Resume - Engineering Graduate with 19 years of experience in Sales & Marketing, Business ...

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Resume #78030

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Job Objective:
Seeking challenging assignments to setup / and lead Company / Profit Centre, Sales & Marketing Operations / Business Development in a growth-oriented organization of repute in Asia Pacific / Middle East / Africa / Europe / US.

Professional Profile
 Engineering Graduate with 19 years of experience in Sales & Marketing, Business Development, Operations, Supply and Distribution / Logistics, Project Management, P&L Management of businesses involving a wide bandwidth of products – Lubricants / Petroleum / Coatings / Renewable Energy - offering Value added Solutions with demonstrated initiative in Industrial, Power, Marine & Offshore, Automotive Segments, through Direct Channel (B2B) & through Distributors / Retail Channel (B2C).
 A keen planner with expertise in Business Development, Strategic planning, market plan execution, account management, pre-sales efforts with skills in P&L management, competitor and market analysis, staffing, management reorganization and targeted marketing, Distribution management, Inventory Control.
 A consistent performer with a proven track record of increasing revenues, establishing channel networks (Retail / Reseller), streamlining workflow and creating a team-work environment to innovatively enhance productivity.
 Extensive experience in handling various businesses to the following Segments:
Automotive: OEM's, Retail, Reseller Channel Industrial: Cement, Steel, Paper, Chemical Process, Oil Refineries, Offshore / Oil Exploration, Pharma, Engineering, Petrochemical, Automotive (OE), Mining, Tyre, Fertilizers, Sugar, Pulp and Paper, Textiles, etc., Power: Diesel based Power Plants - Slow Speed, Medium Speed, High Speed, Hydro / Gas Turbines, Gas Engines, Wind Turbines etc Marine & Offshore: Ship Owners / Managers (includes Global Ship Management Companies), Ship Builders, Fishing, Navy, Coast Guard, OEMs, Consultants/Contractors, Offshore Rigs / Drill Ships etc.,

 Possess Business Development expertise in professional MNC environments with the distinction of developing of Industrial and Marine business, by launching 'Mobil' in 1995 in South India Industrial business, achieving a Net Sales Realisation of USD 10 Million from NIL, after launching `Mobil / ExxonMobil in 1998 in India / Indian Subcontinent Marine Business and subsequently developing the same.
 Was responsible for Indian Sub-Continent business operations at Exxon Mobil Lubricants for Marine lubricants after launching in 1998 till Dec 2004, showing progressive growth and achieved a market share of over 10% (responsible for both Direct (B2B) and Distributor / Dealer Sales (B2C) in Indian Subcontinent for Marine Lubricants), with a turnover of USD 3 Million.
 Was responsible for the Indian Sub-Continent business operations at Akzo Nobel for International Marine Coatings BU, from 2005 to 2006. Have made significant progress in the Year 2005, achieving a turnover of over USD 9 Million with increased Profitability, through Direct Customers (B2B), Distributors (B2C) and moved to become the Market Leader in 2006, in Indian Subcontinent from being number 3 till 2005.
 Was responsible for managing Sales & Marketing of Solar Thermal business in JV SolarCAP A/S Denmark & Emmvee India with a Turnover of over 20 Million USD, through B2C and B2B.
 Currently responsible for complete Lubricants Business in Con Oil PLC, one of West Africa's leading Petroleum Companies, for a turnover of 40 Million USD with overall business responsibility for Sales & Marketing, Operations / Blending, Supply & Distribution / Logistics, etc., based in Lagos, Nigeria.
 Experience in Sales / Marketing / Business Development Processes including exposure to Siebel CRM (Customer Relationship Management) Tools for Global Oil / Marine businesses for 8 Years, which cover Pricing, Margin Management etc., with exposure to Indian Subcontinent / Asia Pacific Markets.

Skill Set
 Excellent management skills with the ability to relate to people at any level of business and management with global experience in the service industry.
 Team leader with excellent written, communication, interpersonal, networking, problem-solving, Strategic planning, Leadership skills.
 Lead the Team from the front, including frequent interactions with Customers, Distributors / Dealers.

Areas of Expertise
Sales & Marketing Operations

 Plan, execute and implement business plans and strategies to deliver results.
 Map & analyze business potential, identify new profitable product & product lines.
 Drive sales initiatives and achieve desired targets with overall responsibility of P&L.
 Developed tiered Services to Key Accounts, leading to increased market-share and profitability.

Business Development/Strategic Alliances

 Identify and negotiate strategic tie-ups, partnerships and alliances.
 Conceptualize and implement business development strategies to enhance profitability.
 Evolve market segmentation & penetration strategies to achieve Channel / Product wise targets.

Customer Relationship Management / Key Account Management

 Identify key/institutional accounts and strategically secure profitable business.
 Interact with industry stalwarts/key accounts and generate market information to identify marketing needs, consumer behavior and forecast business patterns.

People Management

 Deploy Sales & Marketing activity & Production plan for front-liners target setting and reviewing measures.
 Leadership in motivating Production, Logistics, Sales and technical teams to enhance performance by management of Incentives with career development initiatives, efficient reporting mechanisms and relationship management.

Career Highlights
From To Organization Location Designation
2008 Onwards ConOil PLC, Nigeria (formerly Shell Nigeria) Lagos General Manager – Lubricants Business
2007 2008 JV of Solar CAP A/S Denmark & Emmvee Bangalore General Manager – Marketing & Sales
2005 2006 Akzo Nobel Coatings India Pvt Ltd Bangalore Business Manager – Indian Subcontinent, Marine Coatings
2003 2004 ExxonMobil Lubricants Pvt Ltd Mumbai General Manager – Indian Subcontinent, Marine Lubricants
1998 2002 ExxonMobil Lubricants Pvt Ltd Mumbai India Manager, Marine Lubricants
1995 1998 ExxonMobil Lubricants Pvt Ltd Chennai Territory Manager - Industrial Lubricants, South India
1989 1995 Hindustan Petroleum Corp Ltd Mumbai, Bhopal Sales Engineer (Sales & Technical Services)

Jun 2008 Onwards General Manager – Lubricants Business
Con Oil PLC, Nigeria (formerly Shell Nigeria), Based at Lagos reporting to Managing Director based at Lagos
Responsible for entire Lubricants Business of Con Oil PLC, for a turnover of 40 Million USD with overall responsibility for Operations / Manufacturing, Supply & Distribution / Logistics, Sales & Marketing, Branding to Retail Network of 340 Outlets, Resellers / Distributors Channels (B2C), Automotive, Industrial, Marine & Offshore Segments (B2B), with People Management responsibility of 100.
o Developed plans to expand Infrastructure for Lubricants Blending & Filling capacities / Lube Oil Blend Plants to meet the exponential growth plans.
o Brought about strategic sourcing strategies, which has optimized costs of Raw Materials by almost 30 % and ensured increased availability. Have taken strategic initiatives which have saved 6 Million USD to the Company.
o Developed Strategic Sales & Marketing plans for growth of Retail, Reseller, Industrial, Marine & Offshore Channels and working on exponential 300 % growth in business.
o Streamlined Reseller Business, and developed Re-distribution to improve penetration in this business.
o Introduced Target Account / Key Account Management for focused growth into Industrial, Marine & Offshore Segment of business.

2007 – Apr 2008 General Manager – Marketing & Sales
JV of Solar CAP A/S Denmark & Emmvee, India Based at Bangalore
(which is into Solar Thermal & Solar Lighting / PV Business)
reporting to Managing Director based at Bangalore

Accountable for Sales & Marketing of Solar Thermal Business, with People Management responsibility of over 40.
o Developed mid-term & long-term strategies in Sales, Marketing, etc., which is aligned with 5-Year business strategy and objectives / aimed at a 5-Year growth plan, for Solar Energy business.
o Streamlined B2C Business, by setting clear processes and accountability and implemented the same, which has helped increasing Dealer profitability and business.
o Developed a B2B Business Strategy and spearheaded the process, which has resulted in significant growth in business and has created major business opportunities in Institutional, Industrial, Infra & SEZ Segments including securing major business.
o Increased Dealer base and No of Dealer Sales Representatives to cover the market & penetrate the Domestic business to Individual homes / Retail Market.
o Developed professional relationship with Builders, SEZ, Industries, Institutional customers, enabling professional partnership with them. Conducted various Presentations / Seminars for these Customers.
o Worked on various aspects of the business, for growing the business by 300 %

Training attended in Current Job
 Training on "LEED" GREEN BUILDING RATINGS BY CII- Sohrabji Godrej Green Business Centre, Hyderabad

2005 – 2006 Business Manager – Indian Sub-Continent, Marine Coatings
Akzo Nobel Coatings India Pvt. Ltd, Based at Bangalore, reported to Managing Director based at Bangalore

Accountable for P & L of Marine Coatings BU for Indian Subcontinent business - Local & Foreign, encompassing Sales, Business Development, Marketing, Technical Service, Customer Service, P & L with People Management responsibility for the Team of 30

* Lead the BU for significant progress in 2005, by spearheading Sales growth, increased Margins, cost reduction, reduction in Trade Working Capital and moved to No. 1 in 2006.
o Spearhead in increasing Customer base of Direct Shipping Customers by 100 % and significantly grow market-share in existing direct customers, by especially growing significantly in M&R business.
o Brought about closer relationships with Global Ship Management Companies like ASP, Anglo Eastern, Barber Ship, Eurasia, Loire Marine, OBC, Orient Express, TESMA, etc., brought about increase in business & profitability for India as well helped other Affiliates increase business and Profitability.
o Introduced Target Account / Strategic Account initiatives by using CRM / KAM mapping, realigned the Sales and Technical Services Team, to enable using Coating Advisors as a Valuable Partner in the Sales Process.
o Introduced Beyond-Paint Services, CBA Tools like HRPC, CHPC etc., for Strategic / Target accounts, which helped offering Win-Win Valued added solutions & brought about increased business, profitability.
o Achieved significant growth especially in M&R of Bulkers, Containers, Dredgers by having a targeting the Dry-dock / M&R business for High Performance Focus products by a Win-Win approach.
o Introduced PTQ+ (Progress Through Quality) Strategic approach aiming at Year 2010 and set-up business processes for the BU, which included a New Build Strategy.
o Also helped establish and expand the Distributor Network by increasing major Distributors by 100 % for Marine Coatings business in Indian Subcontinent, to tap the unorganized market. This includes other markets like Bangladesh, Maldives etc.,

Training attended in Akzo Nobel

 2 Weeks HR Training for the Operations Committee by Synapse Bangalore.
 MSDP Training at International Paint, Felling, UK

2003- 2004 General Manager - Indian Subcontinent, Marine Lubricants
ExxonMobil Lubricants Pvt Limited, Based in Mumbai, reported to South Asia Manager, Based at Singapore o Was accountable for Marine Lubricants line of business in Indian Subcontinent encompassing Sales - Domestic & International, Business Development, Distributor Management, People Management etc., o Increased sales volumes by 200% in 2003 and 100 % in 2004 ; Gross margins by 300% in 2003, 150 % in 2004, inspite of a major increase in costs, by promoting higher end products and Valued added services like Oil Condition Monitoring Programs, On-board test kits, Ship calls, Clinics / Workshops, CBA Tools like FRO etc.,.
o Secured new business from major Shipping / Ship Management Companies, Offshore Companies / Oil Exploration Companies like Dolphin Drilling, sustained existing business, reduced TAR and overdues by 30%.
o Expanded the Distributor Network for Marine Lubricants business in India / Indian Subcontinent. This includes expansion in Sri Lanka, Maldives, Bangladesh.
o Initiated steps for supplying Marine lubes in Bulk and taking back empty drums after supply to Vessels in India.

1998- 2002 India Manager -Marine Lubricants, Asia Pacific Region,
ExxonMobil Lubricants Pvt Limited, Based at Mumbai, reported to South Asia Manager, Singapore o Responsible for Marine Lubricants Line of Business in India.
o Laid the foundation for ExxonMobil / Mobil Marine Lubricants in India after launch in 1998 and showed progressive growth over 4 Years.
o Increased market share to 10% after starting marine business from scratch by securing major Coastal & International businesses, by offering some of the Valued added services. This includes all major Ship Owners / Ship Managers operating in India o Made inroads into major Shipping Companies in India for supply to their Ships operating on Indian Coast, as well as signed International Contracts in USD for their ships on foreign run, and lubricants business from major Dredging Companies, Offshore / Oil Exploration companies operating in India.
o Set-up Infrastructure and Supply Chain in India / Indian Subcontinent, from scratch to Service the ExxonMobil / Mobil Contracted Vessels picking up at Indian Ports and also helped optimize Distribution costs.
oWas also responsible for Independent Power Plant (IPP) business in India from 1998 to 2000.
o Appointed Distributors to handle the unorganized Marine Lubricant business.

1995 to 1998 Territory Manager (Industrial Lubricant Sales) handling South India
ExxonMobil Lubricants Pvt Limited, Based at Chennai, reported to Country Manager, Delhi o Responsible for Industrial Lubricants Business in South India.
o Set up the Industrial Lubricants business in South India, from scratch and achieved a sales realization of over USD 10 Million / Annum.
o Secured a 15-Year Lubricant Contract for 3000 KL per Annum (Contract Value: Approx. USD 75 Million) for use in a 200 MW Diesel Engine Plant based at Chennai, which is the World's largest diesel based power plant, against stiff competition from Global Oil Majors, after very close follow-up for 3 Years.
o Contributed in excess of 70% of the total industrial business in India by developing over 50 direct accounts in South India during the tenure.
o Secured major Cement Plant business from major Cement Plants like Chettinad Cement, Dalmia Cement, L&T Cement, Madras Cements, Vasavadatta Cement, Zuari Cement etc.
o Secured and maintained 60% engine oil business for use in Captive Power Plants running on HFO (Wartsila, MAN B&W, MAN B&W Holeby, Pielstick, Yanmar, Daihatsu engines), HSD (Detroit engines). Also secured 100% lube oil business for use in Natural Gas Engines (Cat, Wartsila Engines)
o Secured major Wind Energy Turbines business in South India for Aban - Kenetech, Windia Power, Rayalaseema - Mitsubishi, Wind Power, Das Lagerway, AMTL etc., o Secured Synthetic Lubricant business from Oil Refineries / Petrochemical Companies and major lubricant business from Pulp and Paper Industries.
o Had a close relationship with OEM's Wartsila, MAN B & W, Pielstick, Fuller, FLS, Loesche, Caterpillar etc. Played a Key role in bringing about launch of Caterpillar Engine Oils in India.
o Promoted higher end products and Valued added services like Oil Condition Monitoring Programs, Gear Inspections, Clinics / Workshops, CBA Tools etc.,.

Laurels & Awards in ExxonMobil ;

 Recipient of Letter of Appreciation for significant achievement & Cash Award in 1999 for winning the 15-year lube contract for the 200 MW World's largest Diesel based power plant, worth USD 75 Million.

Trainings attended in ExxonMobil

 Training SPIN Selling skills to enhance skills.
 Advanced Training in CRM to handle Global Marine Business at Singapore & Bangkok in 2002 & 2003.
 Advanced Training on Major Account Selling & Negotiation Skills at Singapore in 1999.

1989 to 1995 Sales Engineer (Sales & Technical Services)
Hindustan Petroleum Corporation Ltd, Based at Mumbai / Bhopal, reported to Dy. Manager, at Mumbai / Bhopal o Responsible for developing industrial sales, Retail Sales and institutional sales for lubricants & fuels in Madhya Pradesh by meeting volume & margin targets as per the business plan along with Technical Services support.
o Providing technical support to industries all over India on lubricants involving product trials, customer seminars, workshops, market surveys to assess product acceptability before launches o Penetrated the Cement manufacturing sector in Madhya Pradesh with a breakthrough order from leading cement manufacturers in Khor. Narasingarh, Satna, Rewa (EYC = 150 KL per annum) including Elf Lub Marine's (Currently Total's Lub Marine) Marine Engine Oil for their Power Plants, which had been marketed by Hindustan Petroleum.
o Secured Turbine Oil Business of 250 KL in a year for Hydro Turbines from BHEL,Bhopal,

Laurels & Awards in Hindustan Petroleum ;

 Recipient of 'We Commend' Letter of Appreciation from the Company in 1993-94 for winning major turbine oil business from BHEL, Bhopal.

Trainings attended in Hindustan Petroleum

 Training in "Application of Fuels & Lubricants on Automotive Engines / Vehicles and Industrial Lubrication with reference to Petroleum Products" at INDIAN INSTITUTE OF PETROLEUM, DEHRADUN, for 2 Weeks.

Education:

B.E. (Mechanical) from Bharathiar University, Coimbatore with First Class in 1988.
MBA (Marketing) pursuing from The ICFAI University. Expected to complete in 2010

Date of Birth: 26th June 1965.

Family: Wife – Housewife, Son – 9 Years, Daughter – 5 ½ Years

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