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- 1. Mohammad Hasan Dubai, UAE Mob: +971507315040; Email: mohammad.hasan.1984@hotmail.com SPECIALIST SALES ENGINEER SALES MANAGEMENT/ MARKET ANALYSIS/ BUSINESS DEVELOPMENT ? Professional with 9 years of experience in new and used Caterpillar Heavy Equipment machines, Quarry and Crusher specialist. ? Experience includes building lasting business relationships, designing winning sales strategies, and driving teams to reach challenging revenue and project goals. ? Expert presentation, negotiation and communication skills with keen abilities in planning, goal setting, strategy implementation and follow-up. ? Wholly accountable in high-profile executive roles, visionary thinker with global perspective and entrepreneurial drive. ? Aggressively identify opportunities, develop focus and provide tactical business solutions. Seeking for a position of Sales Manager/ Reginal Sales Manager/ Business Development Manager in the Sales Management field. AREAS OF EXPERTISE ¡« Competitive Sales Analysis ¡« Sales Management ¡« After Sales Service ¡« Strategic Business Planning ¡« Client Relationship Management ¡« Team Training & Development ¡« Relationship Building ¡« Target Marketing & Penetration CORE COMPETENCIES Sales Management ? Overseeing marketing and sales operations for achieving increased growth profitability. Preparing & maintaining MIS reports for the reference of the top Management. ? Building brand focus in conjunction with operational requirements. ? Ensuring maximum brand visibility and capture optimum market shares, brand image building and awareness campaigns. Business Development ? Refining the marketing strategies to escalate business volume through reviewing and interpreting the competition after thorough analysis of market information. ? Market penetration and brand building through conceptualizing and implementing sales promotional strategies. ? Managing the new product launches effectively in the market amidst stiff competition, placing it correctively against competitor products and gain significant market share. Customer Relationship Management ? Increasing the customer base by supervising the growth of effective network for increased market penetration, and business mobilization. ? Addressing customer complaints and resolving within given TAT. ? Coordinating with internal departments and ensuring that the customer queries are attended to. Team Management & Strategic Planning ? Ensuring efficiency in operations and that the individual & group targets are met, by managing & monitoring the performance of team members. ? Leading, training & monitoring the performance of team members to ensure efficiency in operations and meeting of individual & group targets. ? Identifying newer opportunities, formulating business strategies and strategic utilization and deployment of available resources to achieve organizational business objectives. Page 1 of 3
- 2. PROFESSIONAL EXPERIENCE -AL BAHAR- (Caterpillar Equipment dealer in GCC except KSA) Progression Path Quarry and Crusher specialist, (Heavy Equipment Department) Dubai (Jan 2015 ¨C present) Senior 2 Sales Engineer, (Heavy Equipment Department) Dubai (August 2011 ¨CJan 2015) Senior Sales Engineer, (Material Handling Department) Dubai (Jan 2007 ¨C August 2011) Responsibilities: ¡« Ensuring that the revenue and profit targets for assigned products are met as agreed in department budget and forecasts. ¡« Devising & implementing sales plan to ensure market share is maintained and sales opportunities are maximized. ¡« Orienting sales process to meet the needs of customer by apprehending customer behavior. ¡« Understanding customer requirements on order to make the right solution product specification recommendations. ¡« Interpreting competitor activities within the territory and giving feedback relevant market intelligence to the Sales Manager to support ongoing sales and strategy development. ¡« Arranging and conducting product demonstrations to enhance the sales and support process. ¡« Ensuring after sales contact with client in order to support customer needs and identify further sales opportunities. ¡« Resolving customer problems in a timely and professional manner. ¡« Establishing and asserting relationship with customers in order to maximize sales opportunities. ¡« Ascertaining building & protection of the integrity of Caterpillar brand and Al-Bahar image by communicating in a consistent and professional manner. ¡« Asserting good relationship with other internal supply chain personnel. ¡« Assisting Sales Manager in preparing the budget and planning for the following year and Sales Supervisor with technical verification and work related issues. ¡« Monitored and achieved customer coverage targets as agreed with the Sales Manager. ¡« Ensure timely delivery of products to customer and followed up on any queries with relevant departments. ¡« Kept current with all new Product Introductions ¨C NPI¡¯s and incorporated into sales and call planning activities. ¡« Monitored the competition by gathering market information and report finding to Sales Manager. ¡« Assisted Sales Supervisor to prepare quotations, tender documents and sales agreements. ¡« Formulated daily/weekly call plans, call reports, lost sales reports, forecast reports and competitor activities reports. ¡« Initiated TPRs (Transacting Price Requests), SPARs (Special Price Assistance Request) for special pricing. ¡« Assured compliance and adherence to all company policies and procedures. ¡« Identified personal development, training needs and follow up with Sales Manager for training opportunities to enhance competency and performance. ¡« Conducted performance self ¨C appraisal periodically, discussed with Sales Manager and took corrective action. ¡« Maximized personal performance through effective monitoring and ongoing quality control. ¡« Ensured all necessary information is entered in Siebel (CRM) to track sales activities. Ensure proficiency in all relevant soft wares. Accomplishment: ¡« Achieved the targets and objectives as agreed with the Sales Manager. ¡« Best Seller for 2008, 2009, 2010, 2011. In Material Handling Department. ¡« Played a pivotal role in bringing in a good number of fleet deals. Responsibilities: ¡« Handled new, used and RPO (Rent with Purchase Option) Equipment sales and client needs fulfillment. ¡« Built strong customer relationships to ensure repeat and referral business. ¡« Exemplary sales presentation, negotiation, closing, and follow-up skills. Page 2 of 3
- 3. ¡« Regular overview for customer's equipment, and update data records. ¡« Equipment demonstration. EDUCATION ? B.Sc. in Mechatronics Engineering, from Hashemite University, Jordan. (2006) Additional Qualification: ? CAT Technical Courses: 1) Salesman Product information ? Diesel Engine - Basics & Trouble Shooting ? Fundamentals of Power Train and Hydraulics ? Courses for CRM Softwares - Siebel and Sales logix ? Hiab Cranes Diploma ? Caterpillar Certified Sales Professional" certificate from CATERPILLAR University ¨C on line. TRAININGS ATTENDED ? Counselor Sales Person 2007&2012, certificate from WILSON LEARNING. ? Salesman Basic Product School 2012, certificate from CATERPILLAR University. ¨C Spain ? AME- Professional Sales Campus 2013, certificate from CATERPILLAR University - Spain ? AME -Building Construction Products Sales Campus 2013, certificate from CATERPILLAR University.- U.K. ? AME- Professional Sales Campus 2014, certificate from CATERPILLAR University -Spain ? AME- Professional Sales Campus 2015, certificate from CATERPILLAR University ¨CDubai ? Machine Application & Performance Seminar July2015, certificate from CATERPILLAR University -Spain COMPUTER PROFICIENCY ? Computer Operating System - Windows ? Computer Applications - MS Outlook, Word, Excel, Access, PowerPoint, Primavera, Internet Explorer ? CRM (Customer Relation Management): 1-SIEBEL -2-SALES LOGIX) & DBS PERSONAL DETAILS ? Date of Birth: 28 March 1984 ? Fluent in Arabic and English ? Preferred Location: UAE ? Valid driving license -UAE Excellent references can be furnished upon request Page 3 of 3