Surinder Koul

Luman Automotive is an Indian Company involved into manufacturing of Air, Lube, Fuel and many other types of Filters.
Luman Automotive presence so far has been in Automotive segment and aspire to embark their foot prints in Industrial Filtration Stream.
Main Responsibilities of Sales, Product, Distribution, Acquisition and Financial Management.
Responsible of introducing over 700 products for Industrial Product Portfolio.
Identify Products, Managing Application & Product Development.
Applying GATE 4 Process in Product Development, measuring success of each Gate and Improving Process.
Identifying Child Part Requirements, Performance Matrix, Testing and Qualification.
Weekly Improvements in Product Development Stages, Improvements, Qualification for next process.
Measuring Product Developments against Time with each GATE Progress.
Determining the cost Matrix, Competitiveness, Margin Analysis and Business Scale propositions.
Responsible to kick start introduction of Industrial Filter Range into Existing Business.
Distribution Expansion in Tier 1 & Tier 2 cities within South Asia, Middle East, Qualification Process of each Distributor based on Financial Strength, Market Reach & Credibility.
Vertical Distribution System based on Application of it and qualifying distributors.
Market Presence, Distributor Targets, Incentives and Motivation Factor, Service Requirements within factor of time to remain ahead are few tasks along with this responsibility.
Absolute understanding of Financial Numbers especially in terms of Acquisition Opportunities.
Acquisition Target Company, Financial Strength, Asset Management, Short or Long-Term Liability, Value of Acquiring (VOA), Buying Value Propositions (BVP), Additional CAPEX insertion, falls under my responsibility.
Business Forecasts, Distribution Management, Team Management are few uphill tasks.
Managing Brand Management in region of South Asia and Middle East.

Clarcor is a US Multinational Manufacturing Engine Filters, Industrial Dust Fume and Mist Extraction Systems & Water Management Systems and Equipment’s.
My responsibilities are in Domain of Dust Extraction Systems and Spares.
My responsibilities include to form Market strategies, Potential and Target Markets, Product Introduction, Five Year Business Plan, Logistics & Indigenization Process of Dust, Fume & Mist Extraction System.
Products have been introduced to the key customers along with the Company.
Diversified customers from different Industries and Applications.
Logistic Plan already submitted and considered.
Business Plan along with the Numbers down to 5 Years already submitted and considered.
Currently Working on Indigenization Plan of Key Products for different Applications.
Business Plan includes Cost Matrix, Margin Analysis, Indirect Costs, Over Heads, Man Power, OPEX, profitability.
Identification of Fabricators, Complete BOM Cost Structure Analysis, Quality Aspects and Launch Process.
Cartridges are launched into the market with enormous support from customers.
Trail Orders in offing with offers to provide complete solutions on the table.

Olpez Technologies is a leading & emerging Industrial brand that manufacturers Industrial Equipment’s like Air Handling Units, Centrifugal Fans, Cyclones, Waste Water Management etc. Pioneers of Solutions to most complex applications, it has set its foot sturdily in the markets it serves. An INR 321 Million group, the Company is expanding its reach in Middle East, South East and other parts of the world.
Responsibilities:
Being part of Management, overall responsibility of financials like Revenues, Margins, OPEX and ROI.
Distribution Management, Quantum and Quality of Distributors based on Product Profiling.
Business Development including OEM Customer Management.
Market Research based on real time data under various verticals like Pharma, Steel, Weld, Robotics
On Going Product transformation, seven different capital Products in line.
Innovated a Dry Type Oil Paint fume extraction system
Innovated Insert-able Cartridge based fume extraction system for Robotic weld & cutting systems.
Working with various OEM’s like GEA, Glatt, Salvagnini, Koike, ADOR and Consultants.
Forging relations with major customers like Sun Pharma, Zydus, Abbott, Mylan, Dr. Reddy’s, Huntsman etc.
Grabbed Orders worth INR 16 Million, under execution.
Extensive Tender Detailing, Check list, Preparing BOM, arriving at Standard Costs and offer approvals.
Being reported by three Sales Managers.
Prepared a complete Green Field Project with Investment Plan and defined ROI in terms of period based on Margins, Order Forecasts.
Negotiating two Joint ventures with one American and another Sweden based Company.
Established Product Branding and Visibility.
Working on Product Integration DeMistEr with HEPA Assembly for complex applications.
Developed HEPA Assembly with 99.9997% efficiency down to 0.3 microns.
Developed and Integrated Solutions for unique product for Pharma application.
Grabbed an order worth INR 8 Million from Tyre industry replacing competitor’s product.
Working on Region Development, Head Counts, Training, Targets, Opportunity Identification etc.
Developing the concept of Strategic Account Management System, to retain big time customers.
Developing Strategic Core Team for Strategy Execution Purpose.
Developing Proto Types products for Waste Water Management.
Executing a Project on Waste Water Management with a Big Corporation

Responsible for:
Leadership Position
P & L Responsibility
Distribution Management
Marketing, Product Promotion etc.
Product Development
Contract Management
Geographical Out-reach
Operational Costs & Margin responsibility
Product Pricing & Optimization Process
Global Product Release Process
Streamlining Sales, Product, Marketing, Purchase Processes
Training and Sales Performance Evaluation Matrix
Analysis of Risk either to Business, Company or Products
Implementation of Counter Measures for Covering Risk
Employee Development Matrix

A German multinational with annual revenues of Euro 2.7 Billion and 56 manufacturing plants, two in India is world’s largest filter manufacturing company. MANN+HUMMEL manufactures Air, Lube, Fuel, AOS, Hydraulic and complete filtrations systems for wide applications Product range caters to the Passenger car, Truck-Bus, compressors and heavy earthmoving equipment's.
•Integration to two different Aftermarket departments Automotive and Industrial.
•Integration of common resources, man power, distribution, product classification etc.
•Devised 5 year Business Plan with complete visibility on SGNA and EBIT, Logistic, Distribution Center plans.
•5 Year business plan includes distribution profile, set up, Resource plan, Product development and Margin plan.
•Achieved 26% growth in 2014 in IAM after three years of stagnant and negative growth.
•Achieved 45.7% growth in 2015.
•41 New Parts developed, tested and released in six months of time.
•Narrowed the gap between us and end users.
•Exceeded stakeholder’s expectations with double digit EBIT while containing unwanted costs.
•Better coordination between Head Quarters and Entity.
•Implementation and measurement of MMS Processes.
•Implementation of Strategies with responsibility & accountability of each team member.
•Achieved brand awareness increase by 11% in respected and targeted domain.
•Eliminated 73 odd distributors and appointed 8 progressive ones with total count to 37.
•Implemented Market Based Pricing Management thereby increasing volume share by 70%.
•Awarded FILTER award under the category of Focus.

A Swedish multinational with annual revenues of SEK 5 Billion is a world leader in Industrial Filtrration mainly in Capital Machines like Inlet Air Filtration Systems for Gas Turbines, Dust Collectors, HVAC systems for wide applications like Energy, Pharmaceutical, Micro elctronics, Hospitals, Food & Bevarage, Life Science, Nuclear, Building, Indoor filtration etc

Responsibility Included

Sales in Capital Goods.
Products, Dust, Fume, Mist Extraction Systems
Played an important role in Project Management.

Top Line Revenue - Complete Sales
Sales & Margin Plan - Achieved 145% Growth
OPEX & NOP Plan - 36% Operating Profit
Matrix Reporting - Global Reporting System
Sustainable Growth - Consistent Project Realization, Reduce offer to Project Execution to less than 3 months
Acquisition Plan - Identified potential Co's. to buy
Market Share - Increased Market share to 11%
Counter Measures
Strategies realization
Measurements (KPI)
Customer Management
Distribution Management
95% OEM & OES Hits
Forecast & Accuracy
Team Management
Work Experience

Business Unit Head) Engine South Asia
•Being in Management cadre, responsibilities included to achieve financial objectives in terms of top line, bottom line, SQDC & return on investments.
•Adroit at devising and implementing sales strategies for accelerating business growth.
•Proven expertise in networking with reliable and financially strong channel partners for achieving business excellence.
•Responsible to implement innovative approach to the markets, different channels, routs, sub distribution concepts, business partnering with end users etc.
•Created various business verticals with scope to additional channels and routs.
•Mechanic, retail and various other product promotion programs.
• Distribution Management.
Appointed 14 distributors with 58 dealers for off road products in South Asia.
•Launched On Road products in India for indigenous applications and appointed more than 106 retailers.
•Hands on experience in formulating innovative sales and marketing programs/ plan to enhance brand visibility and escalating revenue.
•Implemented various training programs, regular annual conferences, feet on street initiatives to increase distribution moral.
•Encouraged sales team to get regular feedback for continuous improvements in products, service, in gauged time frame to build confidence among distribution.
•Implemented various strategies to build direct relation with strategic accounts through various presentations and Impax process.
•Developed brand plan, formulate various strategies, positioning products with appropriate visibility and continuously measure revenue & profit per product wise.
•Formulate counter measures to improve cost structure and at the same time standard margins on each product category wise.
•Continuous learning & improving up on market index, Geographical reach with launch of Mechanic Programs.
•Launched various training programs for skilled maintenance force and mechanics with incentives.
•Adept at administering sales of Engine Filtration products used on Heavy Earthmoving machinery, Industrial filtration, On Road applications in South Asia market.
•A team player with exemplary communication, interpersonal, analytical and problem solving skills.
•Identify & develop new streams for revenue growth and maintain relationships with customers to achieve sustainable and consistent business.
•Devise and implemented market segmentation & penetration strategies for Engine Filtration products to achieve overall revenue targets with bottom line.
•Help team to develop relations with large accounts and key decision makers for business development like Hindustan Construction Company (HCC), ARSS, Gammon, AFCONS, Punj Lloyd etc.
•Monitoring effective logistic operations in place & smooth distribution of products to different outlets.
•Imparted service as value addition.
•Responsible to develop OEM’s through, know your customer ‘KYC’ strategy.
•Map customers on their technical, financial, geographic reach.
•Understand requirements, growth plans & develop a healthy communication lines.
•Evaluate, coordinate with various departments on drawings, design, proto type, PPAP process, fitment, field tests, internal tests etc.
•Imply IMPAX strategy to get the customer for long term basis.
•Developed John Deere, Mahindra & Mahindra, Navistar, Caterpillar, Madras TAFE etc. as OEM customers.
•Day today coordination internally with Operations to meet customers demand.
•Work continuously on cost & price improvement structures.
•Work closely with customers on their demand, year’s forecasts, half yearly forecasts and quarterly non negotiable forecasts

•Gas Turbine Air Filtration System
•Detailed study of customer tenders, List out actionable and time bound activities.
•Fulfill tender obligations through check list.
•Participation in tender process.
•Prepare O Vs O on receipt of order.
•Detailed BOM study with cost structure analysis. Coordination with vendor development and Purchase requirements.
•Coordination with Service team responsible for erection and commissioning of inlet air filtration systems for Gas Turbines.
•Adept in handling large skilled forces.
•Draw plans, actionable work schedules.
•Make healthy relations with the customers like BHEL, GE, etc. for first fits.
•Develop and manage long term sustainable relations with end users likes, Reliance, BPCL, NTPC, Indo-gulf etc for aftermarket gains.
•Synchronize service operations for rendering and achieving quality services.
•Provide value added customer services by attending customer site meetings to resolve queries and issues and conducting instrument demonstrations for updating the customers.
•Impart onsite service trainings.

Donaldson Co. Inc. a multinational with foot prints all over Globe, revenues of $2.4 Billion, 47 Manufacturing Plants are pioneer in Filtration Solutions in following areas:

Combustible Engine Filtration - Air, Fuel, Lube, Fuel Water Separators are few Products.
Industrial Filtration - Dust, Fume, Mist Extraction Systems.
Gas Turbine Systems - Inlet Air Filtration Systems.

My career started in Gas Turbine Systems division with following responsibilities:

Erection & Commissioning of Inlet Air Filtration System.
Complete Project Plan with BOQ.
Inspection and Quality Process of each Component.
Supervision of Daily work charter.
Completion of Job within time.
Job Analysis Report.
Commissioning with Customer Satisfaction Report.
Product Development. Aftermarket
Cost Analysis of Project with Net of Margin Report.
Cost Saving Feedback Report.
Supervising contractors.
Creating Opportunities for Business.
Prompt Reporting weekly basis
Commissioned 21 Mega Projects in South Asia.