Sales Engineer

Curriculum-Vitae

SAMIR DHAWAN

Mob: 987-***-****/971******* Tel: 017*-******* Email:**********@*****.***

Seeking assignments: Role of Heading Sales / Marketing / Key Account Management / New Market Development / Strategic positioning of Products, services / P & L Management through Organic as well as Inorganic growth ( mergers / acquisitions ) with developed and leading organisations with Global Presence and ample opportunities to grow.

SYNOPSIS

An incisive professional with nearly +22 years of experience in Marketing, Brand Management, Project Sales and Management, Key Account Management, Team Management, Dealer / Channel Management, P & L Management, Deploying Strategies to create Organic Growth of the company

Currently associated with SANMAR ENTERPRISES, CHANDIGARH – for creating a new vertical handling Industrial Customers like: Textiles, Food, Pharma, Cement, Paper, Sugar, Chemicals, Paint, Ink, Thermal Power, Hydro Power Plants, Biomass Power Plants, Automobile Industry.

A keen planner and strategist with proven abilities in image and brand building, growing and managing professional associates and client relationships.

Have expertise in development and implementation of business strategies, systems development, manpower recruiting, team building, channel selection and driving revenues from them and product positioning.

An effective communicator and team leader with proven team building and management abilities. Extensive experience in Management of Product Launch & Product Promotion Events.

CORE COMPETENCIES

Marketing:

Developing marketing strategies to build consumer preference and drive volumes.

Planning marketing activities to achieve volume estimations and review effectiveness.

Analysing market trends, Sales Performance through channels, and other critical trends.

Brand Management:

Handling after market activities, preparing sales budget, meeting end users, undertaking promotional activities such as conducting meets.

Managing price negotiations, keeping track of competitors’ activities, new product developments, coordination with sales planning to ensure timely Execution towards customer`s utmost satisfaction.

Conceptualising, planning & organising brand promotion activities by developing new communication mix and new strategies for brand launch.

Key Account Management:

Interfacing with individuals/ key influencers among corporates for ascertaining requirements, making presentations and delivering need based product solutions.

Ensuring speedy resolution of queries & grievances to maximise client satisfaction levels.

Maintaining excellent relations, build up trust with clients to generate avenues for sustaining business periodically.

Assess the goal and requirement of Organisation and also for the customers and implement those to reality.

Team Management:

Creating an environment that sustains and encourages high performance.

Motivating teams in optimising their contribution levels.

Sales Management:

Managing the Organic Growth @ 20% as net Profit Before Tax for last 7 years and that too year on year with Thermax / Forbes Marshall as my last assignments.

Budgeting Sales Volumes and Operating Expenses and Revenue generation through service add ons with Sales and driving Sales through Special Packages for Revenue Growth with appropriate Product Mix, considering P&L in bottom line.

Work Experience: Total >22 years

** Company:- Since Jun 2017 – working as Technical Sales Head for M/s SANMAR ENTERPRISES, CHANDIGARH, who are authorized representatives for :

SPIRAX SARCO for Steam Accessories,

EATON – for their Industrial Filtration Solutions,

ALFA LAVAL - for their Heat Exchangers, Pumps, Food and Pharma plant accessories, Oil Centrifuges, Separators etc..,

FRENZELIT – for their Non Asbestos Graphite based Jointing Sheets and Gasketing material,

DELTECH USA – Delval make Ball and Butterfly Valves,

JD Jones - for their PACMAN brand Gland Packings and ROLGARD brand Grease,

ANDERSON NEGELLE – for their Pressure, temperature and flow Instruments used in Food and Pharma segments.

ION EXCHANGE – for their IECCC division to cater sales for spares and services for RO/DM/Softening Plants/ETP/STPs

My prime role to create a new vertical with above set of brands other than Food and Pharma and also handle Sales for SPIRAX SARCO and ION EXCHANGE in Food and Pharma segments too.

** Company :- From March 2016 to 30th May 2017 was associated with M/s Megawatt Solutions Pvt. Limited – as Director Sales – to sell and market their Turnkey Solutions in Solar Thermal, Electrical and Non Solar solutions in heating and cooling as well as Institutional cooking. These were 2-Axis tracker based Paraboloid Dishes with Solar grade mirrors, PV based Solar Trees – with Single Axis Trackers, Trackers for any sort of solar field, Cooking solutions – with or without Solar for Hospitals, Institutional Messes and Kitchens.

The key customers developed in this time period by myself were:

Mother Dairy - for 100000 liters of Hot water at 90 deg C through solar thermal heating

NDDB - two milk plants of AMUL – for Hot water solutions through Solar heat energy

Namaste India ( RSPL Group of Kanpur ) – for their hot water requirement through Solar heat energy

THDC - Tehri dam – for Solar based cooking solutions

National Sugar Institute - Kanpur – for small demo unit on solar thermal heating

AOV - Noida - for non solar thermic oil based cooking

NTPC - Noida - for solar thermal based cooking solution for their mess.

Britannia - for Solar Trees in their car parking areas.

Hero Moto Corp - For Process Heating solutions with Solar Thermal Energy

Tata Motors - For Process Heating Solutions

Mondelez - For Process / Feed Water Heating and CIP Water heating solutions through Solar

TCS - For Industrial Cooking Solutions at their Mess/Kitchens non solar

Many more……

Also work done with some religious institutes for solar cooking solutions.

This was the largest customer base developed in Solar Field by anyone in 1 year’s span, so far…

**Company From Jan 2015 to March 2016 – as Regional Manager Sales for Steam Engineering Products and Solutions Business – Based at New Delhi for Entire North India with M/s Spirax Sarco India Private Limited – UK based >5 Billion USD MNC company with presence in more than 30 countries and recently started its operations in India, for Steam Engineering Products and Solutions Business and for Process related Products ( Instruments and Equipment ) used by Industrial customers as well as Hospitality Customers. Product Range Includes – Clean Steam Generators, Boiler House Instrumentation and automation, Pressure Reducing and De -superheating Stations, Steam Traps, Condensate Recovery systems, Thermo compressors, Hot Water generators, Waste Heat Recovery Systems and above all providing Services like Engineering Consultancy to new projects and Conducting Energy Audits with interests in Energy Conservation.

KRAs:

-- Handling Regional Team of 5 Sales Engineers, 1 Customer Support Executive and 1 Service Engineer and Channel Associates to take care of all Sales / Service issues in Key Accounts / Industrial Customers in Segments like : Sugar Processing, Yarn, Thread and Fabric Dyeing, Food and Beverage, Breweries, Paper, Thermal, Power, Polyester/Nylon Yarn, Confectionery, Chemicals / Pharma / Drugs Industry, Hotels, Hospitals/ EPCs/ OEMs / Contractors etc.

-- Managing Sales through Direct Business Model and through Channel Partners.

-- Credit Control.

-- Managing Spares Inventory.

-- Handling After Sales - Service Calls, through a team of service engineers.

-- Giving Presentations on Steam and thermal Energy Conservation and

-- Managing New Project business.

-- Conducting Seminars at customers’ place and outside at a common platform also.

-- Managing P&L

-- Budgeting Revenue Vs Operational Expenses

-- having Target to create Sale of INR 4 Billion by end of 2020 i.e. in next 5 years starting from zero.

Number of Sales / Service Engineers reporting directly – 7

** Company:- From July 2010 till Dec 2015– working as Head Regional Sales for Steam Accessories Business – Based at Delhi for Entire North India with M/s Thermax Limited – Pune based company with many JVs and recently taken Over M/s RIFOX of Germany, for Steam Accessories Business and for Process related Products ( Instruments and Equipments ) used by Industrial customers as well as Hospitality Customers. Product Range Includes – Boilers, Boiler House Instrumentation and automation, Pressure Reducing and De -superheating Stations, Steam Traps, Condensate Recovery systems, Thermo compressors, Hot Water generators, Waste Heat Recovery Systems and above all providing Services like Engineering Consultancy to new projects and Conducting Energy Audits with interests in Energy Conservation jointly with BEE and CII.

Highlights:

Handled Regional Sales Team for Sales of Entire North and 21 channel associates.

Handled Sales for Malaysia from Delhi Office

Handled RIFOX Sales for Singapore, Malaysia for Keys direct customers

Brought Sales figures from INR 2.5 Cr to 15 Cr. In North for division in 4 years.

Managing P&L and giving net 25% PLUS Profit Before Tax year on year.

** Company:- From August 2007 till July 2010 – worked as Product Manager – Based at Ludhiana for Entire Punjab and Jammu -- in Steam Engg Group with M/s Forbes Marshall Pvt Ltd. – Pune based company with many JVs with Vyncke a Belgium Company, Spirax Sarco UK, Polymetron, Krohne Germany etc. for Process related Products ( Instruments and Equipments ) used by Industrial customers as well as Hospitality Customers. Product Range Includes – Boilers ( with Vyncke, a Belgium major ), Boiler House Instrumentation and automation, Condensate Recovery systems, Thermocompressors, Hot Water generators, Waste Heat Recovery Systems and above all providing Services like Engineering Consultancy to new projects and Conducting Energy Audits with interests in Energy Conservation jointly with CII.

Highlights:

Got appreciation as Best Sales Engineer for Core Steam Engg. Products in First year of service.

Managed Sales of 3 Crores + from Punjab only

Managed service related issues closure

Controlled and brought the financial out standings to less than 30 days.

Managing P&L and giving net 26% PLUS Profit Before Tax year on year.

Number of Sales / Service Engineers reporting directly – 2

** Company:- ( > 1.5 year ) From May 2006 to May 2007 worked with M/s Chevron Lubricants India Ltd. 100% Chevron company - a USA based among first 4 Largest Oil Company in world with interests in Upstream, Downstream and all activities related to Oil and Gas.

Job Profile:- As Key Account Manager – For Handling Sales of All type of Lubricants and Metal Working Fluids and Greases-- to Industrial and Commercial Customers of Chandigarh and surroundings, Himachal Pradesh, Hydel Power Projects, Potential markets of said area and parts of Haryana and Punjab Markets and Uttrakhand Market.

Responsibilities:-

1. Industrial/ Institutional / Retail / Commercial business development for Lubricants requirements and applications thru direct selling, traders, channel partners, contractors.

2.Technical discussions with customers / contractors / subcontractors for giving them most compatible and competent solution.

3.Channel management, Selection, training and development of sales Team.

4.Independently managing key accounts.

5.Organizing seminars, presentations and participation in Exhibitions for marketing and Advertisement.

** Company:- (>1.5 yrs) From Sept. 2004 to Dec 2005 worked with a French MNC, M/s TotalFinaElf India Limited, as Sr. Area Executive, based at Chandigarh, India. The company is a European leader in Petroleum and Lubricants.

Job Profile:- Responsible for the sales and marketing of Lubricants in the Industrial Belt of Chandigarh, Punjab, Haryana, Himachal and J&K (India).

** Company:- ( 4 years ) From Sept. 2000 till Sept. 2004.Worked with a German Multinational, M/s KSB Pumps Limited, as Sr. Sales Engineer, based at Chandigarh. The company is a world leader in Pumps and Valves

Job Profile:- Responsible for the sales and marketing of Valves in the Industrial Belt of Chandigarh, Punjab, Haryana, Himachal and J&K.

Responsibilities:-

1. Visitng Industrial belts for development for Valves requirements.

2.Technical support, trouble shooting, designing of Fluid, air lines for valve positioning.

3.Channel management, Selection, training and development of sales Team.

4.Independently handling key accounts.

5.Organizing seminars, presentations and participation in Exhibitions for marketing and Advertisement.

Achievements:

1. Developed new OEM business for KSB Valves and standardization of it with them.

** Company – ( 3 years ) From Sept 1997 - Sept 2000 As Resident Sales Engineer Worked with M/s Uni Klinger Limited, an Indo Swiss Joint venture company and leaders in Gaskets and Jointing Sheets and Speciality Valves

Job profile:

1. To independently handle key Industrial Accounts and development of new Industrial customers for the speciality valves and Jointing sheets.

2. Selection, Appointment and Training of Distributors as Channel partners and sales management.

Achievements:

1.Developed the territory from scratch and during the tenure sales achievement was Rs. 3.5 crores.

2.Developed and trained the channel partners for the launch and establishment of Speciality products.

** Company – ( 2.3 years ) From July 1995 - Sept 1997 As Sales Engineer Worked with M/s Energy Avenues Pvt. Limited, the Sole Dealer for M/s Spirax Marshall Limited for Complete Punjab, Himachal and part of Haryana

Job profile:

1. To independently handle key Industrial Accounts and development of new Industrial customers for the Complete Range of Spirax Marshall Products except Boilers and high value PRDS.

2. Selection, Appointment and Training of Distributors as Channel partners and sales management.

Educational & Professional Qualifications:

#. Post Graduate Diploma in Sales and Marketing from Dr. Rajendra Prasad Institute of Management, Mumbai. (2000-2001)

#. Three Years Diploma in Instrument Technology (Mechanical Engineering) from Indo Swiss Training Center ( earlier was a JV between Central Govt. of India and Govt. of Swiss and is now under control of CSIR’s organization at Chandigarh called CSIO), Chandigarh. (1992-1995)

Personal Details:

Date of Birth :- April 26. 1975

Father’s Name :- Late Sh. R.P. Dhawan

Marital Status :- Married.

Nationality :- Indian.

Passport :- Valid.

Permanent Address :- # 1083/1, Sector 29 B, Chandigarh–160020, India

Contact No. :- Present Mobile No. +91-987*******, India,

Alternate Mobile No. +91-971*******, India,

Permanent Landline +911*********, India.

The other details you may require are as below:

For 6 months I went to Dubai for working in M/s Wotek FZE ( dealer for Danfoss and Honeywell BMS and Industrial Launderettes ), at JebelAli Free Zone from Dec 2005 to May 2006

Joining Time : 2 month’s notice

Place:-

Date:- Samir Dhawan

Contact this candidate