Sales Manager (DG Sets)
YBA Kanoo WLL
Total years of experience :31 years, 11 Months
Presently working with M/s.YBA KANOO W.L.L, Kingdom of Bahrain, Sales Manager -(Power Division), An Authorized Distributor/OEM and Service Dealer of CUMMINS DG Sets, since 15TH March-2017 to Till Dt. (Responsible for Bahrain Region Revenues & Profit Growth Sales of DG Sets (22-3500kva HT & LT) and Engine for various other Applications.
Responsible for Sales of CUMMINS Make Diesel Generating Sets (22kva to 3500Kva). Market survey, Prospecting, Application study, Genset sizing. Technical discussion with consultants, pre-sales consultations with customers. Commercial negotiations. Collecting and compiling competitive information, Sales forecasting & primarily responsible for meeting sale targets for the region.
Outstanding Projects (Orders) - 1).11x3500kva, 11kv Bahrain Airport Company, including (Technical Submittals/Consultant Approval & Project Execution) 2).3 x 2000kva, 415V Huawei (Bahrain Data Center) 3).1x1000kva Al Mufeed Contracting-Marassi Shoe, 1x1675kva & 2x250kva ATRIUS-Mall-Bahrain, and Amazon Data Center Project at Bahrain etc….
Engine for other Applications ALBA-Project 4 Nos QSB 6.7, 173HP @ 2500 RPM, QSB 6.7, 205HP @ 2500 RPM for truck application, APMT Terminal QSB 6.7, 205 HP @ 2500 RPM Terminal Tractor Applications, BDF-QSB4.5 for JLG 150 HAX - Articulated Boom Lift Application etc….
Worked with M/s. Rai Industrial Power Pvt LTD., GM-(West-India), An Authorized OEM/Distributor and Service Dealer of Mitsubishi Heavy Industries Ltd in India, Since 8TH Sep-2012 to 01.03.2017(4.6 Years) DT. (Responsible for Region Revenues & Profit Growth of Sales of DG Sets (250-2500kva).
Responsible for Project Sales of MITSUBISHI DG Sets (250-2500kva) both LT & HT DG Sets, Specially Imported MHI Make MGS Series DG Sets & Product Support Activities DG Sets & Engine with Various Other Applications.
Enquiry Generation, Technical Presentations, and Offer Submission, follow up, Techno-commercial Negotiations, Order Closure, and Payment & Statutory forms follow up.
Discovered various market segments such as, Institutional, industrial, Corporate, Construction, Fire fighting, Hospital, Malls, Engineering, Pharma, IT, Process Industries, Builders, etc.
Track all tender calls, Participate in Pre-Tender Meets, technical seminars, actively get involve in pre-tendering activities to include the MHI product speech. Prepare comprehensive tender bid with documents, ensure 100% successful participation in all tenders & also price bid opening and conclude the contracts & also responsible for achieving max. Business share of sale & after market.
Technical support, building quotation packages (techno commercial), meeting consultants, producing technical submittal for projects' consultant’s approval, complete all tendering process generator selection, design review, installation review and production audit for all assigned customers and territories - Power Solutions.
Handle multiple projects. -Co-coordinating sales, installation and commissioning of generating sets. -Customer visits for technical discussion and site inspection. -Preparation of BOQs, cost estimation for project budgeting.
Preparing tenders for government and private sectors. -Projects also include designing, selection, costing and arrangement of generator. -Load calculations for design development & Generator sizing. -Technical coordination with sales persons & consultants associated with the project.
Develop new customer’s markets for Diesel Generating Sets in Western Region Sales planning scheduling action plan payment collection Participating in tender process preparation of responsive offer negotiation Shall be able to carry out detailed costing of product Negotiations with clients and close the deal Coordination with manufacturing vendors logistic dept to ensure smooth execution of the contracts
Outstanding Projects (Orders) - 2x1500kva with Synchronization ACG Ltd-Pune, 2X1250KVA Idea Cellular, 1x725kva with AMF Eurocat., 2x725kva with Syn.BCH-Kochi, 2x1500kva with Syn. Granuals Ominichem Pvt Ltd-Vizag, & 2x2000kva, 11kv, Tata Steel 2x2000kva, 11kv, 2x2500kva TCL, 2X2500KVA Astra Polymer, 2x1500kva BASF, 2X1010KVA PEPSICO, Indiabul 2x1500kva, 1X1250KVA LnT, 1X2000KVA, Unique Roofing, 1x2000kva, 11kv & 1x1010kva, 11Kv LnT, 1X2220KVA Lodha, 2x750kva, Lodha, 2x500kva Lodha, 3X650KVA Thermax Ltd, 8x500kva Lodha, 2x2250kva, 415v LnT Realty etc..
Key Clients - Handling Key Clients like IBM, Hindalco, Bridgestone, Orient Cement, RIL, ACG, Lanco, Samsung, MRPL, Petron LNG Ltd, HCC, BASF, JSW, Lodha, Rio Tinto, Vardhaman, Essar, Balaji Infra, Emersion, TechnipKT Ltd, RIL, Siemens, TACO Groups, ThyssenKrupp, L &T, Hitech Power, Nanda Steel, Shell, HPCL, LnT etc.. & their projects & also all EPC Contractors and Consultants.
Achievement: Excellent Order, CAMC for 60 DG Sets with 5 Engines Overhauling from M/s. Reliance Industries Ltd exceed Parts & Service Revenue.
Responsible for Sales of Kohler diesel generating sets (15kva to 3000Kva) thru” our Channel Partners/Dealers.
Market survey, Prospecting, Application study, Genset sizing. Technical discussion with consultants, pre sales
consultations with customers. Commercial negotiations. Collecting and compiling competitive information, Sales
forecasting & primarily responsible for meeting sale targets for the region.
Responsible for Region Revenues & Profit Growth of Sales of DG Sets, Service & Spare Parts through
OEM/Dealers.
Development of dealers, Warranty administration, Training of dealers / customers.
To generate the Sales from defined territory through dealer team Ensure proper functioning of PSS at
dealer end.
Understanding requirement of customer, presenting the right solution for the application in line with the
product range, close sales, and maintain relationship with the customer.
Conduct activities for enquiry generation, & enquiry conversion.
Prepare monthly business plan and ensure achieving the plan.
Plan and integrate the total sales activities (enquiry generation, enquiry conversion etc., ) for the area
under coverage.
Identifies potential opportunities / needs in the area with existing and potential customers.
Design promotion campaigns and supervise its execution within the company guidelines.
Ensuring dealer man power as per norms and providing training for them.
To carry out competitor analysis of the area and to inform the company.
Seamless co-ordination with dealer for funds and manage stocks at dealer level.
Branch Manager-GMMCO Ltd - Dec’95 - 23.10.2010(15 Years) GMMCO LTD an US $ 1.6 Billion Company
with core competency in marketing and support of heavy Equipment and Engines is a part of the GP-CK Birla
Group of Companies. Gmmco the Caterpillar Dealer for West, Central and Southern India is responsible for
Marketing and Support of Construction Equipments, Earth Moving Equipments, Mining equipments and Gensets
/ Engines.
The Growth Path with Major Accomplishments:
Head the branch Activities and be responsible for the Sales of DG Sets/ Product support
functions/OEM/Dealer Development of CATERPILLAR DG Sets (200 to 3000Kva) & Allied/retail
business/Sales (15-250kva) Thru” OEMs/Channel Partners, and engines for various other
applications. Evaluating and establishing spotters and channel partners. Exploring different
market segments and application study. To lead the branch and actively meet targets.
Enquiry Generation, Technical Presentations, and Offer Submission, follow up, Techno-commercial
Negotiations, Order Closure, and Payment & Statutory forms follow up.
Track all tender calls, Participate in Pre-Tender Meets, technical seminars, actively get involve in pre-
tendering activities to include the MHI product speech. Prepare comprehensive tender bid with documents,
ensure 100% successful participation in all tenders & also price bid opening and conclude the contracts &
also responsible for achieving max. Business share of sale & after market.
Discovered various market segments such as, Institutional, industrial, Corporate, Construction, Fire
fighting, Hospital, Malls, Engineering, Pharma, IT, Process Industries, Builders, etc.
Successfully increased the sales of DG Sets CAT Range (200kva to 3000kva & Allied (15kva to 180kva).
Build team cohesively, Team development, provide support to team members as & when required, Provide
inputs on team member development to management.
Service process & service level agreements, follow up on service issues to assure that they are resolved
quickly, after Sales & Service.
Branch Manager-GMMCO Ltd - Dec’95 - 23.10.2010(15 Years) GMMCO LTD an US $ 1.6 Billion Company with core competency in marketing and support of heavy Equipment and Engines is a part of the GP-CK Birla Group of Companies. Gmmco the Caterpillar Dealer for West, Central and Southern India is responsible for Marketing and Support of Construction Equipments, Earth Moving Equipments, Mining equipments and Gensets / Engines.
The Growth Path with Major Accomplishments:
Head the branch Activities and be responsible for the Sales of DG Sets/ Product support functions/OEM/Dealer Development of CATERPILLAR DG Sets (200 to 3000Kva) & Allied/retail business/Sales (15-250kva) Thru” OEMs/Channel Partners, and engines for various other applications. Evaluating and establishing spotters and channel partners. Exploring different market segments and application study. To lead the branch and actively meet targets.
Enquiry Generation, Technical Presentations, and Offer Submission, follow up, Techno-commercial Negotiations, Order Closure, and Payment & Statutory forms follow up.
Track all tender calls, Participate in Pre-Tender Meets, technical seminars, actively get involve in pre-tendering activities to include the MHI product speech. Prepare comprehensive tender bid with documents, ensure 100% successful participation in all tenders & also price bid opening and conclude the contracts & also responsible for achieving max. Business share of sale & after market.
Discovered various market segments such as, Institutional, industrial, Corporate, Construction, Fire fighting, Hospital, Malls, Engineering, Pharma, IT, Process Industries, Builders, etc.
Successfully increased the sales of DG Sets CAT Range (200kva to 3000kva & Allied (15kva to 180kva).
Build team cohesively, Team development, provide support to team members as & when required, Provide inputs on team member development to management.
Service process & service level agreements, follow up on service issues to assure that they are resolved quickly, after Sales & Service.
Handled Key Clients like CIPL Ltd., IBM, Thermax Ltd., Zamil Steel, Tata Motors, Honeywell, Mission Pharma, SEMCO Electric, Premier Ltd., ThyssenKrupp, Emcure.Essar, Lupin, L&T, and JNPT, Emerson, Jindal, Hindalco, H&R Johnson, RIL etc.
Outstanding Projects (Orders) - 5x2000kva with Synchronization Bharti Airtel, 2x1500kva with Syn. Zamel Sreel, 4x1500kva with Syn. CIPLA Ltd, 2x1010kva with Syn., 2x1500kva Mission Pharma, 6x380kva + 2x725kva SEMCO Electric, 2x1010kva Emcure Pharmacy, 4x1010kva with Syn. Tata Marco polo, 2X725KVA with Syn. Kumar Builder, 8x725kva with Syn. Panchashil Builder, 1x1500kva with AMF ThyssenKrupp, 2x725kva + 2x600kva themax Ltd, 2x725kva Jindal etc….
Prospective clients from various sectors, generating business from the existing accounts and achieving profitability and increased sales growth.
Monitoring competitor activities and devising effective counter measures.
Spearheaded Branch/Territory product Support activities of CATERPILLAR Diesel Generating Sets, Industrial
engines and engines for various other applications.
Providing after sales/Service assistance on critical technical problems and service issues. Development of
service network including training, spare management. Troubleshooting of problems related to Engine.
Monitored a team of 35 Service Engineer with 1000 Customers & OEM/Service Dealers
Instrumental in increasing Service & Parts Revenue.
Pivotal in doubling AMC & TM&R Contract & getting 100% renewal of AMC & CSA-TM&R Contract.
Managed OEM Services & developed Excellent in Service Training for new CSE’S
Trained new CSE’S as required with proper guidance thus helped in reducing the down time & maintaining
the customer satisfactions at highest level.
Reduced the MTTR as per CAT Bench Mark.
Developing and implementing overall Service strategies
Warranty administration for product evaluation and customer satisfaction issues.
Meet Parts & Service Revenue.
Leading, coaching and motivating the local Service dealers & Developing and strengthening market position
Also, Responsible for Product support activities of CAT Engine various other applications like Industrial
Pump, firefighting, Loco, Drilling, Marine Propulsion, marine, Gas & Mining Genset.
Developing and managing service and workshop manuals, literature
Undertake market search activities regarding presence of competitor’s network in a given region,
scope/potential in the region and existing presence in the region
As Engineer - Product Support (Dec’95 - Jul’99 Gmmco Ltd Bangalore)
Achieved group targets in providing value added product support tools like Scheduled oil Sampling, Objective condition monitoring of engines and Annual Service Contracts.
Handled maintenance, overhauling parts recommendation, alignment of generators, diagnosis, trouble shooting AFA and evaluation of Caterpillar Engines.
Hands on Experience in reconditioning like Turbo Charger, Cylinder Head, FIP, Governor, Water Pump and Rack setting & Engine Complete top & Major Over Hauling of Caterpillar Engines.
Handled diagnostic tools like engine pressure group, fuel flow monitors group, thermometer group and Blow by group for Engine condition monitoring & ET for Electronic Engines.
Gained exposure in safety shut off system like Hydra-Mechanical shut off system, energy to shut up system (electrical), Electronic Engine Trouble Shooting Thru’ ET, Analog & digital Sensor & Pressure Sensors Standard, AMF and Synchronization, Coposite control panels. Load sharing modules, relays & all types of electrical panel’s drawings SLD.
Overhauling of engines for genset applications and engine for various other applications.
Actively Meet Service & Spare Parts Target.
Major Accomplishments
Provided Product Support of CUMMINS engines and troubleshooting of engines, Failure Analysis, overhauls and commissioning & AMC
Actively meet Service & Spare Parts Target.
Commenced the career with Manik Diesel Services, NAVSARI as Trainee Engineer & Service Engineer.
(Se’91 - Dec’93) CUMMINS Dealer - NAVSARI
Product Support Activities of CUMMINS DG Sets, AMC Visits, Commissioning, Trouble Shooting, Overhauling, Alignment of Engine & Alt. Service & Spares Revenue.
College of Marketing and Distribution, Asia Pacific Distribution Services. SDMO Training at Singapore for HT DG Sets Cummins Learning Center Certificates: AEEU05_Application Engineering: Generator Set Duty Ratings – EMEA AEEU02_Application Engineering: Circuit Breaker Basics – EMEA AEEU03_Application Engineering: Cooling and Ventilation Considerations. AEEU04_Application Engineering: Exhaust After Treatment Devices. STAR_Low Range Sales Training_01: Understanding Customer Requirements STAR - Experience Requirement - Application Engineering Certification – EMEA. AEEU01_Application Engineering: Alternator Protection – EMEA. AEEU06_Application Engineering: Location and Environmental Considerations – EMEA AEEU07_Application Engineering: Mounting and Vibration Considerations – EMEA. STAR - Application Engineering Certification - EMEA – English. PowerZone Ordering Tool - Customer Training