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Sales Marketing, Product Management, Business Development, Field Svc

Dubai, Emirate of Dubai, United Arab Emirates
February 27, 2020

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Praveen Gupta

Business Management & Marketing Professional

Seasoned professional in Air-conditioning industry with multifaceted exposure to Sales/Business Development, Strategic Marketing, Product Management, Field-services & Project Management. Proven track record to enable team driven process improvements & operational productivity. Explores innovative ways to address real-life challenges. Critical thinker and able to play in a global and complex environment.


Currently working with

Westinghouse AC & Electronics MEA FZE

Director – HVAC

08/2019 onwards - Dubai

Key Job Responsibilities

o P&L responsibility of Air-conditioning business (RAC & CAC) for Middle East & Africa region

o Promote differentiated Go to Market approach to offer value proposition to distribution partners & end


Previous Work Experiences

Carrier Corporation

(18 years)

Director, Marketing & Strategy – CML HVAC

01/2017 - 04/2019 - Dubai

Key Job Responsibilities

o Responsible for strategic marketing of commercial HVAC products (of Chillers, Airside, Ducted & Packaged units) o Worked with global cross-functional team to improve profitability while being competitive (Product cost reduction, Value-proposition for customer)

o Have exposure to emerging Regulatory Affairs & its impact on global product development strategy.

o Played effective roles in defining Go-To-Market strategies o Performed a business study on heating market (for Europe) to highlight growth opportunities to top


AHI Carrier FZC (Carrier Corporation JV)

Head – Business Development & Marketing

05/2009 - 12/2016 - Dubai

Key Job Responsibilities

o P&L responsibility of Middle East & CIS countries for commercial HVAC business

o Led Strategic Marketing activities for Australia, New Zealand, South Africa, Central Eastern European countries o Promoted consultative selling approach through system solution (Energy efficient system design) thru case studies o Led application engineering team to develop value added

& innovative concepts to offer differentiated solution for chilled water system



Products & System


Sales Performance Awards (Carrier, India):

o Award for “Best Sales team”

o “Outstanding individual sales performance” award o “Highest sales growth” award

Key Accounts Development (Carrier, India):

o Rate agreement with a prestigious IT company to supply 80+ centrifugal chillers

Sales Growth (Hitachi, India)

o >50% YoY growth for Chillers & VRF business


Mechanical Engineering with specialization

in Refrigeration & Air-conditioning

(4-years sandwich post-diploma, 1990-94, from Y.M.C.A. Institute of Engineering, Faridabad, India – An Indo-German project) +971********* Dubai Sales & Marketing Strategic Marketing


Project Management

Product Management

Chilled Water System Chillers AHU




DX Systems


Air-conditioners CCU

Business Development Application Engineering

General Management


Electronic Security FAS ACS BMS



Carrier Corporation

Regional Sales Manager

11/1997 - 05/2005 – India

Key Job Responsibilities

o Led sales operations for commercial HVAC products in North India (Chillers, VRF, Ducted, Packaged, AHU, FCU) o Relationship management with key industry influencers

(consultants, project management professionals, Key Accounts, Contractors) to strengthen brand equity

o Developed strategies to enhance brand loyalty of dealers to increase share of segment

o Promoted plan & specification activities to offer optimized and competitive solutions

o Led product management activities & coordinated with key global factories to align product sourcing strategies as per Indian market dynamics

o Supervised field-installation, commissioning, project management activities for multiple International Airport projects (Chillers, Pumps, Cooling Towers, Airside products, ducting, piping)

Zicom Electronic Security Systems Limited

General Manager

01/2008 - 04/2009 – India

Key Job Responsibilities

o P&L responsibility for Electronic Fire & Security - commercial business

Hitachi Home & Life Solutions Limited

Team Leader – VRF & Chillers

05/2005 - 12/2007 – India

Key Job Responsibilities

o Led commercial HVAC product business for India (Chillers, VRF, Packaged & Ducted units)

o Developed dealer network for market penetration

o Built brand equity (through technical seminars, one-on- one interaction) with HVAC consultants, design engineers, Key Accounts, end users & contractors

o Developed sales growth strategies by accessing market opportunities

Voltas Limited

Project & Service Engineer

06/1994 - 11/1997 – India

Key Job Responsibilities

o Area management of After-sales business (HVAC &


o Supervised field-installation & commissioning of HVAC systems for various projects / applications - Process industry, Semiconductor (clean room application),

commercial / office buildings, hotels etc.


Leadership development programs

Ethics & Compliance trainings

Advance chilled water system design courses

Carrier PEET program (Packaged Equipment Engineering Training)

Heat Load & Energy Simulation program (HAP & CSO)

Service trainings on Screw, Centrifugal & Absorption compression technologies (Voltas / Hitachi)

Quality & process improvement - ISO 9001, ACE


Hiking & trekking expeditions: did expeditions up to an altitude of 12,500 ft. in Himalayan region, India

Scuba Diving

Participates in social welfare activities.

Actively participated in various games during schools – Karate

(Brown belt), Basket Ball, Cricket, Kho-Kho

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