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Kaushik روي, Country Head - Sales, Commercial and Marketing for Iraq

Kaushik روي

Country Head - Sales, Commercial and Marketing for Iraq·Schlumberger

الإمارات العربية المتحدة

بكالوريوس, Electrical Engg

الخبرة العملية

مجموع سنوات الخبرة: 29 سنوات, 0 أشهر

Country Head - Sales, Commercial and Marketing for Iraq

يونيو 2014 - حتى الآن

Schlumberger

دبي، الإمارات العربية المتحدة

يونيو 2014 - حتى الآن

• Responsible for developing and implementing the marketing strategy and sales plan for Iraq across the entire portfolio of Schlumberger offerings.( 16 business units) Achieved revenue in excess of 500M$ in 2014 prior to the current industry downturn. Custodian of the 5 year strategic business plan for Schlumberger in Iraq.
• Developed and managed the tender submission process and oversaw more than 100 tenders worth > 4 Billion US$ over the past two years. Achieved a tender win rate of 65%.
• Prepared our negotiating strategy and led negotiations for complex contracts, especially for large Integrated Tenders (50-200M$ each) for well construction on a lump sum turnkey basis, which carried considerable inherent risks. Improved the Contract Compliance Rating score for Iraq by 20%.
• Supervised and managed the entire sales, account management and contract teams for Iraq comprising 45 people across the 16 Schlumberger product lines.
• Led the country level initiatives for the merger of Schlumberger with Cameron and prepared the revenue and cost synergy roadmap for Iraq.
• Led the Global Sales Transformation initiative locally for Iraq including the roll-out of the new online sales management portal C4C: Cloud For Customer. Achieved 100% of our roll-out objectives within the deadline.

مجال الشركة:
النفط والغاز
الدور الوظيفي:
الإدارة

Country Manager - Kurdistan

يناير 2012 - مايو 2014

Schlumberger

اربيل، العراق

يناير 2012 - مايو 2014

• Set up the Schlumberger business in Kurdistan from scratch. Established our operating entity, built up the team from 30 to 250 people, and introduced all the Schlumberger product lines over 2 years.
• Created and implemented a market entry strategy for Kurdistan. Grew revenue from 20M$ in 2011 to 300M$ in 2014.
• Managed all aspects of the business - including PnL management, business forecasting and planning, marketing strategy definition and implementation, customer relationship management, operational integrity and service delivery, staffing and recruiting, and security management.
• Successfully positioned Schlumberger as the dominant service company in Kurdistan, growing our market share from <10% in 2011 to 54% in 2 years, displacing our competitors who were well entrenched since 2007.
• Managed senior level customer relationships across entire client base of > 30 operators, ranging from small independents to the super-majors (XOM, CVX, TOTAL etc.)
• Prepared and implemented a comprehensive Ministry engagement plan which positioned Schlumberger as a trusted business partner with the Ministry of Natural Resources and translated to significant business advantages. ( direct visas in our name, cross border equipment movement approvals, partnership for a national data repository etc.)
• As the POA holder for Schlumberger, was responsible for full compliance with all regulatory requirements. Successfully cleaned up all legacy issues and implemented a robust process to ensure 100% regulatory compliance.
• Responsible for managing the security and safety of all 250 employees through some very challenging times and situations. Managed to convince internal stake holders to convert Erbil into a family assignment. This was crucial for attracting the right talent and a key enabler for our explosive growth.

مجال الشركة:
النفط والغاز
الدور الوظيفي:
الإدارة

Country Head - Supply Chain, Indian Sub-continent

يوليو 2009 - ديسمبر 2011

Schlumberger

مومباي، الهند

يوليو 2009 - ديسمبر 2011

• Hand-picked by our Deputy CEO as a part of a company-wide initiative to select top-performers from the business units and get them to lead Supply Chain in order to elevate the profile of the function and transform it into a key business-enabler with a strategic vision rather than being a mere transactional entity.
• Led a team of 56 supply chain professionals, and managed the four verticals of Procurement, Logistics, Materials Management and Facilities Management while enabling the 14 Schlumberger product lines generate revenues in excess of 400M$ for the Indian Sub-continent ( India, Sri Lanka and Bangladesh)
• Transformed the supply chain team by infusing a sense of business awareness and accountability. Created a mind-set of treating the 14 Schlumberger business units as internal customers. Bridged the gap between operations and supply chain by implementing a system of scorecards, KPIs and regular performance reviews with the business units.
• Handled three large ONGC Deepwater and Shale Gas tenders(100-500M$ each) for our Integrated Project Management business unit. Drove the procurement strategy for third party services like supply vessels, helicopters, shore base, rigs etc. which comprised more than 50% of the total tender value and determined the tender outcome.
• Prepared and implemented a facility consolidation plan- bringing down our facility count from 24 to 16, and resulting in annualized cost savings of 800K$.
• Set up the logistics infrastructure to support a new country entry and start-up - in Sri Lanka for Cairn Energy’s exploration project . Despite the challenges associated with a new country start-up involving hazardous materials like explosives and radioactive sources, all project deadlines were achieved.

مجال الشركة:
النفط والغاز
الدور الوظيفي:
الإدارة

Country Manager - Wireline, Yemen

يناير 2006 - يونيو 2009

Schlumberger

صنعاء، اليمن

يناير 2006 - يونيو 2009

• Ran the wireline logging business in Yemen - managing a team of 120 people, serving a client base of 18 customers. (NOCs, IOCs and Super-majors)
• Grew the business from 18M$ to 35M$ in 2 years while improving profitability from 35% to 39%.
• Increased market share from 67% to 75%, and our service quality and safety KPI scorecard by 12%.
• Successfully ran and completed the first ever offshore project in Yemen - for Oilsearch in 2008.

مجال الشركة:
النفط والغاز
الدور الوظيفي:
الإدارة

Account Manager for Cairn Energy

يناير 2004 - ديسمبر 2005

Schlumberger

تشيناي، الهند

يناير 2004 - ديسمبر 2005

- Represented all Schlumberger business units
- Positioned Schlumberger as a trusted partner within Cairn.
- Grew the account by 80% and secured contracts for 3 business units for the first time ever with Cairn.

مجال الشركة:
النفط والغاز
الدور الوظيفي:
المبيعات

Operations Manager -Wireline, Pan-India Land Operations

يناير 2002 - ديسمبر 2003

Schlumberger

تشيناي، الهند

يناير 2002 - ديسمبر 2003

• Ran the pan-India wireline business - growing it from 14M$ to 20M$, thereby gaining 12% market share.
• Managed a team of 80 employees distributed across 5 different operating locations across India.

مجال الشركة:
النفط والغاز
الدور الوظيفي:
الإدارة

Wireline Logging Field Engineer

يونيو 1997 - ديسمبر 2001

Schlumberger

إندونيسيا

يونيو 1997 - ديسمبر 2001

- Worked as a wireline logging field engineer, in 4 countries across Asia Pacific.
- Managed remote operations in challenging locations, ranging from tropical rainforests, to offshore rigs.
- Delivered flawless services to oil and gas companies ranging from NOCs, to international oil companies.

مجال الشركة:
النفط والغاز
الدور الوظيفي:
غيرذلك

التعليم

I.I.T. Kharagpur ( Indian Institute of Technology)

يونيو 1997

يونيو 1997

بكالوريوس، Electrical Engg

الهند

Higher SecondarySt. Xavier’s Collegestate of West BengalSt.Xavier’s School

مايو 1993

مايو 1993

الثانوية العامة أو ما يعادلها، Ranked 2nd in State

الهند

Skills

Commercial Skills
Expert
Commercial Skills
Expert
Business Strategy
Expert
Business Strategy
Expert
Supply Chain Management
Expert
Supply Chain Management
Expert
Business Management
Expert
Business Management
Expert
Executive Suites
Expert
Executive Suites
Expert
Presentation Skills
Expert
Presentation Skills
Expert
ACCOUNT MANAGEMENT
Expert
ACCOUNT MANAGEMENT
Expert
Strategic Analysis
Expert
Strategic Analysis
Expert
CONTRACT MANAGEMENT
Expert
CONTRACT MANAGEMENT
Expert
CUSTOMER RELATIONS
Expert
CUSTOMER RELATIONS
Expert
MANAGEMENT
Expert
MANAGEMENT
Expert
MARKETING
Expert
MARKETING
Expert
SAFETY
Expert
SAFETY
Expert
STRATEGIC NEGOTIATIONS
Expert
STRATEGIC NEGOTIATIONS
Expert
SUPPLY CHAIN
Expert
SUPPLY CHAIN
Expert
Tender Management
Expert
Tender Management
Expert
Commercial Skills
Expert
Commercial Skills
Expert
Business Strategy
Expert
Business Strategy
Expert
Supply Chain Management
Expert
Supply Chain Management
Expert
Business Management
Expert
Business Management
Expert
Executive Suites
Expert
Executive Suites
Expert

اللغات

البنغالي
اللغة الأم
الهندية
متوسط

الهوايات

  • Debating and Public Speaking
    Judged the Best Speaker at the prestigious Foundation Day Debate in IIT Kharagpur for 4 consecutive years (1993 - 1997). Represented school at all debate and extempore competitions throughout and won several prizes.
  • Football
    Was part of the team in school as well as in university.