GCC GENERAL MANAGER
JOHNSON CONTROLS CORPORATION, APPLIED
01.2019 - Current
- BUSINESS, SERVICES AND ESCO
Nermeen Hammouda
Dubai
Summary
- INDUSTRIAL EXECUTIVE WITH STRATEGIC SALES, MARKETING AND OPERATIONAL EXPERTISE HIGHLY ACCOMPLISHED COMMERCIAL LEADER, DECISIVE AND RESULTS-ORIENTED, WITH A PROVEN HISTORY OF PROGRESSIVE MANAGEMENT SUCCESS WITHIN A LEADING MULTI-INDUSTRY MULTI-NATIONAL CORPORATION; EXPERTISE IN MIDDLE EAST/AFRICA. QUANTIFIABLE MARKET ACHIEVEMENTS USING A SALES MANAGEMENT FOCUS TO DRIVE PLANNING AND PROCESS DEVELOPMENT FOR TRANSFORMATIONAL PERFORMANCE IMPROVEMENT. TRACK RECORD OF OPERATIONAL AND SALES SUCCESS IN EGYPT, N. AFRICA, SAUDI ARABIA, UNITED ARAB EMIRATES, KUWAIT, QATAR, BAHRAIN, OMAN AND TURKEY. PROGRESSIVE MANAGEMENT EXPERTISE TO DRIVE SYSTEMS AND BUSINESS INTEGRATION TO CAPTURE REVENUE.
- Team-building & Motivation
- Leadership & Coaching
- Market Analysis and competition
- Recruitment & Retention
- Strategic planning
- New business development
Work History
UNITED TECHNOLOGIES CORPORATION
01.1985 - 01.2019
General Manager
CARRIER HVAC, OTIS ELEVATOR, UTC FIRE & SECURITY
Doha
01.2017 - 01.2019
- Led and drove HVAC operations including new equipment sales and service for residential, light commercial and commercial applied systems, including Automated Logic Controls building management systems; ~$60M annual sales; consolidated UTC joint venture operating with stand-alone commercial infrastructure
- Direct reports: finance, human resources, sales, service, aftermarket, IT, quality and environmental health and safety.
Regional Sales Director
BUILDING TECHNOLOGIES
Dubai
01.2014 - 01.2016
- SOLUTIONS
- LEADING A DIVERSIFIED TEAM OF MORE THAN 300 EMPLOYEES ACROSS THE GCC REGION WITH RESPONSIBILITY FOR OVER $170M P&L INCLUDING SALES OF EQUIPMENT AND ENGINEERING SYSTEMS, SERVICE SALES AND FIELD OPERATIONS, RETROFIT AND ESCO BUSINESS ACROSS ALL GCC COUNTRIES
- Led a culture change by hiring a diversified team from around 15 counties with a focus on gender diversification
- Set new sales processes to reach performance goals
- Established an environment of open communication to foster trust and collaboration
- Retained, motivated and developed key personnel to achieve outstanding results and revenue synergies from cross-selling activities
- Implemented an excellent control of SG&A with a strong monitoring system, Led regional sales growth strategy using key account management to drive strategic project wins for Otis, Carrier and UTC Fire & Security brands; annual revenue scope of over $1B
- Accountable for all sales operations and policies, including periodic business reporting to UTC Climate Controls & Security Global executive management
- Created a five-year strategic plan to drive growth in the region; achieved +$380M bookings for major projects per year
- Structured new incentive plans for all sales roles (new equipment, application engineering, consultant coverage, building controls, key accounts management)
- Set key performance indicators, processes, and standard work to manage key accounts
- Implemented a Customer Relationship Management system including a focus on Strategic Projects
- Tripled bookings in first year for Strategic Projects for both Otis and Carrier
Regional Director
Dubai
01.2013 - 01.2014
- Provided strategic, commercial, and technical leadership for two sales business units operating in four countries with sales revenue of more than $600M
- Recruited and managed highly motivated technical sales teams
- Championed aggressive penetration into new segments, driving investment in new sales tools and processes
- Developed robust processes to ensure revenue growth from Strategic Projects; delivered more than 20% increase in bookings
- Developed a strategy of solution-selling (instead of selling products)
- Increased market share using a wall-to-wall (factory-through-distribution margin) strategy in cooperation with factories in the U.S
- And France
- Led culture change by coaching and directing toward a proactive selling approach
- Added external talent to replace / enhance key sales organizations
Commercial Sales Manager
Carrier Corp
Dubai
01.2011 - 01.2012
- Exceeded sales plan by 20%; bookings up 30%; collected 100% of sales; bad debt reduced by 33%.
Commercial Sales & Marketing Director
Carrier Corp
Cairo
01.2008 - 01.2011
- Built commercial sales team; created new incentive schemes; established new sales organization (new equipment, application engineering, consultant coverage)
- Mentored team; now management
- Established Carrier Training Center with the faculty of engineering, Cairo University
- Introduced Toshiba Variable Refrigerant Flow products
Commercial Sales & Marketing Manager
Carrier Corp
Cairo
01.1993 - 01.2007
- Planned and directed sales teams responsible for maximizing potential revenue by territory and by target market
- Managed the application engineering team as well as logistics
- Prepared plans for sales, profit, SG&A, capital expenditures, and marketing
- Directed staff on UTC code of ethics and environmental health and safety standards
- Led UTC profit reporting and factory demand (U.S., France, Malaysia, China, Turkey, KSA)
- Analyzed market and competitors to develop new sales strategies
- Finalized OEM agreements between Carrier Egypt and local companies
- Led seminars, exhibitions and product launches
- Coached and trained engineering staff on preparing offers, submittals, and tenders’ documents
- Managed logistics from shipments to factory orders (including forwarders, shipping and customs)
Senior Sales Engineer
Carrier Corp
Cairo
01.1985 - 01.1993
- Achieved remarkable sales results for the Egyptian market; secured 95% of all major strategic projects; captured 90% share for centrifugal chiller market
Education
B.Sc. - Mechanical Engineering
Cairo University
Skills
P&L Management
undefinedWork Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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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
GCC GENERAL MANAGER
JOHNSON CONTROLS CORPORATION, APPLIED
01.2019 - Current
General Manager
CARRIER HVAC, OTIS ELEVATOR, UTC FIRE & SECURITY
01.2017 - 01.2019
Regional Sales Director
BUILDING TECHNOLOGIES
01.2014 - 01.2016
Regional Director
01.2013 - 01.2014
Commercial Sales Manager
Carrier Corp
01.2011 - 01.2012
Commercial Sales & Marketing Director
Carrier Corp
01.2008 - 01.2011
Commercial Sales & Marketing Manager
Carrier Corp
01.1993 - 01.2007
UNITED TECHNOLOGIES CORPORATION
01.1985 - 01.2019
Senior Sales Engineer
Carrier Corp
01.1985 - 01.1993
B.Sc. - Mechanical Engineering
Cairo University
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