Resume - A performance-driven Mechanical Engineering professional with 15 years Sales and...

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Resume #70121

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Career Profile

 A Mechanical Engineering professional with domain knowledge of Sales and Marketing of elevators & escalators, acquired during 15 years experience in India, Dubai, Sharjah, Kazakhstan and Kyrgyzstan.
 Managed the entire gamut of sales and marketing, installation & maintenance activities.
 Provided prompt, efficient and cordial service and enhanced customer satisfaction.
 A versatile team player with strong analytical, communication and persuasion skills.
 During last 2 years as Branch Manager with Electomech Technical Associates L.L.C., Astana, Kazakhstan, managed the country operations for Mitsubishi Elevators & Escalators including, sales, installation, maintenance & general administration, and achieved business /profitability targets.

Professional Experience

Electromech Technical Associates L.L.C., Astana, Kazakhstan
Branch Manager, March 2006 to Jan' 2008

Responsibilities:
* As Branch Manager manage marketing and installation of Mitsubishi Elevators & Escalators, in Kazakhstan, including, sales, installation, maintenance, general administration, recruitment and training to achieve business /profitability targets.
* Actively involve in the market, gather Competitive Intelligence, develop business network and expand business by proactively offering technical solutions to client requirements, from the varied range of Mitsubishi Elevators & Escalators and achieve the annual sales targets.
* Co-ordinate extensively with H.O./Manufacturing for timely material shipment from multiple international sources,
* Communicate with Clients/Contractor for site installation schedules and logistics; interact with client representatives, local agencies, vendors and sub-contractors. Ensure scheduled completion of installation, test, commission and hand over after getting approvals from local Civil Defence Authorities.
* Develop and execute preventive maintenance schedules, and provide quality round-the-clock service through competent team of service engineers.
* Expand service & maintenance contracts, promoting sale of spares and add-ons.
* Manage with equal emphasis, monitoring and review of production/shipment schedules, account receivables and collections and monthly performance review of Branch Operations
* Was part of the team in securing the biggest order from the inception of Mitsubishi's operations in Kazakhstan in 1997, closing a sale for 118 elevators for a prestigious residential project for about 5 million USD.
* Implemented the concept of geographical maintenance service routes, which drastically reduced downtime due to elevator breakdowns.
* Enhance prestige of Mitsubishi Elevators & Escalators, customer service and satisfaction through prompt and reliable service.

Human resource management:
* Manage and motivate a team 24 executives including sales, installation and maintenance engineers, enhancing their service skills and competencies through regular monitoring and training.

Major Achievements:
* Selected and recruited large number of skilled/trained technicians and appreciably improved manpower deployment in active projects translating into customer confidence and satisfaction.
* Implemented the concept of generating revenue from aesthetic improvements to existing elevators, standby services and promoted retrofit add-ons.
* Improved customer confidence/ satisfaction and obtained several commendation letters from prestigious customers including the President's office, Parliament, PM office, Mayor's office, Ministry of Foreign Affairs, International Airport and several corporate customers. (First ever appreciation letters from customers since inception of Mitsubishi operations in Kazakhstan from 1996)
* Was part of the team in securing the biggest order from the inception of Mitsubishi's operations in Kazakhstan in 1997, closing a sale for 118 elevators for a prestigious residential project for about 5 million USD.
* Implemented the concept of geographical maintenance service routes, which drastically reduced downtime due to elevator breakdowns.

Techno Lift L.L.C. (Schindler Elevators & Escalators), Dubai
Sales Manager, Sept' 2005 to Feb' 2006

Responsibilities:
* Actively promote sales and marketing of Schindler Elevators and Escalators in Dubai and Sharjah and achieve forecasted/targeted sales objectives.
* Develop a network of architects, consultants and builders and introduce the range, features, benefits and advantages of Schindler Elevators and Escalators.
* Study Project drawings and requirements, and recommend appropriate models based on traffic-analysis solutions, develop technical specifications, product features in technical schedules and tender documents.
* Focus on strategic and major projects and as a team, ensure constant interaction with Consultants/ Architects providing technical solutions and alternative options.
* Handle the entire project from project enquiry to handing over, consequently gain customer confidence and ensure on time payment collections.
* Being a constant contact point for customer
* Ensure regular participation of Sales-Installation teams in site progress meetings with Project Managers in getting clarifications and resolution of queries and inputs for smooth installation progress.
* Organize frequent sales-installation review meetings, through which monitor project progress and attend to customer requirements. to avoid surprises/ customer dissatisfaction.
* Maintain regular written correspondence with customer for records.
* Monitoring Accounts receivables, Co-ordinating with Accounts for Billing Vs Collection & Ageing Analysis and ensure liquidation of outstanding payments.
* Encourage team to obtain commendation letters from customers to provide as testimonials for prospective business.
Human resource management:
* Managed and motivated a team of 3 sales engineers to achieve targeted business.

OTIS Elevator Co. (India) Ltd., Hyderabad
Assistant Manager (Sales), June 1999 to June 2005, Sales Engineer, Mar'1993 to Aug'1998

Responsibilities:
As Assistant Manager (Sales):
* Devise and implement strategies and action plan for business development at Hyderabad & Up-country and achieve forecasted/ targeted sales objectives.
* Manage Key accounts, Promote sale of Elevators & Escalators and upgrade older elevators with latest technology models.
* Recommend appropriate solutions based on the client specifications /requirements.
* As a team, work on various strategic and major projects, interact with the project Architects, Consultants and Builders, acquaint them with the Otis product range, features and benefits, provide technical solutions and alternative options by seeking inputs from the technical installation / service team and enhance business..
* Handle entire project alongwith installation teams. Conduct regular meetings with the team streamlining installation with minimal impediments and delays.
* Communicate regularly in writing, with the customers and maintain detailed records.
* Improve customer satisfaction.
* Identify and execute ACE-Kaizen projects regularly for process improvement on issues related to various departments through ACE-Kaizen teams.
* Conduct inter-department audits and safety audits as per ISO guidelines.
Human resource management:
* Managed a team of engineers, guiding and helping them improve their operations skills to achieve department targets.
As Sales Engineer:
* Through exhaustive market interaction and studies, identify market trends and competitors activities.
* Interact with Architects, Builders & Consultants and acquire business, handle sales and collection.

Major Achievements:
* Implemented quality initiatives as per ISO and company requirements and recognized and certified as ACE Pilot at Hyderabad Branch.
* Initiated and sustained the practice of obtaining Appreciation letters from customers for providing exemplary and excellent service.
* Obtained commendation letters from Taj Group, IDBI, South-Central Railway, Coromandel Fertilizers, Andhra Bank, a part of large satisfied clientele.
* Consistently achieved/ exceeded sales objectives in terms of units and value.

ETA-MELCO Elevator Company L.L.C., Dubai
Senior Sales Engineer, Sept' 1998 to May 1999

Responsibilities:

* Market Mitsubishi Elevators & Escalators in Dubai, Sharjah and Northern Emirates.
* Devise and implement strategies and action plans for business development.
* Utilize a business network and identify prospective projects through extensive interactions, thereby acquiring business.
* Participate in customer meets, business/ industrial exhibitions to promote Mitsubishi Elevators & Escalators,
* Conduct market surveys, gather competitive intelligence, work to enhance market position & expand market share amidst competition.
* Handle the sales activities including, planning, sales forecasting & sales reporting as per company procedures, Sales closure, and payment collection.
* Generate Sales and Payment outstanding reports and submit to the Sales Manager/H.O.
* Guide and train sales engineers.

Educational Qualifications & Training

* P.G.Diploma, Sales Management, IGNOU, New Delhi, 2000.
* P.G.Diploma, Marketing & Sales Management, Bharatiya Vidya Bhavan, Hyderabad, 1997.
* B.E. (Mechanical), Karnataka University, 1990.

Training

* Actively participated in various In-House training programs on team building, handling customer objections, presentation and listening skills, work life enrichment & selling skills.
* ACE Pilot Training Program at OTIS Manufacturing, Bangalore.

Computer Proficiency

* Platform: MS Windows 98 & XP.
* Application – MS Office & Internet.

Personal Information

Date of birth: 20th August 1967.
Languages known: English, Hindi and Tamil.

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