MAHER KALASH

Leadership and Sales Strategy

• Leadership and Sales Strategy Revenue Growth Growth and Market Expansion Strategic Business Development
• Led all sales and business development activities across five company divisions, collaborating closely with division managers and the CEO to restructure the sales department, optimize workflows, and enhance cross-functional communication.
• Directed weekly sales and development meetings to align on strategic goals and performance metrics.

Revenue Growth

• Established a comprehensive live pipeline with monthly reviews, covering short- and long-term projections, winning probabilities, margins, and backlog, providing stakeholders with clear revenue and profitability insights.
• Increased manufacturing and trading revenue from AED 27 million in 2022 to AED 37.5 million in 2023, marking a 38.9% increase year-over-year.
• Projected to reach AED 56 million by the end of 2024, representing a further increase of 49.3% compared to 2023.

Growth and Market Expansion

• Developed targeted growth strategies utilizing relationship management, strategic leadership, and market research to drive market penetration in GCC and Africa.
• Spearheaded expansion initiatives and represented MACS Group on trade missions to East Africa (Uganda and Kenya), enhancing export opportunities and securing supply projects in new markets, including the Maldives.
• Established a Market Penetration Strategy for each country, aligning with local needs and competitive landscapes to maximize market share.

Strategic Business Development

• Drove product development, diversified the product portfolio, and managed OEM agreements and joint ventures to enhance MACS’s offerings.
• Developed the business plan and case study for Eaton’s busbar systems, resulting in MACS becoming an authorized distributor and OEM for Eaton’s busbar systems and enclosure manufacturing.
• Signed exclusive distribution agreements with strategic partners, including Hansung (South Korea) for GRP water tanks, CVS Air (Turkey) for fans, and Riello UPS (Italy) for data center solutions.
• Initiated a rebate and loyalty program with Xylem, offering a 3% year-end rebate and a comprehensive loyalty structure with incentive alignments, performance reviews, customer events, and Lunch & Learn sessions.

Relationship Building & Partnerships

• Built and nurtured strong relationships with key organizations and industry professionals, establishing a foundation for business growth and brand credibility across the GCC.
• Expanded distribution channels by securing new agency partnerships, organizing training sessions, and arranging factory visits to deepen partner engagement and expertise.

Team Leadership & Development

• Led and developed a high-performing team of 11 members, including country leads, sales managers, technical experts, business development managers, and an estimation team, fostering alignment and accountability.
• Conducted quarterly assessments and set 'SMART' KPIs, monitoring team performance and providing targeted training to exceed sales targets.

Brand Building & Marketing

• Amplified the company’s brand presence through strategic marketing initiatives, including seminars, webinars, and award participation, contributing to the company’s recognition as 'Best Manufacturer of the Year' in the Climate Award 2021.

Sales Strategy & Revenue Growth

• Developed and executed tailored sales and business development strategies, achieving a 57% increase in order intake in 2021 and significantly boosting revenue and market share.
• Streamlined and digitalized sales processes with CRM systems, enabling real-time data tracking and collaboration with managers to set realistic sales forecasts.

Financial Management

• Partnered with the finance director to craft annual budgets, control expenses, and accurately forecast profits and losses, ensuring alignment with corporate financial objectives.

Operational Excellence & Process Improvement

• Provided critical data reports and analytics to the executive team, improving decision-making and operational efficiency with actionable insights.
• Spearheaded product development initiatives, playing a key role in establishing the TROXTIBA factory in Egypt, expanding production capabilities and regional presence.

Negotiations & Cost Management

• Negotiated pricing, sales terms, and after-sales support, focusing on maximizing value and achieving substantial cost savings.

• Directed sales operations in the UAE for SAFID Company Limited over a decade, establishing a reputation for consistent growth and operational excellence.
• Consistently forecasted and met quarterly, semi-annual, and annual sales targets, achieving a sustained 10-15% annual growth in sales revenue across ten years.
• Expanded the customer base by 350%, effectively managing a diverse sales portfolio exceeding AED 30 million and positioning SAFID as a leader in the region.
• Conducted in-depth market research and competitor analysis, optimizing product positioning strategies to penetrate key markets.
• Successfully expanded geographic revenue streams from Dubai to other emirates, enhancing the company’s presence and market share across the UAE.
• Collaborated with IT teams to develop precise costing and pricing tools, ensuring competitive and accurate pricing to meet market demands.
• Designed and delivered targeted sales training programs, building a comprehensive database of consultants, contractors, and key decision-makers to drive business development.
• Provided technical support on numerous mega projects, ensuring client satisfaction and fostering long-term relationships through exceptional service.
• Supported the finance team in securing outstanding receivables, managing resources strategically to achieve sales objectives and maintain cash flow.

• Drove revenue growth and expanded market presence by building strong relationships with new clients and expanding sales within existing accounts.
• Conducted comprehensive market research and analyzed client needs, proposing new product offerings and service models that successfully penetrated untapped customer segments.
• Established robust connections with private and government sectors, including project developers, consultants, ministries, and contractors, to support sustained business growth.
• • Developed and executed strategic sales plans for major projects, resulting in increased operational profitability and enhanced project portfolio.
• Prepared and presented commercial offers, negotiated contract terms, and successfully closed deals in collaboration with senior management.
• Consistently met or exceeded sales targets, overseeing sales projects from inception to completion.
• Collaborated closely with engineering and production teams to ensure timely delivery of contracts, maintaining high standards of quality and client satisfaction.
• Compiled and presented sales performance reports to upper management, providing insights for strategic decision-making and performance evaluations.
• Proactively resolved customer complaints, maintaining service excellence and fostering long-term client relationships.
• Identified unsecured accounts and worked with the finance team to minimize risk, successfully collecting outstanding receivables and safeguarding company assets.

• Prepared technical selections and financial proposals for Building Management Systems (BMS) products, specializing in the TAC brand.
• Conducted site inspections in collaboration with the BMS technical team during commissioning and handover stages, ensuring project specifications and quality standards were met.
• Developed engineering designs and crafted commercial offers for water supply networks (UPONOR brand), aligning solutions with client requirements and project goals.
• Generated new leads and increased sales volume with existing clients, contributing to consistent revenue growth.
• Evaluated client needs to promote suitable products and solutions, providing tailored recommendations that enhanced client satisfaction.
• Delivered pre-sales technical support, in-depth product education, and reliable after-sales services to maintain strong customer relationships.
• Finalized commercial offers and secured purchase orders, consistently meeting or exceeding sales targets.
• Collaborated with the finance department to secure outstanding receivables, supporting cash flow and financial stability.

• DMAIC Framework: Proficient in Define, Measure, Analyze, Improve, and Control phases.
• Data Analysis: Skilled in statistical tools for data-driven improvements.
• Root Cause Analysis: Identified issues with tools like Fishbone Diagrams and 5 Whys.
• Process Mapping & Quality Control: Experienced in workflow mapping, Control Charts, and Pareto Analysis.
• Lean Principles: Applied techniques to reduce waste and enhance efficiency.
• Sustainable Improvements: Integrated sustainability in process optimization.

• Graduation Project: Three-Dimensional Heat Transfer Analysis, with application in Underfloor Heating
• Core Modules Studied: HVAC, Automatic Control, Machine Design, Internal Combustion Engines, Automotive Engineering, Numerical Analysis, AutoCAD, MATLAB, Production Engineering, Operations Research, Project Planning & Marketing, Engineering Economics, Fluid Mechanics, Gas Dynamics, Hydraulic Pumps, Thermodynamics, Electrical Engineering, Mechanical Vibrations, Power Transmission.