ALAA IBRAHIM
Business Unit Manager
Kuwait
Summary
Dynamic and results-driven Sales and Business Leader with over a decade of proven success in the HVAC industry, specializing in Applied, Residential, Light Commercial, and VRF systems. Experienced in managing multi-country operations and driving consistent revenue growth across the Middle East, including Kuwait, Iraq, Jordan, Pakistan, and Libya. Adept at building and leading high-performance sales teams, executing strategic business plans, and delivering strong financial outcomes under competitive market conditions. Demonstrated expertise in channel development, customer engagement, and P&L ownership. Known for combining technical insight with commercial acumen to penetrate new markets, manage complex projects, and foster long-term client partnerships.
Overview
20
20
years of professional experience
Work History
Business Unit Manager- Residential Light Commercial (DX) & VRF
Carrier Kuwait
Kuwait
08.2023 - Current
- Develop and implement the business unit strategy aligned with the company's overall goals.
- Identify growth opportunities in residential, commercial, or VRF HVAC segments.
- Set annual business objectives, sales targets, and KPIs.
- Drive revenue growth by expanding the customer base and penetrating new markets.
- Lead channel development (e.g., dealers, distributors, contractors).
- Establish and manage key accounts and partnerships with consultants and developers.
- Full Profit & Loss (P&L) responsibility for the business unit.
- Monitor budget, pricing strategy, margins, and cost controls.
- Forecast sales, expenses, and profitability.
- Oversee the product lifecycle, from market research to launch and upgrades.
- Coordinate with R&D and suppliers to ensure compliance with energy regulations (e.g., MEW codes).
- Champion energy efficiency, smart systems, and inverter technologies in product strategy.
- Lead a team of sales engineers, product specialists, and service coordinators.
- Ensure team alignment with business goals through training, coaching, and performance reviews.
- Build a high-performance sales culture.
- Maintain strong relationships with regulatory authorities, consultants, and customers.
- Represent the company at industry events, exhibitions, and technical seminars.
- Monitor market trends, competitor activities, and customer needs.
- Prestigious Projects with Carrier :-
- PAHW-SABAH AL Ahmad Residential (1500 housing units) $ 5M. (DS with Inv).
- Al Egaila Complex: $ 2M. (2000TR VRF project)
- Data Center ($ 0.5M VRF).
- Oxygen Club ($ 0.6M VRF).
- Al Awkaf Building ($0.8 VRF)
- USA Army ($ 3.2M DS & PKG)
- Tahsinat Building ( $ 0.7 DS Inv)
Major Sales Manager- Applied and Residential Light Commercial (DX) & VRF
Carrier Kuwait
Kuwait
10.2015 - 07.2023
- Achieve growth and hit sales target by successfully managing the sales team.
- Design and implement a strategic business plan that expands the company's customer base and ensure it's strong presence.
- Own recruiting, objectives setting, coaching and performance monitoring of sales representatives.
- Build and promote strong, long-lasting customer relationships by partnering them and understanding their needs.
- Create and maintain good multiple relationships with key players at all levels of the customer's organization (Ministry of Health, Education, Telecommunication, defense, Industrial, Culture, Oil and Gas, MEW, MPW, Kuwait University, Real Estate).
- Present sales and revenue reports and realistic forecasts to the management team.
- Identify Fully aware of new products and competition status.
- Covering all consultants' offices/ministries and provide full technical support/solutions from design stages.
- Update product specifications of consultants' offices/ministries and ensure Carrier hot spots are specified.
- Prestigious Projects with Carrier :-
- New Maternity Hospital: 5 Nos X 3075 TR centrifugal chillers.
- Kuwait Int. Airport: 20 Nos X 1150/1250 TR centrifugal chillers.
- Al Adan Hospital: 5 Nos X 2250 TR centrifugal chillers.
- Kazemah Camp: 7 Nos X 1225 TR centrifugal chillers.
- Al Khairan Mall: 7 Nos X 1150 TR centrifugal chillers.
- Farwaniya Hospital 5 Nos X 2750 TR centrifugal chillers.
- Al Jahra Hospital 14 Nos X 1280 TR centrifugal chillers.
- USA Army ($ 4M)
- Tamdeen Complex ($ 3M DS)
Sales Manager (Sales Lead) - Applied and Residential Light Commercial (DX) & VRF
Johnson Controls (YORK)
Kuwait
03.2011 - 09.2012
- Managing the Iraq and Jordan for all streams and channels of Johnson Controls Business (Equipment and Service).
- Execution of AOP (Annual Operating Plan) objectives thru the Sales team based on key business metrics (Order and Sales Plan, Price, GM %).
- In charge of JCI Applied Distributor Network in Iraq and Jordan.
- Preparing and delivering formal presentations and training sessions in Seminars conducted by JCI and individually to key accounts.
- Penetrate new markets.
- Manage price and mix to maximize gross margin.
- Develop the Sales team members to achieve higher performance.
- Prestigious Projects with JCI :-
- 400 Bed hospital 21 x 1100 TR centrifugal chillers/21 x1100 TR cooling tower/1200 AHU/6000 FCU.
- Baghdad University 24 x 200 TR A.C Screw Chillers Baghdad Medical City 14x2000 TR Centrifugal Chillers.
- Ministry Of Electricity- Khour Al Zoubair power plant 8x1250TR Centrifugal Chillers.
- Imam Hussain Mosque 16x 450 TR A.C Screw Chillers.
- Baghdad International Airport 2x1200 TR.
- The Gastroenterology and Hepatology Teaching HospitalBASRAH 5x300 Tr A.C Screw Chillers/27 AHUs/150 FCU.
- Karbalaa University ($ 1.1M VRF)
Senior Sales executive - Applied and Residential Light Commercial (DX) & VRF
Johnson Controls (YORK)
11.2007 - 11.2009
- Responsible for Sales and Application work.
- Achieved assigned target for this period.
- Performed ethically and with integrity and 100% compliance of JCI policies.
- Worked as a team and secured many prestigious projects in Kuwait.
- Special care taken to meet all customers' expectations and satisfaction.
- Responsible for forecasting.
- Verifying all the Purchase Orders are in line with the terms and conditions of the company.
- Excellent user of all JCI software for all products (Applied and UPG).
Sales Engineer
SKM Air Conditioners
10.2006 - 05.2006
Sales and Application Engineer
Zamil Air Conditioners-Cooline
06.2006 - 11.2007
Application Engineer
Petra Engineering Industries
10.2005 - 05.2006
Education
Bachelor Degree - Mechanical Engineering
MU'TAH UNIVERSITY
Mini MPA - Business and Economic Development
Missouri State University
MBA Degree - undefined
Maastricht Business School
Skills
Sales skills
Customer service skills
Business administration skills
Communication skills
IT skills
Teamwork
Independence
undefinedAdditional Information
Member in Kuwait Society of Engineers, Member in Jordan Engineers Association
Training
- Agile and Creative Business Workshop (Kuwait)
- Innovation Skills (Kuwait)
- 19DV Centrifugal Chiller Training, Carrier Factory, USA
- Strategic Planning- Miller Heiman
- 19XR Centrifugal Chillers, Carrier Factory, USA
- Air Cooled Chiller, Carrier Kuwait
- Air Handling Unit design, Carrier Kuwait
- VRF Training
- Hourly Analysis Program (1 month Training) (UAE)
- I Lead
- Connect Your Possible (6 months training)
- New People Leader Program (4 months training)
Personal Information
- Date of Birth: 07/21/80
- Nationality: Jordanian
- Marital Status: Married
Timeline
Business Unit Manager- Residential Light Commercial (DX) & VRF
Carrier Kuwait
08.2023 - Current
Major Sales Manager- Applied and Residential Light Commercial (DX) & VRF
Carrier Kuwait
10.2015 - 07.2023
Sales Manager (Sales Lead) - Applied and Residential Light Commercial (DX) & VRF
Johnson Controls (YORK)
03.2011 - 09.2012
Senior Sales executive - Applied and Residential Light Commercial (DX) & VRF
Johnson Controls (YORK)
11.2007 - 11.2009
Sales Engineer
SKM Air Conditioners
10.2006 - 05.2006
Sales and Application Engineer
Zamil Air Conditioners-Cooline
06.2006 - 11.2007
Application Engineer
Petra Engineering Industries
10.2005 - 05.2006
Bachelor Degree - Mechanical Engineering
MU'TAH UNIVERSITY
Mini MPA - Business and Economic Development
Missouri State University
MBA Degree - undefined
Maastricht Business School
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