Vice President of Business Development and Key Accounts

Brüel & Kjær Vibro GmbH, (A Spectris Group Company) Germany & USA 07/2019 to 12/2019

Vice President of Global Sales

Brüel & Kjær Vibro GmbH, (A Spectris Group Company) Germany & USA 07/2017 to 06/2019

Director - International Sales (Americas, Australia-Asia, ME & India) Brüel & Kjær Vibro GmbH, (A Spectris Group Company) Germany & USA 04/2014 to 06/2017

Regional Director for Asia, India, and Western USA Metrix Instrument Company, (A Roper Group Company), Houston, TX 08/2009 to 11/2013

Marketing Director - North America

GE Measurement & Control, Minden, NV

01/2008 to 07/2009

Regional Sales Leader - Western US

Bently Nevada Corporation, Minden, NV

01/2002 to 12/2007

Country Manager - India

Bently Nevada Corporation, New Delhi, India

11/1995 to 12/2001

National Sales Manager - TFO Products and Services SKF Bearings, Mumbai, India

11/1991 to 10/1995

Project Engineer - Rotating Equipment, Gas Cracker & Petrochemicals Indian Petrochemicals Corp. Ltd. (now part of Reliance Industries) 09/1987 to 10/1991

A commercial leader with 25 years of global experience in industrial B2B sales, service, and marketing management with several world-leading organizations. Spearheaded regional & international, direct & indirect (channel), sales & service teams, for American and European companies selling in US & internationally, selling high-value, plant/machinery automation, health-monitoring & control solutions, for a wide-variety of industry applications. Vast experience in sales & marketing of hardware, software & service solutions

(including multi-year PaaS & SaaS contracts) to end-users, machinery OEMs and EPCs including a spectrum of high-profile, global end-users such as Shell, BP, Exxon, Aramco, ADNOC, PDO, Woodside, Petronas, KEPCO, NTPC; EPCs like Bechtel, Fluor, JGC, Daelim, Petrofac, Technip FMC, EIL, PDIL, and machinery OEMs as Siemens, Dresser, Alstom, Sulzer, GE, MHI, Kobelco, ABB, KSB, and BHEL, etc.

EXECUTIVE SUMMARY

PERSONAL PROFILE

I am a globally experienced B2B sales & service

leader with applications expertise in integrated

solutions for Asset Performance Management

(APM 4.0) and IIoT applications, involving plant

machinery performance/condition monitoring,

machinery controls & maintenance management.

I have three decades of hands-on, leadership

experience, having worked in Americas, Europe,

Middle-east, Austral-Asia, China & India.

Commercially, I've led global sales / service teams, delivering plant-productivity & maintenance process improvements, thereby enabling proactive decision- support that leverages human-expertise, Artificial Intelligence and Machinery Learning technologies;

delivered onsite, and as cloud-based applications. As a machinery engineer, I've worked in O&G,

Energy / Powergen, Utilities, Water/Waste-water,

Hydro & Wind Power-gen, and in other continuous

process industry segments involving a wide range of plant machinery & automation applications.

I am now looking for a leadership position in Sales & Marketing, or Services or Commercial Operations.

Amitabh Khosla

Address

1311 Granborough Drive,

Gardnerville, NV.

USA 89410.

Phone

+1-775-***-****

Email

adgveh@r.postjobfree.com

STEADILY PROGRESSIVE CAREER PATH

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ALUMNUS OF WORLD LEADERS

SKILLS & PROFICIENCIES

Entrepreneurial, strategic, external thinker, with proven experience in three international business

start-ups & one global business recovery/growth.

Broad & deep industry understanding of

Industrial Asset Performance Management, the

pivotal aspect of customers' Industry 4.0 initiatives.

Experienced in selling APM 4.0 solutions, that

integrate customers' ACM/APM, CMMS, ERP, DCS

and Plant Historian applications.

Able to engage CEO, COO, CFO, CTO & CIO level

customers based on ROI & value-delivery know-how;

with experience in helping customers adopt new

methodologies & processes, to effectively leverage their investments in new technology solutions.

Plant O&M background, with deep understanding of customers' business, process & people challenges.

Experienced in market / customer segmentation

to create diverse, go-to-market growth-strategies.

Extensive experience in Direct, Indirect, & hybrid go-to-market strategy & organization, using local

value-added-resellers & service-providers.

Sales process specialist for large, global, project pursuit involving FEED, EPC, OEMs, & MAC vendors.

Experienced in metrics-driven programs for channel- partner selection & performance-improvement.

Skilled practitioner, trainer/mentor of ‘Strategic Selling’, ‘Value-based Solutions-Selling’, ‘Large

Account Management’, ‘Counselor Salesperson’,

and ‘Versatile Salesperson’ methodologies.

Experienced in roll-out of CRM, including milestone- based forecasting for direct & indirect sales-teams.

Passionately customer-centric, strategic

businessman; inspires colleagues & channel-partners by creating a win-win-win culture for employees,

customers, & the management.

Trained change-facilitator with die-hard perseverance

& infectious energy. Effectively applies KPIs/metrics to promote desired behaviors among teammates.

Hands-on problem-solver, and a competent user

of tools like A3PS, CAP, Hoshin-Kanri, WorkOut,

Kaizen-events, and other Lean Six Sigma tools.

Sales & Management Training

• 2019: Value Selling for Managers

• 2018: Large Account Management Program Leadership

• 2018: Strategic Selling for Managers

• 2017: A3PS Problem Solving Facilitator

• 2016: Hoshin-Kanri Strategy Implementation

• 2015: Level-1 Risk Approver for Contracts

• 2015: Miller Heiman’s Strategic Selling

• 2014: Level-2 Risk Reviewer for Contracts

• 2014: 7-Habits of Most Effective People

• 1996: Miller Heiman Strategic Selling

• 1996: Wilson Learning’s Counselor Salesperson

• 1996: Wilson Learning’s Versatile Salesperson

GE Management Development Center, Crotonville, NY

• 2008: GE’s Advanced Commercial Management

• 2007: Accelerating Leadership Performance

• 2005: GE’s New Managers’ Development Course

• 2003: Six Sigma Black Belt Training

• 2006 Customer-centric Selling

• 2006: Creating Customer Value

• 2004: Solutions Selling

• 2004: BayGroup - Negotiation Skills

• 2002: Change Acceleration Process (CAP) Facilitator

• 2002: GE’s WorkOutTM Facilitator Training

Brüel & Kjær Vibro GmbH

• 2014: Started as Director/GM for the Americas. By mid-2014, promoted to include all of Asia, China, and the Middle East.

• 2015: Managed & expanded Global Services footprint. Established services presence in Asia, China & Middle East.

• 2016: Promoted to manage all international regions outside of Europe

(excluding Cuba and Iran).

• 2017: Promoted to VP of Global Sales.

Metrix Instrument Company

• Biggest order in Metrix history - Gorgon project – 2011

• Biggest order for SETPOINT™ system - 2013

GE – Measurements and Controls

• Regional Growth Leader Award – 2007

• Inclusive Growth Leader Award – 2008

EXECUTIVE DEVELOPMENT & SKILLS TRAINING

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PROFESSIONAL RECOGNITIONS

EDUCATION

Bachelor of Engineering (Mechanical)

Merit scholarship student, class of 1987

National Institute of Technology, Surathkal.

Mangalore University, India

REFERENCE & RECOMMENDATIONS

Please visit: https://www.linkedin.com/in/amitabhkhosla/ Torben Ekvall

Former President of B&K Vibro GmbH.

(Amitabh’s former direct-manager)

Currently Co-CEO & Owner of

Mark & Wedell A/S, Denmark

Vladislav Tolmachev (ACMA, CGMA)

Former VP of Finance & Business

Support at B&K Vibro GmbH.

(formerly Amitabh’s peer)

Currently, the General Director for

Russia for Spectris plc of UK.

References & Recommendations

Roderik Wiedemeier

Former President of B&K Vibro GmbH.

(Amitabh’s former direct-manager)

Currently Managing Director & CEO of

Venture Service & Consulting GmbH

Amitabh is a tenacious leader, who brings intense customer-centricity and tenacious hard-work to work every day. He does contribute immensely with his market, industry and customer understanding. He demonstrates high-integrity and deep-rooted loyalty to the business and his assigned objectives. He leverages his global experience & cultural versatility to provide effective leadership to his diverse, global team. His expertise in large projects selling process, covering global EPCs, feed consultants, OEMs and end-customers will be a solid asset to any organization looking for long- term, sustainable success.

He is very well-versed about process & asset management applications and machinery technologies deployed in O&G, Power-gen, Utilities and other continuous- process industry segments, including renewables, making him a hands-on problem solver.

I am pleased to recommend Amitabh for sales, services, commercial leadership positions in any business that’s involved in delivering high-value capital products, be it hardware, software or services.

For additional references, please visit

https://www.linkedin.com/in/amitabhkhosla/

Amitabh is an intelligent problem solver, and a tireless fighter. His professional and personable demeanor provides a strong basis to resolve complex issues in a pleasant and effective manner. I admire Amitabh for his endless energy and passion, especially in combination with business development acumen. Amitabh has excellent industry and customer understanding in the field that he operates in which is primarily in the overall asset management and condition monitoring markets. However, this understanding goes beyond his core industries, and can be applied across almost any technical / consultancy industries. Amitabh has excellent communication skills and process rigor, combined with - strategic selling and tactical intensity. Amitabh had 100% Integrity and business ethics and lives-up to the highest standards. I had the pleasure to work together with Amitabh in 2014 and 2015 and we developed a great professional relationship and Amitabh was my problem solver in quite a number of, widespread business challenges. I believe Amitabh is one of the best Commercial Leaders I have ever met. He combines deep technical, and practical applications knowledge of machinery monitoring and controls market, with the ability to take the clients’ side and offer them a win-win solution. His experience and expertise in global trends of the industrial automation, understanding of the needs of customers and competitors, deserve the highest professional recognition from me.

Passionate and quick-minded, with immense willingness to help colleagues and subordinates make him a real leader to look up to. His hard-working and diligent approach to everything he does, as well as his smooth and friendly attitude to colleagues, even in difficult situations, served as a personal example to me. I enjoyed working with Amitabh and wish him the very best. Amitabh, is an extremely committed individual, who lives for his professional challenges. He is particularly interested in understanding the total value proposition of a company and is also well aware of potential risks of performance obligations. This is especially unique for a Sales Leader. Unlike others, he doesn't minimize risks, just for inflating the business opportunities. It was very positive to see his skills & experience in implementation of clear processes and sales-tools, which is the right approach for a modern Sales leader. His overall set-up and oversight make Amitabh an ideal candidate for Management positions in well organized and ambitious sales organizations as well as for CEO positions in complex, service-oriented businesses. Amitabh is very demanding, lives his professionalism, and leads by example in his operative management-style. He constantly pushes his employees towards their limits. At the same time, he is always willing to support his team, and is hands-on in all critical business situations. All in all, I strongly recommend him for any business with high ambitions & the need for implementing structured work-processes. Julian Fabarius

VP of Finance & Business Support at

B&K Vibro GmbH.

(formerly Amitabh’s peer)

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AMITABH KHOSLA

Brüel & Kjær Vibro GmbH, Darmstadt, Germany

(A Spectris Group Company) Apr 2014 to Dec 2019

B&K Vibro is one of the leading independent providers of protection & condition monitoring instrumentation, software, and services, for plant- machinery in a wide variety of industries. During the last decade, BKV has become the world-leader in condition monitoring of machinery in Renewables Energy industries like Wind power-gen, Hydro power-gen as well as Nuclear power-gen, besides growing market penetration in rapidly growing LNG industry. B&K Vibro is part of London-based SPECTRIS plc., which is an FTSE 250 company, and a supplier of productivity-enhancing instrumentation and control systems for several, very-diverse industry segments. I joined BKV as the GM / Director for the Americas, and was given additional responsibilities for Asia, China, Middle-East, and India. Under my leadership, the regional presence & customer-engagement improved quickly, resulting in repeat orders from existing customers and substantial brand-new end-user businesses in all international regions. OEM engagement in China became another successful growth segment. My most significant achievement was improving the overall performance of both, the Sales and the Services teams worldwide. We laboriously developed a winning culture focused on increased proactivity, by stepping-up early & high-quality customer-engagement, with intense customer-centricity and an unwavering focus on quality improvement & integration in projects engineering and solutions-delivery processes. Vice President - Business Development and Key Accounts (based in Minden, NV. USA) 07/2019 to 12/2019

• Accountable for strategic partnerships with leading plant automation suppliers, including OSI-Pi, Yokogawa, Schneider / AVEVA, Honeywell, and AspenTech, etc.

• Leadership in key-account-management of relationships with Vestas, EDPR, Acciona, etc. for growth of the wind power-gen business.

• Led global effort for early-engagement with energy-industry EPC & FEED contractors, in pursuit of large greenfield projects.

• Drove global engagement with BKV’s key-users, including Shell, Woodside & Petronas in SE Asia; ADNOC & FEWA in UAE; PDO & OLNG in Oman; REPSOL, BASF & Total in Europe; PEMEX & Petrobras in Latin America, et.al.

• Developed large-projects pipeline (sales-leads) for greenfield and brownfield projects ~ € 50 Mn. Vice President - Global Sales (based in Darmstadt, Hessen, Germany & Dubai, UAE) 07/2017 to 06/2019

• Provided Global Sales leadership to 30+ direct sales professionals, 70+ channel partners, and Sales Operations back-offices in Europe, US, and China, including the Wind Power-gen sales team based in Denmark, USA & China.

• Responsible for a yearly revenue goal of €60 Mn that included €22 Mn from the wind power-gen sector.

• Managed global integration and training of salesforce (direct & indirect) during the acquisition of SETPOINT™, business in USA.

• Led all global sales efforts focused on large EPC projects, thereby qualifying BKV+SETPOINT for more than 20 leading EPCs, and about 20 leading end-users in the global O&G and Energy segments.

• Led implementation of Sugar CRM and of a milestone-based forecasting process, for flow & projects businesses.

• Initiated and executed a Customer Satisfaction Improvement program based on NPS principles and customer surveys. Director of International Sales (Americas, Australia-Asia, Middle East & India) 04/2014 to 06/2017

• Director for all business activities outside of Europe, with responsibilities that included developing and leading sales-team in North & South Americas, Australia-Asia, China, Middle East & India.

• Reported directly to the President, with direct reports that included Regional Managers for Asia, North America, and Latin America, Country Manager of China, Sales Area Managers for ME & India, and an EPC Accounts Manager for large-project pursuits involving EPCs from Korea & Japan. Accountable for the performance of a team of +/- 25 sales & services professionals.

• 2016 & 2017 results: Orders and EBIT achieved were a record high from prior 20 years at BKV, as business from rest-of-the-world grew to 45% while 55% was still coming from Europe & Africa.

• Key accomplishments include; introduction of Miller Heiman’s Strategic Selling process, Large Account Management, development of succession plans for all senior SMEs, expansion of service-support in regions outside of Europe, as well as the start-up of an EPC-focused large project pursuit group.

Metrix Instrument Company, Houston, TX. USA

(a Roper group company) Sept 2009 to Nov 2013

Metrix Instrument Company manufactures and sells machinery protection & monitoring devices, systems and services for industrial machinery. Metrix is well known for high-quality, very reliable, and highly cost-competitive devices for applications in balance-of-plant (less critical) essential plant machinery. I moved over to Metrix as part of the team that was head-hunted out of GE, to develop and launch a new product line that would ultimately compete with market-leading products of Bently Nevada. Metrix and its sister company, CCC (Compressor Controls Corporation) saw a timely opportunity to breach GE’s stronghold in the machinery monitoring & protection systems business. Regional Director for Asia, India and Western USA (based in Minden, NV. USA) 08/2009 to 11/2013

• Reported to the Global VP of Sales to develop and implement the go-to-market strategy for assigned regions.

• General Manager for recruiting, onboarding, training and leading direct and indirect regional sales & service resources.

• Developed ‘direct-like’ distributors through hiring and training of local SMEs (subject-matter experts).

• Implemented "fewer better reps" strategy, empowering reps that were engaged and terminating the non-performers.

• Developed in-country Factory Authorized Service Providers (FASP) in parts of Asia and India.

• Intensified EPC engagement in Korea and Japan, and machinery OEMs in South Korea, Japan, China and India.

• Drove "Consult with Consultants" initiative to engage FEED/PMC companies and influence project specifications.

• Won orders for new products from every Asian country, creating a beachhead for future growth.

• Grew order bookings at ~ 20% p.a. with 2 - 4 points leverage on Gross Margins for three consecutive years. Page 4 of 5

AMITABH KHOSLA: DETAILS OF PROFESSIONAL EXPERIENCE AMITABH KHOSLA: DETAILS OF PROFESSIONAL EXPERIENCE GE Measurement & Controls, Minden, NV. USA Jan 2002 to Aug 2009 GE Measurement & Control Solutions was an affiliate business of GE Energy Services, specialized in design and manufacture of sensors, field-devices, handheld, and on-line instruments, and complete customized systems that enable customers to control, monitor, and protect all their critical plant machinery. This business now under the Baker Hugues flagship, delivers more than US$ 1 Bn in annual revenues globally. Marketing Director – North America Region (based in Minden, NV. USA) 01/2008 to 08/2009

• Reported directly to the General Manager/President of the North America Region.

• Created and operationalized growth playbooks for North American Region totaling ~ $ 150 Mn in yearly revenue.

• Created > $10 Mn in orders and another >$30 Mn in near-term opportunities from key-growth initiatives.

• Published 40+ success stories with a new process for creating and capturing customer success.

• Led price initiative to reduce discounts by $2 Mn., and implemented sustainable price increases for 2008 & 2009.

• Set-up an “idea-hopper” to capture VOE and VOC for New Product/Features Introduction (NPI).

• Reviewed and approved ~10 new product / service ideas with market potential > $31 Mn, estimated over three years.

• Organized 10 user conferences to engage > 300 customers, to launch new initiatives and to collate VOC.

• Set-up a process and ROI metrics for direct mail campaigns with 4,500+ individual customers. Regional Sales Leader – Western US (based in Minden, NV. USA) 01/2002 to 12/2007

• Reported to Global VP Sales for the $600 Mn global business of Condition Monitoring & Controls solutions.

• Led a team of 7 Sales Managers, 2 Field Applications Engineers, and 2 Commercial Operations Managers.

• Delivered above-plan orders; and grew revenues by ~20% CAGR for 3 consecutive years.

• Doubled business in 5 years through strategic upselling, with focus on larger turnkey-projects, and by selling contractual services.

• Dramatically increased engagement with the Refining industry, to expand sales of software solutions & project management services.

• Closed multi-million$ fleet-deals with PacifiCorp, Nevada Power, SRP, ConocoPhillips, BP, and Shell. Bently Nevada Corporation, Minden, NV. USA Nov 1995 to Dec 2001 Bently Nevada Corporation, the world-leader in Machinery Protection and Monitoring systems, established their wholly-owned subsidiary in India in 1995, thereby terminating representation through trading-partners. In 1995, I was hired as the founding Country Manager / Director for Bently Nevada’s Indian subsidiary. With dedicated sales and services personnel placed locally, we created much-tighter relationships with end-user customers, thereby resulting in a rapid growth of sales & services revenues, and a dramatic improvement in market-share of Bently Nevada, in the very competitive market of India. Country Manager – India (based in New Delhi, India) 11/1995 to 12/2001

• Hired as start-up Manager to lead the transition from indirect to direct sales & service operations in India.

• Within 5 years, grew BN India from a staff of three engineers to a full-fledged commercial sales & services operation with thirty-five personnel to support India and parts of the Middle East.

• Delivered profits (dividends) back to head-office in second year of operations, growing ~ 20% per year.

• Transformed the Power sector market-share from 0% to nearly 100% within first three years. SKF Bearings India Limited, Mumbai, India Nov 1991 to Oct 1995 SKF, is the world leader in Rolling Element Bearings technology. Additionally, SKF provides consultancy services & industry-leading expertise to rotating-machinery users worldwide, in manufacturing and process industries. SKF’s service offerings include condition monitoring services and products, training, and other on-site & remote services for improvement of rotating machine availability and operational reliability. I joined SKF as one of the pioneering engineers/managers of SKF’s services operations in the Indian subcontinent. National Sales Manager - TFO Products and Services (based in Mumbai, India) 11/1991 to 10/1995

• Responsible for sales and go-to-market strategy for SKF's (TFO)

• Trouble-Free Operations initiative for the entire Indian sub-continent.

• Managed three direct reports, supporting twenty indirect salespersons and four regional distributors, for SKF Condition Monitoring and SKF Maintenance Products.

• Delivered > 20% per annum growth in orders for TFO associated services and products. Reliance Industries Ltd., Mumbai, India Sept 1987 to Oct 1991 Reliance Industries Limited (RIL) is a global conglomerated holding company headquartered in Mumbai, India. Reliance owns diverse businesses across India engaged in Energy, Petrochemicals, Textiles, Natural Resource Development, Retail, and Telecommunications, and is one of the most profitable companies in India.

Project Engineer - Rotating Equipment (at MGCC Petrochemicals, near Mumbai) 09/1987 to 10/1991

• Trained at four different Oil & Gas processing plants in MRO engineering & condition monitoring.

• Set-up and managed Pd.M. program for 1,500+ machines at a 400 KTPA Gas Cracker Petrochem Complex.

• Set-up and led rotating equipment overhaul and repair teams through two plant-wide turnarounds. Page 5 of 5

AMITABH KHOSLA: DETAILS OF PROFESSIONAL EXPERIENCE

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