Business Development Manager Central Asia
SpeedCast
مجموع سنوات الخبرة :22 years, 5 أشهر
• Providing regional development strategy
• Recruitment and Retention of Channels Partners and resellers in Afghanistan in All Major and Remote Areas.
• Competitor analysis country by country.
• Market Analysis on customers in the region, with a focus on resources vertical.
• License and regulations framework.
• Future trends for the VSAT market.
• Facilitation of the License Acquisition.
• Communications and negotiation with Legal Authorities.
Senior Account Manager for Former Soviet Union Countries, Harris CapRock Communications
• Delivering against sales quotas across the assigned territory ($2M revenue and account
objectives across Russia and Caspian Region)
• Working with the sales opportunities teams to plan strategies and coordinate efforts in order to meet the required Sales targets and forecasts.
• Developing a significant understanding of the customer base (their business challenges);
CapRock technology, products and services applicability in the customer context; the competitive entities including their products and service; general market awareness; and
technology in order to create "value" propositions and to avoid commoditization of services and products through differences based on pricing.
• Developing a systematic methodology to identify and screen the customer decision making process and its buying center of Petronas Carigali, Lukoil Uzbekistan, KazMunayGaz, Aral
Sea Operating Company, Uzbekneftegaz, Karachaganak Operating Company, ENI,
Halliburton, Nabors, Dragon Oil, SOCAR, Frontera Resources.
• For large and key accounts composed of HQ and Affiliates, elaborating advanced account
plan and developing a coordinated sales approach with HQ to maximize the revenue growth across the entire geographic foot-print of such customers.
• Positioning Harris CapRock as a true business partner within the accounts with a reputation for solving problems and creative solutions with value add.
• Timely and accurate forecasting.
• Work with Bids and Technical Marketing department to develop specifications for quotes and ensuring they satisfy customer requirements.
• Conducting marketing events (workshops, formal presentations, exhibitions, seminars)
• Increasing business geography and ensuring compliance of the operations to the local
regulations through partnership agreements with local licensed operators, such as Astel
(Kazakhstan), AzEduNet (Azerbaijan), Maibees Digital (Uzbekistan), and Cosmocom
(Ukraine)
• Management of the projects implemented in alliance with partner companies.
Oil Field Services Marketing and SIS Account Manager, Schlumberger, Uzbekistan
• Carried ultimate responsibility for all oilfield services opportunities in Uzbekistan.
• Revenue achieved? From $650K in 2009 to $1.2 mln in 2010, achieving 100% growth.
• Coordinated product and solution sales opportunities with Sales Staff of all SLB segments.
Field study opportunity with Petronas Uzbekistan (Logging, Testing, Cementing, Interpretation,
worth $12 mln.) . Completion equipment sales to Lukoil ($5 mln.) Directional Drilling for Lukoil
($15 mln.) Petronas Uzbekistan remote connectivity ($2.5 mln)
• Communicated with and utilized OFS organization to further Schlumberger success.
• Maintained a documented monthly opportunity funnel (CRM) that covered all SLB related
opportunities.
• Maintained strong client relations across client organization.
• Coordinated, with the segments, proposal preparation, tenders preparation and finalization.
• Monitored competition, market share and pricing within assigned territory.
• Organized of SLB marketing events (workshops, presentations, seminars)
• Coordinated and organized executive level meetings with top clients and government
officials.
SIS Sales Engineer, Schlumberger, Uzbekistan
• Carried ultimate responsibility for all software and information management solutions sales
opportunities in Uzbekistan.
• Coordinated product and solution sales opportunities with Technical Sales Engineers and
Petro Technical Consultants.
• Communicated with and utilized OFS organization to further Schlumberger success.
• Maintained a documented monthly opportunity funnel (CRM) that covered all segment
opportunities validated by the Sales manager.
• Maintained strong client relations across client organization from users through senior client
executives.
• Was in charge of overall proposal preparation for all quotes, tenders preparation and finalization.
• Participated in project P&L and contract T&C analysis.
• Was in charge of legal and financial negotiation of all RFP's, tenders, and contracts in coordination with Geo-Market Legal and tax specialists.
• Monitored competition, market share and pricing within assigned territory.
Design Engineer, "UZNEFTEGAZMASH"
• Worked in design teams on new products
• Modernization of the product line to meet new requirements of the industry
• Product quality improvement
Head of Business Development Department, Silk Road Group S.A.
• Geographical diversification of the supply markets for the oil and gas products from
Western Europe to Afghanistan and China through marketing analysis
• Identification of new projects for the development of the company through marketing
analysis, such as investments in Upstream (Ustyurt Exploration Block) and Downstream
(Upgrading Pakhta Oil Terminal) projects in Uzbekistan.
2002 - 2003
Leading Specialist, Shurtan GBS investment project, JSC O'ztashqineftgaz
• Monitoring of the Shurtan Gas Boosting Station project execution.
• Assistance in the preparation of customs documentation and quality control exercises.
• Coordination and monitoring of official correspondence related to the execution of the project
Texas A&M University, College Station, Texas, USA: Master of Engineering, Petroleum Engineering, 2002
Tashkent State Technical University, Tashkent, Uzbekistan: Mining Engineer, Exploration and Exploitation of Oil and Gas Fields, 1999