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Expertise in Business Development

Location:
Bhubaneswar, Odisha, India
Posted:
November 30, 2018

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Resume:

KANHU CHARAN KHATAI

Mobile: 094********,904*******

E-Mail: ac7t7r@r.postjobfree.com, ac7t7r@r.postjobfree.com Seeking Senior positions in Marketing & Sales, Project Execution & Maintenance with leading organizations

CAREER SUMMARY

Post Graduate Diploma with 13 years & 11 months of rich experience in Marketing & Sales, Project Execution & Planning.

Currently functioning as Sr.Manager, Business Development for Automation Products & Solutions with Tata Steel Limited.

Bag order of Rs.1.8 Cr. from SAIL-DSP,Durgapur during FY 18.

Participated in 6 no.of bid submission of Rs. 9 Cr. in SAIL steel Plant in FY18 & 19

Participated in Reverse Auction for SAIL-DSP,Durgapur and became the lowest bidder.

Formulating Strategy to achieve the Business Objective & Strategy.

Preparation of document for H1(1st Half Yearly) & H2 (2nd Half Yearly) ABP review by Chief of the department.

Signing MOU with each customer department by identifying the base level & Target level to be achieved.

Assistant to Head Business Development in review of all lead generated during the month and classify them as Hot, Warm & Cold.

Preparation of ZOPA(Zone of Possible Agreement) & BATNA (Best Alternative to a Negotiated Agreement )while negotiating with any vendor/Customer.

Analysis of target customer from their business performance during the past years.

Strong market network with institutional buyers.i.e. SAIL,JSW,JSPL etc

Organised Customer meet for Automation Product & Solution in Jamshedpur.

Collected payment of Rs.1.3 Cr. from customers during FY 18.

Closure of 10 year old project at SAIL-ISP,Burnpur.

Reviewing debtors record & escalating the matter when payment delayed beyond CREDIT period.

Collecting market information proactively for maximizing our market share.

Co-ordination with logistic team for delivery of supply material as per approved Bill of Material.

Handling 4 no. of team member & responsible for developing them to achieve the target sales.

Responsible for assigning yearly/qtr/monthly targets to team mates & planning accordingly to achieve them.

Preparation of look ahead yearly/qtr/monthly plan.

Strong relationship management, communication skills with the ability to network with project members, customer and contractors with consummate ease. EDUCATION

Pursuing one year Part time Program delivered, partly through Satellite based distance learning technology & partly through in campus classroom mode in “Advanced Program for Marketing Professionals ” from Indian Institute of Management(IIM),Calcutta

Post Graduate Diploma in Construction Management from National Institute of Construction Management & Research, Pune in 2009 Securing CGP of 7.67

B. Tech in Civil Engineering from Motilal Nehru National Institute of Technology, Allahabad in 2003 Securing 70 %.

ORGANIZATIONAL EXPERIENCE

A) From June’03 to Jan’04 with Ahluwalia Contracts (India) Limited as Quality Engineer in Delhi Metro Rail Project, Delhi.

Project Associated with: Quality control & preparation of mix design. Area of Exposure:

All type of test for concrete, aggregate, cement etc B) From Feb’04 to June’07 with Siksha 'O' Anusandhan, Orissa as Project Engineer

Execution of 750 Bed Hospitals, Medical College for SUM HOSPITAL in Bhubaneswar.

Project Associated with: Building work for Hospital & Medical College Project. C) From Feb’09 to Mar’10 with Simplex Infrastructure Limited as Senior Project Engineer in railway bridge work near Paradeep,Orissa Area of Exposure:

Planning of bridge work along river Mahanadi & Luna. D)From April’10 to Apr’11 with Larsen & Toubro (L & T) – JODA, Orissa as Assistant construction Manager

Project Associated with: 4 MTPA DCMP(Dry Crushing & material Preparation plant) Project

Area of Exposure:

Planning of Crusher houses & conveyor gallery.

E) From April’11 to Dec’12 with Jindal Steel & Power Limited,Angul, Orissa as Deputy Manager in Civil Department.

Project Associated with: Raw Material Handling System Area of Exposure:

Planning of Junction houses, Conveyor gallery, Electrical control rooms etc. F) From Jan’13 to Jun’16 with Tata Steel Limited, Kalinga Nagar, ODISHA as Manager,Marketing & Sales.

Project Associated with: Business Development of Automation Product & Solution. Area of Exposure:

Submission of techno-commercial offers to customer .

Preparation of Lead Statement

Making Customer visit & understanding their requirement .

Segregating customer as hot, warm & cold.

Follow up for collection of payment.

Preparation of invoice in SAP for customers.

Preparing questionnaire for each product for better understanding of customer.

Organising yearly customer meet .

G) From July’16 to Till date with Tata Steel Limited, Jamshedpur as Sr.Manager, Marketing & Sales

Project Associated with: Business Development of Automation Product & Solution.

Area of Exposure:

Making customer Visit & increasing market share on year to year basis.

Submitted techno-commercial offers (16 No.) of various product to customer like JSW,ESSAR,JSPL, Bhushan Steel etc during FY18.

Collaboration with DBTC(Dastur Business and Technology Consulting ),TCS for jointly marketing our Product & Solutions

Visited 6 companies for commercial discussion & in sight gatherings of market information .

Resolving all type of technical & commercial complain from customer.

Experience in scheduling of project activities and tracking the same so as to identify the priorities of works & preparation of Action plan.

Responsible for development and managing the network of customer. AREA OF EXPOSURE / KEY RESULT AREA

Profit percentage of project executed was 39 % in FY18.

Maintaining a win win situation with all customers & contractors.

Preparation of cash flow statements & projecting varianc

Experience in procurement co-ordination and follow – up action.

Hand on experience in budgeting & Cash flow statements for the projects.

Tracking of all Extra items to be executed / already executed for settlement of claim

Experienced in Technical / Commercial discussion with vendors for finalization of Order..

Contract Administration

Study of technical & commercial offers/ proposals along with handling tender/ contract related formalities & documentation.

Identifying and developing cost effective vendors for execution of works.

Preparation of Claim Statements & time extension for the project if required. SIGNIFICANT ACHIEVEMNTS

Distinction of achieving appraisal on the bases of the performance measure as significantly meeting the Company’s Expectation .i.e.”Effective Performance”

Handling the Business Development independently for inhouse developed Automation Products & Solutions.

Merit of independently planning the construction activities of 8.1 km cable tunnel,6 sub station,10 km conveyor foundation along with 8 junction house & 3 control panel rooms within stipulated time & budget.

INTERNSHIP & ON JOB TRAINING

On Job training at Tata Steel Limited :

1)Professional Sales Management from XLRI,Jamshedpur (Duration 5 Days) 2)Management Simulation from TSMDC,Jamshedpur(Duration 1 Days) 3) Felt Leadership Training from SNTI,Jamshedpur (Duration – 2 days) 4) Planning and Organising from Result from TMDC,Jamshedpur(Duration –2 Days) 5) Outdoor Leadership Program from TSAF,Jamshedpur (Duration – 4 Days) On Job training at JSPL:

1) End user SAP training ( Duration – 7 Days )

2) MSP training (Duration – 4 Days )

On Job training at L&T,Simplex:

1) Site management & Construction Excellence ( Duration – 3 Days ) 2) Personal Effectiveness & Team Building ( Duration – 2 Days ) 3) Workshop on Tenders and Contracts Management ( Duration – 2 Days ) Summer Internship during Post Graduation:

Organization: Shapoorji Pallonji & Co. Ltd

Projects: General Motor (India), Pune

Place & Tenure: Pune, May’08 to July ’08

Role: Management Trainee.

Summer training during B.Tech:

Organization: Delhi Metro Rail Corporation Ltd.

Project: DMRC project

Place: Delhi

Duration: One & half month.

IT SKILLS

Well versed with SAP Module,MS Project, Primavera, Basis Knowledge on Auto cad, Microsoft Excel & Word.

PERSONAL DETAILS

Date of Birth: 03rd Feb 1980

Address: Plot-19,Bhimpur,PO-Aerodrome,Bhubaneswar,Orissa. DECLARATION

I do hereby declare that all the above-furnished information is true to the best of my knowledge and belief.

Place :Jamshedpur

Date:10/11/18

(KANHU CHARAN KHATAI)



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