Business Development Head GCC & MEA (ELV, Lighting, Electrical)

LOKESH SHAKYA

Current Position Sales & Marketing Manager – GCC & MEA

Current Employer Interplast Co. Ltd.

Contact No +971*********

Current Location UAE (Dubai / Sharjah)

Nationality Indian

Email ***********@*****.***

Professional Objective: - Business Development Manager / Regional Manager / Sales Manager A Strategic leader with a progressive carrier of 17+ years in low voltage electrical industry, providing the direction needed to achieve accelerated and sustained growth in the field of low voltage electrical Wiring Accessories, Cable Management Systems, Switchgears, Control gears, Fans and Conventional Lighting products. A dynamic, creative and innovative sales manager who has a long track record of successfully managing and growing sales accounts, as well as achieving sales targets. An ambitious individual with a strong determination to succeed by having a deep understanding of customer-centric, strategic and tactical sales within a target driven environment. Presently looking to join a rewarding company that provides opportunities for hard workers and over achievers.

Professional Work History 17 Years

Interplast Co. Ltd UAE - Decoduct, Edison Awrostamani Lumina – Frater Universal Lighting UAE – Unilights Scientechnic UAE – Siemens Ag Schneider Electric New Delhi India HPL India J.V of Socomec & Moeller C&S Electric – J.V of Telemechanique Havells India Ltd. Area of Expertise

Product & Market Analysis Product planning and positioning Monitoring Competitors Identifying Opportunities

D&D Account Performances Implementing Action Plans Advertising & Sales promotion Building relationships Sales Forecast & Budgeting Driving Profitability

Profit maximization & Expense control Vendor sourcing & cost control Staff development & Leadership E-Marketing & E Commerce Interplast Co. Limited Sharjah – UAE Sept. 2009 – Present Biggest manufacturer of DECODUCT Cable management systems plastic & metal, EDISON low voltage wiring accessories and switchgear manufacturer in the GCC & Middle East region, having manufacturing units in UAE, KSA and marketing office in U.K, products are exported to 49 countries across the globe through a wide network of dealers, distributors, system integrators, solution provider and OEM partners. INTERPLAST established a vertically integrated manufacturing facility (ISO 9000-2008) in the year 1984 in UAE, Today, Interplast is proud to be the only fully integrated Cable management, wiring accessories and switchgear products manufacturer in the Middle East.

Current Position Key Achievements & Responsibilities... SALES & MARKETING MANAGER – GCC & MEA Region

Reporting to General Manager, this position was challenged with leading the full change management strategy across operations, applications and commercial deliverance to capture lost market share. Key achievements and job responsibilities includes

Stemmed an eight year decline in growth, executing a fully revitalised 3 years strategic plan and successfully returning the business to an ongoing year to year growth since 2010 of 20% and 37.50% increase in overall market share.

Regained investor confidence, transitioning the business from “one of the competitor” to market leader in Middle East. Rationalised the cost across in MEA and GCC, releasing upwards of US$ 1.20Million in cash flow which supported R&D and marketing strategies during phase 1 of the business.

Responsible for sales and business development of Cable management systems (Plastic and Metal), switchgears and wiring accessories products in Gulf & MEA region by means of selling, closing, servicing and expanding the existing and new customer base (for incremental business) with in an assigned territory.

Responsible for presenting annual sales budget and forecast of manufactured and OEM products for GCC & MEA region, after considering GDP, market trends, opportunities available, country manager and partners inputs, threats, political stability, R.M fluctuations, Inventory levels (FG + WIP +RM +Order on suppliers), labour cost, manufacturing over heads, and direct and indirect expanses. “Managing P&L and account statement.”

Responsible for generating business from 49 countries of GCC and MEA region along with regular travels to 25+ countries for project sites, area managers, dealers & distributors meetings to get projects feedback, competitor’s information and product acceptance feedback. Compiling and maintaining a customer data base that documents appropriate customer information and contacts.

Managing and motivating a large team of country managers, sales executives and commercial staff in UAE & KSA with a responsibility of US$ 32.67 Million annual business from total 49 (34 regular) countries of GCC & MEA region where an average business of US$ 11 Million is generated from Iraq, Libya and Yemen only. “US$ 32.67 Million is excluding KSA & Europe sales, comes under KSA & U.K P&L)”

Selecting sites and area for new developments with a focus on multi-unit opportunities. Providing highly professional sales and marketing expertise to business partners, OEM and sales representatives. Overseeing the development of less experienced members of sales team. Responsible for appointing new dealers and distributors, opening of branch offices, system integrators and solution providers.

Researching, developing and executing new product launches by accurately assessing a customer’s and market needs and requirements.“Created a comprehensive competitor analysis on over 15 competitors and as a result provided the company the advantage of strategically marketing and developing a unique product” Function includes planning, ordering and inventory control as well.”

Managing relationships with buyers, suppliers, vendors, sponsors, internal clients and community partners by frequent visits, organising regional seminars and exhibitions to promote and approve products through consultants and contractors. Successfully organised seminars and exhibitions in UAE, Qatar, Saudi Arabia, South Africa, Nigeria, Iraq and Jordan

Self-starter with the ability to multitask and be productive in busy environment with simultaneous output requirements across multiple marketing disciplines. Ability to resolve difficult situations and can perform under specified and agreed time constraints.

AWRostamani Lumina & Universal Lighting – UAE 2008-2009 FRATER & UNILIGHTS are the leading Emarati brands for fluorescent & LED lighting solutions. Backed by state of the art, sophisticated CNC machines, delivers aesthetic lighting for spaces that desire unique /ultra-modern lighting solutions. These brands are recognized as industry leaders and considered as a premium choice when it comes to high quality lighting luminaries and lighting control equipment for residential, commercial and industrial applications. Position held Key Achievements & Responsibilities... SALES AND PRODUCT DEVELOPMENT MANAGER

Reporting to General Manager and Managing Director, this position had multi-dimensional role of business development and OEM sourcing of non-lighting product ranges that can be added and catered to GCC & MEA region under the umbrella of Frater and Unilights brands, key achievements and responsibilities...

After successfully analysing existing customers’ needs and requirements of non-lighting products, in phase 1 introduced new product range of wiring devices and limited switchgear products to target East African segment of Indian & Chinese manufacturers.

Successfully identified, developed, sourced and launched new products in East African markets with a sales of US$ 800K in first six months. (Tanzania, Kenya, Uganda, Rwanda and Sudan)

In phase 2 with close coordination with existing clientele of Gulf & ME region, identified and launched manual switchgear and metering products which were accepted by panel builders, contractors and consultants thus adding another US$ 400K to the sales of new products. UAE, KSA. Kuwait and Oman.

Responsible for OEM developments and sourcing of new products under the umbrella of current brand offered in an assigned region and territory, identifying and exploiting business opportunities with both new and existing customers, working closely with distributor’s field teams to access the accurate needs and requirements of new products which can be added under existing product basket to enhance sales. Providing highly professional sales, marketing and technical expertise to sales team and established clients, representatives through coaching, counselling and influencing others to accomplish desired outcomes.

Responsible for overall commercial activities including, cost estimating of raw materials, pricing and market positioning of product, order acceptance on approved gross profits, planning for export requirements and dispatches, export documentation, transportation shipping and documentation, payment collections and record keeping. Listening to customers and demonstrating genuine care and interest in their needs, all with the aim of helping to put them at their ease.

SCIENTECHNIC for Siemens 2006-2008

Scientechnic is a leading provider of electrical, mechanical and electronic solutions in the United Arab Emirates. Scientechnic is equipped with the 360 capabilities of supply, installation, testing, commissioning and maintenance of renowned electrical products and solutions and is also primarily synonymous with world-class brands like SIEMENS, OSRAM, ERCO, OMAN CABELS, SCT, WE-EF, NIKKON, PROTEC, CORNING, KATHREIN, LUTRON, TARGETTI POULSEN and many other renowned global brands. Position held Key Achievements & Responsibilities... LOCAL & EXPORT SALES EXECUTIVE (Re Export)

Reporting to Industrial Division Manager, position was highly challenged for sales of costliest switchgear and control gear products offered by Siemens AG in UAE market and re-export of other trading products in GCC & MEA region. Key achievements and responsibilities included...

Comprehensive analysis of pricing & technical features on over 10 competitors identified and provided the company an advantage of strategically sourcing and marketing a unique product suitable to beat prevailing Technical & Commercial competition.

Registered / achieved an all-time highest sales of Siemens Low Voltage switchgear and control gear products by introducing competitive products and appointing new partners and OEM’s. “From a 30 year average sale of US$ 3.5 to US$ 17 Million.”

Responsible for selling, closing, servicing and expanding the current customer base within assigned territory. Managing relationships with suppliers, vendors, system integrators, solution providers, MEP contractors, consultants, internal clients and partners.Managed all potential sales opportunities including distribution strategies, reseller agreements and product segmentation, preparing itineraries, call reports, and monthly business reports with sufficient detail and in timely manner. Recording, compiling and distributing the minutes of meeting. HPL INDIA LTD a J.V of SOCOMEC & MOELLER 2005-2006 HPL Electric and Power Limited ("HPL"), a multi-product electric equipment company, is an established player in the electrical equipment industry. HPL is also the oldest manufacturer of LV switchgears in India with nearly 50% market share in changeover switches in fiscal 2015. HPL has over 90 branch offices and representative offices spread across India with over 2,000 authorized dealers who sell our products to over 12,000 retailers. Position held Key Achievements & Responsibilities... ASST. SALES MANAGER EXPORTS

Reporting to Managing Director and General Manager, position was created to start HPLs export business with focused efforts on SAARC countries to sell Joint Venture products of SOCOMEC & MOELLER manufactured in India with a partnership of 51%-49%. Responsible for managing specific territories, planning and implementing target campaigns. Key achievements and responsibilities included...

Provided company Directors with an analysis of market & competitor intelligence, worked out pricing strategy, appointed dealers, distributors and panel builders, started catering a business of US$ 500K on monthly basis from Srilanka, Bangladesh, Nepal & Myanmar to set stage for region success.

After eight months achieved an additional monthly sales of US$150K to OEM contracts like GE India, MSF KSA, and Elektra Germany.

Responsible for developing pricing and marketing strategies. Identifying and winning new business opportunities with in defined market sectors. Making regular face to face and telephone contact with existing and potential customers. Building relationships with key customers, sales agents and joint venture partners. Demonstrating company products to existing and potential customers, attending marketing conferences, exhibitions and seminars SCHNEIDER ELECTRIC – New Delhi India 2005

Schneider Electric has transformed itself into the global specialist in energy management. Starting from its roots in the iron and steel industry, heavy machinery, and ship building, it moved into electricity and automation management. Position held & Responsibilities...

Techno Commercial Executive E & I “North”

Reporting to Regional Manager North, this position was for techno commercial support to sales and partners for North Indian market (Domestic market) Delhi NCR.

Responsible for providing all technical support for sales executives, panel builders, system integrators dealers and distributors for Delhi & NCR Region. Conducting Techno commercial presentations targeted to key decision makers while negotiating profitable contracts and agreements in conjunction with Sales Staff. Responsible for order processing from initial opportunity, to client purchase orders and working with operations and supply chain to achieve successful delivery of key projects. Responsible for inventory planning of imported products and maintaining safety stock levels in close coordination with dealers, distributors, sales forecasting and product movement history. Preparation of technical submittals and conducting technical project meetings with clients and consultants on project basis. Responsible for demonstrating company products to existing and potential customers, system integrator, contractors and consultants C & S ELECTRIC NEW DELHI INDIA 2004 - 2005

C&S Electric deliver a comprehensive range of electrical and electronic equipment. Owing to the expertise in the domain for over 50 years, our largest served markets include industries, infrastructure, power generation, transmission & distribution, etc. A sizeable portion of C&S production is exported to countries like USA, Europe, Russia, Brazil, Malaysia, Middle East and Australia. Position held Key Achievements & Responsibilities... Senior Executive Sales and Export Co-ordination

Reporting to General Manager and Managing Director, Job responsibility was to provide techno commercial support to Canada, North America, Central and South American clients plus business development of switchgear & control gear products from SAARC countries. Key achievements and responsibilities included...

Generated US$ 900K sales from SAARC region thus setting stage for C&S Electric products on SAARC region. Appointed Distributors and authorized panel builders, solution providers in Nepal, Myanmar, Srilanka and Bangladesh.

Responsible for sales, closing, servicing and expanding the current customer base with in SAARC Region. Evolved new lines of business through account prospecting, market analysis, and client relationships to propel business success and achieve organizational goals. Coordination with 15 clients of US market by means of technical support, trouble shooting, forecasting, planning of production, shipment loading and handing over to freight forwarders, organizing third party inspections for export shipments. Regular travels to SAARC countries for project sites, area managers, dealers & distributors meetings to get projects feedback, competitor’s information and product acceptance feedback. Compiling and maintaining a customer data base that documents appropriate customer information and contacts. HAVELLS INDIA LTD 1999-2004

Havells is a US$ 1.4 billion Company and has over 6,500 employees, and 20,000+ trade partners. Our operations span 50 different countries, and we have fourteen manufacturing plants in India, along with 8 global manufacturing locations thus thriving, innovative, productive and entrepreneurial enterprise is part of his industrial legacy. Havells put Indian electrical brands in the global arena and left behind a benchmark for others to follow. Position held Key Achievements & Responsibilities... Senior Engineer Quality Control and Export Co-ordination Reporting to General Manager Works and Vice president Exports, Started carrier in Havells India Limited through campus placement as Trainee Engineer Incoming Quality Control and Vendor upgradation. In the year 1999 for the first time Havells appointed Engineers to upgrade the complete manufacturing system in all factories. After achieving milestones in IQC in the year 2012-13 promoted to Sr. Engineer total Quality assurance and Export coordination, where key achievements and responsibilities included...

IQC - Component supplier / vendors were upgraded and established as ISO 9001:2000 suppliers, new vendors developed or replaced with existing not willing to upgrade their manufacturing process as per the new guidelines established in Havells IQC Dept. Decision taken to manufacture all precision / critical components in house, this started in-house press shop for all copper parts (Fixed and moving contacts). Incorporated 100% inspection for 60-80 microns of contacts silver plating and 100% load test of springs used and responsible for providing contact pressure. 100% incoming inspection of various bimetals used on thermo magnetic products responsible for thermal tripping. Independently handled incoming component quality measurements for newly developed products such as ATS and Electronic MCCB’s and MCCB ratings of 800A to 1600Amps. Upgraded all components drawings as per real and actual material and machining specifications required on individual products.

PQC – Heading a team of 7 Engineers responsible for process quality on shop floor, Reduced market returns to 3.1% from 9.12% (1.3% technical & rest operational), Reduced shop floor rejection from INR 1.36 Million to INR 338K a month, carefully studied and changed complete process of online inspection to yield minimum rejections and maximum growth, Responsible for ISO audits, CE & BIS certifications, dealing with all govt. agents and service agencies, coordination and organizing all third party inspections, Organizing few sequences of type testing’s inside company’s lab and CPRI. Responsible for handling all customers’ complaints and corrective action plans taken to correct those problems.

Export Coordination – Responsible for complete techno commercial support to IBD sales team and Overseas customers, organizing complete flow chart for every export order by means of production scheduling, shortages reporting to procurement, preparing online quality plans to organize third party inspections, organizing sea worthy packaging, organizing excise clearance, loading and handing over the shipment to freight forwarders and interaction with customs if incase of any problem. Independently provided techno commercial support to all OEM contracts, ELECTRIUM (Crabtree

& Wylex)

ACADEMIC ACHIEVEMENTS

3 Years Diploma in Instrument technology (Mechanical Engineering) after completion of 12 years schooling. Obtained from Indo Swiss Training Centre a subsidiary for CSIR & CSIO

Pursuing Executive MBA from National Institute of Business Management. TECHNICAL SKILLS & TRANING

Good knowledge of Microsoft Office Software including Word, Excel and Outlook. ERP – BAAN & SAP

4 Weeks training for understanding the dynamics of exports markets and customer behaviour, especially American region. (Canada, North, Central and South America)

Hand on experience on basic technical routine tests of switchgear products, Thermal, Magnetic, Temperature rise, electrical and mechanical endurance, maintaining contact pressure by checking contact resistance before and after complete mechanical operation cycles and full load. PERSONAL DETAILS

Address 1504 Garden Plaza Tower Al Nahada Sharjah

Contact No 009***********, 009**********

Marital Status Married

Date of Birth 31/12/1977

Visa Status Residence Visa

Driving License Holding Valid UAE Driving License

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