عدنان Maqbool

About Energy Solutions :
Exclusive distributor for Cummins Power Generation Gas and AKSA Powergen Diesel in Pakistan.

What I do:
• I initiated new Cummins (CPG) gas division and now additionally lead AKSA diesel division
• I strategize direction and develop market relations leading to new business opportunities for both Cummins cumminspowergen.com and AKSA aksapowergen.com business
• I market these brands, sell these product and am the directly responsible for P&L in projects and industrial segments
• I identify new segments, train sales force and develop value proposition for both brands
• I develop technical feasibilities and comparative worksheets to customers
• I develop financial feasibilities, life cycle unit cost comparisons and basic financial models for ten year life cycle for projects sales
• I present these to prospective customers’ technical and commercial teams
• I review and interpret proposed installation systems ventilation, cooling, fuel, lube, cabling systems designs for appropriateness and practicality for smooth operations later.
• I review project installation plan - lead planning of design alternatives for powerhouses; negotiate with the fabrication, erection teams and consultant.

What I have achieved up till now in the new CPG gas dealership and AKSA Powergen:
• I have launched and developed new Cummins dealership into a known brand in two years. Product is now being accepted as a replacement threat to existing market giants.
• Developed industrial sales department from zero: built sales and application team. Still provided continuous on the job training in customer visits to sales and application teams
• Erected the first Cummins Gas captive power plant starting from paper idea. Plant is running successfully now and is displayed to prospective customers as a model powerhouse.
• Have developed life cycle unit KW cost (basic financial models) for Cummins gas generator
• Developed consist, price list for both principals in line with current market requirement
• In 2015 initiated and technically convinced Cummins to allow sale of sophisticated new type of engines in Pakistan, that they were previously reluctant to discuss for Pakistan

MMS (Pvt.) Ltd. is an energy services organizations in Karachi. Its core business is rental equipment asset management, equipment rental and sale of industrial generators. I managed operations of rental business and sales.

What I did at MMS:
• Organized rental operations and formulated strategies to secure new business - sales cycle, maintenance schedule and profitability
• Sold new and used diesel generators for projects
• Developed the office into an independent profit center on set targets of profit and revenue
• Developed budget, sales targets and strategies for the product portfolio

What I did at Cummins Middle East: Reporting to General Manager Engine Business, I sold Marine, industrial, construction and generator drive engines in eight countries in the Middle East region (GCC, Levant and Pakistan) through dealers and direct export. During the last year I additionally sold industrial engines locally in the UAE. My contribution at Cummins can be summarized as follows:

• Independently sold Cummins engines in marine, industrial and construction segments in the Middle East region through dealers, end users and OEMs.
• Gathered market intelligence and did basic marketing research for new market trends
• Introduced a new ‘standard CME products’ range - locally upfit, ready to use engines with price list, off the shelf specs., costing and availability from CME as a new project
• Developed new engines OEMs in Pakistan, UAE and Bahrain - Meraj pumps, Eagle Airports Equipment, Al- Dhaen Crafts, Primax pumps, NAFFCO, Asia Waterjet and couple of others
• Built dealers team capabilities through regular sales trainings, trade show, customers seminars
• Proposed, developed and introduced a new series of ‘off the shelf’ ready to use ‘Cummins Middle East packaged engine’ for pump manufacturers through local up-fitting. This included consist, sales support literature, dealers price, OEM price and incentives program.
• Led commercial ‘contract management’ for prestigious ADIC buildings, Abu Dhabi with Arup Consultants, UK as an additional responsibility for Cummins powergen department. Completed this complicated project within resources and ensured avoidance of any claims to my company.
• Supported Voice of Customer team for regional feedback as the customer’s contact

About Allied Engineering: Exclusive dealer for Caterpillar Inc. in Pakistan. Allied was among the first five CAT EMEA dealers chosen for six sigma initiative outside the US in 2004 and I was selected as a six sigma green belt in the first two projects.

Major responsibilities: Reporting to the Director Power Systems, I sold complete range of CAT power generation products Diesel and gas from tiny 8kW to multi-megawatt captive power houses with complete heat recovery. I joined Allied as “Projects Sales Manager” for captive power plants in 2001 and was promoted to Regional Power Systems Manager for complete CAT products in three years. I stayed till joining Cummins Middle East. My work at Allied is summarized below:

• Headed marketed and sales for CAT for seven years surpassing targets on profitability and quantity bringing it to the most sought out gas generators brand with over 40% market share
• Managed Karachi regional office as an independent profit center for seven years with focus on CAT brand management, market share and financial profitability
• Prepared basic financial models, life cycle cost projections based on NPV, IRR and payback
• Developed project technical submittals, led project update meetings and negotiated scope variations up to project commissioning and hand over
• Installed CAT generators in powerhouses as per CAT application engineering specifications.
• Updated the industrial market with latest CAT innovations through customers seminars
• Wrote articles in newspaper supplements and presented as a speaker in IEEEP conferences highlighting CAT brand

My major contribution to Allied:
• Increased CAT gas market share (>1MW) increased from 24% to over 40% in seven years by continuously highlighting changing market trends to CAT and getting decision on these
• Developed a strategic alliance with a local boiler manufacturer and a chiller manufacturer that substantially increased value to customer by decreasing his risk without enhancing price.
• Offered local cogeneration with CAT that increased our market share.
• Successfully completed and implemented Allied’s first Six Sigma project as a Green Belt in 2004. Project was acknowledged by CAT EMEA region.
• I presented ‘co-generation system savings analysis’ technical paper in IEEEP (Institution of Electrical and Electronics Engineers Pakistan) annual conference in 2006
• Wrote power generation articles in newspapers power generation supplements

Reporting to the General Manager, Karachi branch, I was sales manager for Dowson Keith generators, Thorn Industrial lighting and Deutz engines. I launched company’s new Deutz dealership with a new sales and service setup plan for Karachi. I single handedly managed sales, application engineering, service and parts at Karachi office. Launch plan included financial feasibility, budget and five years business projections with three business scenarios.

Cummins dealer for Pakistan. I started as a sales engineer. Developed into Cummins certified Marine and Powergen Application Engineer with a promotion to Assistant Manager in 97 and Manager in 99. I prepared launch plan, first Annual Sales Plan and Marketing plan for newly introduced Cummins CPG Generators in 1998 along with department’s profit and loss responsibility.

Initiated and completed a detailed quantitative Marketing Research project on “Requirement of a new engines plant in Pakistan”. Research was funded by Cummins and was my first marketing research project after completion of MBA and joining this company.

This was my first job after engineering graduation in an industrial trading and installation company. I was sales and application engineer for Uninterrupted Power Supply (UPS) systems and generators. I sold and installed UPS, industrial generators upto 500 kVA.