Lukman Alhakim_Commercial Portfolio_Sales Manager

PORTFOLIO

COMMER

CIAL

Sales & Marketing

Manager

Lukman Alhakim Ab Wahid

Lukman Alhakim

Commercial Portfolio � (M) 013-477 9922 � [email protected]

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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

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Commercial Strategy

& Business Efficiency

March – Sept 2015

“Bridges the Boundaries Between

Business & Engineering Solutions”

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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

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� 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

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List of Clients:

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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

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Departmental Development

& Management

March – Sept 2015

“Built, Inspired & Cultivated a Start-up

Sales Team from Ground Up”

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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

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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

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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)

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2

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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.

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Figure 4 - Project Gantt chart (1), Sales Forecast (2) & Monthly Report (3)

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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

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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

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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

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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.

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