Ajay Jotwani

For the last 40 years, Mac Al Gurg has been a handling the building materials portfolio of the reputed Easa Saleh Al Gurg group comprising of 24 companies in various disciplines. The company represents various strong, premium international brands and is a well-known and preferred entity in the building construction scene in the UAE. The presence in the projects market is significant.

The product portfolio comprises of majorly:

1) Building drainage products from Blucher (Denmark) and F C Frost (UK)
2) External linear drainage products from Hauraton (Germany) and Gatic (UK)
3) Access covers and frames from Saint-Gobain PAM (UK), Gatic (UK) and Howe Green (UK)
4) Copper pipes and fittings from Yorkshire (UK)
5) PPR and PEX pipes and fittings from Kan-Therm (Germany)
6) Sound insulating pipes and fittings from Rehau (Germany)
7) Sanitary ware and accessories from Armitage Shanks (UK) and Delta (USA)
8) Oil and grease interceptors from FC Frost (UK), MIFAB (USA) and Blucher (Denmark)
9) Water heaters and calorifiers from Pacific (France) and Santon (UK)
10) Couplings, Dismantling joints and flange adaptors from Viking Johnson (UK)
11) Toilet partitions and cubicles from Amwell and Venesta (UK)
12) Pipes and fittings for the gas industry (Wask & Sperryn - UK)
13) Waterproofing products from Schlegel Construction products (UK), and many more…

Job responsibilities include (in brief):

1) P&L responsibility for Abu Dhabi region.
2) Project sales activities (involves consultative selling and working with decision makers during pre-sales and sales stages)
3) Working closely with principals to ensure technical sales.
4) Study, propose and induct new products.
5) Actively involved in management strategy and decision-making and business planning.

Besided handling and directing a team, I have to my credit several personal project wins, some of the notable major billing ones being Sowwah Square (Abu Dhabi Financial Center), Hydra Avenue, Ain Al Fayda 3000 Emirati Housing villas, Danat Al Emarat Womens and Children’s Hospital, Sweihan Air base, Das Island Air base, The Dubai World Trade Centre (DWTC) extension, Hidd Al Saadiyat Luxury villas, Midfield Terminal and several more.

DORMA India Private Ltd. is a wholly-owned subsidiary of DORMA GmbH, a German multinational, which is the world market leader in architectural hardware such as Door Control systems, Automatics, Glass concepts and Architecture, and Movable Walls, besides Security Time and Access. DORMA is represented by more than 77 manufacturing and sales subsidiaries in 144 countries across five continents.

Key responsibilities and accountabilities:

1) Sales operations and profit centre responsibility of Central and Northern India Regions.
2) Project sales opportunity identification and forecasting
3) Channel Sales partners development.
4) Business development - involves Consultative Selling.
5) Assisting MD in strategic policy making.

Asahi India Glass Ltd. is the largest integrated glass company in India and is part of the global leader in flat and automotive glass, Asahi Glass company, Japan.

Key responsibilities and accountabilities:

1) Sales management - Channel network sales, Institutional sales
2) Business development - primarily through working with architects and interior designers, builders, contractors, project developers, and civil engineers.
3) Conducting meets for various customer segments - architects & interior designers, dealers and retailers, carpenters and contractors.
4) Participation in trade fairs, exhibitions, seminars and conferences.

Saint-Gobain Glass India is part of the multinational French Glass Fortune 500 company.

Responsibilities included:
1) Assisting the north India field sales team in achieving sales targets.
2) Forecasting regional sales of Delhi, UP, Haryana, Punjab based on market analysis and sales trends.
3) Distribution management and sales volume planning, both short-term and long-term.
4) Planned for promotional activities effectively.
5) Heavy interfacing with logistics, quality, production, and other departments.

J K Cement is a reputed cement company in India (earlier belonged to the J K Synthetics group). Joined as Management Trainee in 1996 after passing out of college.

Roles and achievements:

1) Played a key role in achieving high customer satisfaction through marketing and promotional efforts in Rajasthan, Delhi, & Haryana and by interfacing with cross-functional departments.
2) Organised dealer meets and implemented promotional schemes and brand building exercises.
3) Competition analysis and forecasting of short-term and medium-term sales and assisted in formulation of area specific strategies.
4) Minor role in sales in and around the Kanpur territory.