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PORTFOLIO
COMMER
CIAL
Sales & Marketing
Manager
Lukman Alhakim Ab Wahid
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 1 of 15
Table of Contents
Commercial Strategy & Business Efficiency ........................................................................... 2 -5
1. Company Description ............................................................................................................. 3
2. List of Clients......................................................................................................................... 4
3. Project & Tendering Involvement ............................................................................................ 5
Departmental Development & Management .........................................................................6 - 15
1. Sales Department Building ................................................................................................7 - 10
2. Marketing ...................................................................................................................... 11 - 12
3. Management ................................................................................................................. 13 – 14
4. Recommendations ................................................................................................................ 15
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 2 of 15
Commercial Strategy
& Business Efficiency
March – Sept 2015
“Bridges the Boundaries Between
Business & Engineering Solutions”
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 3 of 15
Offshore-Avenue Sdn. Bhd March – Sept 2015
Company Description:
offshore avenue
Offshore-Avenue strives in providing reliable Layne Bowler's pumps for all types of water
applications. Catering for power plants, sewage, treated water, offshore & onshore facilities OASB
facilitate clients via cost savings from:
✔ Shorter inventory lead time by having a lean & centralized manufacturing process
✔ Design customization for a plug & play installation - Eliminating hot works on-site
✔ Rewarding Return on Investment (ROI) from higher pump efficiency
✔ Certified & competent after sales service personnel
ACHIEVEMENTS
▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬
� Market benchmark analysis of new & prospective products
� Built, inspired & cultivated a start-up sales team from ground up
� Tradeshow planning & post-mortem – Water Malaysia & OGA 15’
� Engaged with PETRONAS for a factory acceptance test in Turkey
� Revamped company's commercial portfolio – Refining its impact
▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 4 of 15
List of Clients:
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 5 of 15
Project & Tendering Involvement:
� Sawah Raja Water treatment Plant Project
� Sungai Rawa Water treatment Plant Project
� PETRONAS Angsi CEOR Project
� Pasir Mas Halal Park Project
� Sawah Raja Water treatment Plant Project
� Sungai Rawa Water treatment Plant Project
� RAPID – Phase 4 Booster Package
� PETRONAS Gas Bhd – Sanitary Plant Project
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 6 of 15
Departmental Development
& Management
March – Sept 2015
“Built, Inspired & Cultivated a Start-up
Sales Team from Ground Up”
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 7 of 15
Sales Department Building:
Introduction of multiple sales tools to propel productivity of sales department. The following are the
list of relevant contributions:
1. Product Presentation Slide Show
Initiated the creation of a commercial product presentation which encompassed available
product offering, company’s history & list of successful projects. To date it has been shown to
a host of clientele ranging from Oil & Gas to General Water segments. Its concise nature has
aided information digestion amongst viewers which in hand had boosted a two-way
discussion that leads to positive business outcome.
Figure 1 - Product Presentation
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 8 of 15
2. Company Profile Establishment
With the establishment of OASB company profile, tendering process is now made easy with
all relevant company information presentable in a single document. This portfolio has also
indirectly elevated the company’s stature & credibility; convincing prospectus to commence
on business dealings.
Figure 2 - Selected pages from the company profile
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 9 of 15
3. Cold Calling & Email Guidelines:
Understanding that even a seasoned sales personnel takes on clients with a scripted
conversation, having a standardized cold calling guidelines has aided the sales talent to gain
client’s attention. The same principal was applied to electronic email introduction where
templates were segregated by client’s scope & market-segment distinction.
Figure 3 - Cold Calling Guidelines (1) & Email Guidelines (2)
1
2
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 10 of 15
4. Sales Report & Forecast:
Sales planning were done on a weekly basis where targeted presentation & approached
method were discussed in details amongst team members. Active projects were effectively
monitored via Gantt chart with clear milestones viewable along project timeline. Monthly
sales report with forecast was presented to Managing Director for sales strategy discussion.
1
2
3
Figure 4 - Project Gantt chart (1), Sales Forecast (2) & Monthly Report (3)
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 11 of 15
Marketing:
1. Event & Exhibition
Panning, execution & post mortem two of the most highly regarded exhibition in Malaysia i.e.
Water Malaysia Exhibition (May 2015) & OGA (June 2015). These events were aimed to
showcase in particularly large products that cannot be demonstrated & visualized via sales
calls. These are platforms for relationship building with new prospects & existing clients.
Figure 5 - Overview of Water Malaysia Event (1) & Post Mortem Analysis Report
1
2
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 12 of 15
Generated leads from exhibitions were then organized into respective person in charge (PIC),
geographical segregations & priority merits. This method has been proven to be effective and
has led to multiple tender invitations & prospective request for commercial offers.
Figure 6 - Sales leads generated from Water Exhibition 2015
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 13 of 15
Management:
Cultivating a new sales department is a challenging task. However with careful planning and knowing
how each personnel is distinct in abilities, management can be a rewarding process for both parties.
The following are the list of relevant contributions in the scope of departmental management:
1. Departmental Meeting
Lead department meeting of Sales & Marketing Department with the entire commercial team
members. Updates on previous sales activity, success announcement, market trend and
expectations were the core topics of discussion.
Figure 7 - Weekly Departmental meeting report
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 14 of 15
2. Job Scope & Personal Development Plan (PDP)
Figure 8 - An example of a Job Description (JD) for sales engineer position
One-to-one discussion with each sales personnel to attain feedback on desired career path,
determination of main & side duties. The agreed upon duties will be reviewed on a twice a
year basis in order to meet with personal & company’s visions.
Lukman Alhakim
Commercial Portfolio � (M) 013-477 9922 � alhakim.lukman@icloud.com
Page 15 of 15
Recommendations:
Recommended