Debasish Sarmah

+91-991*******

adnluz@r.postjobfree.com

Mayur Vihar, Delhi, India

Target Profile – Senior Leadership Position

26+ years’ experience in the business of industrial equipment (static & rotary) including sales, business development, turnkey project management, and aftersales service. Working experience with multinational OEMs, having managed regional business and profit center operations with revenue and P&L accountability. Track record of success in winning and delivering business to reputed EPC, Oil & Gas, and process industry clients. Partnered organic and inorganic growth of Indian subsidiary of MNCs by developing markets, launching new operations & consolidating growth in highly competitive & challenging business environment. Strong mechanical engineering background, product & application knowledge, technical sales skills, and credible experience in project engineering and delivery management.

Excellence Sphere

Strategic Business Planning

Forecasting and Budgeting

Marketing and Pre-Sales

Sales/Business Development

Operations Management

Project Life Cycle Mgmt.

Customer Support & CRM

Revenue / P&L Management

Supply Chain Management

Stakeholders’ Engagement

Performance Management

Team Building & Leadership

Executive Synopsis

Exhibited top-notch strategic & executive leadership skills to develop and execute multi-BU business with ownership of strategies, policies, SOPs, business process, budget, resources, revenue, market share, brand visibility, and P&L

Successful track record of setting up new BUs and Branches and building business grounds up in the career

Recognized for positioning Howden India in the Indian subcontinent with a significant presence in Oil & Gas, Refinery, Petrochemicals and other industrial landscape and multimillion-dollar revenue standing

Proficient in defining USPs to differentiate product, engaging & influencing end client or intermediaries (consultants & PMCs), engineering proposals, and pricing/bidding/negotiating contracts to maximize winning rate

Strong practitioner of value selling and turnkey approach to business with ownership of engineering, commercial, supply chain, sales execution & business delivery.

Rich experience in project delivery operations coupled with hands-on leadership experience in project management (concept to commissioning of Greenfield / Brownfield projects with extensive fabrication and construction content)

Proven ability to work closely with multiple stakeholders, product team, global associates, and strategic partners

Efficient in global sourcing / procurement, vendor management, risk & cost mitigation, process improvement, process integration post-M&A, business restructuring, organizational development, and people management

Influencing & decisive leader with excellent analytical, liaison, communication, interpersonal, collaboration, cross-functional coordination, presentation, negotiation, team management, and problem-solving skills; ethical & holistic approach to business and committed to upholding stakeholders’ interests

Recent Experience

Howden India – Gurgaon

Head - Business Development & Project Management Apr 2011 – Present

Key Responsibilities

Spearhead regional (South Asia) business development and report to Regional Director – ME & South Asia (MESA)

Collaborate in business & strategy planning, establish budgets, goals & objectives and set short & long term targets

Direct internal operations to achieve budgeted sales (USD 30M approx.) and improve bottom line and margin

Strategize marketing, sales, business development, procurement, supply chain, and sales delivery

Spearhead pre-sales, sales & marketing of the entire range of products / services offered by the BU focusing on oil & gas, refinery, petrochemical, and process industries

Drive process & cultural alignment of the global organization & the Indian organization towards Business Excellence

Build competitiveness by differentiating products to challenge peers and maximize conversion rate

Cultivate a relationship with key decision-makers and follow up a new business generation for sustainable growth

Orchestrate proposal & bidding, lead negotiations and deal structuring to finalize contracts

Promote & establish the company’s portfolio of products with a value proposition, articulate benefits, and technical integrity, and suggest complete package & turnkey solution to meet customer requirements

Steer operations to meet / exceed annual sales targets, gross profit targets, and customer base growth

Manage projects technically and commercially including scope management, planning, execution, and delivery

Sale and manage customer service contracts, build a responsive customer support team to service contracts

Steer efforts to optimize overhead expenses, improve processes & systems, and resolve quality & warranty issues

Imbibe a sense of ownership across organization towards safety, quality, time and efficiency

Enhance internal / external communication, and upgrade technical knowledge / competencies of resources

Sell the Indian Organization to the Global Organization Internally.

Key Achievements

Revived market leadership of 4 products, by differentiating from competitors’ products on features, serviceability, and long-term cost-benefits taking into consideration the initial price and equipment life cycle cost

Led post-acquisition transition, integration, and synergy of 2 entities into the Howden Group Company

Secured USD 80 million worth of contracts by leveraging strengths and resources of 3 companies put together

Rolled out the concept of multi-sourced, dual-currency contracts to boost profitability

Established low-cost sourcing from India to European BUs resulting in 15 to 20% annual cost saving for the Group

Awarded “Best Global Sales Person” by the CEO for the year 2017, for wining business worth USD 20 million

Received “Howden Hi-Fives” in 2017 and 2019) from Group CEO for pioneering collaborative work across Global Product Business Units (Howden Compressors, UK)

Dresser-Rand India Pvt. Ltd.

Regional Sales Manager - Delhi, Kolkata & Assam Regional Offices Oct 2005 – Apr 2011

Project Manager, Ahmedabad Jun 1996 – Sep 2005

Key Highlights/Achievements

Sales

Tasked to drive sales growth in the Indian subcontinent with a revenue potential of USD 50 - 60M as profit centre head and regional P&L accountability, and reported to the Sales Director based in Kuala Lumpur

Set up an independent Regional Office (Profit Centre) in Assam and secured market leadership in eastern India

Achieved 8 - 10% growth with improved profitability, revenue growth (YoY) and increase in market share in Eastern and Western India regions

Significantly improved win rates from 30% to 80%

Leveraged CRM skills to enhance loyalty, translating into repeat business awards at >75%

Launched cross-selling by offering bundled solutions including Services (Field Service, Parts, Revamp, Upgrades)

Secured a Long Term Service Agreement (LTSA) worth USD 1 million per year thru’ persistent value selling

Significantly contributed in the growth of the Indian Operations and set up the Global Engineering Centre in Pune

Project Management

Developed, planned, and led flawless execution and delivery of projects with technical and commercial success

Re-organized and empowered multi-disciplinary Project Teams (Task Force for Turn-key Projects) enabling them to execute and deliver projects within the budget and timeline

Identified, qualified, appointed & managed vendors (sub-suppliers) for sourcing of quality components / accessories

Implemented stringent checks and project management translating into increase of project OTD from 80% to 95%

Project managed strategic global sourcing for the Principals in the US and EU facilitating export & margin growth

Received a Special Award from the Global President & CEO for successful completion of the In-Situ Combustion Project (USD 40M) at ONGC Mehsana, ahead of schedule – the biggest project in Indian Operations’ history

Played important role in Dresser-Rand’s incorporation in India, following a demerger from erstwhile Ingersoll Rand Co. (in 2000)

Previous Experience

Sales Engineer, Technikom Engineers – Delhi Apr 1994 – Jun 1996

Credentials

Education

B.E. (Mechanical), Dibrugarh University, Assam 1994

Professional Development

Training programs on Compressors (Reciprocating, Screws & Diaphragms), Blowers (Centrifugal & Roots) & Fans (Turbo, Centrifugal & Axial)

Training / Workshops on Quality of Leadership, Project Management, Value Selling, Negotiation Skills etc.

Other Credentials

Life Member – Quality Circle Forum of India (QCFI)

Published a paper in the NITIE Journal on Quality Control Charts

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