Summary
Overview
Work History
Education
Skills
Certification
Additional Information
Languages
Timeline
Generic
Mamdouh Barafi

Mamdouh Barafi

Sydney,NSW

Summary

Performance-oriented Sales Leader and a pragmatic Executive Management team member, offering exceptional record of achievement over 20-years career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.

Overview

20
20
years of professional experience
1
1
Certification

Work History

National Sales Director - Energy & Industry

Hilti Australia Ltd.
12.2020 - Current
  • Coaching and developing a team of Area Sales Managers, Project Managers & Business Developers across Australia, within the O&G, Mining & Industry domain
  • Ensured maximum coverage and penetration of iconic energy projects in Australia such as Snowy Hydro, Pluto 2.0, Barossa, AsraZaneca Pharma, and others
  • Proven ability to cultivate strong relationships with C-suite executives of clients, fostering strategic partnerships and influencing top-level decision-making
  • Demonstrated expertise in managing profit and loss (P&L) responsibilities to drive continued profitable growth and ensure strategic and productive investments in products and services
  • Spearheading up front specifications with Hilti manufactured products for future energy projects & also for on-going facility shutdowns (MRO)
  • Utilized all elements of Salesforce CRM to analyze team performance, close gaps and seek new opportunities

National Project Manager - CRM

Hilti Australia Ltd.
04.2020 - 12.2020
  • Managed the entire roll out of Salesforce CRM in Hilti Australia for 150+ users across Sales, Marketing & Channels departments
  • Localized global Hilti product offerings in the system as per local Australian Market needs
  • Drove continuous change management & ensured near 100% adoption of the new system.
  • Streamlined workflow with the implementation of innovative project management tools and techniques.

National Trade Manager (AU/NZ) & Partnership Business Developer

Hilti Australia Ltd.
04.2017 - 04.2020
  • Defined and manage segment-specific Hilti product and service basket in close cooperation with product managers
  • Identified local product gaps and customer needs, leading to segment specific introduction of new cutting-edge Hilti manufactured products to the Australian & New Zealand Market
  • Ensured appropriate competence levels of Hilti sales force & Hilti Engineers through trainings and workshops
  • Ensured penetration of Hilti's products and solutions into iconic Australian projects such as Brisbane Tower, Aurora Melbourne Central & Crown Sydney
  • Managed key accounts for increased customer satisfaction and loyalty

National Area Sales Manager

Hilti Emirates
01.2015 - 03.2017
  • Coached and developed a team of 7 Sales professionals
  • Ensured sufficient coverage of territories with Hilti's products & services and achieving of sales & profit expectations
  • Continuously strove to hire talents from the market
  • Utilized all elements of SAP CRM to analyze team performance, close gaps and seek new opportunities.

Regional Products Leadership Manager

Hilti Regional Office (Dubai)
01.2014 - 12.2014
  • Coached and developed a team of 3 Regional Product Managers
  • Put in place staggered roadmap of Hilti product launches & initiatives in Middle East, Near East & Africa
  • Lead the UAE chapter of Hilti's Global C2020 strategy
  • Monitored sales, customer satisfaction & put in place corrective actions.
  • Facilitated successful cross-functional collaborations for the completion of key projects, fostering strong working relationships among team members.

Regional Product Manager

Hilti Regional Office (Dubai)
06.2011 - 12.2013
  • Managed Hilti's first patented Business Unit; Direct Fastening across Middle East, Near East and Africa
  • Customized global best practices, as per the needs of the local users
  • Networked with colleagues from Head Quarter (Liechtenstein) to various Hilti's factories across Europe & Asia, relaying feedback on product development
  • Ensured optimum level of competence of the sales force through effective trainings and seminars
  • Ensured coverage of Engineered products & services, across prestigious construction projects such as Burj Khalifa, Jumeirah Beach Residence etc.
  • Improved product performance by conducting extensive market research and competitor analysis.

Marketing Manager

Hilti Kuwait
07.2008 - 06.2011
  • Designed & implemented Marketing plans for Hilti's advanced manufactured products
  • Organized & managed client seminars to increase awareness on Hilti's product solutions
  • Ensured Kuwait market coverage & penetration to achieve marketing objectives
  • Coached & developed the team to achieve high results, profitability & ROI
  • Increased brand awareness by developing and implementing strategic marketing campaigns

Trade & Product Manager

Hilti Kuwait
10.2005 - 07.2008
  • Launched the Middle Eastern specific Hilti cutting-edge range of products
  • Trained the sales force on Hilti product's value proposition
  • Conducted customer surveys in Kuwait and gathered local valuable feedback
  • Communicated frequently with counterparts in Hilti's Regional office in Dubai.
  • Streamlined the product development process for faster time-to-market and improved efficiency

Customer Service Manager

Hilti Kuwait
10.2004 - 10.2005
  • Coached and developed a team of 2 customer service representatives
  • Drove to achieve ISO 9001:2005 certification for the department & organisation
  • Implemented global best practices within the team (Trained on Telephone skills, agent selling skills, SAP processes etc.)
  • Increased team productivity by providing ongoing training and support to customer service representatives.

Customer Service Representative

Hilti Kuwait
06.2004 - 10.2004
  • Handled inbound phone calls and emails from customers, with high levels of customer satisfaction
  • Answered customer queries regarding Hilti's manufactured Tools, Fasteners & accessories
  • Maintained high quality of data quality & customer order entry levels.
  • Enhanced customer satisfaction by promptly addressing concerns and providing accurate information.

Education

MBA - Strategy And Marketing

Maastricht School of Management
Netherland
05.2010

Bachelor of Science - Business Administration And Management

Ajman University
UAE
06.2003

Skills

  • C-Suit Account Management
  • Strategic Planning
  • Recruitment and selection
  • Marketing Strategy Development
  • Strategic account development
  • Profitability Assessments
  • Solution selling

Certification

  • Leadership Skills for the Digital Age - IMD, Jan 2024
  • Licensed Mental Health First Aider, 2020

Additional Information

Citizenship : Australia, Syria

Languages

Arabic
Native or Bilingual
English
Native or Bilingual

Timeline

National Sales Director - Energy & Industry

Hilti Australia Ltd.
12.2020 - Current

National Project Manager - CRM

Hilti Australia Ltd.
04.2020 - 12.2020

National Trade Manager (AU/NZ) & Partnership Business Developer

Hilti Australia Ltd.
04.2017 - 04.2020

National Area Sales Manager

Hilti Emirates
01.2015 - 03.2017

Regional Products Leadership Manager

Hilti Regional Office (Dubai)
01.2014 - 12.2014

Regional Product Manager

Hilti Regional Office (Dubai)
06.2011 - 12.2013

Marketing Manager

Hilti Kuwait
07.2008 - 06.2011

Trade & Product Manager

Hilti Kuwait
10.2005 - 07.2008

Customer Service Manager

Hilti Kuwait
10.2004 - 10.2005

Customer Service Representative

Hilti Kuwait
06.2004 - 10.2004

MBA - Strategy And Marketing

Maastricht School of Management

Bachelor of Science - Business Administration And Management

Ajman University

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Mamdouh Barafi