General Manager
Johnson controls Inc
مجموع سنوات الخبرة :23 years, 11 أشهر
JOHNSON CONTROLS INC ■ DUBAI, UAE January 2011 to present
JCI is a global diversified technology and industrial leader in Building technologies with global sales of $24 billion serves wide range of customers in more than 150 Countries.
Designation: General Manager-Products & Channels
Reporting to Global Vice President - DX Systems
Direct reports: 7 (4 in MEA and 3 in China)
Products: Air conditioners including Hiwall, Ducted, Rooftops, VRF systems including controls BMS, KNX, GRMS, IOT and Software’s- Presales and Post sales -service and predictive maintenance.
Role: Lead/Manage multi product pillars from Product management (cradle to grave approach), complex sales channels, price management and business development in accordance with JCI Legal and Ethics polices.
Business Impact:
• Rationalize products for EMEALA region, from 3000+SKU’s across 9 suppliers to 1000+SKUs to 4 strategic suppliers for better costs, product feature exclusivity, lead times and margin expansion. The consistent result over 2 years is x% growth in $100Million+ revenue and double-digit ROS.
• Generated more than $20M+ in revenue and double-digit margin (post pandemic) exceeding the plan in complex markets like Iraq, Libya, Palestine, Israel and Pakistan.
• Spotted white space in retail and launched exclusive product lines for the GCC region which lead to $XXmillion incremental sales and x% increase in SOM.
• Secured and Successfully delivered Multi-Million-dollar projects of VRF in the region like Masjid Haram-Mecca-KSA, Sustainable city-Dubai, UAE, FIFA Stadium-Qatar, Karbala university-Iraq, EMMAR towers-Karachi, Pakistan and many land mark projects in MEA region.
• Worked with top tier global consulting firm on the go to market strategy and integration of business of Johnson controls and Hitachi for UAE, KSA, Turkey and South Africa which resulted in synergy of $XX Million in revenue and margin.
• Hands on experience in the first SKD/CKD model for China OEM source to assemble in Egypt. Later this model was introduced in KSA, Pakistan and Nigeria.
• Lead continuous improvement projects in product management, sales management and aftermarket which resulted to hard savings of $X million which contributed to the bottom line.
• Launched the first application for York Room air conditioners called YORK Air control app on both IOS and Android platform for LATAM markets and phase 2 to be rolled out in MEA.
Achievements: Winner of many merit awards in field of sales, product management and continuous improvements.
Sanyo Electric Co, based in Osaka, Japan US$.18 billion group is well diversified in business areas of Consumer Electronics, Digital, HVAC solutions, Biomedical, CCTV security and Solar Energy. In 2010 Panasonic completed the acquisitions of Sanyo.
Reporting to Vice President - Sales (ME & Africa)
Direct reports: 4 (Sales Managers)
• Overall in charge of Sales of Sanyo Residential and Commercial Air conditioners in Middle east and Africa.
• Appointed distributors in Turkey, Azerbaijan, Pakistan, Egypt, Nigeria, Libya, India and West Africa including Nigeria and Angola. Provided double-digit incremental gross margin and YOY sales.
• Distributor Management including sales planning, PSI (purchase, sales &inventory), Advertising (ATL&BTL) and building capabilities of sales and services.
Bahwan Engineering Company (BEC) is the largest private sector groups in Oman with a turnover exceeding US$1 billion (approx.). Executing integrated multi-disciplinary construction projects and facilities Management projects in Oman and UAE. BEC represents global brands in Oman which include Carrier, Hitachi -Air conditioners, Saiver-AHU, DENCO-Close control units and Nuaire Ventilation Equipment.
Reporting to Department Manager.
• Responsible for generation of enquiries to project handing over including detailed design of HVAC system including HVAC Heat load calculation, HVAC equipment sizing, duct sizing, fan & pump head calculation, duct and pipe sizing, Coordination with the Drafting Office for the checking and issuing of HVAC detailed drawings and shop drawings, Preparation of the Purchase Requisition accessories for HVAC equipment’s and specify inspection/ test and vendor data requirements. Reviewing and monitoring of subcontracted installation and handing over.
• Worked with MEP tendering team covering HVAC for various multimillion projects for various market verticals like Commercial buildings, Residential developments, Hospitals, Educational institutions and Oil&Gas.
The $6.5 billion Daikin Industries is a multi-product company with the air-conditioning business comprising 74 percent of its business. Daikin has stepped in India with a joint venture between Daikin Industries and SIEL (80%:20%). Daikin Shriram network in India includes 10 sales and service offices and 3 spare part centers
Reporting to Branch Manager.
• Responsible for generating sales for Decorated Split units, Ducted Splits, and VRV’s.
• Promotion of product thru presentations in corporate, seminars and exhibit shows.
• Implementation of sales processes at the dealership for effective forecasting of monthly sales and achieve sales through them.
• Drive sales through dealers and achieve sales targets as per the Annual Business plan by identifying potential dealers in Andhra Pradesh and Hyderabad- Karnataka region.
• Booking, Planning, and Execution of VRV (Variable Refrigerant Volume) projects.
• Project scheduling and monitoring manpower planning with reference to project completion date.
❖ Master of Business Adminstration (MBA) from Hult International Business School, Massachussets, United States of America in 2011. (Attested by Department of State,Secretary of state Maryland and Embassy of UAE in Washington,USA) Graduated in Boston and in the final project worked as consultant in Boston for Johnson Controls,Milwaukee on Distribution strategy for North America. Summary of Dissertation: The project was to identify an alternative ''blanksheet'' approach to a distribution startegy that will create competitive advantage and enabled desired growth. With my experience and knowldge I was able to break the statusquo and was able to deliver an innovative business model.
❖ Bachelor of Technology (B.Tech) from Kakatiya University, Warangal, Andhra Pradesh, India in 2000.