Business Development Manager
Independent
Total years of experience :26 years, 10 Months
Based out of Amsterdam and working as an independent business development professional handling multiple assignments. Currently working on a project with a startup organization set up in India with interests in renewables and trading, and involved in identifying technology partners.
SCHNEIDER ELECTRIC IT BUSINESS INDIA PVT LTD
National Alliance Manager - IBM (March 2012 - April 2013)
➢ Led the IBM alliance in India at Schneider Electric IT business and responsible for delivering a revenue of USD 5 million for data centre build solutions and DCIM software.
➢ Jointly created along with the IBM alliance team the joint engagement and go to market document, thus creating a framework for focussed business and marketing activities.
➢ Leveraged on the 'One Schneider' approach, and co-ordinated across various business of Schneider to help provide value to the solutions provided by IBM.
➢ Developed and influenced relationship with internal and external stakeholders to achieve the deliverables of the alliance.
ANSALDO STS TRANSPORTATION INDIA SYSTEMS PVT. LTD.
Sales Manager (June 2011- March 2012)
➢ Led sales initiatives to achieve sales revenue of USD 4 Mn in 'Electronic Signaling Systems' from South and West India with a strong focus on profitability and service deliverables.
➢ Responsible for providing insightful inputs, review of cost sheets and co-ordination with cross-functional teams for project costing and for ensuring a winning bid.
➢ Build relationships with key decision makers and influencers in client organization to promote value being proposed by Ansaldo solutions.
➢ Identify growth opportunities, promote Ansaldo technology, gathered and reported on market intelligence to help maintain the competitive edge of Ansaldo.
3M ELECTRO & COMMUNICATION (India) PVT LTD
Technical Manager (February 2009 - June2011)
➢ Identified new applications, quantified the business and drove the introduction plan, providing an incremental revenue of USD 100K.
➢ Responsible for planning and implementing product certification plan, which helped create a positive business impact of USD 4 Mn and which also helped influence tender product specifications.
➢ Supported sales team in customer connect programs such as product workshops and seminars to help convey the value proposition provided by 3M.
➢ Engaged and contributed on the sharing of knowledge between various lab communities of 3M, which helped foster inter lab partnerships, improved knowledge sharing and furthered technical standing among peers.
Regional Sales Manager (September 2006 - January 2009)
➢ Devised, implemented and tracked business plan for the assigned region to achieve sales goals.
➢ Identified and successfully drove business strategy to enter new opportunities such as turnkey projects to help augment top line growth.
➢ Monitored and grew pipeline, responsible for key accounts of the region and regular updates to pipelines to achieve accurate sales forecasting and for meeting the sales goal.
➢ Developed lasting customer relations by becoming trusted ally of client by demonstrating technical knowledge and by providing solutions which helped add value.
➢ Nurtured existing relationships with key accounts and developed new ones, building a robust network of accounts which helped meet the sales plan.
GE CONSUMER & INDUSTRIAL PVT LTD
Product Manager (May 2005- September 2006)
➢ Created and translated product strategy into plans, executed and met revenue targets from designated product lines.
➢ Identified new market opportunities and presented business case, implemented the NPI plan, resulting in an incremental revenue of USD 750k.
➢ Reported on market trends and regularly updated key stakeholders, to help create product strategy and business plans to address the changing market needs.
➢ Co-ordinated with regional sales team on sales activities, such as product presentations and participation in trade fairs.
➢ Co-ordinated with global marketing team on market trends and conceptualized the product strategy to counter the trends.
OEM Champion (January 2003 - May 2005)
➢ Delivered on planned sales and profitability target, growing the business from USD 1.5Mn to 2.2Mn.
➢ Identified new accounts and worked with the sales team to pitch the right solutions that provide value to the OEM and ensure revenue for GE.
➢ Provided sales forecast, tracked customer acquisition plan and monthly pipeline to ensure sales revenue.
➢ Tracked channel efficiency and ran sales activities to help channel partners develop business, ensuring growth in revenue and enhanced customer experience.
➢ Communicated OEM sales plan with regional teams and worked closely and efficiently with the sales teams and matrix structure to optimize sales and marketing activities.
➢ Organized and conducted sales promotion programs such as technical seminars and product workshops to highlight the value in a GE solution.
Sr. Sales Executive (April 2001- January 2003)
➢ Responsible for delivering on sales revenue from assigned accounts and develop the customer base from the assigned region.
➢ Monitored project pipeline, provided monthly and quarterly sales forecast and initiated sales activities to ensure sale revenue targets.
➢ Carry out product presentations and demonstrations to highlight value of the solution proposed by GE.
➢ Developed new customers and business segments, thus increasing the pipeline and penetrable market.
➢ Used commercial and negotiation acumen to structure sales deals, thus ensuring targeted profitability margin.
➢ Mentored existing channel network and quickly resolved channel partner issues to help build confidence among the channel network.
--Delivered on sales revenue for protection relays and sub-station automation systems from assigned accounts.
--Prepared and submitted proposals, coordinated with key internal members for deliverables, lead discussions and ensured order closure with a favourable outcome.
--Responsible for planning and organizing sales promotion activities such as technical seminars and presentation of technical papers in consultation with the application team of Alstom for key accounts.
--Build relationship with key influencers and decision markers in client organizations to to help evangelize the Alstom solutions.
--Coordinated post purchase order activities such as design approvals and timely payment collection to ensure smooth contract closure.