Business Development / Sales Professional

Raghu Varma R. Kizhakkemadhom

**** ****** ** • Troy, MI 48084 USA• +1-248-***-**** • **************@*****.*** CAREER PROFILE

I am a passionate sales & business development management professional with 26 years of work experience in the fields of defense, aerospace (MRO/OEM), electrostatic powder coating/liquid finishing solutions, electrical power generation and plastic injection molding. I have worked in large Fortune-500, medium-size Fortune 2000 and small family owned companies. My accomplishments include growing P&L accounts, building and managing successful sales and application teams, implementing sales strategies, developed new markets, managing large projects from conception to completion and managing plant engineering teams.

My professional competencies include Sales Process Development, Strategy Development, Business Development, Negotiations, Partnership formulations, Project Management & Application Engineering. I am a certified Salesforce Administrator who integrated Sales Process during the merger acquisition of our competitor recently.

CAREER HIGHLIGHTS

• Delivered impressive sales results; growing revenues from $14 million in 2012 to $65 Million in 2018.

• Led the team who negotiated a strategic alliance with DERCO (Lockheed Martin) to be a sole source supplier for a Middle East prospect on a project worth $27 Million in 2014. The successful execution of the project resulted in a working partnership agreement with DERCO (Lockheed Martin) worldwide.

• Developed markets in China, Thailand, Malaysia, Vietnam, Indonesia that resulted in growing revenues to $15 Million in 2018.

• Recruited and groomed top-performing sales and business development team, expanded the sales organization from 10 to 18 account managers & representatives in various countries, established aggressive metrics resulting in a 200% increase in new major clients over a 5-year period. PROFESSIONAL EXPERIENCE

Director, Tesscorn USA LLC, Troy MI Since March 2012 Tesscorn USA LLC partners with Principals worldwide to deliver innovative research tools for research and development. Tesscorn’s breadth and depth of experience spans markets including, university, across the aerospace, land and maritime domains of the defense market and to government space programs, environmental research and industrial R&D. With expansive capabilities and over 25 years of dedicated experience in the industry, Tesscorn specialize in providing exceptional service before, during and after the sale.

Testek Solutions. LLC; Wixom MI August 2003 – March 2020 Testek Solutions LLC, www.testek.com is the industry leader in designing, manufacturing, delivering and supporting custom built aerospace component test equipment. Testek’s equipment tests aircraft hydraulics, power generation, avionics, fuel, lube, actuator, and pneumatic components. Testek also helps customers design large-scale testing facilities with future testing demands and flexibility in mind. Sr. Vice President - Sales Since March 2016

I am part of Leadership team – I am responsible for the overall customer satisfaction and driving new business developments initiatives. I am directly responsible for the company’s sales and head of the sales team (MRO and FOREIGN MILITARY). I managed the Sales process integration and implementation using Salesforce when Testek’s parent company acquired Avtron Aerospace.

• Develop plans and strategies for developing business and achieving the company’s revenue goals.

• Manage sales / marketing budgets, sales team, sales operations and resources to deliver profitable growth.

• Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives.

• Work towards exceeding customer expectations and to contribute to a high level of customer satisfaction

• Hire and develop sales staff.

• Oversee sales forecasting.

• Facilitate infrastructure and systems to support the success of the sales function.

• Monitor customer/ market direction, competitor activity and provide feedback to company leadership and other company functions.

• Support marketing function to establish successful channel and partner programs.

• Manage key customer relationships and participate in closing strategic opportunities.

• Travel for in-person meetings with customers / partners and to develop key relationships. Vice President – Sales August 2012-March 2016

In the capacity of Vice President Sales, I managed the sales team in addition to my responsibilities of managing specific high visibility customers in China and Africa

• Developed Africa for the first time in the history of Testek and won $4 Million sales from Algeria in 2014-15.

• Gathered market feedback to effectively manage product development of the Hydraulic Test Stand Product line. 40% of 2017 sales revenues came from sales of Hydraulic Test Stands.

• Strategic Alliance partnership with Collins Aerospace to promote CATE-Nx for B787 power control applications.

• Created a focus group among sales team members to specifically target F35/ F135, A380, A350, B787 programs.

Regional Sales Manager August 2003 – August 2012

In the capacity of Regional Sales Manager, I was responsible for sales in Europe for the first 3 years, sales and business development of Japan & SE Asia there after till August 2012.

• Won the first A350 Fuel Pump stand from Eaton and first B787 Generator Test Stand from ANA in 2010.

• Won the largest B1-B Airframe hangar air handling/hydraulic test solutions to Tinker Air Force Base

(OC-ALC) worth $4 Million in 2011.

• Launched 4 new test stand models as part of product development initiative over a 4-year period – with 1 model (brake leak testers), immediately resulting in multiple orders and with strong booking potentials for other models.

Rinac India Feb 2003-July 2003

Rinac India Limited http://www.rinac.com/ is an integrated engineering solutions company providing end- to-end solutions for the cold chain and modular construction industries. I worked as their Product Manager for Cool Barn product range. I was hired to carry out the business development of this new product. I worked with a team of 4 engineers and multiple sales agents throughout the country to start growing a new product line in Indian market. Nordson India (Pvt) Ltd Sept 1998-Feb 2003

Nordson Corporation https://www.nordson.com/en located around the world is the leader in precision dispensing, fluid management, and related technologies. I worked in the Application Engineering Department as Sr. Application Engineer for Finishing Business division at their Bangalore facility in India. My responsibilities included configuring various powder coating and liquid coating systems specifically to meet client requirements. I translated the customer requirements to configured solutions that could be priced and proposed. Executed a large project worth $2Million for a large 2-wheeler manufacturer in India.

Siemens Ltd. May 1995-Sept 1998

Siemens https://new.siemens.com/us/en.html is a global powerhouse focusing on the areas of electrification, automation and digitalization. I worked as the Plant Engineer for their Low Voltage Switch Boards division in their Kolkata India facility.

My responsibilities included ensuring 95% uptime for the production machinery (sheet metal equipment, tool room machinery, special purpose machines, coating applicators) which was used for manufacturing of switchboards. I lead a team of 16 workforce and worked in various shifts. VIP Industries Ltd July 1993-May 1995

VIP Industries http://www.vipindustries.co.in/ is the largest luggage manufacturer in India, 3rd in the world after Samsonite(USA) and Delsey (France). I got recruited in campus interview from engineering college and started my career as engineering graduate trainee at their Nashik India location. After the training period of 3 months, I worked as one of their Maintenance Engineers, responsible for upkeeping of their Injection Molding machines. Working in various shifts, I lead a team of 10 technicians to ensure machine availability for production.

EDUCATION

National Institute of Technology- Nagpur, India, 1993 Bachelor of Engineering, Mechanical

CERTIFICATION

Salesforce – July 2019

Salesforce Certified Administrator

VOLUNTEERING & EXTRACURRICULAR ACTIVITIES

• Troy Schools – Volunteering to support School’s marching band activities.

• Troy Schools – Volunteering as medical nurse assistant.

• Low light photography and violin instrumental music.

• Certified Private Pilot – Single Engine Land.

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