Sameer Hasam

As the Projects Manager at Wilo Middle East based in Dubai since February 2020, my responsibilities have revolved around fostering the growth and visibility of Wilo's products and services within the corporate market landscape of the UAE. Key aspects of my role include:

• Spearheading the promotion and sale of Wilo's extensive range of products and services across the UAE's corporate sector.
• Elevating market awareness of both Wilo as a brand and the diverse offerings it provides.
• Ensuring and implementing sales excellence processes.
• Emphasizing Wilo's role as a comprehensive solution provider rather than solely a manufacturer.
• Strategically securing prestigious and pivotal projects, enhancing Wilo's portfolio and market standing.
• Continuously identifying and cultivating new business prospects to drive expansion and sustainability.
• Engaging in direct sales initiatives aimed at maximizing product penetration and market reach throughout the UAE.
• Conducting in-depth market intelligence analyses to ascertain Wilo's competitive positioning and inform strategic decision-making processes.
• Designing comprehensive training programs aimed at empowering Wilo partners with the necessary skills and knowledge to effectively promote and sell our products and services.
• Providing ongoing support and guidance to partners, ensuring they are equipped to navigate the intricacies of the market and capitalize on sales opportunities.
• Cultivating a collaborative environment where partners feel motivated and empowered to excel in their roles.
• Implementing strategies to enhance partner engagement and foster long-term relationships built on trust and mutual success.
• Monitoring partner performance and providing constructive feedback to help them continuously improve and meet sales targets.
• Leveraging insights and best practices to refine training approaches and adapt to evolving market dynamics.

In essence, my tenure as Projects Manager at Wilo Middle East has been dedicated to advancing Wilo's market presence, fostering lucrative partnerships, and ensuring its alignment with evolving market dynamics in the UAE.

Achievements

• Successfully secured prestigious projects in the UAE, positioning Wilo as a comprehensive solution provider. This involved not only selling Wilo products but also offering a full range of solutions to meet the project's diverse requirements.
• Expanded Wilo's clientele by acquiring new accounts, thereby contributing to the growth and diversification of Wilo's business portfolio.
• Significantly enhanced Wilo's presence and market share in the UAE market through strategic initiatives and targeted sales efforts, consolidating Wilo's position as a trusted and preferred choice among customers and industry stakeholders.

In my role, I've been tasked with the responsibility of assessing divisional performance and proposing innovative strategies for enhancing overall efficiency. Key aspects of my responsibilities include:

• Shouldering the responsibility of overseeing all financial aspects of the sales department, including revenue generation and cost management.
• Evaluating divisional performance comprehensively to pinpoint areas for improvement and growth.
• Formulating and implementing best practices aimed at streamlining operations and maximizing efficiency across the board.
• Proactively identifying potential areas of concern and devising action plans to address them effectively, ensuring smooth and uninterrupted workflow.
• Providing direct support to sales engineers in finalizing deals by accompanying them on visits to MEP contractors and facilitating the acquisition of necessary approvals from consultants.
• Continuously assessing performance metrics to ascertain areas ripe for improvement, subsequently crafting and executing action plans to optimize outcomes.
• Demonstrating a commitment to excellence by consistently surpassing predetermined sales targets, thereby contributing to the overall success and profitability of the division.

Through these endeavors, I have played a pivotal role in fostering a culture of continuous improvement and achievement within the division, resulting in enhanced operational effectiveness and sustained growth.

• Championing the promotion and sales of Grundfos products and services within the corporate market across the UAE regions.
• Strategizing the development of existing customer bases through meticulous planning, budgeting, and execution of promotional activities aligned with company and segment-based strategies.
• Proactively identifying and cultivating new business opportunities to drive sustainable growth and market expansion.
• Spearheading project management endeavors while orchestrating a dynamic marketing mix across various channels to maintain a competitive edge over industry rivals.
• Providing indispensable technical support to key account sales and marketing teams, contributing to the formulation of segment-based budgets and plans to optimize profitability and productivity.
• Playing a pivotal role in influencing key business decisions by furnishing crucial insights such as product pricing strategies, market trends, and potential revenue threats to management.
• Engaging in direct sales activities targeting residential and commercial projects sectors, as well as the water treatment and irrigation sectors.
• Enhancing the competencies of current Key Accounts and fostering robust relationships to bolster customer loyalty and satisfaction.
• Identifying and nurturing potential accounts into Key Accounts, while actively seeking and developing new Key Accounts to achieve assigned sales and margin objectives.

Through these endeavors, I have consistently demonstrated a commitment to driving sales excellence, fostering customer relationships, and contributing to the overarching success of Grundfos in the UAE market

• Cultivating and converting end-user accounts within the water pumps category across Dubai, Abu Dhabi, and the northern Emirates, covering the entire spectrum from design and supply to installation and maintenance.
• Meeting and exceeding assigned sales and margin targets through strategic planning and effective execution.
• Providing mentorship and guidance to a sales team of five individuals based in Abu Dhabi, fostering their professional growth and enhancing team performance.
• Demonstrating a keen understanding of end-user and dealer requirements to tailor solutions that meet their specific needs and preferences.
• Utilizing Value-Based Commercial Excellence (VBCE) principles to develop a targeted "top-ten hunting list" through rigorous potential analysis of customers.
• Formulating comprehensive yearly, monthly, and weekly plans to drive sales initiatives, with meticulous follow-up on sales reports to track progress and identify areas for improvement.

Through these endeavors, I have consistently demonstrated a commitment to achieving sales excellence and driving sustainable business growth in the dynamic market landscape of the UAE.

• Successfully achieving assigned sales and margin targets through strategic planning and execution in the AC accessories segment.
• Demonstrating a deep understanding of end-user and dealer requirements, enabling the customization of solutions to meet specific needs effectively.
• Engaging in the creation of comprehensive yearly, monthly, and weekly plans to drive sales initiatives and ensure alignment with organizational objectives.
• Diligently tracking and analyzing sales reports on a regular basis to monitor progress, identify trends, and capitalize on opportunities for improvement.