Regional Commercial Director
General Electric
Total years of experience :28 years, 10 Months
Strategic planning, price management, commercialization, business intelligence and value selling solutions for a $3 billion enterprise, with power generation markets spanning over 40+ countries.
Key accomplishments
• Captured power utilities’ operational insights, translated these into parts and services agreements. Designed forecasting models enhancing customers’ parts and services inventory managements, delivering +$300M productivity gains for GE Power.
• Supported GE Power’s winning +$7.3 billion of GE Heavy Duty Gas Turbine orders along with associated Long-term Services Agreements (LTSA). Supported winning +$3 billion orders and sales worth of LTSAs.
• Drove problem-solving conversations with power plant operators, delivering $100M incremental price/margin growth.
Greenfield projects Digital Sales, strategic commercial planning, demand creation management, commercialization and value selling solutions for a $1 billion enterprise, within power generation markets spanning over 40+ countries.
Key accomplishments
• Led Middle East & Africa Power Digital Sales of Greenfield Power projects; secured +$100M orders in 2018, while supporting Power verticals (Gas, Steam, Nuclear & Renewables). Built Greenfield Digital care, delivering customers with increased asset reliability, lower operating cost, reduced risk while improving operational performance with optimized fuel consumption, leveraging IOT/Predix.
• Orchestrated and built greenfield digital products, first of a kind in the region, supporting wins for GE Gas and Steam in 2018 worth +$500M for off takers and developers, leveraging digital hybrid models.
• Created Demand through intellectual consultative selling, built business cases with end-users/consultants to drive digital outcome value worth +$400M in 2018, while supporting building their own digital transformation roadmaps.
A commercial role involved with analysing potential technical, financial, legal and insurance risks related to delivering long term contracts. Tasked to develop a Risk Analysis Unit for GE Power covering Middle East, India and Africa.
Key accomplishments
• Built a Risk Analysis Unit of GE Power and Water, covering the Middle East, India and Africa.
• Designed risk mitigation solutions that effectively supported sales growth in the most complex contractual services (Long Term Agreements).
• Managed the risk support for Inquiry-To-Order teams, which secured +$900 million of commitment and +$100 million booked sales.
• Designed and implemented Risk & Reward mitigation solutions which minimized company risks and ascertained best value and state of the art performance to GE’s long-term customers. The solutions included incremental MW, $saved fuel consumption, increased efficiency and availability.
• Direct company gains of 10% productivity on commitment and ensured customer reliability and optimized production, throughout project life cycle, culminating in a win-win situation.
Thesis topic: “Generic implementation of Neuro-Fuzzy controllers based on FPGA technology”.