Country Head Solar, Fire and Security
Orient Energy systems Pvt Ltd
Total years of experience :26 years, 11 Months
Orient Energy Systems (December 14 to date-Country Manager Solar, Fire & Security)
Orient is a Pakistan-based multinational company having offices in UAE and Bangladesh. It has ten departments mentioning Gas and Diesel Generators, Renewable Energy, Transmission and Distribution, Machinery, Lube Oil, Fire and Security, Pumps, and Compressors. Orient Modaraba and Orient Oil are the subsidiaries of Orient Energy. (www.orient-power.com)
Professional Engagements:
• Established Fire and Security Divisions at Orient Energy Systems in 2014 and reformed solar divisions. Starting with the policy of “right person in right place”, grievance mitigation of the team, and improved go-to-market strategy, design optimization, and better supply chain management, my team got tremendous success. Solar became the biggest division in my company in 2022.
• Delivered 100 MW of captive solar projects in the current fiscal year with around 30 MW PPA projects. This included rooftop and ground mounted. Recently we got a 25 MW solar and 25 MW wind hybrid project with a provision of 10 MW storage, the first of its type in Pakistan, for Lucky Cement.
• Achieving the agreed country sales target and profit with full divisional P & L responsibility
• Directing regional sales managers on go-to-market strategies based on current scenarios and dynamics
• Managing application team, overseeing critical design especially hybrid solar, wind, and storage/battery projects
• Planning, assigning and directing team members on a day-to-day and project basis.
• Develop and maintain effective associations with clients and consultants, especially the PPA companies and decision-makers.
• Oversee products management, evaluation, and negotiation framework agreements with PV, Inverters, Cables, and Electrical Equipment manufacturers
• Leading contract management team and taking an active part in all critical contracts. Issuance of the standard contract to the sales team periodically with experienced-based necessary amendments
• Approving financial decisions like transaction structure, loan, forward booking, etc.
• To be aware of and ensure compliance with all legislation governing the industry including standards, trade practices, environmental protection, equal opportunity, harassment, and any other State and Federal Government requirements.
My job was to manage dealer network in Pakistan and Afghanistan. I worked with Robert Bosch Middle East to established an office in Pakistan.
Job Responsibilities:
• Achieving the assigned country sales target through a team of sales person
• Planning, assigning and directing team members
• Making Sales Funnel and prospecting
• Oversee products management, proposals and tenders
• Project Management of large scale and critical projects
During my two and half years of service with Siemens, I have achieved following big projects
• BHP Billiton Pakistan:
Roll: Sales Manager
Secured analytics based Siemens SiteIQ surveillance solution order for the protection of perimeter against intrusion and air strip for the prevention of unwanted object presence. Also offered Sipass access control for 3 exit entry point and two muster points for head count.
OMV Pakistan:
Roll: Sales Manager
Acquired wellhead parametric surveillance system order which was based on Bosch EX10 imager with videojet encoder with built-in intelligent video analysis software specifically designed for harsh weather and low power requirement, connected to central monitoring station on fiber optics. We are working on other wellheads
Parco Refinery:
Roll: Sales Manager, Project Manager
Acquired and managed the project for Siemens Algorix fire detection based on 500 detectors and Fike suppression system integrated with Siemens danger management system, MM8000 and mimic board through PLC for alarm montoring.
Dolmen Mall :
Roll: Business Manager, Project Manager
Secured Pakistan largest integrated BMS with metering system for Dolman Mall Karachi. Dolmen Mall is the biggest mall with more than 1 million square feet area and 53 AHUs. We have supplied and commissioned CCTV, BMS, Valves and Actuators, Analyzers, Meters with Billing Software, Public Address System, Access Control System, Fire Detection System and various sensors. This project has been selected for 2012 calendar.
• TetraPak:
Roll: Business Manager
Tetra Pak has installed a huge packaging plant for export and internal consumption in Pakistan. We have supplied CCTV, BMS, ACS, Fire and Danger Management System. We are supporting BT India in securing Tetrapack India because of our good reference.
• Senate of Pakistan:
Roll: Business Manager, Project Manager
We secured CCTV, Public Address and allied system for Senate of Pakistan. It is a very crucial project which included the presentation to the Chairman Senate (next to the president of Pakistan). He approved our system and we are expecting a series of order for other assemblies and parliament building.
• ATC Tower for New Benazir Bhutto Airport:
Roll: Business Manager, Project Manager
Acquired the special systems order of Siemens Access Control, CCTV, Fire with Evacuation and Master Clock System of Burk Mobatime for ATC tower for Benazir Bhutto Airport.
• Spare Business:
During 2012, our spares business increased around 10 times the value of previous year with good margin.
Job Responsibilities:
•Achieving the assigned country sales target for ADT Commercial Security Division, through a team of sale persons from three regions (Karachi, Lahore & Islamabad) and perform the project management for critical projects.
•Performance monitoring and helping team members to achieve their respective sales targets
•Making Sales Funnel, Prospects and Monthly Rolling Forecast (MRF) for sending it to DHQ on monthly basis.
•Global Accounts Management in Pakistan and reporting to DHQ and perform project management.
•Tyco and third party products management, evaluation and price maintenance
•Review of products selection and system methodology in a proposal.
Major Projects:
•Safety Critical Real Time Head Count System for Engro Fertilizer:
Roll: Design/proposal, Sales
Description:
Acquired uniquely designed mission critical head count system project for fulfilling DuPont certification criterion of high accuracy and reliability for 3000 employees of Engro after great pondering and consultation with BHP Billiton Australia. We used Cardax FT command center, controllers and reader integrated with PSD Logistics Tag Board and VMS software, redundant servers and AC-Magnetic turnstiles covering 42 entry/exit points to monitor personnel in any designated zone including HID long distance reader for muster points. It was acquired in 2010
•Integrated Parametric Surveillance with Intrusion Detection for Fuji Fertilizer Plant:
Roll: Design/proposal, Sales and Project Manager
Description:
Acquired and manage highly integrated 20 km parametric protection order through 30 high speed American Dynamics PTZ cameras with Takex beam detectors, hooters and speakers, monitored and controlled centrally via fiber optics. The system can perform series of predefined actions on intrusion like switching on additional lights and parallel signal transmission to localized patrolling centers. It was acquired in 2009.
•Surveillance Systems for Pearl Continental at Six Locations and Marriott Hotels at Two Locations:
Roll: Design/proposal, Sales and Project Manager
Description:
Acquired exclusive surveillance system provider status for Tyco to all PC and Marriott in Pakistan owned by same group i.e. Hashoo Group. Got orders of 600 Bosch cameras and 50 American Dynamic and GE DVRs in different phases during 2008 and 2009. We succeeded in installing Tyco/ADT signage at all Marriott in Pakistan, first time in the world in Tyco history.
•Centrally Monitored Integrated Intrusion Detection System at 400 BTS sites for Mobilink:
Roll: Design & solution presentation to client management, Sales, project management
Description:
Worked with our ADT Remote Alarm Division to devise a multi layered security solution with PIR, access control, American Dynamic cameras with DVR and various sensors connected to CMS and operated with developed SOPs to authorize legitimate entries to BTS sites and theft prevention. We secured this order in 2008
•Global Accounts Management :
Roll: Design/proposal, Sales and Project Manager
Description:
Global accounts (clients taking Tyco service globally) is very important for Tyco. During two years of my service, the volume of global business in Pakistan grew 4 to 5 times. Acquired business and performed project management at Cadbury, Coca Cola, Shell, OMV, Credit Suisse, Bloom Berg, Orascome, PC, Marriott, JP Morgan and Carrefour. Received a globe from DHQ in recognition of me and my team’s efforts.
Job Responsibilities:
•Achieving the assigned sales target for Commercial Security Division, for Karachi region through a team of sale persons
•Supporting sales team across the country by creating solution, delivering presentation on complex projects, and imparting product knowledge
•Short-listing of suppliers and negotiation of prices, payment terms, warranties and other issues.
•Visiting international security exhibitions in the world like INTERSEC Dubai, IFSEC UK etc.
Major Projects:
Following are the major achievements in sales and product management,
Sales & Solutions:
•Acquired an order of 100 Bosch cameras with recorders and 62 doors Cardex access control system with double doors interlocking and beam detector integration to prevent tailgating along with 5 AC-Magnetic turnstiles to control 2500 employees in 2007.
•Acquired first order of Tyco Pakistan from Shell Pakistan in 2007 offering them a customized solution for access control and time and attendance, using the same cards they are using for computer login at head office building. Afterwards we got 20 sites order for 50 doors and 200 cameras in different phases.
•Offered IP based security and allied equipments to Expo Lahore for 250 cameras based surveillance system, 22 Conrac PIDS and 500 speakers based Public Address system
•Acquired the project of surveillance system for PSO oil depots in 2005 for 19 locations across the country.
Product Management:
•Got an agreement signed for low end market with Falco, Hi-Sharp, Magnetic Auto Control, Net-Info and HK Vision for Tyco Pakistan on 30 days credit term for payment, huge discount on export price list and good terms for warranty.
•Created demo modules based on the products of above-mentioned companies and explored the possibilities of integration with different company’s products to make it more economical and viable. Developed anti tail gating solution and integrated parametric protection systems.
Job Responsibilities as a Service Manager:
• Monitoring and supervising the commissioning and Life Cycle Management of the projects through a team of engineers and technicians.
• Performing the Site Acceptance Test (SAT) before client and consultant.
• Sales of services, spares and add-on.
• Quarterly reporting of billings, backlog, orders, debtors and future prospects to Singapore, our regional office.
Major Projects:
•Commissioned the IP encoder based 32 Pelco cameras and SmartSight recording system at Karachi Port Trust to monitor the maneuvering of ships and handling of containers covering an area of 25 square Km in 2005.
•Executed Cardex based 20 doors access control system for 1500 people with 3 AC Magnetic turnstile gates at Pakistan Security Printing Corporation inaugurated by prime minister in 2004.
•Commissioned Multitone VHF/UHF voice and text paging system for a coverage area of more than three Km radius at Allama Iqbal Airport, Lahore and integrated it with PABX and BMS in 2004
•Commissioned 100 American Dynamics cameras system at Karachi International Container Terminal a subsidiary of Hutchison Port Holdings in 2004
•Executed the establishment work of Central Monitoring Station for ADT Burglar Alarm System in 2001 to 2002. Coordinated with expatriates for the installation of receivers, data base and billing software, servers and switches. Created SOPs, trained the field technicians for the installation of burglar alarm system at home and set the standards. Trained the first batch of operators in CMS.
•Commissioned 20 weigh bridges, with Sartorius load cells and weigh controllers, all over the country ordered by National Highway Authority in 2003. Hired staff on 20 weighbridges and trained them for operation. Developed ticketing software and implemented penalty scheme in co-ordination with NHA for over loaded vehicles.
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Job Responsibilities:
• Projects execution related to Philips products like analytical equipments, control and automation systems, communication, sound and imaging equipment
• Life Cycle Management of projects by managing repair labs, assigning task to the technicians and maintaining stocks for spares
Major Projects:
•Installation and commissioning of explosion proof lighting at Caltex Terminal, Kaemari.
•Installation and commissioning of CCTV and X-Ray Baggage Machine at Jinnah Terminal (Biggest Project of Philips Projects’ history). I was second to the project manager in this project and implemented all the instruction from manager and partially corresponded to the higher authority of Central Board of Revenue, the client.
•Installation and commissioning of first Cardex Access System and Philips Security Camera System at Agha Khan Hospital with expatriate engineer.
•Made the Analytical Equipment of Philips Y2k compatible across Pakistan.
•Executed the maintenance contract of multi million rupees for Atomic Absorption Unit and Gas chromatographs at ICI PTA Plant, independently. My work involved selling of spares, periodical maintenance, fault rectification and advising the customer for future expansion.
Education: -B.E. Electrical from NED University of Engineering & Technology in 1997 acquiring 5th position. -Certified Project Management Professional course from N.E.D University of Engineering & Technology -F. Sc. from Govt. Dehli College in September 91 with A-one grade. -Matriculation from Progressive School in September 89 with A-one grade. -MBA- Industrial Marketing from P.A.F KIET ( In progress) Professional Trainings: Soft Skills Related Trainings: -Attended a comprehensive training course on following from Tyco Sales Academy, Singapore in September 2006. 1. Sales 2. Presentation Skill 3. Customer Satisfaction Standard 4. Train The Trainer Technical Training: •Pelco Certified System Designer (PCSD) and Pelco Certified System Technician (PCST) from Schneider, Eindhoven in 2011. •Training on Siemens BT products from Siemens Dubai, 2011. •Received sales and technical training from Dubai on our global agreement products Bosch/GE Security/Cardax/AXIS in 2007, 2008 and 2009 from Dubai. •Received a complete sales and technical training on Tyco Security Products in 2006 from our DHQ in Singapore •Attended a course on designing, commissioning and life cycle management on communication System from Multitone (UK) in 2004 and advance course in 2005 from Dubai. •Cleared two certificate courses on Philips products from Cambridge, UK in June 1998 and September 2001.
