Business Development Manager
TESCO ENGINEERING
Total years of experience :16 years, 4 Months
Products / Companies Handled:
Mechanical Seals - TREM Engineering, Russia.
Mechanical Seals - Flex-A-Seal, USA.
Magnetic Bearing Isolators - ISOMAG, USA.
Pump OEMS - SIHI, KRAL, ZEILFELDER & EAGLE.
Handling the Sales & Service operations of all the above-mentioned products and companies in Saudi Arabia.
Activity involved in getting prequalification and updating company information with all the major customers.
Activity involved in pursuing Mechanical Seal refurbishment service contracts for all kinds and makes of mechanical seals regardless of OEM.
Responsible for negotiating and handling the long-term contracts with SABIC, SADARA & ARAMCO JVs.
Responsible for providing on time site services and attaining the customer appreciations and feedback.
Responsible for handling sales & aftersales business for ISOMAG bearing Isolators, SIHI, KRAL, Zielfelder & Eagle pumps.
Activity involved in conversion of existing seals by collection of dimensions, process parameters and proposing the equivalent seal models.
Activity involved in providing product presentations, introducing the products and services.
Offering detailed technical training to plant technicians & engineers.
Activity involved in providing RCA (root cause analysis) for the bad acting mechanical seals and upgrades of mechanical seals complying to latest API 682 edition.
Major Accomplishments:
Received 4 long term contracts for mechanical seal refurbishments in last 6 months.
Initiated new business in western region and established long-term contract with 2 big petrochemical plants in Yanbu worth 2mn every year which lead Company to invest a workshop in Yanbu facilitating quick response and reach other companies in the region.
Established new method of costing on seal repairs & regularized the price matrix reducing the time to respond to customer by 60%.
Initiated and successfully prequalified with all major companies like ARAMCO, SABIC, SADARA, SASREF, ADVANCED, etc.
Increased the customer base and sales volume by 43%.
Increased the reputation of the company & technical acceptance of the services offered.
Products / Companies Handled:
L&T Valves Ltd., India - Gate, Globe, Check, Ball, Butterfly & Actuated Valves.
H. Butting, Germany - DSS, SDSS, Alloy & Cladded Pipes.
BAUER Compressors, Germany - Medium & High-Pressure Air Compressors and Nitrogen Generators.
ERNE Fittings, Austria - All Fittings like Elbows, Reducers, etc.
Handled the sales operations of all the above products / companies in Oman & working with Hi-Tech Services belonging to prestigious group of Companies, Al-Hassan.
Responsible for the entire Oman Region Profitability by managing Sales, extracting the project information, derive the action plan for product approvals, develop the client relation, monitor competitor activities and devise effective counter measures. Identify, qualify and pursue business opportunities through market surveys & analysis.
Handling all the industrial sectors Oil & Gas, Petrochemical, Power, Fertilizers, Metal, Desalination, Chemical & Food with the major Clients like PDO, ORPIC, OXY, CCED, Sohar Aluminium, Oman Methanol, Salalah Methanol, Oman Cement, OCTAL, OMIFCO, Oman LNG, Sohar Urea & Fertilizers, Oman Mining, etc.,
Major Accomplishments:
Successfully negotiated and executed orders worth 21mn OMR in 4 years.
Increased the project sales by 15%.
Successfully prequalified ERNE fittings in PDO.
Responsible for the entire Eastern Region, Piping & Static Division Sales & Business Development.
➢ Handling the product ranges of Weir Valves & Controls (Valves), Weir BDK (Valves), Ratnamani Metals & Tubes (Pipes &
Tubes), Precision Equipment (Heat Exchanger), FlowGuard (Dampers), Fouress Engineering (Valves), Petra Fabricators
(Pressure Vessels), Ex-Heat (Electric Process Heaters) & Daekyung Machinery & Equipment (Heat Exchangers).
➢ Handling entire Eastern Region (i.e., Dammam to Riyadh) sales operations covering all major end clients like ARAMCO,
SABIC, SASREF, SATORP, SEC, SWCC, MARAFIQ & Design Consultants, Project Contractors, Fabricators, etc.,
➢ Activity involved in supporting project management division by project procurement, collecting the budgetary offers for
all piping material from all approved vendors; analyze & compare the vendors on price & delivery for project tender
preparation.
Major Accomplishments:
➢ Successfully booked break through order for WEIR Valves worth 2.4Mn USD from JGC for Tatweer Petroleum - Bahrain.
Analyse business potential, conceptualise & execute strategies to drive sales for Mechanical Seals, Spares & acheive
desired targets.
➢ Monitor competitor activities and devise effective counter measures. Ensure speedy resolution of queries &
grievances to maximise client satisfaction levels. Maintain excellent relations with clients, OEMs, Agents, Dealers to
generate avenues for further business.
➢ Successfully handling the Sales operation of EKK Flexible Couplings, Stern tube Seals, Split Carbon - ESPEY
BURGMANN complete range Products & agency product for Reciprocating Compressor Spare Parts, M/s. CPI
(Compressor products International, UK) in the assigned territory.
➢ Built and Maintained Quality Customer service levels and acquired customer satisfaction for the performance of the
products as well as the services.
➢ Activity involved in conducting seminars to the customer Engineers for implementing various products in the Market.
➢ Analyze competitive product offerings in terms of features and benefits as well as price points.
➢ Involved in providing technical data of Mechanical seals as required by client.
➢ Activity involved in trouble shooting the failure of Mechanical Seals & sending the failure & corrective action report to
Central Service Pool.
➢ Activity involved in collecting the required equipment details & dimensions as required for selecting the mechanical
seal & ensuring authenticity of the provided information.
Major Accomplishments;
➢ Consistently achieved the set sales target
➢ Increased order potential from all major customers by ensuring timely PR from planning dept., solving the sites issues
on seal performance related issues, finding out opportunities to convert competitor seals, etc.,
➢ Increased Project Business by providing all upcoming project information to all concerned project dept. across India,
developing relations with End-users, OEMS & Contractors.
➢ Developed 16 new customers to name a few EISAI, LVS Power, Silk Road Sugars, BIO-MAX, Steel Exchange, United
Beverages, Southern Online Biotechnology, Madhucon Sugar & Power