1. Mohammad Hasan
Dubai, UAE
Mob: +971507315040; Email: mohammad.hasan.1984@hotmail.com
SPECIALIST SALES ENGINEER
SALES MANAGEMENT/ MARKET ANALYSIS/ BUSINESS DEVELOPMENT
 Professional with 9 years of experience in new and used Caterpillar Heavy Equipment machines, Quarry and Crusher
specialist.
 Experience includes building lasting business relationships, designing winning sales strategies, and driving teams to
reach challenging revenue and project goals.
 Expert presentation, negotiation and communication skills with keen abilities in planning, goal setting, strategy
implementation and follow-up.
 Wholly accountable in high-profile executive roles, visionary thinker with global perspective and entrepreneurial
drive.
 Aggressively identify opportunities, develop focus and provide tactical business solutions.
Seeking for a position of Sales Manager/ Reginal Sales Manager/ Business Development Manager in the
Sales Management field.
AREAS OF EXPERTISE
∼ Competitive Sales Analysis
∼ Sales Management
∼ After Sales Service
∼ Strategic Business Planning
∼ Client Relationship Management
∼ Team Training & Development
∼ Relationship Building
∼ Target Marketing & Penetration
CORE COMPETENCIES
Sales Management
 Overseeing marketing and sales operations for achieving increased growth profitability. Preparing &
maintaining MIS reports for the reference of the top Management.
 Building brand focus in conjunction with operational requirements.
 Ensuring maximum brand visibility and capture optimum market shares, brand image building and
awareness campaigns.
Business Development
 Refining the marketing strategies to escalate business volume through reviewing and interpreting the
competition after thorough analysis of market information.
 Market penetration and brand building through conceptualizing and implementing sales promotional
strategies.
 Managing the new product launches effectively in the market amidst stiff competition, placing it
correctively against competitor products and gain significant market share.
Customer Relationship Management
 Increasing the customer base by supervising the growth of effective network for increased market
penetration, and business mobilization.
 Addressing customer complaints and resolving within given TAT.
 Coordinating with internal departments and ensuring that the customer queries are attended to.
Team Management & Strategic Planning
 Ensuring efficiency in operations and that the individual & group targets are met, by managing &
monitoring the performance of team members.
 Leading, training & monitoring the performance of team members to ensure efficiency in operations and
meeting of individual & group targets.
 Identifying newer opportunities, formulating business strategies and strategic utilization and deployment of
available resources to achieve organizational business objectives.
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2. PROFESSIONAL EXPERIENCE
-AL BAHAR-
(Caterpillar Equipment dealer in GCC except KSA)
Progression Path
Quarry and Crusher specialist, (Heavy Equipment Department)
Dubai (Jan 2015 – present)
Senior 2 Sales Engineer, (Heavy Equipment Department)
Dubai (August 2011 –Jan 2015)
Senior Sales Engineer, (Material Handling Department)
Dubai (Jan 2007 – August 2011)
Responsibilities:
∼ Ensuring that the revenue and profit targets for assigned products are met as agreed in department
budget and forecasts.
∼ Devising & implementing sales plan to ensure market share is maintained and sales opportunities are
maximized.
∼ Orienting sales process to meet the needs of customer by apprehending customer behavior.
∼ Understanding customer requirements on order to make the right solution product specification
recommendations.
∼ Interpreting competitor activities within the territory and giving feedback relevant market intelligence to
the Sales Manager to support ongoing sales and strategy development.
∼ Arranging and conducting product demonstrations to enhance the sales and support process.
∼ Ensuring after sales contact with client in order to support customer needs and identify further sales
opportunities.
∼ Resolving customer problems in a timely and professional manner.
∼ Establishing and asserting relationship with customers in order to maximize sales opportunities.
∼ Ascertaining building & protection of the integrity of Caterpillar brand and Al-Bahar image by
communicating in a consistent and professional manner.
∼ Asserting good relationship with other internal supply chain personnel.
∼ Assisting Sales Manager in preparing the budget and planning for the following year and Sales
Supervisor with technical verification and work related issues.
∼ Monitored and achieved customer coverage targets as agreed with the Sales Manager.
∼ Ensure timely delivery of products to customer and followed up on any queries with relevant
departments.
∼ Kept current with all new Product Introductions – NPI’s and incorporated into sales and call planning
activities.
∼ Monitored the competition by gathering market information and report finding to Sales Manager.
∼ Assisted Sales Supervisor to prepare quotations, tender documents and sales agreements.
∼ Formulated daily/weekly call plans, call reports, lost sales reports, forecast reports and competitor
activities reports.
∼ Initiated TPRs (Transacting Price Requests), SPARs (Special Price Assistance Request) for special pricing.
∼ Assured compliance and adherence to all company policies and procedures.
∼ Identified personal development, training needs and follow up with Sales Manager for training
opportunities to enhance competency and performance.
∼ Conducted performance self – appraisal periodically, discussed with Sales Manager and took corrective
action.
∼ Maximized personal performance through effective monitoring and ongoing quality control.
∼ Ensured all necessary information is entered in Siebel (CRM) to track sales activities. Ensure proficiency
in all relevant soft wares.
Accomplishment:
∼ Achieved the targets and objectives as agreed with the Sales Manager.
∼ Best Seller for 2008, 2009, 2010, 2011. In Material Handling Department.
∼ Played a pivotal role in bringing in a good number of fleet deals.
Responsibilities:
∼ Handled new, used and RPO (Rent with Purchase Option) Equipment sales and client needs fulfillment.
∼ Built strong customer relationships to ensure repeat and referral business.
∼ Exemplary sales presentation, negotiation, closing, and follow-up skills.
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3. ∼ Regular overview for customer's equipment, and update data records.
∼ Equipment demonstration.
EDUCATION
 B.Sc. in Mechatronics Engineering, from Hashemite University, Jordan. (2006)
Additional Qualification:
 CAT Technical Courses: 1) Salesman Product information
 Diesel Engine - Basics & Trouble Shooting
 Fundamentals of Power Train and Hydraulics
 Courses for CRM Softwares - Siebel and Sales logix
 Hiab Cranes Diploma
 Caterpillar Certified Sales Professional" certificate from CATERPILLAR University – on line.
TRAININGS ATTENDED
 Counselor Sales Person 2007&2012, certificate from WILSON LEARNING.
 Salesman Basic Product School 2012, certificate from CATERPILLAR University. – Spain
 AME- Professional Sales Campus 2013, certificate from CATERPILLAR University - Spain
 AME -Building Construction Products Sales Campus 2013, certificate from CATERPILLAR University.-
U.K.
 AME- Professional Sales Campus 2014, certificate from CATERPILLAR University -Spain
 AME- Professional Sales Campus 2015, certificate from CATERPILLAR University –Dubai
 Machine Application & Performance Seminar July2015, certificate from CATERPILLAR University -Spain
COMPUTER PROFICIENCY
 Computer Operating System - Windows
 Computer Applications - MS Outlook, Word, Excel, Access, PowerPoint, Primavera, Internet Explorer
 CRM (Customer Relation Management): 1-SIEBEL -2-SALES LOGIX) & DBS
PERSONAL DETAILS
 Date of Birth: 28 March 1984
 Fluent in Arabic and English
 Preferred Location: UAE
 Valid driving license -UAE
Excellent references can be furnished upon request
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