Area Sales Manager pumps and seals
LP
مجموع سنوات الخبرة :15 years, 11 أشهر
Area Sales Manager @ LP Pumps and Seals L.L.C., Dubai, U.A.E.
• Forged a management strategy for leveraging the branch sales performance of pumps and seals.
• Reorganized under performing territory to drive additional sales by 10%.
• Fortified relationship with end users to safeguard installed base through service contracts.
• Hunting for high value RFQs, projects, retrofits, repairs and submitting award winning bids.
• Effectuating right pump and seal selection, creating RFP pipeline as per customer requirement
• Planned monthly visits and onsite meetings OEMs, Power & Water End Users, EPCs.
• Bagged prestigious orders from Key customers ADNOC, DEWA, SEWA, Al Ghurair, Al Khaleej, EGA,
ENOC & OEMs like SULZER, TORISHIMA, KEPL. Covered JAFZA, HFZ, RAK, SHJ, DIP.
Achievement
• Devised marketing campaigns & webinars for 2 major key account to augment sales by 20%.
• Hunted for new opportunities for business development of capital goods, critical pump projects,
Spares, services, retrofits, overhauling, replacement of API 610 pumps & API 682 seals.
• Boosted sales by 25% YoY through innovative business deals and mix of product basket.
• Inspected pump repair reports, submitted, verified RCA, generated CAPA.
• Performed market analysis, competitor analysis to help on accurate costing resulting in submission of price winning bids for green field and brownfield projects.
• Efficiently used Salesforce, SeOF, SAP for accuracy in forecasting, reporting, asset data management and value selling to customers to reduce carbon footprint.
Achievements
• Pioneered to be 1st salesperson in India to sell engineered product developed as OH2 Kit retrofit.
• Bagged highest value orders of 1.5 Mn CHF for retrofit business.
• Received appreciation letter from Customer to execute critical repair, reducing MTBR by 3 weeks.
• Accomplished exports order intake of 300 K CHF for export projects.
• Succeeded in driving concept sales of blue box IIoT initiative for pump diagnostics to refineries
•Outbound Training for High Performance Team Development
•Value Selling by Vivala for Senior Managers
Core Competencies
Sales & Marketing
Sales Forecasting
Annual Operating Plan Modelling
International Business
Channel & Dealer Management
Key Account Management
Client Relationship Management
Budget & Cost Control
Sales, Marketing & BD; promoted to Manager - Sales, Marketing & BD (API 682 Seals & Systems)
Key customers : KEPL, ATLAS COPCO - End Users SAUDI ARAMCO, KOC, ADNOC ADGAS, QAPCO etc.
Key Result Areas:
•Executing plans to reach out unexplored market segments & customer groups for business expansion
•Safeguarding business & ensuring sustained growth, focusing on achieving or surpassing sales targets; expanding business reach and creating new sales
•Establishing channels from scratch to running; working towards activities like ROI detailing to partners
•Developing market knowledge of existing & potential clients and ensuring business growth opportunities aligned to company’s strategic plans
•Building relationships with key decision makers in target organizations for business development
•Maintaining and expanding database of prospects within the territories in order to maximize revenue
•Expanding & maintaining customer base and servicing the needs of existing customers
•Interfacing with internal & external stakeholders to acquire technical and customer information
Highlights:
•Managed sales of mechanical seals through key account management for pump OEMs in Oil and Gas, Petroleum, Power and Process industries with profitability for API 682 mechanical seals
•Generating after sales revenue from spares sales to user like MAHAGENCO, MPPGCL, ACC, Ambuja cements.
•Ramped up revenue by 35% and market share by 30% through the implementation of upsell & cross-sell strategies
•Developed sales plans which resulted in 40% increase in overall sales and gross margin
•Augmented customer base by 100% by maintaining relationships and new product development
•Engaged in the following activities:
•Addressing TQs and ECNs through engineering team
•Enhancing M Cap and product penetration through conversions
Acquired a business of INR 50 Million within the assigned region through dealers, partners and direct clients
•Managed aftersales business of Govt customers like municipal corporations, tendering and contracts of refurbishment and retrofits.
•Generating business from capacity augmentation and rerating of pumps.
•Generating enquiries from water sector for pump spares.
• Major customers -PMC, Thyssen Krupp, Thermax, Sugar industry
API 610 Pump Marketing, Application Engineering & After-sales through direct and dealer management)
Dealt with reputed clients like IOCL, HPCL, BPCL, RIL, Essar, BORL, NPCIL, GNVFCL, Deepak Fertilizer (Domestic) and (International).-West Kenya Sugar, South Pacific Viscose - Indonesia, Ebara - Singapore, Aramco, KOC.
•Handled pan India aftersales business for Oil and Gas, Sugar and Power industry.
•Visited refineries for mapping customer equipment details and suggesting spares stock proposals.
•Suggesting pump upgradation and rerating requirements for better performance of pumps
Marketing & BD
John Crane (Kuwait) seals Couplings & filters
Marketing & Business Development of Boiler & ESP parts
courses: Certification in German Language A1 Level •Advanced Excel in
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