IBRAHIM ABANDA
Dubai,UAE
Summary
24 years Experienced Professional Strategic-thinking with record of success in enabling strong revenue growth through sales management. Focused on continuous improvement using market knowledge, competitors' research, innovation and team motivation. Always looking for opportunities to bring in and retain customers.
Problem-solver, focusing on customers service with strong communication abilities to lead high-performance team to meet & exceed organizational objectives and target.
Overview
24
24
years of professional experience
3
3
International Certifications
3
3
Outstanding Appraisal for Sales Growth Achievement
Work history
Sr. Area Sales Manager
TAQEEF Refrigeration & AC Company LLC
Dubai, UAE
01.2018 - Current
- Responsible for Tier 1&2 customers (Developer, Consultant & Contractor) for master plans development projects
- Execute operational daily business activities to sustain organization growth to maintain clients' & service satisfactory
- Achieve organizational Annual Sales Forecast of invoiced revenue. Monitor and identify competitor’s activities & developments
- Customer Relation Management program (CRM software) to manage and analyze customer interactions and data throughout the customer lifecycle, with the goal of improving business relationships
- Set up the departmental SWOT analysis (Strength, Weakness, Opportunities & Threats) for sustainable growth & leads
- Set the Departmental and staff Key Performance Indicator (KPI) to meet the required goals and targets
- Develop strategic alliance to strengthen the company’s chances of pre-qualifying and winning new contracts
- Lead the sales & business development functions, and to play an instrumental role in achieving targeted business
- Increase organization market share & profitability
- Maximize contact with key accounts, and other decision makers at various client organizations to generate new opportunities
- Tangibly work with Project Development, service and estimation teams for portfolio expansion into existing market
- Provide regular management reports, Business strategy related to business development function for prompt and effective decision-making
- Work closely with Estimation team to develop scope of work, proposal strategy, type of response and main proposal for each proposal
- Effectively coordinate with all departments to ensure all Tender Submissions are up to high-quality with perfect technical write-ups
- Prioritize and follow up on critical leads to boost new customer onboarding.
- Attend technical & progress meetings to meet clients expectation as per project requirements
- Develop pricing structures based on historical and current trends, competitor activities and supply chain data.
- Manage sales team to drive performance with motivational strategies to exceed sales targets.
Sr. Commercial & Business Development Manager
Lootah BC Gas Contracting LLC
Dubai, UAE
02.2016 - 12.2017
- Leading THREE Divisions: Commercial Contracting Division, Trading Division and Annual Maintenance Services Division (Facility Management)
- Increase market share & profitability by 20-30%
- Register the products & Services into Authorities, Developers, Consultants’ vendors-list for sustainable sales growth
- Generated leads to bring in new client revenue and improve bottom-line profitability.
- Responsible for the procurement and commercial management of all awarded projects pre and post contract stages
- Achieve the Annual Sales Forecast of invoiced revenue and monitor regional developments especially with competitor’s activities
- Consistently exceeded revenue targets through new account development.
- Customer Relation Management program (CRM software) to manage and analyze customer interactions and data throughout the customer lifecycle, with the goal of improving business relationships
- Set the Departmental and staff Key Performance Indicator (KPI) to set up the required goals, objectives and targets
- Set up the departmental SWOT analysis (Strength, Weakness, Opportunities & Threats) for sustainable growth
- Gather and analyze market intelligence for accurate decision-making and strategic planning
- Develop and maintain excellent customer relationship to ensure utmost customer satisfaction
- Maximize contact with key accounts, key contacts at various client organizations to generate new opportunity
- Effectively coordinate with all departments to ensure all Tender Submissions are up to high-quality with perfect technical write-ups
- Provide strategic direction for business development and to ensure necessary administrative follow ups
- Use multi-source data to determine sales and delivery terms for products and services.
- Coordinate paid marketing campaigns on different platforms, carefully overseeing results to deliver maximum ROI.
- Participate in industry related conferences, seminars & exhibitions to develop brand image of the organization
- Attend technical meetings to well present the company as class-A front desk
- Provide regular management reports, Business strategy related to business development function for prompt and effective decision-making
- Work closely with Estimation team to develop scope of work, proposal strategy, type of response
- Review and clarify EPC work orders, Letter of Awards (LOA) and contract Agreement to steer the clauses for a win-win scenario
- Deal with responsible Authorities such as Dubai Civil Defense (DCD), ADNOC Distribution, Emirates Gas, SEWA & DEWA and others for Tenders submission approvals
- Partnership with oversea manufacturers to promote and sell them in the assigned territories
- Discuss with high management level the general business trends & aspects to develop new services, products, and distribution channels
- Deal directly with Property/Community management to handling the tenant complaints, repair issue and provide the customer satisfactory
- Monitor and control the execution of maintenance contracts, preventive and corrective maintenance programs to ensure the provision of quality maintenance works to the facilities
- Prepare Loss & Profit Statements, Variance statement for the business models to ensure the defined revenue.
Co-Founder / Self-employed
Optimum Solutions Trading LLC
Abu Dhabi, UAE
02.2010 - 11.2015
- Responsible for the overall business direction and management to define long-term growth
• Monitor Loss & Profit Statements, Variance statement and EBITEDA to ensure the defined revenue.
• Wrap up deals with overseas manufacturers to present them in the MENA region for technology exposures in Oil & Gas & Building Materials Equipment industries such as:
HVAC equipment, Industrial valves, Pre-insulated pipe for District Cooling and Oil & Gas, Renewable energy devices and HDPE pipes & fittings
• Lead a team to participate in pricing the solution/service especially for after sales services
• Attend industry events and conferences to visualize market trends & business ventures
• Build up marketing strategy including campaigns, and distribution channels that increase sales - Ensures on-schedule completion within budget in accordance with contractual obligations
Territory Sales Manager
PermaPipe Middle East LLC
Dubai, UAE
04.2007 - 01.2010
- Drive profitable sales growth through dealers & Contractor networks, by providing professional consultancy related to pre-insulated pipes & Insulation
- Generate potential key clients at assigned territories (UAE & Saudi Arabia)
- Present the products technology to contractors, consultants & developers to spec-in exclusively spraying methodology in all infrastructure specifications
- Demonstrate the methodology of the field joint kit & Surveillance system (BMS) at site by showing the contractors the optimum solutions of obtaining the desired quality along with inspection techniques
- Design a fully engineering system for any job in hand project by selecting the best insulation parameters to cover compressive strength, density and other mechanical properties
- Work hand in hand with consultants to emphasize the cost saving request to get high-graded insulation and design
- Build up a bonded relationship with clients, consultants and contractors in a way to generate database and & future opportunities
- Participate into exhibitions and seminars in the region to showcase company’s technologies
- Develop both inbound and outbound new business opportunities by surveying the market for updated analysis
- Interacting harmony with other departments including the account management and technical team
- Carried out sales visits to current and prospective customers.
- Upheld brand values throughout sales process to differentiate company from competitors.
- Monitor sales team performance, providing effective training to help reach revenue and profit targets.
Sales account manager
VTS CLIMA
Abu Dhabi, UAE
02.2005 - 02.2007
- Implement aggressive sales strategies to achieve set targets in a highly competitive environment
- Monitored competitor activities, responding creatively to maintain relevancy and competitive edge.
- Analyze consumer data to predict future purchasing trends for informed decision-making.
- Generated new prospect leads through industry networking and strategic ambassador partnerships.
- Drive the company sales program to the ultimate best scenario to return company’s interest
- Develop new business relationships with customers to promote existing and new excellent propositions
- Communicate directly with customers to understand project requirements, design specifications, and operational environments to evaluate cost, feasibility
- Customize design parameters to accurately match equipment as per project requirements.
Sales engineer
S.K.M LLC
Sharjah, UAE
01.2004 - 02.2005
- Utilize Equipment Selection through design software’s program of Air Conditioning equipment for Chillers, AHUs; DX & FCUs
- Arranged regular meetings with clients to engage with new products and services.
- Achieve the company’s sales targets and substantiate sales growth
- Techno-commercial meetings with clients to generate inquiries and present products
- Present the products to consultants and contractors to generate technical inquiries
- Develop constructive and cooperative relationships with other departments and maintain the teamwork harmony
- Support hand in hand the back-office Engineer for optimal selection to avoid over-designs
- Communicate directly with customers to understand project requirements, design specifications, and operational environments to evaluate cost, feasibility
- Analyze Design Parameters to match equipment as per project requirements.
Procurement & Production Engineer
Al Etihad Company LLC
Amman, Jordan
11.1999 - 12.2003
- Manage order sequences & ETA to receive purchased materials at assigned projects
- Achieved quality and safety compliance through rigorous manufacturing monitoring
- Negotiating the contracts terms and monitor progress to meet the company strategy
- Develop the purchasing strategy and implementing the company’s policy in the market
- Enhanced manufacturing systems and equipment to meet evolving production demands
- Measured process performance through tests, recommending improvements to increase productivity
- Optimize production processes to maximize return on investment
- Plan the on-demand deliverables Forecast to meet the project needs and maintain constant stock levels
Education
Bachelor of Engineering - Mechanical
Jordan University of Science & Technology
Jordan 09.1994 - 09.1999
Diploma of Education - Business analysis
Purdue University
USA 06.2021 - 06.2022
Skills
- Sales territory growth
- Persuasive negotiations
- Market intelligence
- Sales pipeline management
- Problem-solving
- Time management
- Team building
- Customer acquisition and retention
- Key account development
- Communication and engagement techniques
- Business Analysis & Strategy
- Leadership
Certification
- Certified Project Management Professional (PMP certificate)
- Certified Energy Manager (CEM) – Association of Energy Engineers
- Certified Business Analyst Professional (CBAP) – Diploma from PURDU University - USA
Languages
English
Advanced
Arabic
Native
Affiliations
- Swimming
- Riding Horse
Accomplishments
Outstanding Appraisal for Sales Achievement for 3 years in a row
References
References available upon request.
Trainings
- 1999, Abu-Ghazalleh company, ISO 9000 & 14000 systems
- 2000, Jordanian Paper & Card Company, Planning & Procurement
- 2001, International Industrial Machinery, Production Management and Health & Safety
- 2002, FOCKE & CO., Production Management
- 2010, Perma Pipe, Designing Pre-insulated pipe network & Surveillance system/ BMS
- 2013, Optimum Solutions, Business Communications skills
- 2017, Lootah BC Gas, Key Performance Area & Indicator (KPI) and CRM
- 2019, Taqeef LLC, Leadership & Management skills
- 2019, Taqeef LLC, Communication management
- 2019, Taqeef LLC, Advanced Excel
- 2019, Taqeef LLC, Negotiation skills
- 2021, Omniplan Establishment, Heating & Ventilating Air Conditioning Design & Codes (HVAC)
- 2022, Taqeef LLC, Lean Six Sigma – White Belt Certificate
Personal Information
- Date of birth: 11/21/1976
- Nationality: Jordanian
- Visa status: Golden Visa - United Arab Emirates
Quote
There is a powerful driving force inside every human being that, once unleashed, can make any vision, dream, or desire a reality.
Tony Robbins
Timeline
Diploma of Education - Business analysis
Purdue University
06.2021 - 06.2022
Sr. Area Sales Manager
TAQEEF Refrigeration & AC Company LLC
01.2018 - Current
Sr. Commercial & Business Development Manager
Lootah BC Gas Contracting LLC
02.2016 - 12.2017
Co-Founder / Self-employed
Optimum Solutions Trading LLC
02.2010 - 11.2015
Territory Sales Manager
PermaPipe Middle East LLC
04.2007 - 01.2010
Sales account manager
VTS CLIMA
02.2005 - 02.2007
Sales engineer
S.K.M LLC
01.2004 - 02.2005
Procurement & Production Engineer
Al Etihad Company LLC
11.1999 - 12.2003
Bachelor of Engineering - Mechanical
Jordan University of Science & Technology
09.1994 - 09.1999
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