Dy. Senior Vice President - International Projects
GERAB NATIONAL ENTERPRISES LLC
Total years of experience :31 years, 0 Months
Role:
• Spearheading Profit Centre Operations of Piping product portfolios, spanning across Abu Dhabi, Dubai, Iran, Egypt, Pakistan, India, Oman, Saudi, Nigeria and Northern Emirates
• Managing annual business turnover of $ 25 Million per annum supported by a team of 15 members
• Devising & implementing Go-to-Market Strategy for new markets, basis feasibility study of neighbouring markets, launching new products, enhancing profitability and developing high performance teams
• Penetrating business in the assigned territories and consistently improving profitability; identifying changes in market demand and new streams for revenue growth; revamping sales strategies for expansion of market share
• Dealing with a large base of 15 no. of key accounts; building long-term customer relationships for repeat orders
• Ensuring effective hiring, orientation, training, development and retention of sales staff; displaying a dynamic leadership style to motivate and empower a team to ensure successful achievement of EBITA.
• Lead BU sales team members to achieve sales targets.
• Establish productive and professional relationships with key personnel in assigned customer accounts.
• Market Assessment for developing potential partners, market entry strategies.
• Negotiate and close agreements with large customers.
• Prepare monthly, quarterly and annual sales forecasts.
• Perform research and identify new potential customers and new market opportunities.
• Stay up-to-date with new products and ensure sales team members are on board.
• Find potential customers in the responsible geography, present them our basket of products and ultimately create long term strategic accounts with Clients that will continue to grow.
• Competitors Analysis, intelligence gathering & regular market observation for potential business opportunities.
• Key Account management, growing existing relationships and constantly reviewing customer account and its business.
• Building an effective and highly motivated sales team from the ground up.
• Forecasting & P&L Management.
• Developing best practices / new processes to help the organization further scale• To liaise with finance team for the proper follow up of outstanding balances.
Significant Accomplishments:
• Set-up business from scratch across the markets of India, Bangladesh, Nigeria and Pakistan
• Steered acquisition of high value B2B orders from diverse industrial segments such as Oil & Gas, Civil, Petrochemical refinery, Power plants and desalination plants.
• Bagged high value tenders worth:
o $ 100 Million from ADCO for supply of Casing Pipes in July 2015
o $ 12 Million from ONGC for supply of Line Pipes in 2015
o $ 4 Million from GTCL for supply of Induction Bends to Bangladesh
• Augmented revenue in Abu Dhabi market by 100% in 2015 over 2014 performance. Achieved EBITA of 3 Million USD as against the budgeted target of USD 1.5 Million.
• Exceeded customer expectations for generating repeat business, as a single point of contact
• Increased total business of the BU from $ 20 Million in 2015 year to $ 28.5 Million in 2016 for INDIA, Dubai & NE & AFRICA.
• Catapulted the organization to No.1 position in Abudhabi in the year 2015 after winiing the $ 100 Million Casing Pipes tender.
• Opened the opportunity for the group for the Casing Pipes and Upstream Segmnent.
Significant Accomplishments:
• Established business from scratch in Oman; grew sales from AED 20 Million in 2009 to 80 Million AED in 2012
• Turned the consumer sentiment to notch a record-high revenue growth of 9.6 Million AED in 2012 resultant of Key supplier partnership strategies
• Restructured KSA business and increased total turnover in this region from 60 Million AED to 150 Million AED by Dec 2013.
• Played a key role in bagging flowline contract worth AED 75 Million for supply of Line Pipe to ARAMCO.
Significant Accomplishments:
• Developed business across new markets of Dubai, Northern Emirates, Iran and India
• Played a pivotal role in pre-qualification of GERAB across customers of India and Iran
• Notched-up a major order worth AED 100 Million from KALANAFT, Iran in year 2007
Significant Accomplishments:
• Steered acquisition of 1st Flowline supply contract worth $ 15 Million from ADCO in 2005; bagged repeat order worth $ 25 Million in Oct 2006
• Developed & maintained strong relations with leading EPCs and Oil Companies such as ADNOC group companies, Total ABK, Technip, GS Engg, L & T, NPCC, Descon Engg, Technimont and others)
I with EPCs and Oil Companies.
Significant Accomplishments:
• Managed sales of high value Filtration products across Western Mumbai and Gujarat
• Acquired orders from leading customers in the Pharmaceutical Industry
• Supported R&D Department for pilot scale-up of products basis requirements of Pharma companies; conducted trials for UF System
• Won following awards:
o “Best Sales Person Award” for the Process Division in 1998
o Award for maximum contribution to Process Division in year 1999
Significant Accomplishments:
• Participated in design and development of CAC Heat Exchanger
