RESUME

MOHD. AZAMRIYADH, SAUDI ARABIA

E-MAIL: azamsaifi@yahoo.com, MOBILE: 00966 565938783

Objective: Use the best of my knowledge, capabilities, experience and talent in order to achieve the goals of the company and excel in the area of operation.

History: Rohde & Schwarz (R&S) – Kingdom of Saudi Arabia (KSA), Riyadh – From July 2008 till date.Joined R&S in July 2008 as Sales Manager – Test & Measurement – Saudi Arabia. At present working as Area/Regional Sales Manager – T&M, for KSA.Job Responsibilities: * Make business development and sales plans. Plans are prepared based

on sales targets discussed with MEA Regional division head and country GM/MD. Implement/execute the plans in cooperation with product management in Munich-Germany.

* Introduce R&S to new & potential customers requiring Test solutions. Important Target Sectors and solutions;

Mobile/Wireless Communications: Device/UE Test Solutions, Network (N/W) Test solutions for Rollout, operations and maintenance (O&M), QOS Bench marking, etc.

Satellite Communications: Roll out and O&M Test solutions for VSAT N/W including monitoring solutions.

Broadcasting: Test Solutions for FM/TV Transmitter Roll out, O&M and monitoring.

Education and Research: Test solutions used for research on various RF/Microwave/RADAR Topics/projects, development & production of wireless components/devices. Test/Experiment solutions for various labs in universities/colleges like RF/Microwave/Communication labs, etc.

Oil & Gas: Test solutions for communication N/W’s and Repair & Calibration labs.

Ministries (MOI, MOD, MOFA, AVIATION, etc.)/Wide base Market: Test solutions for communication N/W’s, Service & Maintenance Workshops and Calibration labs.

Communication Regulatory Authority (CITC): Test solutions for Mobile N/W Drive Testing and QOS Bench marking. Test Solutions for N/W Monitoring, Interference analysis, Direction finding and interferer location. Test Solutions for repair workshops, Calibration and Type Approval labs.

** Company introduction includes showing presentations and demo’s to educate customers.

* Handle & Retain existing customers of company, strengthen relations with customers and expand the scope of business with them.

* Provide after sales service & support to the customers through service dept.

* Appoint & handle local partners/dealers for better penetration in the local market and increase overall sales.

* Educate, advice and support local partners on products and end customer solutions.

* Set targets for local partners, take weekly and monthly progress/sales reports.

* Provide monthly, quarterly and yearly OI Forecast to Country GM/MD.* Provide all customer visits/activities reports in KISS (Key Information

System for Sales) for monthly sales reports. Also, update KISS on monthly basis for a clear view on market situation, for higher management.

* Provide all customer feedback related to products/services, status of opportunities, competition and market trends or movements to product management and higher management for adjustments in sales & action plans to achieve the targets.

* Handle all pre-sales, sales, coordination on order processing & order execution and customer follow-up activities. Negotiation with customers regarding quoted prices, payment terms, delivery schedules, warranty and after sales support services in coordination with product management and higher management (for any special terms) for order finalization and execution. Also, make sure minimum profitability is achieved in all orders.

* Information to all customers and local partners on new products, product phase out and any promotional offers, for sales enhancement.

Achievements:* Fulfilling all above mentioned responsibilities using best of my knowledge,

experience and capabilities with analytical approach, innovative ideas and cool & efficient actions.

* Introduction, Demo and supply of ETL system to MOCI for installation, operation and maintenance of their DVB-T transmitters.

* Registration of R&S as Test Equipment supplier at Arabsat. Supply of DTV Monitoring Solutions to ARABSAT and supply of (probably) first FSV40 (Signal Analyzer) in MEA Region, to Arabsat.

* Supply of EMF Measurement system to KACST and it’s operational training to the customer, for a research project.

* Introduction, tender spec’s and supply of Mobile Phone Testing/BTS Simulation system to TVTC Engineering colleges and it’s training to the end customer (in Riyadh, Jeddah and Al-Jauf).

* Supply of Mobile Phone Testing/BTS Simulation system to KSU for a research project (effects of Mobile phone signals on human body).

* Supply and training (Via R&S Emirates) of an special test receiver (FSET22) to KACST for a research project. FSET is most expensive receiver in T&M and only R&S Saudi has sold one in last app. five years.

* Registration of R&S as Test Equipment supplier at AEC. Supply and training (Via R&S Emirates) of special ‘signal generator & attenuator calibration system’ (FSMR3), to AEC.

* Supply of First ZVH4 (Cable and Antenna Analyzer) in the MEA Region. Same was supplied to Delta Co. for installation of 30 FM Transmitters for MOCI.

* Supply of 19 units of TSMW Scanners to MOBICOM, for 2G, 3G & 4G N/W Drive testing, for STC (biggest Mobile N/W Operator in KSA).

* Supply of 16 units of FSH18 Spectrum analyzers to Al-Faris, for a VSAT project, for MOI.

* Supply of app. 100 units of FSH/3/4/6/18, FSC3/6 and FSL3/6/18 spectrum analyzers to cellular, satellite and broadcasting sectors.

* Supply and training of 2G, 3G, 4G QOS Bench Marking Solution to Mobicom for STC and Mobily N/W’s.

* Direct Orders from CITC,KACST,KAUST,ARABSAT and AEC for various Test Solutions (as R&S KSA has to go via local sales registered companies for business with government organizations, it’s possible only in special cases to get the orders from government/semi-government organizations directly).

* STC: Supply of EMF Measurement system to STC (via a local company) and it’s operational training.Presentation, demonstration, tender spec’s, negotiation (on prices, payment, delivery and warranty) and order intake from STC (via a local company), for supply of CMW500 (Universal Radio Tester) and AMU200A (Baseband Signal generator and fading simulator) for smart phone testing.

* ACES: Supply of Drive Test System (DTS - Romes4 & TSMW Scanner) for a TETRA Network.

* CITC: Registered R&S at CITC Head office in Riyadh, for receiving inquiries and orders directly. Three big orders directly from CITC to R&S, in BY 2014-15. Introduction of products and systems including presentations and demonstrations of drive test and bench marking systems. Finalization of system configurations, negotiations and order intake. Biggest order intake (for Div.1) from CITC, in last seven years.

* Huawei: Presentation and discussions on Drive test and Bench marking systems at Huawei Head office in Riyadh. Registration of R&S at Huawei KSA, negotiation and PO finalization in 2014-15, for Bench marking solutions. Biggest order intake from Huawei KSA in last seven years.

* NCMS: Presentation of EMC solutions to NCMS. Teleconference, video conference with product management and NCMS Engineers. Coordination of NCMS Engineer’s visit to R&S Germany. Visited NCMS Labs (outside Riyadh) along with product management from Germany and division head, for site survey, technical discussion and finalization of configuration on required EMC Systems. Also, visited NCMS Head Quarters in Riyadh

along with local and division management for negotiation and order finalization in 2014-15. This is first project order intake for EMC Systems (TS9975 & TS9982) in ME region, in last seven years.

* Introduction and demonstration of various newly launched equipment (like scopes, etc.) to existing or new customers from new market segments (like electrical, automation and wide base market) and order intake for the same.

* Retained Old Customers; Detasad, Arab Engineers, FGC, Delta, Skyband, ABTSS, Gentec, IEC, Mejdaf, ACES, Arab Top, Naizak, KAUST, ICAD, CITC, Mobicom, STC, etc.

* Acquisition of New Customers; MOCI/SBC, ARABSAT, MOTOROLA, AEC, GE, HICAP, KSU, KACST, TASNIM TECH, STEPS INTL., MOTECO, CONFORMITY, UTC, NASCO, AL- JARDAN, TVTC, BTC, GREEN POWER, ISE, SYNOPTIC, AL-FARIS, NCMS, NSI, KFUPM, SHAMISTECH, NESMA, HUAWEI, etc.

* R&S KSA Calibration Lab business plan (BP) and Calibration Lab set-up: Complete study of the market/customer base, lab H/W and S/W set-up & other requirements and preparation of BP. Presentation of BP to higher management to convince them to open a service & calibration centre in KSA, to provide better services to R&S customers and improve R&S market penetration. Execution of the plan in cooperation with R&S Singapore and in collaboration with a local partner in Riyadh. Managed complete set-up, coordination of training for local partner and R&S support engineers in Singapore. Supervision of Trial Calibration for lab start-up. Also, managed complete marketing communication on R&S Calibration services in KSA. Currently FSH & FSC series analyzers can be calibrated at this lab.

* Booking of first PO for Calibration of FSMR on R&S Saudi Arabia Ltd account and execution of PO.

* Search, selection and appointment of a local partner (LP) for Value Instruments (VI): Complete study on some potential resellers active in various market sectors, selection of top three performers/potential candidates for partnership, introduction of most deserving candidate to higher management and finalization of the same for partnership. Agreement finalization and signatures. Guidance, advise, consultation and coaching (via regular meetings/discussions) of LP Engineers on R&S products and market/customer requirements for enhancement of their understanding on R&S products and market penetration & development.

* Introduction of another local company to local and division management, for VI distributorship. Distributor Agreement (DA) negotiation, finalization and signatures. VI Presentations to LP Engineers. Guidance, advise, consultation and coaching (via regular meetings/discussions) of LP Engineers on R&S products and market/customer requirements for enhancement of their understanding on R&S products and market penetration & development.

* Presentation on T&M - Div.1 solutions to RS Navy. Quote and order

finalization via local partner. * Management and coordination of customer trainings in KSA (involving

R&S Emirates/Germany) and customer/LP visits or trainings at R&S Singapore/R&S Germany.

* LAST THREE BUSINESS YEARS: Exceeded sales targets set for BY 2012-2013. Exceeded sales targets set for BY 2014-2015. Achieved highest score in T&M division (1) in Saudi Arabia, compared to last seven years.

TekSignals - Abu Dhabi (UAE) – August 2001 till June 2008In 2001, joined TekSignals as Sales Engineer – Telecom and T&M. Promoted to Sr. Engineer position and then to MANAGER – SATCOM/COMM SOLUTIONS, in 2007. Job Responsibilities: * Assist the division manager in making and executing sales plans.* Lead a team of sales engineers.* Handle existing & important customers of company.* Introduce the company to new customers requiring Satellite/Wireless

Communication products/systems including Test Equipment used in the same fields. Company introduction includes showing presentations and demo’s to educate the customers.

* Participate in local as well as overseas tenders: This includes complete bid management right from introducing the products/systems to the customer, customer requirement follow-ups, tender document preparation (tender spec’s), initial site survey (if needed), coordination with suppliers and sub-contractors for submission of bids. Bids preparation, submission, follow-up, negotiation and finalization of contracts.

* Project Coordination and Management: Activities start after finalization of contract. This includes sending order acknowledgement with final implementation schedule, site survey with the project engineer and sub-contractors. All project related drawings/system installation & test plans are also supplied to the customer before project starts. It also includes negotiation and placement of orders with suppliers and sub-contractors, define responsibilities of project engineer and his teams. Follow-up on timely completion of project mile-stones. Resolution of problems/issues for timely completion of project, site acceptance testing (SAT) and project hand over to the customer. Follow-up on issuance of provisional acceptance certificate (PAC) for release of agreed payment. Follow-up on Final acceptance testing by the customer and issuance of final acceptance certificate for release of remaining payments.

* Provide after sales service & support to the customers through service dept.

* Generate monthly sales reports for T&M and COMM. products and systems.

Achievements:

* Exceeded sales targets set for 2007, 2006, 2005, 2004 & 2003.* Project Management (Turnkey project in 2007&2008): Supply, Erection,

Commissioning and testing of 4.8M KU-Band ES System for ALKASS & AL DAWRI SPORTS CHANNEL in DOHA – QATAR.

* Project Management (Turnkey project in 2005&2006): Supply, Erection, Commissioning and RF testing of 16.4M C-Band and 7.2M KU-Band ES Antenna Systems for ETISALAT (TAS Earth Station, Sharjah - UAE).

* Project Management (Turnkey project in 2003): Supply, Erection, Commissioning and RF testing of 7.2M KU Band VSAT ES Antenna System for ETISALAT (Jabal Ali Earth Station, Dubai- UAE).

* Supply and training of an FM & TV Field Strength Measurement Drive Test System to Emirates Media Inc. (Abu Dhabi TV).

* Supply of MPEG Monitoring Systems to Etisalat-UAE.* Supply of Cellular Coverage solutions to QTEL-Qatar, Etisalat-UAE.* Supply and training of Real Time Spectrum Analyzers to Etisalat-UAE.* Supply of various test equipment to Motorola-UAE including Bird Site

analyzers & power meters, R&S test transmitter, Tektronix Net-tek analyzers and training for it.

* Supply of various wireless communication equipment/systems including microwave antennas, cellular repeaters, test equipment and satcom solutions (DSNG’s, Transceivers, modems, converters, amplifiers, etc) to Etisalat, DU and other local as well as overseas customers.

Mikom - India (A Commscope Company) – Oct. 2000 till August 2001Worked with Mikom as TECHNICAL SALES ENGINEER for app. one year Job Responsibilities: * Handle existing & potential customers of company all over India.* Introduce the company to Cellular Operators requiring GSM/CDMA

Repeater/Coverage Solutions. It includes showing presentations and demo’s to educate the customers.

* Site survey of repeater sites, installation of repeaters and optimisation. * Provide after sales support to all customers. Achievements:* Introduced Mikom to many cellular operators in India and fetched good

orders from them.

Digital Promoters India Pvt. Ltd. – Nov. 1997 till Oct. 2000In 1997, joined Digital promoters as Sales Engineer. Promoted to ASTT. MANAGER – MARKETING. Worked there for app. three years.Job Responsibilities: * Make and execute marketing & sales plans to achieve the sales targets of

company.* Introduce Digital promoters to companies manufacturing (or using)

automatic machines used in various industries e.g. auto, plastic & packaging, food processing, cables & fibre optic cables, power plants, cement plants, coal handling & ash handling plants, Iron & Steel plants,

etc. * Show demo’s to educate the customers and provide after sales support

through service dept.Achievements: * Contributed to app. 7%, 8% and 7.5% increase of annual sales in three

successive years.

Ash & Alian – Dec. 1996 till Nov. 1997 Worked with Ash & Alian as SALES ENGINEER for app. one year.Job Responsibilities: Same as in Digital promoters.

Osna Electronics Pvt. Ltd. – Dec. 1995 till Dec. 1996 Worked with Osna Electronics as SALES ENGINEER for app. one year.Job Responsibilities: Same as in Digital promoters.

Summary of Qualifications:1995 : Degree Engineering (4 years course) - Electronics and Communication – Ist Div. from J.M.I.N.DELHI (Central Govt. University) - INDIA1991 : Intermediate - (Sr. Sec. Certificate) – Ist Div. from J.M.I.N.DELHI (Central Govt. University) - INDIA1989 : Matriculation - (Hr. Sec. Certificate) – Ist Div. from J.M.I.N.DELHI (Central Govt. University) – INDIA

Professional Training 1 (1995 - NEW DELHI - INDIA): Four (4) Weeks training on OSNA ELECTRONICS Automation solutions.Professional Training 2 (1998 - BANGALORE - INDIA): App. one (1) Week training on EAPL Automation solutions and brief on ISO9001.Professional Training 3 (2001 - BUCHDORF - GERMANY): Two (2) weeks training on GSM, CDMA and UMTS basics & Mikom RF Repeater/Coverage Solutions.Professional Training 4 (2005 - MALAGA - SPAIN): One (1) week training on Tektronix Test & Measurement solutions like Real Time Spectrum Analyzers, Nettek Analyzer, Signal Generators, etc. Qualified level-II Certification for RTSA from Tektronix.Professional Training 5 (2007 – ABU DHABI - UAE): Three (3) days sales training from SpearHeads. Professional Training 6 (2008 – DUBAI - UAE): One (1) week training on Tektronix Nettek Analyzer.Professional Training 7 (2009 – MUNICH - GERMANY): One (1) week university training on Rohde & Schwarz Test Solutions and product updates. Professional Training 8 (2009 – MUNICH - GERMANY): Two (2) days training on KISS (Key Information System for Sales).Professional Training 9 (2010 – MUNICH - GERMANY): Two (2) days training on Rohde & Schwarz Broadcast Test Solutions and product updates.Professional Training 10 (2012 – Singapore): One (1) week university training on Rohde & Schwarz Test Solutions and product updates.

Professional Training 11 (2013 – Singapore): One (1) week university training on Rohde & Schwarz Test Solutions and product updates.Professional Training 12 (2014 – Singapore): One (1) week university training on Rohde & Schwarz Test Solutions and product updates.

Capabilities: * Can make and execute Business/Sales plans for a country or a region of

few countries.* Can sell directly to the end customers or through dealers/local partners.* Work independently with least supervision.* Generate monthly, quarterly and yearly sales forecast/reports indicating

expected and actual OI for the country or countries.* Can handle sales and support of wireless communication

systems/solutions in a country or region of few countries, independently or with a team of few sales engineers/managers.

* Can manage a sales team of few engineers/managers.* Can sell products and handle projects related to Wireless

Communications. Below are some products/systems handled;Cellular/Terrestrial Wireless Communication Systems : Coverage Solutions for GSM, CDMA and UMTS Networks (RF and Fibre Optic Repeater Systems with central monitoring and control-OMC, In-building or DAS systems), Drive Test and Bench Marking Systems for 2G,3G and 4G (includes LTE, Wimax and BC Drive), Microwave Links, Antennas (Indoor/Outdoor and BTS), TMA's, Boosters, Duplexers, Bandwidth Optimization Systems, Cables and associated accessories.Satellite Communication Systems : Earth Station Antennea (0.9M to 32M), UP/Down Converters, LNA's, LNB's, LDA’s, BUC's, BDC’s, SSPA's, Modulators, Demodulators, Encoder/Decoders, IRD’s, Satellite Modems, RF Synthesizers, Transceivers, VSAT Terminals/Networks, Fly away and drive away systems (DSNG’s), SOTM (SAT on The Move), Fibre Optic L-band links for Teleport, contribution and distribution systems, Wave-guides and accessories, etc.Test Equipment: Base-Band and RF Signal Generators, Microwave Signal Generators, Sweep type and Real Time Spectrum and Signal Analyzers, Network Analyzers, Cable & Antenna Analyzers, 2 Mb Testers, Digital RF Power Meters, BTS and Mobile Testers (2G, 3G and 4G test solutions including Wimax and LTE), GSM/UMTS Test Transmitters, RF Frequency Counters, Microwave Radio Alignment Systems, EMI/EMS and EMC Test Receivers and complete systems for various applications.Oscilloscopes, Function Generators, DMM, LCR Meter, Logic Analyzer, Power Supplies, Video and Audio Signal Generators, Audio Analyzers, Modulation Analyzers, DTV Monitoring Systems (RF and Transport Stream Analyzers), Spectrum/Carrier Monitoring Systems, etc. Some Brands: Rohde & Schwarz, Hameg, Swissqual, Tektronix, Gigatronix, Pendulum Instruments, Bird Electronics, Promax, Boontoon, Genral Dynamics (Satcom), Comtech EFDATA, Norsat, Japan Radios, CPI, Terrasat, Anacom, Tandberg (Ericsson), Gabriel, Aerial Oy, Sigma Wireless, Remotek, Shyam

Telecom, Huber+Suhner, RFS, Commscope, etc.

Strengths: * Target Oriented, having time and resources management skills.* Systematic, organized and efficient.* Have strong communication, presentation, bid and project management

skills.* High degree of adjustability and tolerance.* Strong customer relations skills. * Capability of handling the situations intelligently with analytical approach

and innovative ideas. * Sincere, honest and dedicated.

Area/Region (Countries) of Operation: Rohde & Schwarz: Saudi ArabiaTekSignals: UAE, QATAR, OMAN, BAHRAIN, JORDAN, LEBANON, etc.Mikom: India

Personnel Details:Date of birth : 23.04.1974Languages known : English, Urdu, Arabic and HindiNationality : IndianPassport number : Z1977458 Marital status : Married. Have two school going kids and

an infant Employment visa : Residence visa of KSADriving license : KSA and UAE driving licenses