Mohammad Abulwafa
General Manager
Abu Dhabi
Summary
Experienced with 32 years of expertise in the HVAC industry. Responsible for P&L management of the direct channel, overseeing HVAC systems, dedicated ventilation systems, lab exhaust, smoke exhaust, and physical & biological air treatment systems. Successfully handled after-sales service and parts across the U.A.E & K.S.A. Directly reporting to the CEO and demonstrated proficiency in marketing and sales. Developed strong business relationships with clients and customers, creating effective sales plans and growth strategies that led to increased market share and improved market penetration. Leveraged partner networks to foster sales, drive performance, and ensure accountability. Proven track record of bringing in new accounts while maximizing opportunities with existing accounts. Skilled at identifying market gaps and effectively integrating commercial aspects of the business. Collaborated with international vendors, manufacturers, and suppliers to establish long-lasting market presence in the U.A.E, K.S.A and G.C.C. Region.
Overview
32
32
years of professional experience
8
8
years of post-secondary education
2
2
Certifications
4
4
Languages
Work History
General Manager
FLOW DYNAMICS TRADING COMPANY
Abu Dhabi
02.2024 - Current
- Develops the products and equipment sales with vendors and manufacturers based on market needs and trends.
- Mutual agreements and contracts with local and international vendors for supply to local market.
- Develops annual region quota and endures to deliver all milestones.
- Regular updates of sales pipeline management.
- Drives sales performance to plan and forecast milestones.
- Train staff and sales with regularly scheduled activities.
- Develops pricing strategy to produce the highest possible long-term market share.
- Establishes and maintains key relationships with strategic partners.
- Conducting events, trade shows and engineering seminars.
- Maintaining a strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Ensuring financial stability and long-term organizational growth.
- Manage budget implementations, employee reviews, training, schedules, and contract negotiations.
General Manager
JOINT GLOBAL BUSINESS TRADING COMPANY
Riyadh
03.2020 - 02.2024
- Responsibility of financial /commercial activities of assigned office.
- Provides sales /Financial management and marketing for local sales channels.
- Develops annual region quotas and endures to deliver all milestones within agreed budget and time.
- Develops and manages relationship with indirect sales channels and enhances their development of product knowledge and focus. .
- Assists in driving specification in the local market on Applied Products.
- Ensures that all project information is inputted and regularly updated in CRM.
- Responsible for regular updates of sales pipeline management.
- Drives monthly/quarterly/annual sales performance to plan and forecast using CRM to document milestones along the way.
- Increase market share year-over-year, and margin plans in territory assigned.
- Develops joint action plans in conjunction with representatives and distributors for planned growth.
- Conducts monthly/semimonthly/quarterly sales reviews with each firm .
- Acts as an extension to the training department to train staff and sales channels with regularly scheduled activities.
- Develops and recommends product positioning and pricing strategy to produce the highest possible long-term market share.
- Prepares analysis of competitive activity for management and
plans to overcome competitive obstacles. - Establishes and maintains key relationships with influencers and strategic partners to increase market visibility.
- Coordinating related events including trade shows and engineering seminars.
- Cultivate strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Monitor financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
- Manage budget implementations, employee reviews, training, schedules, and contract negotiations.
General Manager
FLOW DYNAMICS TRADING COMPANY
Abu Dhabi
05.2018 - 02.2020
- Develops the products and equipment sales with vendors and manufacturers based on market needs and trends.
- Mutual agreements and contracts with local and international vendors for supply to local market.
- Develops annual region quota and endures to deliver all milestones.
- Regular updates of sales pipeline management.
- Drives sales performance to plan and forecast milestones.
- Train staff and sales with regularly scheduled activities.
- Develops pricing strategy to produce the highest possible long-term market share.
- Establishes and maintains key relationships with strategic partners.
- Conducting events, trade shows and engineering seminars.
- Maintaining a strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Ensuring financial stability and long-term organizational growth.
- Manage budget implementations, employee reviews, training, schedules, and contract negotiations.
Division Manager
Faisal Jassim Trading Co. LLC.
Abu Dhabi
01.2007 - 12.2017
- Head of the Fans Division.
- P&L for direct channel in Abu Dhabi across dedicated, specialized & effective ventilation systems, smoke management systems & staircase pressurization systems, Tunnel ventilation, lab exhaust with integrated control, kitchen ventilation and grease laden air filtration with Ecology units & Electrostatic precipitator, physical & biological air filtration for health care institutions & facilities, setting up workable, functional & feasible solutions for trouble shootings for HVAC with after sales and service excellence.
- Set annual plan and strategy of strategic business objectives, initiatives and targets for the division.
- Design and propose feasible technical proposals to clients and designers.
- Key contact with principals.
- Team qualification with service excellence.
- Local Civil Defense Authorities approvals for smoke rated fans.
- Civil Defense handover for smoke exhaust & staircase pressurization systems.
- Verifying & reporting the efficiency of existing staircase pressurization systems & smoke rated fans.
- Drive performance and growth and market share.
- Bring new accounts and increase opportunities with existing accounts.
- Maintaining business relationship with clients: Governmental, semi-governmental and private sector developers.
- Focus on dedicated and reputed projects.
- Technical and commercial integrated business.
Sales Manager
Sources for Engineering Supplies Co.
Amman
09.2002 - 09.2006
- Sales Manager of HVAC equipment and systems: PETRA ENGINEERING - JORDAN, WEST AIR INDUSTRIES - USA, GREENHECK - USA, SODECA - SPAIN, ATAI - KSA, BEST CHOICE - UAE, AIRMIXING ITALY, P3 PRE-INSULATED DUCT - ITALY.
- Set annual plan, initiatives and targets for the sales team and division, JD 3.0 M.
- Manage & lead sales team of 5 engineers & 3 skilled technical supervisors for after sales services.
- Drive performance and growth for sales team.
- Team training & qualification for selections, costing, submittals and approvals.
- Local Civil Defense Authorities approvals for smoke rated fans.
- Introducing new HVAC products to market.
- Design, supply, installation and T&C projects.
- Design and technical proposals to clients and designers.
- Key contact with principals.
- Release P.O to principals up to $ 1 M.
- Improving customer relationship with existing and new accounts.
- Technical and commercial integrated business.
Senior Sales Engineer
Sources for Engineering Supplies Co.
Amman
09.1998 - 08.2002
- Senior Sales of HVAC equipment and systems
- Design and technical proposals to clients and designers
- Handling all inquiries, selections, costing, preparation of quotations, technical submittals and approvals
- Targeted JD 1.0 M a year
- Customer relationship with existing and new accounts
- Design, supply, installation and T&C projects
Senior Project Engineer
Sources for Engineering Supplies Co.
Amman
10.1996 - 08.1998
- Senior Site engineer
- Supervision for Pre insulated duct fabrication and installation for pharmaceutical plant
- Supervision for Air terminals installation for pharmaceutical plant
- Getting consultant approvals for fabrications and installations
- Leading site team of 20 skilled technicians
Production Engineer
Al Kilani Industrial Foundation.
Amman
07.1993 - 10.1996
- Production of hot water boilers, tanks & calorifiers
- Design man power and production lines for max efficiency output.
- Leading skilled team of 5 technicians & after sales installations and trouble shootings.
- Supervision of supply & installation of hot water & boilers.
- Managing quality control for products lines.
Design Engineer
Al Falah Engineering Consulting Office.
Amman
05.1993 - 07.1993
- Design of Hot water/ Cold water, drainage and plumbing systems.
- Calculation of heat load calculations.
Education
Bachelor of Technology - Mechanical Engineering, Thermal & Production
Indian Institute of Technology
New Delhi 01.1988 - 01.1993
High School or equivalent - Scientific Section
Salahuddin High Secondary School
Kuwait 09.1983 - 06.1986
Skills
Leadership
undefinedCertification
ADCD Licensed, 2010
Citizenship
Jordan
https://twitter.com/Mohamma2683583
Personal Information
- Place of Birth: Kuwait
- Date of Birth: 05/21/68
- Marital Status: Married
Timeline
General Manager
FLOW DYNAMICS TRADING COMPANY
02.2024 - Current
General Manager
JOINT GLOBAL BUSINESS TRADING COMPANY
03.2020 - 02.2024
General Manager
FLOW DYNAMICS TRADING COMPANY
05.2018 - 02.2020
Division Manager
Faisal Jassim Trading Co. LLC.
01.2007 - 12.2017
Sales Manager
Sources for Engineering Supplies Co.
09.2002 - 09.2006
Senior Sales Engineer
Sources for Engineering Supplies Co.
09.1998 - 08.2002
Senior Project Engineer
Sources for Engineering Supplies Co.
10.1996 - 08.1998
Production Engineer
Al Kilani Industrial Foundation.
07.1993 - 10.1996
Design Engineer
Al Falah Engineering Consulting Office.
05.1993 - 07.1993
Bachelor of Technology - Mechanical Engineering, Thermal & Production
Indian Institute of Technology
01.1988 - 01.1993
High School or equivalent - Scientific Section
Salahuddin High Secondary School
09.1983 - 06.1986
Similar Profiles
Jose BandaJose Banda
Structural Welder at Industrial Air Flow DynamicsStructural Welder at Industrial Air Flow Dynamics
DOMANIC EDAPULAVAN DEVASIADOMANIC EDAPULAVAN DEVASIA
Assistant Accountant at Well flow Gulf Trading W.L.L.Assistant Accountant at Well flow Gulf Trading W.L.L.
Benson SajimonBenson Sajimon
Project Manager at Dynamics International Trading & ServicesProject Manager at Dynamics International Trading & Services
ASHETHA PETERASHETHA PETER
HCC Medical Coder at ChampionsHCC Medical Coder at Champions
Moustafa GadMoustafa Gad
Quantity surveying consultant engineer at Bilfinger Middle EastQuantity surveying consultant engineer at Bilfinger Middle East