Ahmed Khalil

Schneider acquired ASCO Power Technologies in Oct-2017 and I joined the leadership team to preserve & grow the local ASCO business during the integration phase. Main accountabilities entail development and execution of revenue growth strategies. Align GTM model and channel partner engagement, operationalize sales synergy model and enhance the combined Schneider and ASCO market position. Manage the commercial policy and sales operation end-to-end from pre-sales to after sales service support, distribution partners, rebate programs, pipeline and forecasting, order portfolio and contracts settlement. Reconcile ASCO and Schneider cultures while maintaining high-performance environment and coordinate with HR staff performance reviews, talent development and succession planning. Collaborate with the different function leaders to ensure continuous process improvement and build on the strengths of both companies to maximize operations efficiency and effectiveness. Co-manage with finance partners and the BU senior management P&L and provide the appropriate direction to the field sales.

Attainments

• P&L – YoY single-digit growth with enhanced margins through market share gains, surgical pricing, new segments entry, large project wins and operation efficiency.
• Pricing – successfully implemented two increases, revised major accounts special agreements, adjusted discounting guidelines and centralized price controls & management. Thus, significantly improved margins.
• Channels - established robust network of partners and secured multimillion-dollar exclusive contracts in competitive markets.
• Digitization - streamlined and automated sales operation (Salesforce & Tableau); enhancing salesforce effectiveness and upgrading data analytics capabilities.
• Structure – adjusted the field sales setup for optimal customer proximity, aligned ASCO forecasting & budgeting processes with Schneider and harmonized regional performance metrics and reporting.
• HR – hired and developed teams of senior professionals and coordinated with HR business partners the adjustment of ASCO compensation & benefits for adherence to the applicable Schneider policy.
• Synergy – nearly $2M of incremental revenue generated from ASCO & Schneider cross-selling.

Devised growth strategies during large-scale transformation of the electrification business units and directed the field sales activities during the execution to ensure delivery of desired outcomes. Consistently initiated and implemented cross-functional strategic initiatives focused on digital-oriented growth, market expansion, scope enlargement and operational excellence. Orchestrated with the strategic accounts managers the pursuit of capital projects (identification-to-cash conversion). Evaluated P&L with finance business partners and local business unit leaders and adjusted deployment efforts to focus on the prioritization and realization of highest value opportunities.

Attainments

• P&L – YoY double-digit growth with improved margins through expansion into new markets, channel partners development, dynamic pricing and optimized support functions setup.
• Strategy – engaged with McKinsey & Company through the ABB global corporate development team to launch in Canada market diversification program; generating over $10M in incremental sales from targeted segments.
• Structure- effectively contributed in the amalgamation of the LV and MV businesses to form market-driven and cohesive unit and prepare the division to receive the acquired GE Industrial Solutions business.
• Digitization – successfully deployed cross-functional team in securing ABB Canada first digital footprint and penetrating targeted markets with strategic technologies (ABB Ability suite). I also played instrumental role in automating the sales operation (Salesforce & Tableau); improving sales effectiveness and data analytics.
• Partnership – established alliances with key industry players and developed channel partners that facilitated entry and optimized positioning in targeted end markets.

Created and implemented technical solution sales strategies and developed new businesses by leveraging consultative style of selling with architects, consulting engineers, end users and contractors. Facilitated local sales agencies management, business reviews, staff training, customer meetings and engagement with network of wholesalers. Coordinated with global product managers the strategic marketing initiatives and voice-of-customer activities to gather market intelligence and explore unfulfilled needs; enabling effective R&D decisions and new product development. Part of Cooper Industries post-acquisition, I worked across multiple business units to deliver on ambitious cross-selling target.

Attainments

• Sales - exceeded growth plans; increasing revenue & margin by double-digit for two consecutive years.
• Synergy - $9M incremental revenue from Eaton & Cooper cross-selling; overachieving targets by 25%.
• Channels - assisted senior leadership in successfully overhauling multimillion-dollar local sales agency.
• Partnership – closed exclusive agreements in key projects and formed strategic alliances in targeted growth segments.
• Digital – successfully launched online commercial tools; significantly improving customer experience.

Developed and executed international growth strategies across the assigned countries and oversaw the sales operation from end-to-end; including market analysis & segmentation, accounts qualification & penetration, forecast & pipeline management, tendering & proposal, contracts negotiation, order conversion and transition to operation. Spearheaded regional growth program involves the launch of new remote services (software-based) and life cycle management portfolio in identified high growth countries. Orchestrated market assessment initiatives and provided the regional intelligence to the EMEA region executive committee and actively participated in the P&L analysis to support appropriate investment decisions.

Attainments

• Sales - YoY Double-digit growth while maintaining the desired profitability level.
• New Business – exceeded targets from the newly launched life-cycle business and built orders backlog 3X the desired future expansion objectives in less than two years.
• Channels – established local & global partners and secured multimillion-dollar supply & service contract with key end users in the targeted segments.
• Strategic Accounts – expanded key accounts base; generating over $1M in incremental revenues by 2010.

UCS is a privately-owned Cairo-based electrical contractor specializes in building technologies and electrical distribution.

Hired by the owners to develop and execute integrated national marketing and sales strategy focused on expansion in private (industrial) and public (infrastructure) sectors. Assembled, led, developed and motivated staff of over 50 people including HR partners, financial analyst, field sales, quotation specialists, engineers, customer service, project coordinators & site supervisors. Cultivated excellent relationships with new prospects and existing customers and negotiated exclusive multimillion-dollar contracts with the C-Suite of key customers in the targeted markets. As a general manager I took the full P&L responsibility and analyzed data to optimize resources and select projects with the highest financial viability.

Attainments

• Sales - grew the company from $7M with 16 people in 2007 to $24M with 50 people in 2009 while sustaining the targeted double-digit profit increase.
• Operation - effectively contracted and supervised third party in implementing automated CRM and coordinated the necessary staff training, thus significantly increasing productivity and operation effectiveness.
• M&A - lucrative acquisition proposal was being presented to the owners by one of the largest electrical and automation contractors in the MEA region at my time of departure.