C.N. DURGESH

Former Director, Mining & Construction Eqpt Business, M/s BEML Ltd.,

Contact No: (91-984*******, Mail: adnip1@r.postjobfree.com

LinkedIn Profile: http://www.linkedin.com/in/durgesh-cn-b99a0311a

Business development professional with robust experience in scaling up businesses, translating revenue goals into inclusive growth strategies & operational plans, ensuring execution excellence across manufacturing, sales & marketing of engineering products & services targeting key economic sectors in domestic & overseas markets, achieving revenue expansion. Expert in managing uncertainties, handling diversities & leading group processes.

EXECUTIVE SUMMARY:

Innovative business leader and former Board executive with 36 years of professional experience

Strategic blender of R&D, manufacturing, sales & after sales service domains of heavy machinery

Stimulated business growth thro’ business process innovation, customer centric approach & brand building

Strategy, operations, managerial & business development expertise in engineering product industry

Board experience as Director & Member of governance committees viz., Audit Committee; Share Transfer Committee; CSR & Sustainable Development Committee; Enterprise Risk Management Committee

Ex Chairman - M/s. Vignyan Industries Ltd., a Board managed steel foundry & Subsidiary Co., of BEML Ltd.,

COMPETENCIES:

Business strategy & execution, Multi Plant operations & WCM practices; Sales & after sales service, Revenue Growth, P & L ownership, Customer deliverables, Vendor ecosystem development & SCM, Import substitution, New business initiatives, Program management, NPD & commercialization, Financial management, Performance metrics management, Cross functional team Leadership, Consensus building, Succession planning & mentoring, Stakeholder management.

CAREER GROWTH:

Feb 2016 – Present; Business Development Consultant

Consultancy service to MSMEs on strategic planning & execution efficiency across manufacturing, sales & marketing domains for business development through business consolidation, expansion & diversification.

5 Yr (Mar 2011 – Jan 2016); Functional Director, Board of M/s BEML Ltd., reporting to C&MD

Managed Board functions & fiduciary duties, developed inclusive business strategies, programmed growth plans & execution methodologies; led organizational initiatives towards innovation, modernization, digitization; prioritized customer centric work culture & customer satisfaction; achieved value to stakeholders.

Accomplished financial & strategic objectives of the Company, fostered success oriented & accountable environment within the Company, improved competitiveness of business operations; ensured good governance practices, corporate citizenship & community connect; represented the Company with Government, customers, investors, vendors, business partners; collaborated with statutory, regulatory, professional and industry bodies.

Business Head (Mining & Construction Eqpt. Business) with P&L ownership

Forged cohesive vision; provided strategic leadership to R&D, Five Manufacturing Plants, Pan India Sales & Marketing network; overseas sales & service establishments.

Developed operating strategies & execution aimed at Quality, Cost management & Dispatches across production divisions; achieved Value of Production (VOP) of Rs.1646 Cr for M&C vertical (56% of Cum. VOP of Company)

Provided direction & support to sales, service & spare parts functions; added Value of sales (VOS) of Rs.1803 Cr to Company composite top line (58% of Rs.3130 Cr) and substantially to bottom line.

Mitigated risk of technology gap through strategic tie-ups; developed and commercialized eight new products; ensured sustained business against stiff competition from domestic & global players.

Introduced new streams of value generation; gave thrust to after sales service & spare parts; increased contribution to company turnover from 14% (FY 2010-11) to 25% (FY 2014-15; Rs.784 Cr) and substantially to profits.

Interacted with customers of different cultures, obtained high value customer orders from SAARC, SEA, Africa, Middle East Regions; realized cumulative sales valuing INR 457.66 Cr over 4 years

Chairman, VIL Steel foundry (May 2013 - Jan 2016), a Unit of BEML Ltd. (Addl responsibility)

Led Board functions; Company growth plans; organizational restructuring, ensured operations efficiency; ESH management, turn around company performance; CSR initiatives.

3 Yr (April 2008 - Feb 2011); BEML Ltd., Chief General Manager (Production) // Executive Director (Head of Production Divisions) reporting to Director (Mining &Construction Eqpt. Business)

Managed Production divisions manufacturing Mining & Construction machinery; Aero, Defense & Rail products, Hydraulics & Powerline modules for BEML products range; achieved VOP of Rs. 555 Cr and VOS of Rs. 580 Cr.

Led business planning, production, quality, purchase, accounts, dispatches, HR & safety teams; spearheaded CAPA, continuous improvement of Product, process & systems; Kaizen activities; lean manufacturing.

Collaborated with R&D, Product design & Marketing; handled technology upgrades; developed new products; Indigenization & import substitution; cost control; led teams achieve EMS-ISO 14001 accreditation for Plants.

People management & industrial relations.; interacted with statutory, regulatory & industry bodies etc.,

13 Yr (May 1995 - Mar 2008); BEML Ltd., Region Sales Manager; Regional Manager// Head of SBU (Service & Parts) reporting to Director (Marketing) // Chief General Manager (Sales & Marketing) reporting to Director (Mining & Construction Eqpt. Business)

Led front end sales, spares & service teams in different territories; intense customer engagement, built valuable relationships; achieved order booking, sale & realization targets; AMC, Cost cap & other contracting models.

Designed CVPs & customer centric SLAs; established sustained revenue streams; increased spare parts business from Rs. 360 Cr (2003-04) to Rs. 632 Cr (2006-07)

Identified market drivers, deftly handled pre-tender activities; strategically priced & won high value tenders; led negotiating teams & clinched large orders; budgeted & achieved quarterly/ annual business targets.

Developed innovative sales strategies, collaborated with business delivery teams; introduced new products to market; achieved sustained revenue growth against stiff competition from domestic & global players.

8 Yr (May 1987 – April 95); BEML Ltd., Manager (Manufacturing Engg.) // Senior Manager (PPC) reporting to Head of Production

7 Yr (Aug 1979 – April 87); M/s. Ashok Leyland, Madras (Graduate Trainee, Engineer, Sr. Engineer)

INDUSTRY CREDENTIALS:

Maintained links with trade/ professional bodies; cultivated Company brand & reputation in domestic & global platforms; positioned BEML as opinion maker in Industry/ Government forums.

EEPC Southern Region. Regional Export Award for outstanding contribution for Engineering exports. Star performer – Large Enterprise (Machinery for mining, quarrying & parts thereof) for 2012-13

Honorable Raksha Mantri award for Best Performance in Exports by Ministry of Defence for the year 2012-13

Certificate of Merit for being best seller in Rigid dump Trucks category by Equipment India for 2013.

4thEPC World Awards. Outstanding Company in Mining Equipment for 2013

Engineering Excellence Award for Best Engineering Marvel for self-reliance. In-house development of 150T & 205T electric dump trucks for use by coal industry; designed & produced first time in India, 2013

12th annual Construction world Global awards ASAPP Media Information Group. India’s Top Challenger Company in the category of Construction & Engineering group, 2014

Honorable Raksha Mantri Award for excellence towards indigenous development of 180T electric excavator for application by mining industry for 2014-15

EEPC India National Award for Export excellence. Star performance in “Machinery for mining, quarrying & parts group, large enterprise for 2014-15

2015 Feb; Mission One billion tons Coal Production by 2020; Workshop organized by Ministry of Coal & CIL, New Delhi. Key speaker on “Role of OEMs/ suppliers of Mining Machinery in achieving the goal”

2015 Sept; 7th India Coal Summit organized by Indian Chamber of Commerce New Delhi; Paper presented on Deployment of Higher capacity Mining Machines in OCPs – Coal mines in India.

Formerly Corporate Member - Indian Construction Equipment Manufacturers’ Association (ICEMA) & Federation of Karnataka Chamber of Commerce and Industry (FKCCI), Bangalore

PERSONAL DETAILS:

Date of Birth : 06.01.1956,

Qualification : B.Tech (Mechanical Engg.)–1972-77, JN Tech University, Hyderabad

M.Tech (Industrlal Engg.) –1977-79, SV University, Tirupati

Languages : Telugu, Tamil, Kannada, Hindi, English

Contact Address : No. 45A, G.R. Sun Villas; Virgo Nagar PO; Bangalore – 560049

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