Karim Hechema, MBA
GPM & GTM Excellence Manager
PlanRadarWith over 20 years of experience in sales, business development and commercial strategy across multinationals and diverse industries. I've had the privilege of leading teams and helping businesses grow across the Middle East, Africa and Asia Pacific regions.
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I specialize in building and managing B2B channel distribution networks with strong relationship and partnerships with regional conglomerates and specialized companies across Middle East & Africa, while also leading direct sales targeting large-scale commercial & residential projects and contractors across the region. Outside of work, I enjoy long walks, travel, reading and movie nights with my family.
GTM Index
- PLANRADARJOB
- GPM & GTM Excellence Mgr6M
GPM & GTM Excellence Manager
PlanRadar
- Mgr GTM Enablement1Y 11M
Manager Go-To-Market Enablement
PlanRadar
- ELECTROLUXJOB
- General Mgr - UAE1Y 6M
General Manager - UAE
Electrolux
- Sales Dir - MENCA11M
Sales Director - MENCA
Electrolux
- Sales Dir - Gulf & Rest of…8M
Sales Director - Gulf & Rest of Africa
Electrolux
- Sales Dir - Gulf & Levant1Y 4M
Sales Director - Gulf & Levant
Electrolux
Ownership & responsibility of the entire sales process. Cross-function engagement. Leading a team of area managers for the different channels in the different countries to achieve short term annual budget results and build long-term strategy for profitable & progressive growth in the region.
- Head of Product Line Water…2Y
Head of Product Line Water Care, MEA
Electrolux
Responsible for the water care business strategy in MEA, creation of commercial GoToMarket and P&L management. • Strategy: Define Water Care strategy. • Operation: Improve profitability in Egypt & create business in Morocco. • People: Build Best in Class Team.
- BD Mgr Water Care, MEA10M
Business Development Manager Water Care, MEA
Electrolux
Responsible for the water care channel development & GoToMarkets creation. • Strategy: Fundamentals of the water heaters business. • Operation: create business in Saudi Arabia & establish a network of B2B distributors across Middle East. • People: Bring the insights of the industry to peers and vertical up to the GM.
- ARISTON THERMO GROUPJOB
- Area Mgr - Gulf, Levant &…1Y 11M
Area Manager - Gulf, Levant & Saudi Arabia
Ariston Thermo Group
Responsible to establish Riyadh branch office, manage, grow B2B distributors and P&L management. • Operation: Grow Ariston market share & presence in Saudi and other countries. • Strategy: Develop project channel business in Saudi. • People: Build & train sales team and after-sales outsourced service company setup.
- Sales Mgr - Levant & North…2Y 9M
Sales Manager - Levant & Northern GCC
Ariston Thermo Group
Responsible to establish B2B distributor network for the sale of Water heating solutions. • Operation: Build Ariston presence in the markets. • Introduce product mix for each country – specialized partner
- ATIS® SYSTEMSJOB
- Key Account Mgr - Middle E…4Y 4M
Key Account Manager - Middle East
ATIS® systems
- System Support Eng - Middl…2Y 6M
System Support Engineer - Middle East & Pakistan
ATIS® systems
Implement software installation & system integration for telecommunication security Systems – Lawful Interception centers. • Various project installations in Middle East, Africa and APAC for Governmental entities. • Deliver Technical Trainings - ATIS Certified Trainer.
- NOKIAJOB
- Pre-sales Eng1Y 11M
Pre-sales engineer
Nokia
• Preparation of technical & commercial proposals. • Clients meetings & presentations
- Job: PlanRadar — GPM & GTM Excellence Manager · 2026-02 – present
- Job: PlanRadar — Manager Go-To-Market Enablement · 2024-03 – 2026-02
- Job: Electrolux — General Manager - UAE · 2022-10 – 2024-04
- Job: Electrolux — Sales Director - MENCA · 2021-11 – 2022-10
- Job: Electrolux — Sales Director - Gulf & Rest of Africa · 2021-03 – 2021-11
- Job: Electrolux — Sales Director - Gulf & Levant · 2019-11 – 2021-03 — Ownership & responsibility of the entire sales process. Cross-function engagement. Leading a team of area managers for the different channels in the different countries to achieve short term annual budget results and build long-term strategy for profitable & progressive growth in the region.
- Job: Electrolux — Head of Product Line Water Care, MEA · 2017-11 – 2019-11 — Responsible for the water care business strategy in MEA, creation of commercial GoToMarket and P&L management. • Strategy: Define Water Care strategy. • Operation: Improve profitability in Egypt & create business in Morocco. • People: Build Best in Class Team.
- Job: Electrolux — Business Development Manager Water Care, MEA · 2017-01 – 2017-11 — Responsible for the water care channel development & GoToMarkets creation. • Strategy: Fundamentals of the water heaters business. • Operation: create business in Saudi Arabia & establish a network of B2B distributors across Middle East. • People: Bring the insights of the industry to peers and vertical up to the GM.
- Job: Ariston Thermo Group — Area Manager - Gulf, Levant & Saudi Arabia · 2015-01 – 2016-12 — Responsible to establish Riyadh branch office, manage, grow B2B distributors and P&L management. • Operation: Grow Ariston market share & presence in Saudi and other countries. • Strategy: Develop project channel business in Saudi. • People: Build & train sales team and after-sales outsourced service company setup.
- Job: Ariston Thermo Group — Sales Manager - Levant & Northern GCC · 2012-03 – 2014-12 — Responsible to establish B2B distributor network for the sale of Water heating solutions. • Operation: Build Ariston presence in the markets. • Introduce product mix for each country – specialized partner
- Job: ATIS® systems — System Support Engineer - Middle East & Pakistan · 2005-04 – 2007-10 — Implement software installation & system integration for telecommunication security Systems – Lawful Interception centers. • Various project installations in Middle East, Africa and APAC for Governmental entities. • Deliver Technical Trainings - ATIS Certified Trainer.
- Job: Nokia — Pre-sales engineer · 2004 – 2005 — • Preparation of technical & commercial proposals. • Clients meetings & presentations
- Job: ATIS® systems — Key Account Manager - Middle East · 2007-10 – 2012-02
- School: Hult International Business School — Master of Business Administration - EMBA
- School: Concordia University — FITT Certified International Trade Professional (CITP)
- School: Ain Shams University — BSc Engineering, Telecommunications & Electronics
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