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Integral Services Co WLL, Kuwait
Business Development Manager (Feb 2003 Onwards)

Integral Services Co WLL or ISCO as is popularly called is one of Kuwait's Leading Engineering & Construction companies with diversified interests that includes execution of LSTK projects on EPC basis and CMEI basis, Heavy Engineering Equipment manufacture, Operations and Maintenance and rendering a whole range of construction related services such as NDT/QA-QC, Scaffolding & Access systems, Insulation and Refractory lining, Industrial Cleaning, Sandblasting & Painting. The total staff strength is 1650.

Reporting to the Chairman & Managing Director, Major Responsibilities include:

* Development of long-term marketing functional and business plans, Business Alliances, identify market opportunities, customer needs and value proposition. Plan, design, formulate, and schedule business development activities.
* Evaluation of marketing trends and the development of pricing, negotiation and contract strategies to ensure customer satisfaction. Initiate and lead the preparation of proposals, expansion of business base and exploration and pursuit of marketing opportunities. Participate in contract negotiations.
* Preparation of pre-qualification documents and subsequent approvals. Initiate and lead the preparation of proposals, expansion of business base
* Establish and maintain positive and effective client relationships to ensure continued project support, renewed and expanded work orders, and a stable and increasing business backlog.
* Oversee project phases to ensure client satisfaction, and receipt of payment in accordance with contract provisions.

Major achievements

* Establishment of a relationship with Alstom, France to jointly bid and execute Boiler Rehabilitation projects in Kuwait
* Approval of the Company's Fabrication capability with UOP, USA for fabrication and supply of PSA systems, Recovery plus systems on Modular basis for Petrochemical projects in Kuwait.
* Establishment of a working relationship with Raymond Professional Group, USA for exploiting Engineering Consultancy works in Kuwait Hydrocarbon and Power sector. Successfully signed an Agreement towards the same.
* Establishment of alliance agreements with International Alliance Group for revamp of FCC and Delayed Coker units in Refineries and EnGlobal Engineering for Instrumentation and Control projects in Refineries.

The Chain Link Industries Co Wll, Kuwait (CLIC)
General Marketing Manager (May 2001 to Feb 2003)

CLIC is a local Kuwaiti company established in 1976 employing around 70 people. The Major activities of CLIC include Design, Manufacture, Supply and Installation of Wide range of Structural Engineering Products including Fencing Systems and structural engineering works catering to oil and the Infrastructure sectors.

Responsibilities include leading a team of Engineers and Executives and

* Develop and manage relationships with both existing and potential clients in the Oil Sector including Upstream, Refinery, Petrochemicals, Fertilizers and Power.
* Develop sales strategies and business plans on a "team based" client development approach. Coordinate technical, engineering and construction support during all phases of client development. Monitor and continue involvement with the client during project execution.
* Lead proposal generation efforts for large, technically complex projects and develop winning business acquisition strategies.
* Negotiate contracts and develop profit driven pricing plans.

Products Lines

* EPC Contracts, Heavy Engineering Equipment such as Reactors, Pressure Vessels, Heat Exchangers, Towers & Columns related to Oil & Gas, Refineries, Petrochemicals and Fertilizers of Larsen & Toubro Limited, India

Major Contracts concluded

* KNPC, Mina Shuaiba, EPC of SRU capacity enhancement Unit, (USD 14.25 Million)
* KNPC, Mina Abdullah, EPC of SRU capacity enhancement Unit, (USD 11 Million)

The above-mentioned contracts were concluded for L&T. My responsibilities included rendering complete Local assistance and support towards estimation of construction works including Civil, Mechanical, Electrical and Instrumentation packages by interaction with Local contractors, negotiations as well as ensuring fulfillment of all the other local commercial and technical formalities.

Dodsal Limited, Mumbai
Manager - Business Development (Industrial Contracts) (Nov'97 to April 01)

Dodsal Limited is an International Engineering & Construction Company with Global headquarters in Dubai and International offices in Mumbai, Muscat, Abu Dhabi, Kuala Lumpur and Düsseldorf. The Company is actively involved in development of projects related to the Hydrocarbon sectors in the areas of cross-country Pipelines, Oil & Gas facilities, Refineries, Petrochemicals, Fertilizers and other related sectors.

Dodsal also undertakes projects on BOOT basis apart from actively involved in other infrastructure development projects including Water supply, Roads, Highways and others.

Responsibilities included

* Liaise, Communicate and operate with all the staff in the Engineering, Estimation & Proposals, Project Management and Construction departments in development of Projects in the Hydrocarbon sectors.
* Seek out and Identify Strategic alliances and investigate report on Potential Strategic Partners.
* Achieve Business line sales Targets, have own Client Responsibility.
* Monitor and Identify Clients in the Public Sector and Private Sector, establish and Maintain information and Relationships.
* To ensure correct and proper submission of Pre-qualification documents, Submission of Proposals in line with tendering requirements. Participate in Proposal Preparation to ensure guidelines and key client requirements are incorporated in Submission.
* Effectively plan and utilize Business development activity, participate in Negotiations and Conclusion of contracts and thereafter ensure smooth transition of the Project to the Project Manager as well as provide inputs, which can assist in establishing a strategy for effective execution.

Major projects handled / associated:

 ONGC, CFU of Hazira Complex Phase III A, India for Hyundai HI, Korea ( USD 8.2 Million)
 Reliance Petroleum Limited, Jamnagar ( Approx USD 42 Million – Cost Plus basis)
 C2/C3 Recovery units at IPCL Dahej, India for Samsung Engineering, Korea ( USD 5.8 Million)

Larsen & Toubro Limited, E&C Business Group
Senior Executive – Marketing / Executive- Proposals (July 90 to Oct' 97)

Larsen & Toubro Limited is India's largest Engineering Conglomerate in the Private Sector with an Annual Sales turnover of USD 2 Billion. The Chemical Plants & Systems SBU is involved in carrying out Design, Detail Engineering, Procurement and Construction for a variety of Process plants & Unit systems generally related to Chemical, petrochemical, fertilizer and related industries on a single point responsibility "Turn-key (EPC) basis.

Major Responsibilities included

* Cost estimation of projects based on workforce requirement and the machinery to be procured and supplied for successful completion of the contract. The scope of estimates are of LSTK type by:
 Coordinating with engineering, Procurement and Contracts group personnel to define the scope of work in quantifiable terms and to ensure completeness, Material Pricing Data, Sub-contract and Construction Management Costs.
 Transfer the project estimate into a project budget with the assigned Project Controls team
* Preparation of pre-qualification documents that are submitted to the prospective clients for tender invitation, and, also, preparation of bids for contracts. These are done in coordination with the Process, Projects, Planning, Civil & Structural Departments
* Identify and evaluate potential business prospects
* Sourcing of technologies and process know-how (Design), sub-contractors and vendors for special supplies and services.
* Negotiations of MOU / Consortium / collaboration agreements and Govt. approvals thereof.
* Contract negotiations with client.
* Post order commercial activities including Contract monitoring and Cash flow maintenance and Market intelligence.

Product Lines

* Hydrogen / CO plants, Syngas plants, fertilizer plant packages (with back-up from M/s Haldor Topsoe A/S, Denmark).
* Desalination plants of MED type (with back-up from M/s SIDEM – France)
* Phosphoric Acid Plants and Evaporators ( with back-up from Swenson Equipment, USA)

Major projects handled/Associated

* Tata Chemicals Ltd, India – Naphtha Pre-Desulphurization unit (USD 2.2 Mn)
* Rashtriya Chemicals & Fertilizers Limited, India
 Phosphoric acid Revamping at Trombay - (USD 2.4 Mn)
 Revamping of Ammonia plant at Trombay - (USD 28.1 Mn)
* Oil & Natural Gas Corporation Limited, India
 Condensate Fractionation Unit, Phase II at Uran (USD 8.1 Mn)

Major Professional Achievements

 As the General Marketing Manager at CLIC, successfully supported and tendered two major EPC projects of KNPC for Larsen & Toubro Limited, India, viz. SRU Capacity Enhancement projects at KNPC, Shuaiba and Mina Abdullah (A major break through for L&T in the Middle East Oil & gas sector)

 As the Lead Proposal and Marketing Engineer in L&T, successfully tendered and negotiated an order with Rashtriya Chemicals & Fertilizers Limited (a leading Indian Public sector co.) for EPC of Revamping of the Ammonia Plant, (A major break through for L&T into the Fertilizer sector).

 Successfully established relation and negotiated Business relationships by way of Agency, License agreements with various International companies such as Kaldair Limited, UK, Axsia Howmar Limited, UK, SCAP, Spain and others.

Academic and other qualification

 Post Graduation Program in Management Studies ( PGPMS), Marketing
(University of Bombay, Somaiya Institute of Management Studies and Research, Mumbai)

 B.E. in Chemical Engineering (1986-1990), I Class with 68 %
(Faculty of Engineering & Technology, Annamalai University, India)

"Computer friendly" - worked with a variety of word processing, spreadsheet and database packages - DOS and Windows based on stand alone as well as networking environments.

Major Training and Programs attended

 Active team member in the Implementation of " ISO-9001 " program for Chemical Plants & Systems division at Larsen & Toubro Limited, Mumbai (First EPC SBU /Company in India to do so)
 Lead Marketing team Member in implementation of "Real Time strategic Change" - a system wide Business Process Reengineering exercise under the guidance of Eicher consultancy services at Larsen & Toubro Limited, Mumbai.
 Work shop on " Selling skills" conducted by "Mercury Goldman International", Bangalore,
 "Petrochemicals an Overview " conducted by Prof. Ranjan Mallik, IIT, Mumbai and Yezper Consultants, Mumbai.
 "Exposure Course on Financial Engineering" for Engineers conducted by L&T Finance Limited

International Exposure

Widely traveled and Visited USA, UK, Spain, Germany, Italy, Hungary, UAE as a part of collaboration agreements and establishment of long-term business relationships.

Personal Particulars

Date of Birth: 04, May, 1969
Marital status: Married and having 1 child
Languages known: English, Tamil & Hindi
Passport Number: Z112004 Valid upto 02.02.2008

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