Muhammad Khurram
Dubai,United Arab Emirates
Summary
Results-driven sales professional with expertise in price negotiation, key account management, and qualifying leads. Demonstrates exceptional communication skills and a proven track record in business pipeline development and revenue generation. Adept at strategic selling, contract negotiation, and territory management, with proficiency in SalesForce. Committed to leveraging cross-selling and up-selling techniques to drive growth and achieve organizational goals.
Overview
12
12
years of professional experience
2012
2012
years of post-secondary education
1
1
Certification
Work History
Regional business development manager
Lenzing Fibers
Dubai
09.2024 - Current
- Coordinated cross-functional teams, ensuring alignment with overall business goals.
- Led business development efforts for Lenzing FR in the Middle East, achieving a 23% sales increase in the first year.
- Developed effective strategies for regional growth, resulting in market expansion.
- Led training sessions on EN ISO and NFPA standards for heat- and flame-resistant clothing, ensuring proper understanding, compliance, and safe usage of protective work wear.
- Designed strategy to win new business and maximize selling opportunities among existing clients, achieving lucrative results.
- Oversaw record-keeping for company's long-term planning, ensuring accuracy, accessibility and security.
- Go-to-market strategy, Demand generation, Drive product specification with key end users, Product roadmaps, Training Sales & distribution network, solution workshops.
Territory Sales Manager
Ansell Middle East
04.2022 - 08.2024
- Communicated regularly with territory, regional and strategic managers for daily support and strategic planning for accounts.
- Offered new and existing customers profitable products to maintain strong territory-wide revenue.
- Forecasted sales of $5.4 million and set successful policies to achieve sales objectives and related metrics within timeframe.
- Established and maintained key accounts, expanding territory by $550K in 1 year.
- Attracted new clientele and developed customer relationships by hosting product-focused events.
- Provide comprehensive training to end users and stakeholders on applicable safety standards and norms (EN/ANSI), ensuring compliance and enhanced workplace safety.
- Focus top 15 accounts every quarter while devoting significant energy to prospecting new leads with 39% conversion rate.
- Leveraged market knowledge to capitalize on emerging opportunities and maintain consistent growth rate at 10% or higher.
Senior Sales Specialist
Al Masaood Oil and Gas
Abu Dhabi
01.2021 - 04.2022
- Spearheaded sales teams to penetrate new target markets with different range of PPE products to achieve sales targets and organizational goals.
- Educate end users on NFPA and EN ISO standards, ensuring compliance with safety regulations and the correct use of workwear for enhanced protection and performance.
- Managed ADNOC account, exceeding FY21 sales with 137% growth.
- Regularly monitored market and competitor behaviors, remaining ahead of PPE trends to offer best-possible service.
- Managed pitching and presentations for diverse client base, closing high-value deals through expert persuasion and negotiation skills.
- Sure-handed in creating value & position of company's products & services to ensure sales and profit growth.
- Make and execute vertical and horizontal growth plan for each quarter.
- Work with team to develop proposals that speaks to client's needs, concerns, and objectives.
- Handle objections by clarifying, emphasizing agreements and working through differences to positive conclusion.
- Keen planner with skills in conceptualizing & effectuating process initiatives to enhance overall efficiency of organization.
- Resourcefully managed to achieve FY21 sales target with 137% exceeding KPI growth target.
- Led teams to penetrate new PPE markets, achieving targets effectively.
Sales Manager - MENA
Bulwark FR/ Dickies/ Timberland - Brands of VF
Dubai
03.2015 - 12.2020
- Developing achievable business plans for Flame Resistance Clothing for a country & account level in the Middle East.
- Educate end users on NFPA and EN ISO standards, ensuring compliance with safety regulations and the correct use of workwear for enhanced protection and performance.
- In FY15 increased sales over FY14 by 27% by achieving $3.6 million in the assigned territory.
- Led business growth initiatives, resulting in an average 13% year-on-year revenue increase until 2020
- Building strong partnerships between VF USA office, distributors, national oil & gas organizations, drilling/service companies, EPC contractors & electrical utilities companies.
- Companies list includes but not limited to below; ADNOC Group of Companies, ADDC, DEWA, OMAN Oil Company, ORPIC, OXY Oman, Oman Gas Company, BP, Exxon, Total, Shell, Schlumberger, Halliburton and other EPC.
- Pre-registration and qualification of products for sales tenders, bids and proposals.
- Expand the distribution network by finding most active distributor in the specific territory.
- Monitoring the market & identifying gaps in current flame- resistant garment, general work wear & professional services uniform markets.
- Also keep an eye on competitor's activity and price points.
- Highlight opportunities and making monthly, quarterly and annual sales report in SALESFORCE.COM.
- Continuous analysis of current distribution partners to ensure that they are delivering best possible results within the territory.
- Training the distributors for new fabrics and technical specification.
- Delivered technical presentations to the end users on technical standards and latest innovation of BULWARK FR products.
- Making accurate, rapid cost calculations, and providing customers with quotations and negotiating the terms of an agreement & closing sales.
Sales Executive
FLOWTRONIX, PPE
Abu Dhabi
04.2013 - 03.2015
- Marketing & Sales of company's own manufactured and world's known brands of PPE (Personal Protection Equipment).
- Increased FY13 and FY14 sales by average of 34%, consistently exceeding KPI growth targets of $1.6 Million.
- Managing distributors and industrial end users specially EPC contractors in allocated region by closely monitoring sales activities to ensure quarterly & yearly target achievement.
- Hands on Marketing Management style with expertise in: Client needs, Efficiency, Cutting edge solutions, Training, Protocols, Registrations & Presentations following Policies & Procedures in providing effective Sales support.
- Exploring new clients and sale avenues.
- Interact with clients at senior level, engage, influence and manage various priorities within client business.
- Work closely with Marketing, Customer service, Logistics and Finance department to serve customer in better way.
- Knowledge on Safety Management Practices, Technical Knowledge on applicable Safety Standards/Norms (EN/ANSI) based on Industrial Personal Protective Equipment.
- Trained End Users on use of Personal Protective Equipment.
Education
Certificate - Negotiation Dynamics
INSEAD
MBA - Sales And Marketing
NUML
Skills
- Price negotiation
- Key account management
- Qualifying leads
- Cross-selling and Up-selling
- Excellent Communication Skills
- Business pipeline development
- Revenue generation
- Strategic Selling
- Contract Negotiation
- SalesForce
- Territory management
Languages
English
Proficient (C2)
Urdu
Proficient (C2)
Certification
- Negotiation Dynamics , INSEAD - Nov 2019
- Strategic Selling , Miller Heiman Group - July 2018
- Sales: Closing Strategies , LinkedIn - June 2021
- Sales Pipeline Management , LinkedIn - Sep 2021
- Six Sigma - Green Belt , LinkedIn - Jan 2022
Personal Information
- Date of Birth: 22 Aug 1989
- Marital status: Married
- Nationality: Pakistan
- UAE Driving License
Timeline
Regional business development manager
Lenzing Fibers
09.2024 - Current
Territory Sales Manager
Ansell Middle East
04.2022 - 08.2024
Senior Sales Specialist
Al Masaood Oil and Gas
01.2021 - 04.2022
Sales Manager - MENA
Bulwark FR/ Dickies/ Timberland - Brands of VF
03.2015 - 12.2020
Sales Executive
FLOWTRONIX, PPE
04.2013 - 03.2015
Certificate - Negotiation Dynamics
INSEAD
MBA - Sales And Marketing
NUML
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