Fares Odeh

A seasoned, team-oriented, dynamic, approachable leadership style, with 27 years progressive experience in all phases of sales and business development in competitive, high growth, B2B markets. Offer a rare combination of superior interpersonal skills coupled with in-depth understanding of various Oil, Chemical, Petrochemicals & Plastic additives processes. Known for innovation and lateral thinking skills; consistent success in resolving diverse & challenging business-related matters.

Outstanding record of achievement leading to accelerated sales, improved business practices and optimised market shares.

Branch Manager ASI/UAE at LyondellBasell – Advanced Polymer Solutions (2017-02 – 2022-01)

Regional Sales Manager, APS /AFME at LyondellBasell – Advanced Polymer Solutions (2014-09 – Present)

• Successfully assisted in formulation of AFME sales plans and aggressively carry out the execution phase of broad product portfolio, resulting in a significant Increase in volumes by 28% within a 2-year time.
• Strategically developing a "win-win" long-term business relationships with "decision makers", Chasing, Analysing, prospecting and assessing new and existing markets for current & potential new applications.
• Added 2 new products in the additive portfolio that is targeting high-end clients in the Building & construction markets, resulting to above –average margin and the highest in the company history.
• Introducing 3 PL service provider, that significantly improved customer service, on-time delivery that surpassed customer expectations in delivering within 24 hr-time from JAFZA to anywhere in UAE, and in 3-5 days GCC region.
• Optimizing shipping costs, and saving 45-60 % by establishing a side-agreement with a local "transportation" service provider.
• Effectively managing the office employees & efficiently handling & improving SG & A cost structure.

Sales Manager /GCC+ Yemen at Qatar Petrochemical Company (QAPCO) (2011-07 – 2014-08)

• Actively managing and bridging the promotion of all marketing/sales activities between HQ and Liaison Dubai office; that includes implementing and monitoring office's procedure s as per the company policy and applicable local by laws ensuring efficiency, effectiveness and smooth flow of marketing & sales services to QAPCO's customers in UAE, Kuwait, Oman, Bahrain & Yemen.
• Liaises and coordinates with Technical Customer Services to attend all technical enquiries raised by GCC customers.
• Leading the investigation of all commercial, marketing and technical related claims within GCC region.
• Directly provides guidance to and work closely with the subordinates in resolving technical/commercial issues and recommends an immediate and long-term solutions and means of improving performance.
• Oversee the establishing and maintaining contacts with existing and potential customers directly or through network, to identify and promote sales opportunities and product requirements.
• Represents QAPCO at various country exhibitions, meetings, conferences and seminars.

Key Accounts Manager, Polymers at Saudi Basic Industries Corporation (SABIC) (2004-02 – 2011-06)

• Effectively lead a Polymers business worth USD 90 million in UAE, Kuwait, Qatar & Bahrain.
• Successfully surpassed annual quota by 70% in Qatar market, 45% in Bahrain, and 15% in Kuwait, increased Customer retention against severe competition in Home Markets.
• Formulation, implementation & assessment of business plans & sales strategies that "fit" our resources and "stretch" the external environmental determinants.
• Assessment & monitoring competitors' marketing-strategic moves thru Market & KPI weekly reports.
• Ensuring that assigned region establishes and maintains optimum levels of price management and the highest levels of product line management, (PLM).

Sales & Marketing Manager at Electro Industries Co. (1998-06 – 2002-08)

• Instrumental in securing multimillion dollars projects by initiating, negotiating and closing competitive contracts that displaced a well-entrenched, existing rival.
• Expanded business territory coverage outside the national market and increased market share in Doha, Qatar from 0% up to 30% within 24 months by closing the first multilayer contract in the company's history.
• Successfully led an interdepartmental team of 12 professionals in improving the order realisation process to optimise fulfilment times for custom orders.
• Developed and maintained an intimate, rewarding, long-term business relationship with key accounts.
• Assisted in formulation and execution of sales plans and performance evaluations of sales reps.

Technical Sales Engineer at Al Ghanem Trading & Contracting Co. (1996-06 – 1998-06)

Held responsible for selling and after sales service of ALLIED COLLOIDS/ UK water treatment (industrial & sewerage) speciality chemicals / additives (Acrylic Polymers).

• Surpassed the annual sales target by a minimum of 15% for 2 consecutive years through: gathering market intelligence; identifying target markets; prompting contacts with prospects; developing proposals and forging major accounts relationships.
• Created and delivered technical presentations to the customers with high accuracy and flair.
• Provided an extensive client follow-up to ensure total quality customer service.

MBA in Business Administration – The University of Wales, Aberystwyth (2002-09 – 2003-06)

B.Sc. in Chemical Engineering – Jordan University of Science & Technology (1990-09 – 1995-06)