Sales Manager
Resume:
United Arab Emirates.
Dear Madam/ Sir
I take this opportunity to apply for the above position. I have over 19 years of experience in handling various process packages for industries and Oil & Gas. I am very keen on projects and have a flair for it.
I have handled various projects like Water Treatment, Steam Generators, Instrument air Packages, Desalters, TEG De hydration unites, etc. I enjoy technical sales and do not throw away prices. I constantly keep an eye on upcoming projects, Market movements and trends. Churn out long term and short term plans for the organization. I have handled some of the reputed brands like Ariel compressor ( packaged by Technics), Rotating Offshore solutions (ROS), EN-Fab, Aquatech, Hamworthy, Hydrastall Pumps, ELGI Compressors, Samsung Techwin Centrifugal, Blutek Compressed air Packages, etc. Large value projects for Compressed air, Gas compressors, water treatment, Process Equipment, Steam injection projects, Early production facilities fascinates me. I am familiar with Oil & Gas requirement.
I have handled various regions like Middle East, Europe and Asian markets. In the area of product management I am keen in evolving the product and hand holding it in all areas like design, manufacturing, project management. I am familiar with ISO, Six sigma, Quality circle, Failure Analysis, etc. Very familiar with MS office products such has Word, Power point and Excel.
I am very keen in technical sales/Project sales and have handled various Oil & Gas projects static and rotating equipment from bidding to hand over. I am hands on person and have handled various positions in an organization.
Given a chance I would prove to be a good leader and motivator. Above all I am quick to learn and adapt to demands of business. I am keen to learn, understand and apply the same at work. Please find below my CV for your consideration. I am open to re locate and enjoy travelling anywhere for business.
Thanking You,
Yours Truly,
James V
Resume of James Vadakkekalam
Address for Correspondence:
P.O. Box 49407, Sharjah UAE
Contact: (M) +971-**-*******
Mail: *********@*****.***
Objective: Head Business Development/ Project Manager
Summary: Highly motivated Business Leader, with hands on experience in P&L Management including - Manufacturing, Operations, Sourcing, Design& Engineering, Marketing, Sales, Business development functions in Oil & Gas, Power, Water and non-conventional energy segments. Having experience in developing and managing a network of business associates - vendors, distribution channel partners & service associates.
Specialties: P& L Management, Business Development, Talent management and Marketing.
Previously held positions: AGM Business Development, Sales Manager, BDM overseas, Manager Marketing.
Total Experience: 19 years
FUNCTIONAL COMPETENCIES DEVELOPED ACROSS THE CAREER SPAN
- Strategic Planning - Profit Center Operations - Market Scrutiny/ Assessment
- New Market Development - Marketing/ Business Development - Contract review & formulation
- Technical Selling - Techno-Commercial Functions - Cost Benefit Analysis
- Pre Qualification - Key Accounts Management - New Initiatives/ Set ups
CAREER HIGHLIGHTS
Strengths acquired over 19 yrs:
A good strategist, evaluate the strengths of the company and enhance the product offering to the market.
Good with technical sales and long term marketing plans, filling the gaps between the current offering and customer needs.
Pricing analysis and trends
Constantly with customer to explore the future trends, technology and needs of market.
Modify the current offerings and services as per the needs of the market.
Track competition actives and prepare best sales prepositions for the products.
Identify potential clients and prepare pre-qualification documentation and presentation.
Explore for opportunities to cross sell within the organization.
Few secured projects in Oil & Gas.
Largest MVC water treatment plant in Middle East partnered with Aquatech ( $150 Mns)
42 nos. of once through steam generators for a Steam project in Oman ($84 Mns )
De salter for an oil Company in Oman ( $1.2 Mns)
TEG package for an Oil Company in Oman ( $2.2Mns)
Trial steam injection with WTP project ( $28 Mns)
Early production facility ( $24 Mns)
7 gas compressors ( $ 18 Mns)
Engineered Screw compressors ( 2 packages) for instrument air
5 sets of screw compressors with dryer
Current Projects:
Currently we are actively bidding for various projects Oil & Gas in Kuwait, Oman, Bahrain, UAE, Iraq, etc. For Gas compressors, Refrigeration packages, Vacuum de oxygenation Packages, Early production Facilities, Injection skids, Water treatment plants, etc.
Bid for operation of Oil field with Zhenhua Oil Company, Various BOO projects. Oil & Gas EPC projects, etc.
A.Current Employment
Name of Firm: Rotating Offshore Solutions (ROS)
Position Held: Business Development Manager :- Middle East
Reporting To: Director
Period : July 2015
Responsibility: Establish ROS operations in the Middle East, identify business partners across the Middle East. Identify projects and products that can add to both top line and bottom line of the company in the areas of Oil & Gas projects. Track projects, new opportunity in the market present to the management and formulate strategies. Set up office and operations.
Key Focus Areas:
Business Development with Oil producing Companies in the region, Pre-qualification with Oil and Gas major operators, Track upcoming projects, Establish relationship with Engineering companies, EPC companies, etc.
Appoint new dealers / Agents, promote business in GCC.
Build brand awareness with consultants and Oil Companies.
B.Last employment:
Name of Firm: Technics Middle East FZC(TME)
Position Held: AGM ( Business Development)
Reporting To: Director
Period : June 2010 – July 2015
Responsibility: Establish TME operations in the Middle East, identify business partners across the Middle East. Identify projects and products that can add to both top line and bottom line of the company in the areas of Oil & Gas projects. Track projects, new opportunity in the market present to the management and formulate strategies. Set up office and operations.
Key Focus Areas:
Business Development with Oil producing Companies in the region, Pre-qualification with Oil and Gas major operators, Track upcoming projects, Establish relationship with Engineering companies, EPC companies, etc.
Appoint new dealers / Agents, promote business in GCC.
Build brand awareness with consultants and Oil Companies.
Identify new partners to increase product offerings like instrument air, Valve repair, etc
Key Result Areas
Head Negotiation for joint Ventures with Technics for the region.
Addition of new product line of custom built Air compressors for Oil & Gas
Breakthrough order with Occidental for a custom built air compressor ( Blutek)
Repeat orders from Occidental, CCED, etc. for custom built air compressors.( Blutek)
Achievements: Developed the company property with the free zone and managed entire civil construction with no LTI. Bagged first early production facility for Technics. Orders for equipment with major Oil & Gas Companies in the region worth 125MUSD. Increased Market presents and establishes a brand image.
C.Pervious Employment:
Name of Firm: Shanfari Group of Companies. (Oman Metal Industries JV of En-Fab Inc.)
Position Held: Manager Sales & Marketing (BD )
Reporting To: Business Head – Oil & Gas
Period : January 06 – May 2010
Responsibility: Identify projects and products that can add to both top line and bottom line of the company in the areas of Oil & Gas, Power projects, Water, infrastructure and new Business lines. Track projects, New service opportunity in the market present to the management and formulate strategies.
Key Focus Areas:
Business Development with Oil producing Companies.
oProcess equipment like, Steam Generators, Enhanced Oil recovery products.
oPromote upstream services in Oman. Like well testing.
oFocus and enter in to Water treatment & Power Projects.
oMedium scale Oil & Gas EPC projects.
oSolar power plants, Wind energy, Fuel cells, Oil Field Operations, etc.
Key Result Areas:
Project & products marketing and surveys.
oOrder for a 32 Mn USD Steam Generator project. EOR
oOrder for a water treatment package 130 Mn.
oOrder for 28 Mn USD for Fahud Trial steam Injection. EOR
oOrder for 3 Mn USD for 8 centrifugal compressors
oMarket survey for Fuel cells powered bus stations
Approvals of the products with Approving agencies.
oApproval of Moody International and Aquatech in PDO
Formation of new joint venture company with Al Ahlia oilfields for well testing
o Introduction of Al Ahlia in all the oil companies in Oman
Identified and developed new business areas like
oCorrosion monitoring systems, Fuel cells, Centrifugal compressors, Engineering business
Achievements: Re-established the company back after a long 10 dormant yrs. CTS was quick to gather attention with few Multi-million order for water treatment, Steam injection projects, centrifugal compressors. The company grew from 2 People Company to 45 People Company within 12 months. During handled the project team to establish HES, ISO and HR systems. Carefully planning each and every step with constant perseverance company was poised to become a known company in Oman.
D.Previous Employment
Name of Firm: Elgi Equipment Ltd.
Position Held: Business Development Manager – Overseas
Reporting To: DGM – International Business
Period : April 2004 to Jan 06
Responsibility: Business Development for Elgi Products covering Europe and the United Kingdom.
Elgi operates through their Divisions comprising of Rotary Compressors, Reciprocating Compressors and Automotive Equipment.
Key Focus Areas:
Business Development with OEM Customers
Business Development with Users through Dealers for
Introducing New Products within Portfolio in the Markets.
Distributor and Dealer Management including Service function.
Key Result Areas:
Developed 2 OE Customers during the Year.
oExtra Sales comprising of USD 26500 - Year 2004.
CE marking of airends done.
First Lot of Reciprocating Compressor Package shipped out.
oBusiness Potential of at least 250 nos for the year 2005.
Previous Positions Held in the same Company:
Position : Deputy Manager - Marketing
Reporting To: DGM – Marketing
Period: October ‘99 – March ‘04
Responsibility: Marketing of Oil Flooded Electric Screw Air Compressors in India.
Key Focus Areas:
The launch of Oil Flooded Electric Screw Air Compressors in Indian Market.
oMarket Survey and evolve Business Strategy.
oTechnical Support.
oSales Tools / Sales training.
Evolve Dealer and Distributor Network to improve Sales.
Coordinate with R&D for New Product Introduction.
Work with R&D to improve existing Package Designs.
Marketing Planning and Forecast for Plant Activities.
Sales Budget Preparation for All India Market.
Develop Sales Tools both for Domestic as well as International Markets.
oProduct Presentations.
oCatalogues and other Publicity Materials.
Liaise with Plant for smooth execution of Orders.
Highlights:
Sales of Electric Screw Compressors grew from 300 Nos in 1999 to 730 Nos for 2003-04.
Sales in terms of Value grew at a rate of 20 % per year.
Developed and Launched New Series of Accessories like Air Dryers, Compressed Air filters, etc.
Sales Revenue of Accessories grew to Rs. 32.6 Mns.
New Package Designs introduced with Electronic Controls.
All existing Packages were Redesigned and Relaunched.
Dealer Network established and strengthened.
oSales Revenue contribution from Dealers now at 70%.
Delivery of Compressors improved from 8 – 10 weeks to 3 – 4 weeks through careful planning and forecast.
E.Previous Employment:
Name of Firm: Pipeline Supply Est. Oman
Position Held: Sales and Service Engineer
Reporting To: Sales Manager
Period: Feb ’97 to July ‘99
Products Handled: Pumps, Blowers, Compressors, etc. Makes – Hidrostal, Maroli, Hamworthy and Kaeser.
Key Result Areas:
Managing Key Customer Accounts and identify, Develop New Products for Oil and Gas.
Register and Seek approval from Consultants/ Oil companies.
Develop, establish and secure Contracts from Key Contractors.
Coordinate Service Function for the Products.
Achievements:
Bagged Piping order from Oman LNG (Dodsal). PSA for pipes with PDO.
Name of Firm: Excel Glasses, Kerala
Position Held: Maintenance Engineer
Reporting To: Works Manager
Period: July ’96 – Jan ‘97
Other Professional Activities:
Green Belt in Six Sigma: Project completed – Formulation of Customer Care Solution (Web-based); a DFSS Project. Additional Business estimated at approx. Rs. 40 Mlns annually
Team Leader in Quality Circle. Projects successfully completed Savings achieved at Rs. 10 Mlns annually
Regularly invited by CII to present Technical Paper on Compressor.
oEncon 2003 – Presented paper “Emerging Trends in Compressor”.
Training Faculty in Elgi on Marketing and Sales Function.
H2S awareness training.
Qualification:
Bachelor of Engineering (Mechanical) – Mangalore University.
Marital Status: Married with 2 daughters.
Date of Birth: January 2, 1972
Countries Visited for business:
India, Sri Lanka, Thailand, Singapore, Germany, Italy, Spain, UK, Denmark, Czech, Oman, Turkey, Nigeria, UAE, Qatar, Kuwait, Bahrain and Saudi Arabia.
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