Sales Manager
Siemens LLC
Total years of experience :26 years, 4 months
Siemens is a market leader in Low & Medium voltage products & systems around the world. I took over the responsibility of Sales Manager in April 2012 for Low Voltage (LP) & Medium Voltage (MS) business.
My key responsibilities & achievements in current role are:
• Manage LP & MS business through technology partner for Low Voltage products and agent for Medium Voltage systems. 2013 BT is $ 5 million for LP and $ 20 million for MS.
• Work with Tendering team and Project Management team to support partners with cost-effective proposals and timely execution of orders.
• Win business from key contractors. Key projects won with technology partners in 2012 include Yas Water Park, Yas Mall and Presidential Palace project. Total value of these projects was $ 8 million for the technology partner.
• Work on important projects with key consultants to promote Siemens as complete solution provider for power distribution & automation.
I joined Siemens LLC in January 2009 as Sales Manager in Energy Automation division at its Dubai sales office. Energy Automation division of Siemens is a leading supplier of Protection Relays, Sub-station Automation System and SCADA system for utilities & industries.
My key responsibilities & achievements in current role were:
• Sales of Protection Relays to contractors, panel builders & end users in the UAE, Qatar and Yemen. Achieve annual sales and receivables targets in the assigned region.
• Track up-coming HV & MV sub-station projects and develop sales strategy to capture bigger share of orders in upcoming tenders.
• Offer product & solutions of Smart Grid division to DEWA as a Key Account Manager for Smart Grid division for DEWA. Order input from DEWA in 2010 for Smart Grid division was $ 38 million.
• Develop new customers by offering them technical & commercial support to increase Siemens market share & business volume.
• Worked with turnkey contractors and panel builders for 132kV and 33kV sub-stations tendered by FEWA in 2009. Total business volume generated from these tenders was $ 7.5 million in 2010 for protection relays from different panel builders.
Schneider Electric FZE is subsidiary of Schneider Electric France, a world leader in Power Distribution and Automation products.
My key responsibilities & achievements in current role as Sr. Prescription Engineer (since January 2007) are:
• Provide technical support to project developers, consultants and contractors for designing electrical network as per local DEWA, SEWA & FEWA regulations with an intention to upgrade their specifications and get preference for Schneider products.
• Promote good engineering practices by offering technically & commercially feasible solutions to maximize Schneider product sales.
• Carried out harmonic analysis for Canal Point Hospital project and provided inputs to the consultant M/s Burt Hill on NFPA regulations on safety. Consequently the consultant proposed Schneider as the preferred supplied for LT Package. Schneider franchisee has already got LOI for LT Switchgear and Busway package with Schneider order value of 1.2 million €.
• Carried out prescription with M/s WSP Middle East on their specifications for Dubai projects. This effort resulted in Schneider franchisee booking an LOI for LT Switchgear for Mirdiff City Center project with Schneider order value of 1.8 million €.
My key responsibilities & achievements in previous role as Sr. Sales Engineer from November 2005 to January 2007 were:
• Launch Square D brand of products by introducing right mix of products & making an effective pricing policy.
• Obtain approval of Square D brand with project consultants and MEP contractors in their upcoming projects to meet sales target for Square D products & panel boards.
• Launch of Square D was successful across Gulf region with total order booking in 2006 of 3 million € in Dubai comprising of major projects like Dubai Tower, Welcare Hospital, International City, & others.
GE entered the LT Switchgear market in India in 1998 by acquisition of LT Switchgear businesses of AEG NGEF Ltd. and GEC Alsthom. I was part of the new team formed to restructure the business & improve profitability. My key responsibilities & major achievements as Asst. Manager - Marketing & Marketing Engineer were:
• Achieving company’s aggressive Order Booking and Sales targets.
• Interaction with project consultants, turnkey contractors and end customers for their requirements.
• Making techno-commercial offers for LT Switchgear and supporting regional sales offices on technical & commercial issues.
• Contributed to equipment business growth from 3.3 million $ in 1999 to 11.1 million $ in 2005. Corresponding profit margins improved from a negative figure in 1999 to +20% in 2005.
• Achieved 40% sales growth in 2003, up from 5.4 million $ in 2002 to 7.5 million $ in 2003.
• Developed ‘RQS’ Software for costing of LT Switchgear. This software played a major role in improving the Contribution Margin of the business from negative figure in 2000 to +15% in 2004.
In my last assignment as a Manager - Sales, I was responsible for Marketing and Sales of Control & Relay Panels. GE introduced C&R Panels in India in 2002 after setting up it own world-class factory in Bangalore. My key responsibilities & major achievements were:
• Prepare technical & commercial quotation for C&R Panels to utilities & industries.
• Improve GE’s market share from under 2% in 2004 to 12% in 2007 in a very competitive market.
• Achieved 160% growth in order booking for C&R Panels from 1.37 million $ in 2003 to 3.55 million $ in 2004. Received ‘Growth Award 2004’ from India CEO for this achievement.
• Achieved sales growth of 200% in 2005, up from 1.1 million $ in 2004 to 3.3 million $ in 2005. This increased GE’s market share to 5% in 2005.
• Added two new customers AP Transco & TNEB, for the business segment in 2004. These two customers contributed to 75% of the orders book.
Emco is a manufacturer of Transformers from 11kV to 400kV and a Turnkey Contractor for switchyards up to 220kV.
My key responsibilities & achievements in Emco were:
• Sales of Distribution & Power Transformers and Turnkey Switchyard solutions to industrial consumers.
• Interacting with project consultants and industrial consumers for tapping their requirements of upcoming projects.
• Booked order of USD 110k for Power & Distribution transformers from New Holland Tractors for their upcoming Greenfield project near Delhi.
• Formed consortium with IRCON for joint bidding of USD 20mn indoor switchyard project in Syria.