Specification Manager

• Mar 2019 - Present

Generating brand-led demand for MM Kembla products through the development and execution of a Specification Program:- Managing projects/proposals pipeline alongside specification opportunities (Plumbing, HVAC, Refrigeration, Food/Bev. & OEM)- Executing marketing strategies and initiatives- Technical support & product training- Influencing consultants, specifiers, developers and installers- New product development- BIM library management- Market research/Testimonial development/Collateral development

Technical Sales Manager

• Jan 2018 - Mar 2019

Responsibilities and contributions:- Techno-commercial support for clients, contractors & internal teams- Generating/submitting techno-commercial proposals for a wide range of HVAC/Building Service projects- Key account management- Strategic account planning- Project specification/compliance/deviation - R&D support alongside preparing tech presentations/IOM/training materials- Maintaining & developing specification & engineering libraries- Applying QA/PMP practices through lifecycle of live projects- Conducting site audits, feasibility study and preliminary design- Project cost estimation for all elements- Equipment Selection/Sizing/Hydraulic calculation for: HVAC/Mechanical/BMS equipment- Investigating sales opportunities- Following and monitoring budget/KPI’s/targets- Developing/maintaining project cost estimating/vendor pricing database- Visiting clients and negotiating details up to purchase order award- Conducting market/product/competitor analysis- Preparing pre-qualif. docs to ensure the company is included on approved vendor lists- Installation/commissioning supervision- Generating training material/IOM/fact sheets for a wide range of products

Sales Engineer

• Apr 2013 - Jan 2018

Responsibilities and contributions:- Techno-commercial support of clients/contractors/internal engineering teams- Generated and submitted techno-commercial proposals for refrigeration/vapor recovry/gas compression packages- Reviewed project specification and prepared compliance/deviation docs- Maintaining/developing Product Development/Specification/Eng. database- Maintaining vendor pricing database- Applying PMP/QA/QC practices- Conducted feasibility study and preliminary design for variety of products & services- Project cost estimation for: made-to-order/proprietary/mech./elec. items, assembly & travels- Equipment Selection/Sizing: Piping components, rotating equipment, instrumentation, control, valves, heat exchangers, pressure vessels & insulation - Following and monitoring budgets/KPI’s/targets- Developed/maintained the project cost estimating system/vendor pricing database- Key account management- Developing and maintaining CRM (Salesforce) database - Negotiating technical details up to purchase order award- Implementing retention/engagement plans- Conducting local market (trends/segmentation) research & key competitor analysis- Reviewed/marked-up P&ID/GA/PFD/H&MB concepts for the drawing department to develop- Conducted marketing activities (exhibitions, seminars & trade shows)- Preparing pre-qualif. docs to ensure the company is included on AVL'sKey Achievements:- Provided a wide range of customers (+70 companies in 20 countries), internal teams(proj/drafting/eng), suppliers (+50 in 15 countries) & stakeholders with technical support & eng. solutions- Led Proposals Team- Bid total value growth (+%25 in 4 years)- Sales award ratio growth- Created an alternative offline business development tool to improve bid management- Built professional relationship with end users/EPC’s/suppliers/contractorsProject Examples: QCLNG Refrig, Orbost Gas Plant HCDPCU, Oman Gas Salalah Refrig, SABIC Ibn Sina Chillers, KNPC Chillers, etc

Sales Engineer

• Feb 2012 - Apr 2013

Responsibilities and contributions:- Technical support of products, solutions and services (Residential/Commercial/Industrial HVAC equipment)- Generated/submitted tenders and proposals- Technical/Commercial support for clients/contractors/internal teams- Applying lean manufacturing/JIT/QMS practices- Maintaining & developing Product Development/Engineering database- Supervised the test-lab and prepared technical data sheets/specs for variety of products (HVAC equipment)- Maintaining vendor pricing database- Site & field visit/inspection/audit- Investigated additional sales opportunities by applying different methods- Key account management/planning- Developing and maintaining clients (existing & new) & contractors relationship - Following/monitoring KPI’s & targets- Generating technical presentations/IOM/training materials- Implementing call/sales/retention/engagement plans- Conducted marketing activities (exhibitions, seminars, and, trade shows)Key Achievements:- Developed/Maintained the Internal Project Cost Estimating System- Managed ERP activities at Sales Department (PRONTO)- Having built solid relationship with builders, contractors and suppliers

Project Engineer

• Aug 2007 - Apr 2010