Head, Business Development & Strategy Planning
RGI
Total years of experience :15 years, 9 Months
A private company incorporated in India with operations in Middle East and South East Asia with significant interests in Restaurants and Hospitality, Construction and Fitout.
• Compilation of a comprehensive market study in United Arab Emirates and Oman with macro-economic data and guidance for establishing relationships, GTM and channel strategies in Solar and Fitout.
• Establish strategic partnerships either through procurement or joint venture agreements with manufacturing entities and vendors that feed to the business units.
• Creating and implementing processes to improve vendor relationship management, reviews & evaluations, governance & policies, and training & onboarding, leading to a significant, measurable lift in KPIs.
Job profile
• Responsible for the region of United Arab Emirates and Oman with a focus on managing the business development streams of the company under 1 management team for the region. The Middle East business development team includes 19 employees.
• Reporting to the Managing Director, activities are currently focused within Dubai and the Northern Emirates towards active ongoing projects and new market introduction, Oman.
• The role is to grow the construction business and put in place a strategy map to diversify the company in to adjacent streams like logistics, solar and industrial refrigeration with revenues aimed at AED 350m in the next five years.
• Presenting qualitative analysis to provide technical solutions as a subject matter expert from data gathered from opportunity tracking, customer surveys, employee utilization costs, conversion tracking and budget vs cost on projects to develop sales methodologies and eventually increase strike rate.
• Develop relationship within Industry press and develop ATL/BTL marketing communication and advertising drives for the group through case studies, project portfolios or leadership expose. Utilize new medium platforms and tools; viz. Social Media and Search Engine Optimization (SEO) to deliver brand message to stakeholders and potential end-users.
• Provided technical leadership for matrix corporate engineering support teams in Delhi, India.
Selected Results
• From a low base in 2017 led the strategic positioning of the business in the U.A.E. and oversaw securing of AED 143m of contracts in the first 18 months across Dubai through leveraging a cache of existing USPs & organizational advantages in the addressable market.
• Established a regional procurement office which delivered a cost decrease of 20% of OEM and systems procurement and eliminated consistent non-conformance across specialist solutions.
• Introduced a new branding and name change to the business to align it with the group corporate branding and create strength for the decentralized business units. Specifically included developing a new marketing strategy and the execution of this message in to the market.
Voltas Limited is a NSE listed contracting company head quartered in India with operations across India, North Africa, Singapore, United Arab Emirates, Bahrain, Qatar, Oman and Saudi Arabia. Voltas Limited is a part of the Tata Group with a market cap of INR 177b (b, 2019). It is recognized as a pioneer in the electromechanical engineering projects and products industry.
**Job profile
Transferred internally within Voltas Limited to take up a new role in diversification of the Voltas’ interests within the region. New business exploration for Commercial & Industrial Refrigeration and Waste Water Treatment.
Responsible for the launch of new engineering projects and products businesses in the segment of Refrigeration and Waste Water treatment within United Arab Emirates, Oman and Bahrain and the profitability of the same.
The role requires that the Group risk management, processes and procedures are implemented, monitored and maintained across the new businesses in line with the Group governance. It also required the implementation of a go to market strategy and collateral for its services locally. The new business included the launch of Voltas’ namesake brand across the commercial refrigeration segment.
Specifically launched commercial refrigeration display units leveraging existing Indian OEM partnerships with China for the regional market and included overall responsibility for the Marketing, Estimation and Project Management of the executed orders within the new vertical.
**Selected Results
Identified and led the vertical from a zero base start up in Dubai. This included the leading of the business case, market study, marketing collateral and legal compliance requirements, identification and negotiation of legal partners and local service partners, strategy development and start up commercial management of the operations.
Responsible for securing an initial pilot order or AED 880, 000 in the first 2 months of channel partner establishment with a leading food-based distributor in Dubai, U.A.E.
**Job profile
Contribute to strategic functions and performance management of the International Operations reporting in to the Corporate Strategy Function at Voltas HQ, Mumbai. The role involved contributing to decisions and problem solving across all operating markets; United Arab Emirates, Qatar, Oman, Saudi Arabia, Bahrain and Singapore.
Reporting to the COO of the International Operations Business Group, the role was the assist in developing the strategic plan then measuring & monitoring the strategic direction of Voltas’ MENA1 and MENA2 business in the region.
This was to be achieved by identifying business indicators to develop an annual strategic planning process leading the business in to new markets or potentially thwart risks before they materialize.
The role also included the identification and management of strategic acquisitions for the group to extend its role and scope within the operating regions.
Aligned closely with international teams, senior leadership and business excellence teams to conduct monthly internal project reviews to develop insights and track organizational Balanced Scorecards for BUs within Voltas’ international portfolio.
**Selected Results
Identified the acquisition and led the launch of Voltas’ prefabricated MEP module business within the region. The goal was to specifically reduce the impact of rising labour costs. Carried out the due diligence, assisted auditors and negotiated to bring the deal to a successful close. Total combined acquisition value of AED 5m (staggered pay out) for knowledge transfer and IPs for the technology. The resulting acquisition would set out to improve productivity on ongoing projects of non-conventional MEP scope through reduction of time to completion by 20% (mean, includes design).
Aligned the contracting and sales/service departments to an integrated CRM cloud service. Implemented Zoho CRM for Voltas’ businesses in U.A.E., Qatar, Saudi Arabia and Oman resulting in a common presentation to the market with respect to capabilities and services offered. Ensured the supply chain was integrated in to the turnkey solutions of the group.
Ambassador to Voltas’ International Operations Business Group in industry events and awards. Presented case studies of innovative projects and achievements in Constructionweek, MEP Magazine, Emirates Projects Magazine, Tata Innovista, Voltas Vision 2020 and Meed Awards. Notable awards secured: MEP Company of the Year, MEP Project of the Year, Sustainable Project of the Year.
**Job profile
A process improvement and quality management cell within every Tata organization that focuses on business excellence through process optimization and communication. The role involved process optimization for all projects and offices within United Arab Emirates, Qatar, Oman, Saudi Arabia, Bahrain and Singapore.
Responsible to drive Lean manufacturing and construction initiatives and encourage continuous improvement culture throughout the MEP segment across 6 countries deploying a culture of Lean Thinking and setting guidelines on processes in an organization of 5200 employees.
Executed quarterly company-wide (International Business) internal ISO and OHSAS audits to ensure overall compliance with Tata Quality Management standards. Specifically tasked to monitor efficiency and effectiveness metrics in various departments and to identify process redundancies or improve existing systems.
Drove process and procedure rationalization across the business, adopting best practice and implementing Quality Assurance (QA) at site/shop level. Managing and owning customer complaints and quality issues.
Drive the knowledge management program to promote its growth through increasing platform’s engagement, encouraging and rewarding knowledge sharing to increase the global organizational knowledge base.
**Selected Results
Developed prototype for Votlas’ Knowledge Management cloud to facilitate sharing of best practices and new ideas within the business and its subsidiaries. The Knowledge Management program would form an integral part of the quarterly individual performance management system.
Institutionalized the knowledge management program by promoting its integration in to employee onboarding suites and project lifecycle through the lessons learned program. The platform achieved its phase-1 goal of ensuring 100% staff registration within the international business. The phase-2 goal of establishing a process for quarterly contribution of two knowledge articles for every employee was achieved 8 months in to the program.
