Resume - Business Development, Marketing, General Management

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Resume #68889

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Seeking senior level assignments in Business Development / Marketing in a growth oriented organisation preferably in the Oil & Gas, Petrochemical, Power, Infrastructure sector.

SYNOPSIS

A result oriented professional with over 22 years experience in Business Development, Key Account Management, Team Management and Sales & Marketing A proactive leader and planner with expertise in branch operations, market plan execution, pre-sales efforts with skills in P&L management, competitor and market analysis. An Out-of-the-Box Thinker with a proven track record of increasing revenues, streamlining workflow and creating a team work environment to enhance profitability innovatively for reputed business houses. Deft at handling the marketing of EPC Projects (i.e.Gas Processing, Refinery, Power, Pipelines, Storage Tanks, Highways, Infrastructure etc.) and industrial products such as industrial valves, oil field equipments, line pipes & coatings, heat exchangers, pressure vessels, pumps, structural steel works etc. Proven track record of business development and proposals management in the oil & gas industry with a good understanding of commercial issues. Distinction of exploring new markets for expanding businesses from scratch and streamlining operations. Exceptional skills in communication, presentation with demonstrated abilities in training and driving motivated teams towards achieving organizational goals.

CORE COMPETENCIES

Strategic Planning: Establishing corporate goals, short term and long term budgets and developing business plans for the achievement of these goals. Actively involved in business planning and analysis for assessment of revenue potential in business opportunities. Analysing competitor activities and initiating counter strategies

Sales and Marketing: Supervising sales and marketing operations for achieving increased growth & top-line profitability. Devising marketing budgets and preparing sales forecast plans. Ensuring the Implementation of Customer centric initiatives to realise the customer delight.

Business Development: Identifying and developing potential clients in the targeted markets/ industries and sectors ensuring maximum customer satisfaction by providing delivery on time. Exploring markets and collating market intelligence reports for developing key entry strategies to penetrate new markets. Devising and implementing strategies to manage receivables as per company's credit norms.

Client Servicing: Managing customer service operations for rendering and achieving quality services. Responsible for resolving customer complaints on performance bottlenecks. Providing value added customer services by attending customer queries and issues. Monitoring the post service activities such as follow up with the customers, service reminders and handling customer grievances for superior customer service.

New Product Launches & Development: Devising & implementing pre & post marketing activities for successful launching of new products. Managing products in terms of prices, quality and new products and developing markets for the same.

Channel Management: Ensuring the implementation of corporate policy and motivating the associates in to strong Partnership relationship management through effective training and inculcating high performance team culture

People Management: Lead and motivate teams ensuring their career development and positive contribution to the company. Actively involved in imparting training to various sales personnel.

CAREER GRAPH

Punj Lloyd Ltd. Additional General Manager Since Dec'05
(Head of Business Development)
Kazakhstan
„u Functioned as Head of business development for an EPC company in the CIS region.
„u Handled marketing of turnkey projects encompassing engineering, procurement, project management and construction of process plants, tankages, pipelines in the oil & gas, petrochemical, power, civil & infrastructure sectors in Kazakhstan and Caspian Region.
„u Developed & implemented business plan for various SBU's / business lines.
„u Managed and Developed Key Account's Tengizchevroil, Agip and Karachagnak Petroleum
„u Prepared long term business plans for 5 and 10 years.
„u Tracked new projects and opportunities.
„u Identified suitable joint venture, partners or subcontractors.
„u Handled registration / enlistment with customers in the oil & gas companies, petrochemical, chemical, water and infrastructure sectors.
„u Obtained pre-qualification and generation of enquiries form various international EPC contractors and consultants operating in oil & gas, petrochemical, power, chemical, water and infrastructure sectors.
„u Planned, directed & coordinated business development activities at the highest level of management.
„u Formulated bidding and execution strategies.
„u Coordinated the preparation of proposals or bids to potential customers.
„u Handled post bid queries and clarifications.
„u Handled customers to meet companies objectives and long term plans.

Saudi Arabia
„u Managed registration & incorporation of a joint venture company in Saudi Arabia
„u Developed Business Plan (Short Term and Long Term ) for Saudi Arabia
„u Incorporation of the JV company with a local partner

Al-Suwaidi Group Consultant Oct'04-Nov'05
(A large Trading and Contracting Organisation in Saudi Arabia)

„u Developed:
* An annual marketing and sales plan.
* Long term business plans for 5 and 10 years
„u Implemented business plan for current products and new product / business lines.
„u Tracked new projects and opportunities worldwide.
„u Assisted other departments thereby ensuring proper implementation of marketing / sales plan.
„u Provided marketing / sales support for new product / services ideas.
„u Advised the board on existing and future business opportunities.
„u Coordinated and conducted regular sales calls with key and future clients.
„u Managed and Developed Key account's
„u Conducted in-house analysis of trends impacting all company products and services.
„u Liaison with major clients on a regular basis to assess industry trends and client needs through the concept of voice of the customer.
„u Performed an annual analysis of company products and services, sales, and trends.
„u Compiled annual benefit / cost analysis of company product and services sales.
„u Performed an annual analysis of customer service performance.
„u Assessed the impact of the company's advertising activities.
„u Performed an analysis of market / sales / income potential of new products and services ideas.
„u Ensured relevant positions are informed on trends and relevance for company products and services.
„u Provided relevant staff positions with results of annual analysis of product and service sales, trends, customer service & impact on the company.
„u Handled analytical or implementation activities as need for product and services promotion and sales.
„u Booked excellent order for the 1st time for Construction of Oil Storage Tanks for Samsung Engineering

Saw Pipes Ltd. Assistant General Manager June'02-Sep'04

„u Developed business strategies and reported to the top management.
„u Generated market data and tracked competitor information.
„u Managed consistency of all corporate literature and collateral.
„u Prepared MIS reports for Head of Marketing.
„u Convinced and communicated the company's mission and vision clearly & effectively to all levels of staff.
„u Developed & formulated marketing strategies and plans across the region inclusive new business opportunity.
„u Captured market share and made adjustment to meet challenging constant market condition and competition.
„u Organised & participated in exhibitions and seminars worldwide.
„u Handled business development / marketing of line pipes (SAW / seamless) bends and coatings to oil & gas, EPC and consultant companies in Asia Pacific, Europe, Latin America and North America.
„u Liaison with plant, consultant and customer for timely execution of orders as per requirement.
„u Booked excellent orders from new and difficult markets worth $100 million from Mexico, Indonesia, Brunie, Trinidad.
„u Obtained approvals from major oil & gas, EPC and consultant companies.
„u Created brand image in the developed markets predominantly dominated by Japanese and Europeans.
„u Established corporate image.

Larsen & Tubro Ltd. Senior Marketing Executive May'91- May'02

„u Promoted business of industrial valves, actuators, oil filed equipments in the oil & gas, refinery, petrochemical, chemical, power and steel sectors.
„u Introduced / launched plug valves, pneumatic actuators, oil filed equipments to oil & gas customers.
„u Prepared marketing strategies in line with the sales targets and corporate goals.
„u Mentored a marketing team of 4 members to achieve company goals.
„u Prepared MIS reports for Regional / Head of marketing.
„u Developed business & handled marketing of Industrial valves (Gate, Globe, Check, Plug, Ball, Butterfly), Actuators, Oil Filed Equipments such as WHXMT, Mud Valves, Loading Arms etc) etc. Oil & Gas, EPC and Consultant companies in India.
„u Involved in concept selling of plug valves and remote operated valves.
„u Managed pre-tendering and incorporation of specifications.
„u Introduced plug valves, pneumatic actuators, oil filed equipments in the oil & gas customers.
„u Promoted plug valves as remote operated valves.
„u Eliminated local competition by incorporation of unique selling features.
„u Booked excellent orders against international competitive bidding.
„u Handled registrations and obtained approvals from major oil & gas, EPC and consultant companies.
„u Retained market share of standard products despite entry of new players and created new landmarks.

The Scientific Instrument Company Ltd. Assistant Manager August'89-April'91

„u Handled business promotion of water and effluent treatment projects and wind energy projects.
„u Involved in registrations and obtained approvals from customers in Power, Oil & Gas, Chemical sectors and various EPC contractors and Consultant companies.
„u Established as a major player in this sector as against various established players.

J.K.Synthetics Ltd. Engineer (Business Development) Oct'86- July'89

„u Handled business promotion of Industrial projects such as gas metering stations, pipeline projects and various mechanical and electrical packages for process industries.
„u Managed business development / marketing of projects for an EPC Company.
„u Involved in registrations and obtained approvals from major oil & gas, EPC and consultant companies.

ACADEMIA

B.E (Chemical) Punjab University, Chandigarh 1986
Diploma in Export Marketing Baroda Productivity Council, Baroda 1992

IT SKILLS in Windows and Office, SAP and ERP packages.

AFFILIATIONS

Associate member with American Society of Mechanical Engineers.

PERSONAL DETAILS

Date of Birth: nd September 1964

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