Head of Sales
Radio Holland Middle East
Total years of experience :24 years, 8 Months
• Responsible for budget of commercial department
o Order booking, invoicing & profit margins
o Planning and budgeting
o Result analysis and reports to management
o Forecast management
o Ensure DSO within limits
o Implementation of policies and procedures for the commercial department
• Market Analysis & Strategy Planning
o Develop and implement strategies to grow business in a sustainable manner
o Develop each individual verticals - retrofit sales, OTC sales, Connectivity business and Project business.
o Identify new revenue streams to be implemented
o Plan for Budget years
o Keep abreast of trends, regulations and competitor actions in the industry
• Customer Relationships
o Maintain and develop strong customer relationship
o Establish relationships with key decision makers
o Maintain & grow customer data base
o Develop & deploy Key Account Management plans
o Develop and implement credit limit and credit control policies
o Ensure maintenance of CRM data base
• Supplier Relationships
o Commercial link between supplier & company
o Supplier relationship management
o Negotiate for prices based on forecasted business & special pricing for projects
o New product introduction
o Market feedback
• Special Focus - Project Business
o Develop and grow project business - Navcom & Integrated Projects
o Develop strong relationships with shipyards and end users
o Ensure support of suppliers to win project orders
o Carry out risk analysis and make recommendations for management
o Intercompany / group liaison for integrated projects
• Team Management
o Ensure the sales team remains motivated and committed
o Coach & mentor the team
o Guide and support the team for day to day operations and budget achievement.
o Link between the Management team and the commercial team
o Peer level coordination with customer services, supply chain and finance department
• Responsible for overall sales budgets
o Ensured YOY growth on turnover from 2011 to 2014
o Implemented key action plans towards market share capture and expansion of customer base
o Growth of revenue through new product/revenue streams
o Order booking, invoicing and profit margins
o Budget planning, input for plan budget years
o Stock forecasting
• Customer Relationships
o Grow and maintain customer relationship
o Establish relationship with key decision makers
o Maintain and grow customer data base
o Migration to CRM
• Project Business
o Played a key role in developing the Navcom project business as a new revenue stream
o Played a key role in delivering integrated solutions comprising of electrical, automation and NAVCOM system
o Developed key relations with shipyard
o Market recognition as a key player in new build projects
• Connectivity Business
o Developed the connectivity business into a vertical
o Implemented strategy to capture and grow the connectivity business
o Top performing company in connectivity business within the group
o Instrumental in closing connectivity deals with 2 major clients
• Supplier Relationship
o Initiated and developed strong relations with suppliers
o Engaged supplier with company business ensuring mutual benefit
o Introduced new suppliers to broaden the offer portfolio
• Team Management
o Ensure the sales team remained motivated & committed
o Coach & mentor the team
o Guide and support team towards day to day operations and budget achievement
o Inter department coordination
Sales Acoount Manager
Responsible for sales in the Deep Sea Segment
Key account management
Develop and retain customers
Project Management
Services and Life Cycle management
Solutions in marine elctronics, navigation and communication
• Market Analysis - Marine Segment
o Detailed analysis on the potential and envisaged growth of marine segment in India.
o Proposal to the management on various options to tap the market
• Identify, develop and define marine solution roadmap in line with corporate strategy
o Prepared business case after extensive market study and interactions with shipyards, ship owners, OEMs, Indian Navy, Panel builders etc to propose various options feasible to target the market
o Preliminary validation of options to enhance decision making of management
• Champion the deployment of marine solution business in India
o Financial validation of the approved option
o Detailed road map for deployment of solutions
o Customer specific action plan
o Ensure registrations and type approval from Indian Navy
o Maintain project pipeline
o Promotional activities of the vertical
o One point contact for the global marine community within the organisation sharing best practises and opportunities
• Global Marine Services Project
o Prepared deployment road map for India in consultation with global project director
o Financial Validation of business case with respect to Indian Scenario
o Inter department synergy for execution
o Identification of partners for the project in India and Middle East
o Co ordination and support for the smooth running of the project
• Project Management - Indo French defence project
o Interface between the customer and parent organisation in France
o Finalisation of internal working model and contract
o Implement indigenisation process
o Project front end and execution support
• Staff Officer at Southern Command Headquarters (Apr 03 - Jul 06)
o Ensured operational availability of ships and establishment in Southern Command
o Equipment modernisation plan - Feasibility study to Installation & commissioning
o Policy making and Inspections
o Planned and coordinated refit and routine maintenance/repair activities
o Technical member in procurement activities
o Staff Officer to Chief Staff Officer (Technical)
o Interaction and liaison with various agencies within the Navy
o Periodic audit of funds
o Admin and HR functions - Service and civilian personnel
• Deputy Electrical Officer onboard Naval Ships ( Oct 2000 - Mar 03)
o Ensured availability of electrical equipment for missions
o Commissioning Crew - Trials and acceptance of equipment
o Planned and executed refit and routine maintenance/repair activities
o Spares Management
o Officer in Charge of Non Public funds
o Admin and HR functions - Service personnel
• Under trainee officer (Jul 99 - Oct 2000)
4 year engieering graduate program with first class