Gas Processing Production Engineer

*

TARUN RAMKRISHAN BHATIA

Mumbai, Maharashtra. India- 400607

M-982******* E - adndrh@r.postjobfree.com

CAREER SUMMARY

Head – Business Development (EPC) • National Sales Manager • Production Engineer

Business Development and proposal team leader for 15 years’, experienced in the domestic & international markets in the Oil & Gas (Upstream & Mid-Downstream) sector. Experienced in project / EPC business roles - project management, risk management, planning, project closeout, framing of business plans, performance reporting and heading the PMO. Highly networked in the Oil and Gas sector.

Sales team leader for 13 years’, experienced in application selling of industrial products to sectors like mining, steel, power and chemicals. Developing sales/ product strategies, vendor development, distribution network development and training of teams to achieve P&L targets.

Production Engineer for 3 years’, experienced in the manufacturing sector. Handling production and planning. AREAS OF EXPERTISE

Business Development

Proposal

Sales

Leadership

Consultancy

Project Management

PROFESSIONAL EXPERIENCE

L&T Hydrocarbon Engineering Limited (LTHE), India 2006 – 2019 An engineering, procurement, fabrication, construction and project management company providing integrated 'design to build' solutions to large and complex Offshore and Onshore hydrocarbon projects worldwide Head Business Development – Onshore

Appointed when the Indian Oil & Gas market was opening to gas processing, fertilizer and new energy space where L&T was trying to gain foot hold. After success in Indian market was assigned to establish business in the Caspian region countries like Turkmenistan, Uzbekistan, Kazakhstan and also in Malaysia & Indonesia. Worked closely with the President – Hydrocarbon business on companies 5-year strategic plans. As the Head of Business development for the complete Onshore vertical assigned with responsibility to bid and win orders in the domestic market in the domestic Hydrocarbon Industry (Refinery, Petrochemical, Gas Processing, LNG, Gasification etc.).

• Led proposal and estimation process for more than 30 high value bids each > ~ INR 1000 cr.

• Registered bid win rate of ~37% in the domestic market.

• Enhanced Order book rose ~INR 2500 cr to ~INR 9000 cr in domestic market.

• Developed contracting strategies for early tie ups with right technology partners to enhance the win rate.

• Regulated team resources to develop multiple bids simultaneously for HPCL & IOCL.

• Spearheaded negotiations with state owned companies to win contracts that too, against the defined norms.

• Formulating entry strategies to beat traditionally established players in LNG space.

• Devised unique contractual clauses which were adopted in tenders and helped to improve the win rate.

• Influencing clients to accept proposed conditions and won first time orders for L&T.

• Mobilized internal resources to deliver ground breaking long term contracts for sustainable business.

• Explored four international markets and established business in one new geography.

• Conceptualized process improvement platforms and orchestrated the team to deliver it.

• Designed long term strategic plans for the division. 2

• Accomplished smooth project closeout, change orders and claims management.

• Highlights include:

Major wins -

o Refinery Sector - HPCL, Vizag - CDU/VDU, Hydrocracker Units (~INR 2000 cr. each) o Refinery Sector – HRRL – RUF (~ INR 8000 cr.)

o Petrochemical Sector – IOCL, Paradip - MEG (LSTK-1 & LSTK-2) (~INR 2000 cr. each) o Petrochemical Sector – HMEL, Bathinda – Cracker Furnace (~INR 2000 cr. ) o Fertilizer Sector – HURL, Sindhri & Barauni – Urea Ammonia plants (~INR 5000 cr.) o LNG Sector - Adani, Dhamra - LNG tanks (INR ~1500 cr.) o Gas Processing Sector - ONGC-Uran & Hazira -Additional Processing Units(~ INR 1500 Cr.) o Engineering Services – Shell – 5 year frame work agreement

Established business in Turkmenistan. Pre- qualified and attempted opportunities in Kazakhstan, Uzbekistan and Malaysia.

Created in house Business Development platform MARS (Market Analysis and Repository system).

Modeled 5-year strategic plan Lakshya 2010-15 and 2016-21 where McKinsey & Bain & Co. respectively were appointed program leads.

Larsen & Toubro Limited (L&T), Mumbai, India 1993 – 2006 Manufacturing & Industrial Products Division vertical of L&T which is into manufacturing and marketing of industrial products National Sales Manager

Joined as Sales Engineer and became Area Sales Manager in the shortest span. Later headed the Ceramic-Wear products vertical at the national level. Led sales teams to achieve P&L targets with support from a network of distributors and channel partners through application-based selling of maintenance products to the core sectors like Oil & Gas, Mining, Steel, Power etc. both government and non-government clients.

• Developed applications to increase the market base.

• Innovatively reduced costs at suppliers end to make the products cost effective.

• Training teams to confidently face customers and achieve sales

• Highlights include:

Re-established dormant territories in the Western region achieving record sales.

Led the biggest sales team in zone. Achieved targets y.o.y, 42% growth in 3 years at national level.

Pioneered and established Ceramic (wear resistant) products as a sustainable business.

Executed some of the biggest projects for the mining and steel sectors. EDUCATION

e MBA, International Marketing

S.P. Jain Institute of Management Research, Mumbai. Bachelor of Engineering, Mechanical

Shivaji University, Maharashtra with a Gold Medal. TRAINING & PROGRAMS

Global Leadership Programme, conducted by- Michigan University Leadership Development Program, conducted by- McKinsey Project Management Program, conducted by- L&TIPM

Management Development Program, conducted by- IIM Bangalore

Contact this candidate