AHMAD ONNAB
Summary
A strategic and insightful leader with more than 21 years of impressive record and stellar career in Sales and Marketing, New Business Development, Market Penetration, Key Account Management, Channel Management and Client Relationship Management across the Middle East and Turkey . Recognized for contributions to consistent record-setting sales figures, achieving continuous, improved business performance while maximizing sales and revenue. Strong expertise in strengthening brand presence in developed and highly competitive markets through translation of consumer insights into strong business-building ideas.
An industry expert in Sales Forecasting, Demand Creation, and Pipeline Monitoring with demonstrated ability to assess customer needs, analyse market trends, and monitor competitor activity to adopt suitable business strategy that drives customer base and strengthen brand image. Exceptional communication, negotiation and people management skills paired with up-to-date business-related knowledge. Leverages market research and industry analysis to anticipate and counter competitive actions, build customer loyalty. Track record of success in building and developing high-performing team that can capitalize on unprecedented growth and drive productivity in a competitive Sales and Engineering industry.
Overview
23
23
years of professional experience
6
6
years of post-secondary education
Work history
Senior Regional Sales Manager
De Nora Water Technologies FZE
Dubai, United Arabs Emirates
10.2020 - Current
- Generated company growth through market expansion and sales within Disinfection & Filtrations products lines as well as in the after-market.
- Planned and developed strategies to increase sales territory positioning, exceeding company targets.
- Analyzed sales to identify top-performing products and support the products budgeting accordingly.
- Continuous physical visits to the key end users, EPCs, and consultants and follow up / update the projects to provide an accurate forecast.
- Overachieving the quarter, and annual targets, with successful of growth 8~9% a year.
- Managing inside sales team for generating small aftermarket quotes.
- Maximize the attendance / participation in all water, wastewater events in the region.
Regional Sales Manager
Xylem Middle East
Dubai, United Arabs Emirates
04.2018 - 08.2020
- Set and monitored sales targets for the region with Salesforce, identifying needs for strategy adjustments to achieve set goals.
- Established and developed short and long-term sales strategies, growth plans and business development for Xylem brands within the Utility & Infrastructure segments.
- Managing and diverse team of Area Sales Managers across the assigned region by helping them to accomplish set of objectives and supporting every member in their strategic approach towards their target customers, and channel partners.
- Developed and implemented strategic action plans for all Area Sales Managers to penetrate new segments.
- Worked closely with the senior management team to evaluate and assess individual and team's sales activities, understand market trends and competitors' activities, address pricing issues or any challenges that require immediate resolution, and develop area sales targets based on country and product line.
- Strategically executed effective customer relationship management (CRM) to monitor the opportunities in the pipeline, distributors and sales performance, as well as the sales and production forecast using Salesforce.
- Collaborated and coordinated proactively with other relevant departments in terms of account receivables, budgeting & forecasting, inventory management, legal and contracts, etc.
- Responsible for the preparation and submission of accurate and periodic updates for the Utility and Infrastructure department to the growth centre in Europe, which include new or existing challenges, current market conditions.
Regional Sales Manager (AI, Monitoring & Controls)
Xylem Middle East
Dubai, United Arab Emirates
09.2014 - 03.2018
- Successful delivery of business development activities from opportunity identification to proposal submission which resulted to drive revenue growth of 20~25% annually and continuously stretching the annual plan.
- Played an integral role in planning, designing and proposing intelligent control panels for various pumping applications; creating libraries with pricing tools to reduce lead time of the pricing/submittal process.
- Partially engaged in commissioning projects related to Monitoring & Controls
- Worked closely with the Area Sales Team as Matrix structured for the MENA region.
- Captured timely opportunity intelligence and assessed opportunities against business' strategic objectives to penetrate new markets and new segments.
- Attended market engagement and other relevant industry events (ADIPEC, WETEX,..) to promote Xylem Water Solutions and keep abreast of market opportunities and challenges.
- Drove commercial excellence to meet client's requirements by implementing continuous improvements plan, streamlining process flow, addressing operational issues, and controlling expenses.
Regional Business Development Manager - FMT
IDEX Middle East
Dubai, United Arabs Emirates
02.2011 - 04.2014
- Develop relationship with key accounts to generate new business for the company.
- Conduct market analysis to understand key customer needs and requirements.
- Resolve any issues and problems faced by customers and deal with complaints to maintain trust.
- Play an integral role in generating new sales that will turn into long-lasting relationships.
- Managing the sales of wastewater and water products from ADS, Accusonic, and IPEK.
- Appointing local partners in the region
- Spreading the awareness in the middle east water authorities and municipalities with the latest technologies of leak detection, wastewater monitoring, CCTV inspection for pipeline.
Head of Sales & Marketing
Powercon Switchgear Factory
Dubai, United Arab Emirates
10.2005 - 01.2011
- Developed strategic marketing campaigns, increasing new lead generation and conversion.
- Applied new tools and multi-channel approaches to generate demand for products and services.
- Crafted high-impact presentations and business proposals for new and existing clients.
- Managing the department of sales & projects
Selling BTU meters, Water meters, LV control panels. - Operating and managing the project department
Inventory Management - Achieve growth and hit sales targets by successfully managing the sales team.
- Build long-lasting customer relationships by partnering with them and meeting their needs.
Technical Sales Support Engineer
Roxtec Middle East FZE.
Dubai, United Arab Emirates
04.2004 - 09.2005
- Updated customer records and used data to prepare detailed sales reports.
- Offered promotional discounts and incentives to encourage sales.
- Built and utilized lead pipeline to solicit new orders and accounts.
- Develop and organize document control system (certificates, tests,..)
- Define the convenient solution/s to the sales team based on application and specifications.
- Monitoring the stock and customers deliveries and coordinate with logistics and Sales accordingly.
Project Engineer
TechnoLinks
Amman, Jordan
01.2001 - 02.2004
- Responsible for supervising the installation, wiring for the projects of the Building Management System (BMS).
- Completed construction goals safely on budget and to desired deadline.
- Assessed costs of labour and materials for each project, ensuring adherence to budgetary requirements.
- Crafted project documentation including work order cards, method statements, construction plans and risk assessments.
- Configuring the BMS structure, programming all types of DDCs, designing the I/O ports based on each site/ project requirements.
Education
Master of Business Administration - International Business Management / pathway in Marketing
Heriot Watt University
Edinburgh / Scotland 09.2016 - 10.2018
Engineer's degree - Electrical Engineering
Higher Technical institute of Engineering
Nicosia / Cyprus 09.1996 - 06.2000
Skills
- Sales office management
- Sales pipeline management
- Market intelligence
- Technical presenting
- Persuasive negotiations
- Salesforce
- Complex project negotiations
- Sales territory growth
- Excellent communication skills
- Lead generation
- Financial records analysis
- Territory sales management
- Key account development
- Sales process
- Sales and market development
Languages
English
Fluent
Arabic
Native
Timeline
Senior Regional Sales Manager
De Nora Water Technologies FZE
10.2020 - Current
Regional Sales Manager
Xylem Middle East
04.2018 - 08.2020
Master of Business Administration - International Business Management / pathway in Marketing
Heriot Watt University
09.2016 - 10.2018
Regional Sales Manager (AI, Monitoring & Controls)
Xylem Middle East
09.2014 - 03.2018
Regional Business Development Manager - FMT
IDEX Middle East
02.2011 - 04.2014
Head of Sales & Marketing
Powercon Switchgear Factory
10.2005 - 01.2011
Technical Sales Support Engineer
Roxtec Middle East FZE.
04.2004 - 09.2005
Project Engineer
TechnoLinks
01.2001 - 02.2004
Engineer's degree - Electrical Engineering
Higher Technical institute of Engineering
09.1996 - 06.2000
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