally integrated Automation online training (Sep. 2009)
Siemens Process Automation online training (Sep. 2009)
Siemens Totally integrated Power online training (Sep. 2009)

Energy Manager Certification

Association of Energy Engineer (AEE)- USA

May 2008 to February 2010
Certified Energy Manager (CEM) 2008

Bachelor of Science: Electrical Engineering

Ain Shams University, Faculty of Engineering

October 1993 to July 1998
Bachelor of Science: Electrical Engineering
Major: Electrical Engineering and Machines design
Minor: Process Control and network planning
Graduation Project: Design of a power system planning, sub-transmission and Distribution Networks of a developed Area

SPECIALIZED TRAINING

Various

October 1999 to May 2013
Clear and effective communication skills (AUC/ CACE Sep.1999)
Effective sales techniques (AUC/ CACE Nov.1999)
Effective presentation skills (AUC/ CACE Jan.2000)
ABB Customer Complaints Training Course. Cairo , Egypt ( Aug. 1999)
Auto Cad Drawing Program Ver. 14-2D , Cairo , Egypt (Nov. 1998)
MS Power Point Training Course. Cairo , Egypt ( May 2001)
Advanced Selling Skills. , Mercuri International , Dubai , UAE (Feb 2005)
Consultative Selling Skills. Mercuri International , Dubai , UAE (Feb 2005)
Finance for non Financials. Cairo, Egypt (May 2006)
Strategic and Operational sales Excellence. Dubai , UAE ( June 2008)
Certification for Energy Manager from AEE (2008)
Balance Sheet / Income Statement Finance Course (Sep. 2009)
Global Frame Agreements Course (Sep. 2009)
Siemens Leadership Program (March 2010)
Global Account Management Program (May 2013)
Siemens/Harvard Learning program:
  1. Business Plan Development
  2. Strategic Thinking
  3. Decision Making
  4. Team Leadership
  5. Crisis Management
  6. Customer Focus
  7. Marketing Essentials
Interests

Travel

  • Other

Reading

  • Other
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