Sales Manager
Sulzer Chemtech
Total years of experience :16 years, 3 Months
• Lead Business Development for Process Solutions & Services in Oil & Gas industry.
• Increase reach with End Users, EPC Organizations & Contractors in GCC region.
• Lead team for Pre-qualification in untappedmarket & New Product & Services.
• Understanding all stake holders (Internals & Externals in revamp cases & Co-ordinating to deliver value to customer.
• Track & develop major projects from study to contract closure stage by liaising at multiple levels within customer organization.
• Forecast near & mid-term opportunities & align management strategy to maximize winning probability.
Managing techno-commercial sales of engineering products and services for distillation and separation column internals in Indian Refinery Sector.
Generating enquiries, Mapping business opportunities and Competitor’s activities through various sources and field visits.
Responsibilities include activities such as design, risk assessment, cost estimation and proposal making, negotiation and project management of designated orders.
Preparation and submission of techno commercial tenders / contracts by studying tender documents, enquires.
Visit and interact with licensors, engineering and project management consultants, LSTK business companies - for enquiry generation, detailing and delivering product - solution presentations.
Informing Internal Departments about Project Planning, Scope of Supply of Project, Manufacturing and Delivery Schedules of the newly booked orders through kick - off meetings and circulation of various Order Documents and information.
Creating presence in bid opening and handling techno-commercial negotiations.
Instrumental in selling value based propositions to clients in revamp. This involved analyzing complex revamp situations with site personnel, selling new technology ideas and also co-creating the most optimal solutions for clients.
Planning & scheduling Project kick off meeting as well as project progress review meeting (Interdepartmentally as well as with customer).
Reviewing contract & preparation of order confirmation.
Project Progress Monitoring for Time & Cost
Engineering progress tracking (Drawing Submission & approvals, release of BOM).
As per BOM requirement checking for Material availability, material ordering & Critical Material tracking, Review & Monitor vendor schedules.
Manufacturing progress tracking, Sub-contraction progress tracking (Materials, Manufacturing activity etc)
Planning for inspection as per Quality plan (TPI - Customer as well as agencies like Lloyds, PDIL, EIL etc.).
Following Invoicing targets, on time delivery of project.(Close co-ordination with Logistic department) Liaison with internal departments for timely execution.
Prepare, maintain & monitor Project Plans, Invoicing Plans, Cash Flow Plans, Resource Plans.
Ensuring cash flow as per contract terms, Payment follow up.
Preparing & monitoring project progress reports, project closure reports, Budget vs. actual costs reports etc.
Using SAP for ERP system related activities.
Close co-ordination with Finance department for Commercial documentation like - Invoice, Bank Guarantee, account reconciliations, letters of credit and requests for payment / reminders.
Ensuring standardization of work activities as per ISO 9001:2008 norms.
Participating in Company Inter Audits, developing and improving procedures and work systems.
Co-ordination with different departments like marketing, design, production, quality & purchase to meet the
requirements in terms of product specification, delivery, payment terms, statutory & regulatory requirements
through smooth order execution.
Booking the order in Baan LN system received from marketing after verifying technical & commercial aspects and forwarding the same to design for preparation of bill of materials & general arrangement Drawing GADs, parallel to production & quality in order to study the order for the preparation of procedure.
Following with design for BOMs & GADs & booking of BOM in Baan LN system.
Timely submission & checking of GA drawings, Inspection & testing plan, Production schedules & other specifications, compliance certificates for the approval from the customer.
Follow-up with Vendors for getting status of Valve components & Automation System Components.
Review all the documents & procedures in line with customer’s requirement.
Review & resolves customer complaints.
Assisting the third party inspection agencies & customers during the order execution.
Delay delivery analysis of pass CDD orders & Focusing on CDDs past due & post due.
First Class
First Class
Distinction