Senior General Manager
Mohsin Haider Darwish LLC
مجموع سنوات الخبرة :25 years, 4 أشهر
● Spearheaded the engineering business comprising of HVAC, controls, commercial kitchen & laundry equipment, building materials and services. Managed across functions including sales and business development, field operations, supply chain, maintenance and services. Demonstrated personal commitment to EHS initiatives to ensure a safe and healthy environment for employees and customers.
● Implemented strategic initiatives to modernize the infrastructure and building systems business, streamlined processes, aligned all functions to align with customer success objectives, thereby improving ease of doing business for customers and a 20%+ improvement in operational efficiency.
● Introduced decarbonization and digital transformation initiatives, resulting in a 15% reduction in total cost of ownership for clients.
• Revitalized the IAQ (clean air) business functions through strategic leadership, resulting in a 7% increase in market share.
• Led cross-functional change management initiatives, fostering a customer-centric mindset across all departments and driving company growth in alignment with market demands and emerging opportunities.
• Introduced effective go-to-market strategy combined with brand development, modernised manufacturing and SCM to manage overall P&L, achieving a 15% profitability improvement.
• Developed clean-air as a service model (riding on SaaS) that enables consumers to pay for outcome-based solutions as a differentiated product offering for commercial real-estate market.
• Launched digital transformation projects raising productivity and client engagement.
• Spearheaded the India Eco-Buildings Services business as the country P&L leader (IoT solutions of building management systems (BMS), energy management (EMS), electronic surveillance, and access control)
• Conceptualized and executed region-specific initiatives that transformed local market challenges into lucrative opportunities; achieved a 22% increase in revenue with commensurate increase in profitability.
• Pioneered the adoption of SaaS platform, seamlessly integrating electro-mechanical equipment (HVAC, pumps, and electrical infrastructure) into the cloud. Leveraged advanced analytics to optimize operational data, resulting in a 25% reduction in failures and operating costs (energy consumption), elevated comfort standards, and a successful shift from reactive to predictive maintenance strategies.
• Founded Buildings Transformation Solutions (grew 40%+ YoY) targeted at energy efficiency driven transformation in current buildings beyond installed base services utilizing the ecosystem of analytics and apps that became the fastest growing revenue stream in the business went on to contribute 50% of the total revenue in two years.
• Introduced advanced analytics and outcome-based solutions, resulting in reduction in customer acquisition cost and increase in customer lifetime value.
• Earned Global best performance award for India business
• Managed all Lines of Businesses including HVAC (York), building management systems (BMS), refrigeration (Sabroe and Frick), Energy solutions, electronic security, access control, workplace solutions and services.
• Orchestrated the setup of a fully functional legal entity, infrastructure, and business acquisition processes, enabling successful expansion across all LOBs and driving revenue growth of 30% annually. Engaged with government entities and local authorities for licenses and permits and ensured compliance. Initiated and cemented customer relationships and engagements across various market segments.
• Ensured higher-than-market margins and rapid increase in market share through customer satisfaction taking consultative selling approach combined with superior customer experience.
• Helped customers adopt a Total-Cost-of-Ownership (TCO) approach, optimizing energy and operational efficiencies together with first cost.
• Developed both direct and channel partners to increase market share and leverage different segments of the market.
• Managed the entire operations from lead to cash collection, driving down DSO and operational efficiency.
• Initiated and ran community engagement activities.
• Applied an effective account management approach to cultivate and maintain relationships with key accounts, resulting in a 25% increase in customer retention and a 15% increase in cross-selling opportunities.
• Struck strategic business partnerships with Stulz, Germany, and Armstrong Fluid Technology, with increased share of wallet of existing customers and increased market share.
- Managed the complete operations of a region- sales and execution of HVAC projects
- Enhanced the profitability of the region to its highest over, and DSO to the lowest.
-Spread the operations to a a larger geography
- Strengthened the operations and services to enhance customer experience.
- Expanded into segments of healthcare, hospitality, BFSI, metals & mining, Oil & gas, beyond commercial real estate.
First Class with Distinction
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