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أنوبام شارما, Sr. Business Development Manager

أنوبام شارما

Sr. Business Development Manager·Suwaidi Holding Co

المملكة العربية السعودية

بكالوريوس, Civil Engineering

الخبرة العملية

مجموع سنوات الخبرة: 22 سنوات, 4 أشهر

Sr. Business Development Manager

نوفمبر 2020 - أغسطس 2022

Suwaidi Holding Co

المملكة العربية السعودية

نوفمبر 2020 - أغسطس 2022

▪ Feasibility Studies - Market Size, Competitors, Go-To-Market, Capex/Opex, Technical and Staffing for new
offerings (Valve Services, Pigging, Heat Exchanger Repairs, Insulation, Rotating Equipment and MOCs)
▪ Create shareholder value by conducting techno-commercial assessment, capability development and
revival of non-performing Business Units viz. Precision Forging Factory and Suwaidi Heavy Industries
▪ Devise strategy roadmap for business re-structuring, Company Policy revisions and prepare compelling
business case for investment/divestment towards supporting CEO in obtaining Board approvals
▪ Provide leadership to Estimation and Business Development teams towards improving win-rates,
mitigating contract risks, mentoring Saudi colleagues and reinforcing the Al-Suwaidi brand in Industrial
Services, O&M, Projects and Shutdowns/Turnarounds etc.
Major Accomplishments:
▪ Contracts Secured: Tank Repairs (SEC - US$ 28m), Decontamination Services (3 years MFC from Aramco -
US$ 3m) and Potline and Metal Flow - Outsourced Operations (Ma’aden Aluminum - US$ 18m)
▪ Reinstated GBS for Scaffolding Services and obtained additional 9com approvals for Skids from Aramco
▪ Digitalization - Steering the ERP (Oracle) and CRM (Salesforce) initiation programs

مجال الشركة:
المحاسبة
الدور الوظيفي:
المبيعات

Business Development Manager

يونيو 2018 - أكتوبر 2020

Wood

المملكة العربية السعودية

يونيو 2018 - أكتوبر 2020

Capital Projects (Reporting to SVP, NEMEA)
Key Responsibilities:
▪ Market research and early identification of opportunities, registration, prequalification, and capability
presentation for ensuring ITB/RFQ, updating the MS CRM system, forecasting and reporting
▪ Attend Job-Ex meetings, site visits, identifying project drivers, budgets, timelines, and evaluation criteria for
creating differentiators, defining execution strategy, bidding entity (OOK/IK scopes) and win-themes
▪ Identify/integrate cross-selling opportunities viz. Operation Services, Decommissioning, Asset Integrity,
Digital Solutions, Energy Transition, and Environmental apart from the core Engineering and PMC offerings
▪ Participate in bid review (Estimates, Competitors, T&Cs, Bonds, Insurances, and Qualifications etc.),
clarification meetings, ensure timely bid submission, negotiation, and contract finalization
▪ Identify suitable industry events and promote the organization’s strengths and capabilities
Major Accomplishments:
▪ Improvised liquidation rate to 25% on Saudi Aramco GES+ contract, actively involved in prestigious Capital
Projects like Jafurah (Unconventional Resources), and conferences like BBTC MENA, ICCUS during 2019
▪ Renewed EPCm contract with SADARA (4 + 2 years) and generated RFQs on PlasChem and SATORP Value
Park leveraging global relationships with new investors like Ineos and Lanxess
Cell: +966555114063 Business Development Director anupam_a_sharma@yahoo.com

مجال الشركة:
النفط والغاز
الدور الوظيفي:
الإدارة

Business Development Manager

فبراير 2016 - مارس 2018

KBR Inc

المملكة العربية السعودية

فبراير 2016 - مارس 2018

Reporting to the Regional Director)
Key Responsibilities:
▪ Selling small-capital projects and reliability-driven outsourced maintenance solutions across Refining,
Chemicals/Petrochemicals and Offshore sectors on KPI-driven contract model
▪ Creating differentiator and value add by integrating competencies, relationships and costs across business
lines to offer end-to-end services viz. Concept ~ FEED ~ Detailed ~ PMC ~ EPC ~ O&M ~ Shutdown ~
MOCs ~ Debottleneck ~ Revamp ~ Decommission
▪ Establishing projects pipeline, update SalesForce for accurate regional forecast, organize early leadership /
technical presentations/meetings with clients for enhancing positioning and commercial feedback
▪ Internal Sales - Bid/No Bid, Pursuit Budget, Go/Get, SWOT, Win Strategy, JV or Teaming, CAs, SME
coordination (Finance, Treasury, Risk, Legal), Ops. Review, Estimation, Pricing Review, Technical Proposal
▪ Ensuring compliance with COBC, FCPA, Zero Harm and various audit requirements
▪ Managing Key Accounts and relay the Voice of Customer to leadership for continuous improvement
▪ Identifying/developing local strategic partners, comprehend government machinery and other drivers
influencing the approvals and award process
Major Accomplishments:
▪ Recipient of “One KBR Award” in recognition of outstanding performance and commitment to excellence
▪ Secured contract for 2018 Turnaround at SAMREF (US$ 18m)
▪ Increased revenues by 15% by widening the offerings on the ongoing long-term contract at SATORP
▪ Drive the strategic partnership with IBM for Digitization - Smart Data Management, Artificial Intelligence
and Cognitive Computing Solutions for Risk Mitigation, Disaster Recovery and Business Continuity
▪ Supporting regional pursuits in ME - Adnoc, Shell, QP, Oryx GTL, Bapco, PDO, OLNG, KOC, KNPC etc.

مجال الشركة:
النفط والغاز
الدور الوظيفي:
الإدارة

Operations/BD Manager

سبتمبر 2013 - أبريل 2015

EnerMech, Al

المملكة العربية السعودية

سبتمبر 2013 - أبريل 2015

Reporting to the Regional Director)
Key Responsibilities:
▪ Planning and implementation of business development Strategy, Product Mix and conducting SWOT
Analysis for integrated offerings viz. Valves, Hose Management, Hydraulics, Industrial Services (Bolt
Tensioning, Aqua-Jetting, Chemical Cleaning etc.), Pipelines, Process & Umbilical (PPU), Offshore Cranes &
Lifting, Specialist Training and Equipment Rental
▪ JV Partner evaluation, statutory compliance, due diligence, facility establishment, key recruitment and
liaison/coordination with government bodies
▪ Registration, pre-qualification, projects pipeline, proposals, customer relationship management and
revenue forecasting
▪ Resource mobilization from UK, UAE or Singapore branches and/or local subcontractors, facilitate visas,
Bosiet/Huet courses, gate passes, time-cards, invoicing and payment follow-up
Major Accomplishments:
▪ Successfully developed Projects Pipeline, Sales Plan and generated ITTs/RFQs from NOCs and Offshore Rig
Operators like Saudi Aramco, KJO, Seadrill, Nabors, Transocean, Rowan, ADC etc.
▪ Generated US$ 3M Revenue despite having no entity or direct manpower in Saudi Arabia
▪ Developed reliable/competitive supply chain and provided valuable BD support in UAE and Qatar

الدور الوظيفي:
276

Business Development Manager

أكتوبر 2010 - أبريل 2013

Gulf Consolidated Contractors

المملكة العربية السعودية

أكتوبر 2010 - أبريل 2013

Reporting to the VP - Strategy & Development)
Key Responsibilities:
▪ Developing pipeline of projects, supporting the Estimation, Resources and QHSE Departments for
submitting most competitive tenders and identifying project-specific JVs, Consortia and Subcontractors
Cell: +966555114063 Business Development Director anupam_a_sharma@yahoo.com
Page 3 of 4
▪ Reviewing scope of work, design parameters, terms & conditions of contract, method statements, project
execution plan, third party inspection criteria, risk based audit, and assisting in commercial matters for
protecting the company interest
Major Accomplishments:
▪ Played vital role in securing contracts: Satorp Project - Package 8 (US$ 350m), Qassim Crude Oil Pipeline
(US$ 145m), Wasit Downstream Project (US$ 88m) and Ras Al Khair Pipeline Project (US$ 67m)
▪ Selected as Management Rep. for the newly established JV with Grupo Resa (Spain) - Scaffolding
▪ Appointed as Operations Manager (A) for Seyana - Industrial Services (Chemical Cleaning, Hydrojetting,
Vacuum Cleaning, Bundle Pulling, Oil Flushing, Steam Blows, Revamp Works, Shutdown/Turnaround)
▪ Successfully initiated and steered the “Project Acceleration Program” achieving 30% savings on equipment
costs and also mitigating the risk of penalties/consequential losses from project delay

مجال الشركة:
النفط والغاز
الدور الوظيفي:
الإدارة

أكتوبر 2008 - يونيو 2010

Suwaidi Industrial Services

المملكة العربية السعودية

أكتوبر 2008 - يونيو 2010

مجال الشركة:
البناء والتشييد

Regional Manager

أكتوبر 1998 - أغسطس 2008

أكتوبر 1998 - أغسطس 2008

Reporting to the VP - Projects)
Key Responsibilities:
▪ Ensuring compliance to Legal, QHSE, Specifications and managing asset maintenance and utilization levels.
▪ Managing/improving Profit & Loss, Receivables, Market Share and Rolling Forecast
▪ CRM, competitor intelligence, media planning for the trade fairs, advertising, sponsorships and branding.
▪ Key Account Management, SLAs, Lost Business Analysis and conducting internal audits
▪ Training, Talent Retention, Succession Planning, Resources Optimization, Cost Control, Root Cause Analysis
and General Trouble Shooting
Major Accomplishments:
▪ Efficiently provided operational support to PetroRabigh Yanbu In-plant Project (LSPB) and De-bottleneck
Condensate System - Haradh Gas Plant (LSTK)
▪ Successfully established and managed the Central Region branch at Riyadh
▪ Instrumental in assisting the BD team in securing Saudi Kayan Project - Daelim subcontract (US$ 240m)
▪ Bagged subcontracts on Manifa Project for the Site Preparation and Structural Works (US$ 32m) viz. Jan De
Nul (Dredging) and Saipem (Offshore Platforms)
Various Roles

الدور الوظيفي:
الإدارة

التعليم

Bangalore University

أبريل 1991

أبريل 1991

بكالوريوس، Civil Engineering

الهند

Meetings etc.

Skills

Technical Sales
Expert
Technical Sales
Expert
Strategic Planning
Expert
Strategic Planning
Expert
Operations Management
Expert
Operations Management
Expert
Key Account Management
Expert
Key Account Management
Expert
Business Development
Expert
Business Development
Expert
BUSINESS DEVELOPMENT
Expert
BUSINESS DEVELOPMENT
Expert
COM
Expert
COM
Expert
CRM
Expert
CRM
Expert
MACROMEDIA DIRECTOR
Expert
MACROMEDIA DIRECTOR
Expert
REPORTS
Expert
REPORTS
Expert
ACCOUNT MANAGEMENT
Expert
ACCOUNT MANAGEMENT
Expert
ADVERTISING
Expert
ADVERTISING
Expert
BRAND MANAGEMENT
Expert
BRAND MANAGEMENT
Expert
BUSINESS ANALYSIS
Expert
BUSINESS ANALYSIS
Expert
COST CONTROL
Expert
COST CONTROL
Expert
Technical Sales
Expert
Technical Sales
Expert
Strategic Planning
Expert
Strategic Planning
Expert
Operations Management
Expert
Operations Management
Expert
Key Account Management
Expert
Key Account Management
Expert
Business Development
Expert
Business Development
Expert

اللغات

العربية

متمرّس

الانجليزية

متمرّس

الهندية

متمرّس

البنجابية

متمرّس

الهوايات والاهتمامات

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