PROFESSIONAL EXPERIENCE:
Business Development Manager
Technology Integration – www.ti.jo, www.ti-acad.jo, www.ni.com
Amman – Jordan, Nov. 2003 – Present
Report to the company owner and manage a team of four engineers, four technicians, two sales and administrative assistants. Manage long sales cycles from generating leads, preparing technical & financial proposals, and closing deals. Bids on projects range between $US 30K – $US 1M.
Plan and manage sales visits, presentations, and marketing activities to clients in the educational and industrial sectors. Managed to increase our local client base by 25% in the past three years. Clients include:
– Industrial Sector: Royal Scientific Society, National Energy Research Center, National Electric Power Co., Jordan Electric Power Co., Irbid District Electricity Co., King Abdullah II Design and Development Bureau, Jordan Petroleum Refinery Company Ltd., Royal Jordanian Air Force, National Chlorine Industries Co., Jordan Phosphate Mines, Hikma Pharmaceuticals, Solvochem Jordan, Jordanian Armed Forces, Pepsico, Coca Cola, Philip Morris, North Refineries Company in Iraq, TOFAS Co. (Production Center of Fiat Auto in Turkey), KTL Co. in UAE, Weatherford in Saudi Arabia… etc.
– Educational Sector: Jordan University of Science and Technology, Princess Sumaya University, University of Jordan, Yarmouk University, Tafileh University, Mu’tah University, Philadelphia University, Baghdad Oil Training Institute, King Khalid University in Saudi Arabia, …etc.
Develop strategic marketing plans for various product lines through market research, competitive analysis, pricing, customer engagement, and business planning. Also responsible for identifying areas for growth and creating strategic roadmaps to help drive adoption of the products and differentiating features.
Administer the development of new product lines of industrial trainers for engineering labs according to set specifications and standards, most of which are sold to universities in the Middle East, Europe and Australia. Setups include trainers used for teaching process and flow control, machine health monitoring, renewable energy…etc.
Manage turnkey projects in control, automation and instrumentation to reduce waste, improve quality, increase energy efficiency or enhance control of processes. Project budgets ranged from $US 30K – $US 200K. Projects include:
– Controlling the paraffin process in a Chlorine plant
– Digital fault protection system for the power transmission company
– SCADA system for power distribution
– AMR and Smart metering solution
– Power quality monitoring connected to substations of industrial facilities
– Automated test benches for jetfighters’ and tanks’ engines for the armed forces
– Wire rope test bench, solar and boiler system test bench; for multiple clients
– Image grading system and inspection for Hungarian capsicums
Business Development Manager
National Electronic Technologies – www.netjo.jo
Amman – Jordan, Nov. 2003 – Nov. 2008
Reported to the company owner and managed a team of four technicians and two sales and administrative assistants.
Planned and managed sales visits, presentations, and marketing activities to clients in the governmental and military sectors. I managed to increase our local client base by 200%. Clients include: Jordan Electric Power Co., Irbid District Electricity Co., Central Electricity Generation Company, King Abdullah II Design and Development Bureau, UAE Signal Armed forces, Ministry of Water and Irrigation, Ministry of Public Works and Housing… etc.
Planned and executed expansion strategies, and evaluated and negotiated agency agreements with potential partners. Managed to sign agreements with agents in the UAE and Australia.
Reduced raw material cost by 60% while maintaining high quality by sourcing new suppliers from the FarEast. Raw materials were evaluated and thoroughly tested before approval.
Administered the development of new product lines of electronic identifiers for special purpose applications and performing tests and proof of concepts with the clients for approval; managed to get the approval of the Ministry of Communications and Information Technology on a fiber optics project with critical requirements.
Identified areas for growth and create strategic roadmaps to help drive adoption of the products and differentiating features. Managed to increase market awareness and therefore demand by educating the potential client base of the technology of the electronic identifiers and the advantages of using it, resulting in including the specifications of the product in more than 90% of the authorities’ tenders, and therefore increasing our sales by at least 30%.
Restructured, administered, and developed the business processes management system which resulted in improved communication and distribution of information among employees and achieving the ISO 9001-2000 certification.
Head of Technical and Sales Department
Consulting Engineering Training & Trading AG Regional Office
Amman – Jordan & Freiburg – Germany, Dec. 2000 – July 2003
Led a team of four internal sales engineers, and liaised with international teams from the Middle East, Germany, Belgium and France on commercial and technical projects.
Prepared technical and financial proposals and handled all commercial correspondence with agents, manufacturers, and banks in the territory, including negotiating prices and discounts which resulted in maintaining sustainable relationships and reducing costs.
Represented the company on business trips for attending conferences, sales meetings, doing presentations, and participating in exhibitions in Iraq, Libya, Turkey, Austria, Switzerland, Germany and France.
Administered the design and production of the different marketing material including the technical brochures, logos, business cards, letterheads, web sites, and posters for the sister companies ICTS AG, and CETT GmbH.
Technical Support Engineer
Arab Technical Group (ATG) – www.atgco.com
Amman – Jordan, March 1999 – Sept. 2000
Calculated heating and cooling loads for different households and commercial buildings, and assigned the proper heating system including the radiators and boilers accordingly. And prepared technical proposals and bills of quantity for each system.
Developed an automated quotations generation system which resulted in saving time during the proposal preparation process.
ACHIEVEMENTS:
Managed to increase the client base of Technology Integration by 25% and National Electronic Technologies by 200%, and negotiated and signed agency agreements.
Managed to reduce raw material cost of the product of National Electronic Technologies by 60% while maintaining high quality.
Provided Acciona with a concrete study on whether to invest or not in a project for powering a water desalination plant from an Integrated Solar Combined Cycle (ISCC) in Algeria.
Analyzed, assessed, and developed the internationalization strategy and the optimal business operation model for starting a business segment for Eneida in Abu Dhabi.
Developed an automated quotations generation system for ATG which resulted in saving time during the proposal preparation process.
INTERNSHIPS:
Feasibility and Investment Analyst
Acciona Energía – www.acciona-energia.com
Madrid – Spain, May 2009 – Aug. 2009
Developed and analyzed the financial feasibility of powering a water desalination plant from an Integrated Solar Combined Cycle (ISCC) – project included analysis of country risks, market, legal framework, financing options, and technology to be implemented.
Formulated reasonable and well based assumptions to solve issues that were a critical bottleneck for the financial model and for providing Acciona with the required information for making the decision on whether to move forward or not.
Interim Marketing & Business Development Manager
Eneida – www.eneida.pt
Coimbra – Portugal, Jan. 2010 – May 2010
Managed a team of one sales engineer and one marketing assistant.
Analyzed, assessed, and developed the internationalization strategy and the optimal business operation model for starting a business segment in Abu Dhabi. Analysis was made using data collected from reports, on site meetings with lawyers in Abu Dhabi, clients, and potential partners.
Developed a strategic marketing plan for the asset management line of products; this included the exhibitions to participate in, analysis of the competitors and their prices, the potential clients and their investment plans.
EDUCATION:
IE Business School (Instituto de Empresa), Madrid – Spain
International MBA, Nov. 2008 – Dec. 2009
Jordan University of Science and Technology, Irbid – Jordan
B.Sc. in Mechanical Engineering, Sept. 1994 – Feb. 1999
HONORS:
Member of Beta Gamma Sigma, The International Honor Society Recognizing Business Excellence, awarded to the top 20% of the MBA class. 2008 IE Business School Dean’s List awarded to 1% of the MBA class. Finalist in “The Mai Bangkok Business Challenge @ Sasin 2009”. Finalist in IE Business School “Change in Action” Consultancy Project. Awarded the Queen Rania Scholarship for Women Business Leaders.
COURSES:
13th Entrepreneurship Training Workshop (ETW), Empretec Jordan and Organized by United Nations Conference for Trade and Development.
April 2006, Amman – Jordan
CNC Programming & Maintenance/PC Turning & PC Milling, EMCO GmbH
December 2002, Hallein – Austria
LANGUAGES:
Arabic (native). English (fluent: work and study language). Spanish (advanced: Level C1). French (intermediate/advanced: Level B2, DELF B1).
COMPUTER SKILLS:
Microsoft Applications, ACT! (Contact & Customer Relationship Management Software), AutoCAD, Adobe Applications.
