Business Development Manager-MENA&I
EATON
Total years of experience :23 years, 8 Months
Role:
● To find new & unknown territories/accounts for Crouse Hinds & B-Line within the region, Mapping the Potential & preparing the account development strategies and presenting these to the management. Implementing the Account Development Strategies through various layers in the organization. Filling the product gaps with the existing potential End-Users through Prequalification of various Product Lines.
● Coordinating, gathering & sharing of information with the Global Projects Pursuits through CRM & Bi-weekly WebEx meetings. Generating tasks for the global involvement to make the most of these projects.
● Working closely with Clients/Consultants at early Project Stages to gain design/specifications for profitable businesses ahead.
● Chasing, channelizing various team members in a matrix organization and coordinating to ensure the forecasted sales & adequate stocks of related products with the distributors.
● Helping the Sales Teams overcome hurdles/challenges within their assigned accounts/territories.
● Preparing & updating the Project List and setting priorities along with Global Project Team.
Highlights:
● Registrations & Prequalification done for missing portfolios with Maaden, REPDO and Tutor Perini.
● Discovered new opportunities within hidden territories in ARAMCO, SABIC, SEC, STC, ADWEA, BAPCO, MEW-Kuwait etc.
● Key contributor in supporting the team for winning a series of various packages across the region worth Millions.
● Gained specifications for Liwa Plastics in Oman & Rastanura Refineries (KSA) which helped us take the advantages over the competition & eliminating the approved low end/low cost manufacturers.
● Developed new distributors in Central Region of Saudi Arabia to cater to the Power & Water segment.
● Series of Seminars/Lunch & Learn sessions done with Industries Key Organizations & Professional Organizations and gained contacts &influences across various Consultants & Contractors.
● Product Training for distributors across the region done by inviting various Global Product Line Managers to give them a complete edge & needed know-how.
Middle East & India)
Role:
● Focus on Clients, EPCs & Consultants in the region along with the Engineering houses in India which target or back the
Middle East Energy markets.
● Looking after various direct accounts (including EPCs like Technip, NPCC, Petrofac, Saipem, Dubai DryDocks, McDermott,
Lamprell, Worley Parsons, TARGET, CCC, CPECC, CCTC, ADYARD etc) & various channel partners / distributors by balancing
between the existing partners of various new mergers in BARTEC.
● Chasing, channelizing and coordinating to ensure the forecasted sales.
Highlights:
● Successfully swept the market by introducing BARTEC & its subsidiaries like FEAM, Nuova ASP & Technor etc to almost all the
big & small entities through presentations, seminars & personal involvement
● Achieved a place in ZADCO renewed Standard specifications for Junctions Boxes & Enclosures to address the challenges in
the off-shore especially for MV/LV & Instrument applications mainly with GRP & Stainless Steel
● Approval of Splitter Boxes & UPS Solutions in ADMA OPCO by customizing the solutions to meet their challenges.
● Bagged various Purchase Orders on the mostly followed projects across Abu Dhabi and ensured that BARTEC had a loins
share which created ripples across the competition
● Opened new doors for continuous business with off-shore companies & certain OEMs/Skid Manufacturers in UAE like
Yokogawa, Adyard, Emerson, GPC etc
● Successfully tabbed the small contractors & traders for small but continuous & very profitable business
● Took lead in introducing the concept of a Global Project Pursuit to target major projects in the region which was highly
appreciated by the Top Management
● One of the Key contributors in driving the BARTEC-ESS in the region to the level it has reached within a year and carrying a
healthy back-log for the new fiscal year
Role:
● Looked after various direct accounts (including EPCs like Technip, NPCC, Worley Parsons & Cegelec) & various channel partners / distributors across Abu Dhabi, Egypt & Yemen as Sales Manager
● Chasing, channelizing and coordinating to ensure the forecasted sales & adequate stocks of related products
● Overseeing various national & international Oil & Gas Clients in Abu Dhabi as Strategic Account Manager.
Highlights:
● Signed a 3 years Long Term Agreement (LTA) with National Drilling Company (NDC) recently and surpassed the forecasted figures quarterly & annually
● Ensured that New Concept Distribution Panels (Powerplex) was into ADMA-OPCO by winning a PO for €1.2 Million for SARB-4 Project through Hyundai Heavy Industries (Korea) that was first major win for Powerplex panels
● Key Contributor in pre-qualification of whole line of Appleton Products with ADMA-OPCO, GASCO, ADNOC & ADNOC Distribution
● Succeeded in gaining a lot of high-level contacts in Oil & Gas Industry across region varying from SVPs, VPs and Department Heads of Engineers, etc.
Role:
● Functioned a dual role across Middle East as Regional Business Developer for all Hilti Products and as Specialist for Hilti’s Newly launched Cable Transit Systems
● Interfaced with Clients like ADNOC & its subsidiaries, KOC, KNPC, QP, QAFCO, PDO, Oxy, Dolphin & ARAMCO etc. for pre-qualification of various Hilti’s Products as a Business Developer
● Coordinated inside the Hilti’s global international business developer network & outside Hilti on Mega Projects for gaining project specifications about Hilti Products from clients & PMC / feed contractors to make wins easy for the sales-force
● Trained Hilti Engineers about the subject and Planning Software so that they were able to handle the normal requirements and support them for special advices or engineering judgment as Cable Transit Specialist
Highlights:
● Gained the standard specifications in ADMA OPCO for Hilti-XBT System (a non-welding solution for Installation Systems that were unique & patented solutions)
● Signed a frame agreement with Gulf Piping Co. for six projects in a row for Cable Transit Systems and acquired the approval from the client (National Drilling Co.) for three projects to use Cable Transit Systems without any record of reference projects (celebrated across the Hilti world as 1st & major success)
● Gained various project specifications for Direct Fastening Systems across various projects across UAE, Oman, Qatar, Kuwait & Saudi Arabia (various registrations & pre-qualifications for different products in Middle East Region)
Functioned a dual role across Middle East as Regional Business Developer for all Hilti Products and as
Foreign
Sales Unit
Role:
● Played a Tendering Engineers role in the Transmission & Distribution Department for the first year.
● Kept a close eye on the up-coming projects; encouraged & guided the concerned Sales Engineers right from bidding stages of
these prestigious projects till purchase orders were awarded & executed
● Handled products of various World renowned brands for Safe / Classified Areas, which included all sorts of Electrical
Materials HV/MV as well MV/LV for Hazardous & Harsh Environments
Role:
● Executed Baglihar Hydro Electric Power Project (900MW) at Chanderkot (J & K)
● Handled the operations & maintenance of 132 / 33 / 11 kv grid to ensure regular power supply to the sites of power plant,
dam, offices, workshops & residential quarters of the staff
Received appreciation & increments (for excellent performance at Mysore) and given a higher challenge to work at India’s Main Branch (Bangalore) that helped in co-ordination with other Branch Managers in Karnataka Region
● Signed a prestigious CDMA Project with BSNL Mysore District (first of its kind in India).
Highlight:
● Signed an M-o-U with ITI Ltd., Bangalore for providing training on Embedded Systems to engineers and their wards
Highlight:
● Developed good brand image among the target crowd by undertaking lots of seminars at various engineering colleges
(monthly returns were more than doubling every month).
CERTIFICATIONS
● Presentation Skills & Preparing the Presentation at Dubai
● High, Wide & Deep (HWD) Approach for Targeting the Right Levels for Business at Dubai
● Large Account / Mega Projects (LAMP®) by Miller Hiemann at Istanbul Turkey.
TRAININGS
● 10 Days Agents Training Program on Hazardous Area Lighting Fixtures at Victor / Chalmit, UK (Glasgow) & Hazardous Area
Cable Glands, Hawke -UK (Manchester