Business Development Manager
MAN Energy Solutions
Total years of experience :22 years, 1 Months
•Managing key accounts for Centrifugal compressors ( Barrel, RG type), Screw compressors, Axial Blowers, Gas & Steam turbines. Market segment includes Oil & Gas, Process, ASU, Industrial and power generation.
•Developing new business for new technologies for Energy, power, renewables focused on decarbonisation such as Power to gas/fuel, hydrogen, ETES etc.
•Reactors business, EPC shut down services for Refinery, Petrochemicals and Chemicals Plants.
•Preparing annual sales & BD plan, strategies, proving inputs for annual budget and sales forecasts.
• Acting as an interface and working closely with clients product centres, regional service centres and agents.
• Handling registration and pre-qualification with support of product centre /manufacturing facility.
• Dealing with Clients, End users, EPCs, FEED, Licensors, arranging presentation, seminars and roadshows.
• Identifying projects/ opportunities for new sales, expansions, modifications projects, generating leads/RFQs, ensuring bid submission, closure of TQs/TBE .
•Understanding client’s requirement to make winning strategy and working together with application engineers/ bidding team to ensure the competitive edge of products/solutions in terms of Capex, Opex, Life cycle cost, efficiency, reliability, availability etc.
•Techno-commercial negotiation, finalizing contracts / POs along with long term service agreements LTSA, after sales spares and field service engineers FSE, Customer Training (Onsite/Factory) .
•Using CRM tools for sales & BD process, account management, client visit & report writing, project follow up etc.
•Establishing company’s regional office and introducing Process Piping & Packages, Large Dia. Trunk Pipelines for Oil & Gas Transportation, OCTG & Line Pipes,
•Meeting KPIs which includes Pre Qualifications, Leads/ RFQs generations and Tender participations, increasing no. of orders and sales volume, achieving sales targets, CRM.
•Preparing sales & BD plans, strategies, SWOT analysis and working towards achievement of targets.
•Developing network of agents /representative country wise in MENA region, finalizing agency agreements.
•Handling Prequalification /AVL with major NOCs, IOCs and operators in MENA region.
•Targeting projects, driving Sales through network of agents, participation in tenders/bids, dealing with NOCs, IOCs, Operators and contractor/EPCs .
•Visiting & participating Oil & Gas shows, exhibitions to promote the brand and products.
Projects & Achievements
•Pre-qualification with MDOC Iraq, Shell Iraq, BP Iraq, Eni Iraq, Petronas, Lukoil Iraq, Gazpromneft, CNOOC, Al Waha, ADCO, OGC & PDO Oman, CAMEG & COSIDER Algeria, PQ initiated with NDC, ZADCO, GASCO, ADGAS, KOC, KNPC, IDC, SOC, NOC, SRC, NRC, MNR Kurdistan, Sonatrach etc.
•High Value Project sales, Supply of 32 inch-90 KM Pipeline to OGC Oman.
• Introduced many new clients, Lukoil, Eni, Al Waha, CNOOC, GASCO, CAMEG, OGC, ORPIC, L&T, Petrofac, Dodsal, CCC, Petrojet, Punj lloyd etc.
•Business Development of Process Packages, Process skids/ modules, Pipe rack, Piping, Tank farm, offshore platforms ( jacket, decks, piles), for Oil & Gas, Process & Power/Utilities sectors in MENA region.
•Preparation of annual sales & business plans and implement strategies to achieve targets approved by the management. Developing marketing material & tools, catalogues, websites, presentation & advertisement.
•Developing and managing network of agents/representatives region/country wise to drive sales in the targeted segments and finalize agency agreements.
•Obtaining registration & prequalification, AVL with major end users in the targeted sectors .
•Tracking upcoming & ongoing turnkey projects in Oil & Gas, Process Power & desalination sector, analysing scope of work of various packages, and generating Lead/RFQs.
•Coordination with the technical & proposal team for preparing competitive bids/proposals in compliance to client’s technical and commercial requirement.
•Submission of bids and proposal, Negotiation on technical and commercial terms and finalizing Purchase Orders/ Contracts with the clients.
•Build & Maintained good relations with key contacts of End users, Consultants, National & international Oil & Gas companies, leading EPCs and technology providers.
•Coordination and expediting manufacturing/ fabrication, engineering, project management & supply chain department to ensure delivery of all projects on time.
•Visiting local and overseas clients for presentations, meetings, pre-qualification, sales & marketing activities . Visiting regional & international Oil & Gas events and Exhibitions.
Projects & Achievements
•Played a key role in the registration, prequalification process & inclusion of products in AVL with companies such as ADCO, ADMA OPCO, ZADCO, GASCO, ADGAS, TAKREER, KOC, KNPC, Shell, TOTAL, SABIC, PDO, DEWA, SEC, ADWEA
•Developed & secured business with new clients/EPC, such as Shell, Petrofac, Technip, Saipem, Tecnicas Reunidas, SNC Lavalin, Dodsal, HHI, HEC, Samsung E&C, NPCC, Mcdermott etc.
•Worked for various major projects such as (ADMA OPCO IGD HAP offshore project, ZADCO 750, ADMA OPCOs UMM Lulu & SARB, ADGAS DAS Island offshore project, SGD-Al Hosn Gas project, GASCO Habshan-5, , TAKREER CBDC project, Shell Majnoon Iraq, South Yoloten Gas Turkmenistan, Saudi Maaden Alumina project, KEMYA SEP Halobutyl project etc. )
•Reported to the Regional Head and managed sales operations including development of sales plans, targets and quotas for each region and quarterly & annual budgets.
•Supervised the preparation of quotations/offers against tenders and sales contracts and reviewed all documents before submission to the client.
•Negotiated and finalized prices and terms & conditions and secured purchase orders from clients.
•Built and managed a network of regional agents/distributors, finalized agreements and monitored performance to achieve all predefined targets.
•Acquired new clients and drove business with new & existing clients through direct & channel sales.
•Monitored turnkey projects in the oil & gas sectors and followed up leads to generate enquiries.
•Coordinated with the TMK qualification department and obtained vendor qualifications from major Oil & Gas companies in MENA Region
•Tracked competitors’ products and pricing strategies and provided inputs for developing counter strategies.
•Coordinated with the manufacturing plant, logistics department & forwarding agents ensuring smooth supply chain and on time deliveries of client orders.
•Participated in oil & gas shows and exhibitions and contributed to building the company’s image in the market and acquiring new business.