Sales & Business Development Manager - Power (MEA & Pacific)
Schlumberger Technical Services Inc. & Cameron ME FZE/OneSubsea
Total years of experience :27 years, 0 Months
Working in OneSubsea (A JV company between Schlumberger & Cameron) which is leading solution provider of Fibre Optic (FO) based sensing online continuous condition monitoring solutions of Sensa for power circuits assets viz. 400kV Power Cables, Overhead Transmission lines (OHL), Interconnectors, Transformers, Generators, Sub-stations, Tunnels, Offshore Wind farms, Submarine/Sub-sea cables, etc.:
• Project identification, development, setting revenue target, YoY growth strategies formulation, new potential market development
• Project delivery, revenue realization, after sales services management
• Key account management, Sales & BD in MENA, Asia & Asia Pacific region for:
• Distributed Temperature Sensing (DTS) systems
• Distributed Strain & Temperature Sensing (DSTS) systems
• Distributed Vibration Sensing (DVS) systems
• Dynamic Cable Rating (DCR) / RTTR
• Smart Grid solutions/SCADA integration
Worked in Industrial Services (IS) Division, which delivers multi-disciplinary (Elect., Mech., I&C, Comm.) services to Power, Oil & Gas, Petrochemicals & other Industrial sectors along with O&M, KPI based, annual and long-term maintenance, shutdown maintenance, value added services and delivers systems & solutions, brown field projects. My profile includes the following:
• Formulation of Value Added Service strategies
• Initiating “Service Project Development (SPD)” concept
• Transformation of Industrial Maintenance division classical to high end technology oriented Systems & Solutions Service providers
• Identification of Technology partners in multi disciplines (Elect., Mech., I&C, Comm.) for regional co-operation/sales and setting up regional alliances in form of Value Added Resellers (VAR), Distributor Agreements, Agencies, Certified Service Centers, etc.
• Niche technology product identification & partnering
• Senior management relationships (BU’s, CxOs/Regional heads)
• BD & market expansion through out MENA/GCC region
• JV formulation, Regional contract/Exclusive partnership reviews
• Quality management and business process improvement
Worked in Strategic Marketing dept. under EPC Division of Fossil fuel (Coal & Gas) based Power plants up to 250/300MW to 660/800 MW (Super-critical). My work profile included following:-
• EPC strategies and global power equipment sourcing
• Strategic MOU’s/Tie-up’s with global leading BTG (Boiler - Turbine - Generator) manufacturers and it’s LTSA.
• Preparation of Technical write-up viz. Electrical, Mechanical, Controls & Instrumentation and Civil & Structures, BOQ estimation, evaluation of Super-critical and Sub-critical technologies, etc.
• Business Development, Pre-Qualifications (PQ), Presentations.
• Preparation of RFQ/RFP and complete EPC/Balance of Plant (BOP) bid for Electric utilities/Companied in Govt./Private sectors and for Domestic & International projects, Contracts & Risk Management.
Worked in Special projects group (HVDC, TCSC, FSC & 800kV) of EHV systems (Power Transmission & Distribution Division) and successfully executed in Sept. 2007, Siemens “Category - A” rated UHV 765/400/220kV Seoni substation project (valued US$ 50 million) on EPC basis for POWER GRID, India as it’s end user. It’s SIEMENS worldwide & India’s very first turnkey project at 800kV UHV rating.
• As a last assignment, was heading US$ 100 million, +/-2500MW HVDC Ballia - Bhiwadi project as Senior Projects Manager.
My key work profile included the following:-
• Overall large turnkey Project management, Planning, Implementation, Engineering, Procurement, Resource management, Cost control, Risk & Opportunity management i.e. identification, evaluation & mitigation, Identification of Non conformance costs (NCC), Contracts management & Claim management, Cash flow, Management Information System (MIS) & Project Progress review presentations/meetings with client representatives and internally.
• Vendor follow-up’s, QA&QC, project supplies, Site co-ordination, Construction, Testing & Commissioning activities for Air Insulated Switchgear (AIS) & Gas Insulated Switchgear (GIS) sub-station projects up to 800kV voltage rating.
• Identification of Market potential, Opportunity creation, technical & PQ influencing, Offer preparation, Customer interface/relationship management & Vendor developments.
• Tendering activities viz. Proposal manager, Contracts manager, Strategy Planning, Floating enquiries, Offer compilation, Tecno-commenrcial clarifications, Costing & documentation, etc.
• Regional Business developments & market expansion in SAARC
Other projects under direct supervision & Project Management role:
• AIS 400/220kV sub-station project for KPTCL, Bangalore at Neelamangala
• 3 x AIS 220/66/11kV sub-station projects for KPTCL, Bangalore at Madhugiri, Honnali & Chitradurga
• GIS 145/33kV sub-station project, PGCB, Bangladesh at Joydevpur
• 4 x 220/132kV sub-station projects & 1 x 132kV switching station project, PGCB, Bangladesh at Tongi, Hasnabad, Kalyanpur, Barapukuria, Rangpur, Saidpur & Khulna
Special Achievement: Youngest certified Senior Project Manager (SPM) from SIEMENS AG, Germany for “Category - A” projects, S worldwide.
Worked as a Project Co-ordinator for India’s first 245kV Gas Insulated Switchgear (GIS) Switchyard project at Kayamkulam for Powergrid Corporation of India Ltd. (PGCIL), New Delhi (Client) as M/S Hyundai being an EPC contractor, doing this job on Turnkey basis. Project was successfully commissioned in October’1998.
• Overall project co-ordinator and prime interface to the client (PGCIL)
• Overseeing complete engineering approvals, inspections, imports, negotiations, vendor management, etc.
• Later part of the project, appointed Installation and Commissioning head at project site
• Involved in Customer relationship enrichment and management programs
• Business Development in India for all Infrastructure sectors e.g. Techno Park, LNG jetty, etc.
Currently pursuing MBS - Global MBA, 3rd Semester in progress and have cleared Financial Management, Managerial Economics, Operations Management, Strategic Management, Marketing & other modules with Merit grades. Currently appearing for International Business Strategy & Peoples Management Organization modules in 3rd Semester. After this One more semester to go & final projects thesis.
Major in High Voltage Systems. UHV Transmission & Distribution, Sub-stations and Energy Management.