Energy Recovery Sales Manager

Permanent Address

A-**, Saraswati Vihar, Delhi-**0034, Home: +91-11-270*****

Email: ************@*******.***, Mobile: +91-813******* SHAHAB AHMED s/o ZAHEER AHMED (KHAN)

Objective

To have a challenging and steady career in a professional organization enabling me to show my ability as a senior member of the organization in either functions of Sales, Marketing, Business Development, Channel Management and Operations in HVACR, Industrial or White Goods Industry. Education/

Membership

Member’ ASHRAE – 2007, ISHRAE – 2014 Onwards

MBA–Marketing & Finance, IIT -Delhi –8.0 CGPA, 1999- 2002

BE–Mechanical, Jamia Millia Islamia- New Delhi- 88 FCPI, 1990-1994. Publications

Selecting Right Insulation Material- Mechanical system - ISHRAE Journal Sept- Oct 16 edition

DOAS in Green Buildings- Climate Control-February,08 edition

Moisture control – Climate Control- July,07 edition Summary of

Skill and

Experience

An MBA & Engineer with emphasis in HVACR, having in-depth knowledge of Air conditioning systems, Products and Engineered foams with a proven track record.

+26 years of experience with MNCs in the field of Sales, Marketing, Business Development, Channel Management, Operations

Good Interpersonal communication skills, Problem solving, Public speaking, Team work, Negotiation, Decision Making & leader ship skills.

Consistently increased Sales, Profitability, Brand Image and Product visibility matrix in all assignments.

Product bandwidth handled includes - Air Handling units, Fan coil units, Energy wheels, Fresh Air handling units, Energy Recovery Ventilators, Air Cooled and Water Cooled Chillers, Vapor absorption chiller, Cooling Towers and Thermal and acoustic Engineered foams .

Well versed with ASHRAE, ASTM,EU, FM Global standards Training /

Visits

Training and factory visit to Paharpur kolkota factory and Bhasa factory, West Bengal.

Training and factory visit to Aeroflex, Rayong -Thailand plant .Visits with Leading HVAC / MEP consultant to Aeroflex plant.

Training and factory visit at Blues Star Thane and Wada plants in Maharashtra for centrifugal /screw chillers/ scroll chillers and AHUs. Visits along with Leading HVAC /MEP consultant to BSL plants.

Training & factory visit at DRI Gurgaon factory for DRI Products- Desiccant Based Energy Recovery wheels/ Treated Fresh Air Handling Units / Energy Recovery Ventilators /ECO Cool Pads.

Training and factory visit at Thermax plant – Chinch wad –Pune for Direct and Indirect fired Absorption Chillers. Sales Training from Mercury Goldman. Experience Feb 2021 – till date PAHARPUR COOLING TOWERS LTD New Delhi –India General Manager– Sales

Key Responsibilities :

Responsible for Sales and Marketing of Package/ Unitary and FEAP Cooling Towers in North India

Achieving yearly targets set by Management - Order Booking, Billing, Payment Collections, EBITAand Business Development.

Technical Training and mentoring of junior Sales engineers

Technical Seminar for Paharpur Cooling Towers

Liasoning with key HVAC /MEP consultants/clients / contractors for approval and spec-in of Paharpur Cooling Towers.

Jan 2015 – Nov 2020 ALP AEROFLEX INDIA PVT LTD Gurgaon- India Associate Vice President – Sales & Marketing (Reporting to MD/CMD) ALP Aeroflex India Pvt. Ltd is a +INR 100 crore company and a joint venture between ALP Overseas Pvt. Ltd. of India and AEROFLEX CO. of Thailand involved in the manufacturing of Thermal and Acoustic Rubber Engineered foams.

Key Responsibilities :

Heading All India Sales and Marketing operations for AAIPL brand of Thermal and Acoustic rubber Engineered foam & accessories.

Achieving yearly targets set by Board of Directors - Order Booking, Billing, Payment Collections, EBITA and Business Development.

Leading, Managing, Training and Reviewing a team of 4 Regional Heads (directly) & 20 Area Managers/ Sales Engineers (indirectly) and driving them to achieve theirtargets.

Setting up and reviewing annual KRAs for Sales and Business development teams.

Reviewing plant MIS on production, capacity utilization, variances, inventory, man hour utilization along with salesforecasting.

Liasoning with key HVAC /MEP consultants/clients / contractors for approval and spec-in of Alp Aeroflex products.

Preparation and execution of Annual Sales and Marketing plans. Conducting workshops, technical seminars in ISHRAE /ASHRAE event and networking with HVACcommunity.

Monthly Interactions with “AEROFLEX” Thailand on Technical issues and on new product development.

Monthly board presentation (MRM) on Sales, Operations and financials.

Managing distribution channel network – Setting, reviewing yearly targets and driving them to achieve their targets.

Help the corporate branding team develop catalogues, flyers, advertisements, promotional activities, exhibitions for the company.

Key Achievements :

1. Achieved 100% Sales target / EBITA/ PAT set by the board of directors. Increased Company top line from Rs 30 CR in FY14-15 to Rs 105 CR FY19-20 in 5 years @ CAGR of 28% and EBITA of 20 % in FY19-20 .

2. Appointed 10 new distributors across India. Stream lined dealer sales, payment and credit policies with signing of dealer sales contract agreements. Developed new product price list, discount structure. 3. Annual Rate contract agreements with large contractors like Bluestar Ltd, Sterling Wilson, Voltas ltd 4. Got “Aeroflex/Aerocell ” brand of Thermal and acoustic insulation approved with key HVAC /MEP Consultants of India .

5. Restructured sales team and set KRAs which resulted in improved performance. 6. Got Aeroflex/ Aerocell approved in PSUs – CPWD, DDA, NBCC, Airport Authority of India

(AAI), EIL, BARC,PIU Gujarat, Goa shipyard, MECON, Hindustan Shipyard, Garden Reach Shipbuilders, NCC, NTPC, NFCD,ISRO, HAL, Indian Airforce, IFFCO, MES, ESIC, PSEB, BSNL, CDAC, GCRI etc

Sept 2012 – Jan 2015 BLUESTAR LTD Gurgaon –India

Dy. General Manager – CAPD North Region & later All India Head for Chiller Marketing (Reporting to HOD, Chennai)

Key Responsibilities :

Heading North Region CAPD Sales & Marketing operations for Water cooled/ Air cooled Screw chillers, Water cooled/ Air cooled Scroll Chillers, Water cooled Turbocor Centrifugal chillers, Air Handling units, Fan coil units, Air cooled / Water Cooled Condensing unitsetc.

Achievement of yearly ABP targets of North Region - Booking (36 CR), Billing (32 CR), EGM (12%), AGM, Capital Employed, DEE, TOPEX and Business development.

Leading, Managing, Training a team of 6 Sales Engineers & 2 Service Engineers

Liasoning with key HVAC /MEP consultants/clients / contractors for approval/spec-in of Blue star products

Dealer Management (28 dealers) – Including setting yearly sales targets, sales review – booking/billing/collection, mentoring, coaching motivation and support.

Preparation and execution of marketing plans including technical seminars/trade shows/technical publications.

New Product Introduction – To book at least 8 jobs with new products

After merging of divisions, my responsibility included Marketing of BSL chillers on All India basis. Key Achievements :

1. Instrumental for NR achieving ; booking of 21000TR and billing of 18000TR in FY-13-14, Growth of 16% and 3%over last FY 12-13,

2. Booked More than 13000TR of Screw Chillers and more than 8000 TR of scroll Chiller; Growth of 25% over last FY.

3. 1st to introduce the Integral Oil separator and falling film technology Screw Chiller in NR.

April 2011 – July 2012 VTS TF AIR SYSTEMS PVT LTD Mumbai –India Regional Sales Manager - Western Region (MP/Gujrat/Maharashtra/Goa) Key Responsibilities :

Realization of Yearly Sales targets (INR 10CR) and Payment collection of VTS AHUs in Western region

Appropriate division of clients/contractors/consultants data base amongst Account Mangers within the assigned area

Managing Key Accounts – by systematic appointments with clients/ contractors /consultants along with reporting Account Managers according to VTS standards.

Induction of new Account Managers as per VTS standard. Managing, Mentoring, Coaching sales team as per VTS standards. Acceptance of Non- standard discounts within granted powers

Monitoring KPI and work standards of managed team including realization of sales targets, no. of appointments, no. and valueof offers, work planning and reporting

Preparation & execution of marketing plans including- Technical seminars, shows. Key Achievements:

1. Some major orders booked and billed - Cipla-Patalganga, Glenmark Generic- Pithampur, Lupin- Aurangabad, Alembic Pharma- Aurangabad, Fette-Goa, Vista Prints- Bhiwandi, Beisdorf-Goa, Wockhardt-Aurangabad, MGM Hospital-Navi Mumbai, Hotel Leela-Goa, Indian Express Building Mumbai, Cash n Carry – Rajkot, Vidhan Sabha Sachivalay- Gandhinagar, Godrej One Tower- Mumbai, India Bulls Financial Centre, Mumbai.

April 2007 – Feb 2011 Desiccant Rotors Intl’ (P) Ltd (BRYAIR) SAIF Zone -UAE Branch Manager- Middle East Region ( GCC ( 7# countries), Egypt, Iran & Jordan) Key Responsibilities :

Responsible for complete branch operations of ME region including - Sales, Finance, Marketing, HR and After Sales Service.

To achieve ME Regional Yearly targets inclusive of Order booking, Invoicing and Payment collections.

Marketing and Business Development of DRI products such as DOAS / Energy wheels / Treated Fresh Air Units / Energy recovery ventilators / Dx AHUs in the assigned territory.

Preparation & execution of Annual & Monthly Sales and Expense budgets. Preparation & execution of Annual Business and Marketing plans including Technical seminars /Trade shows /Technical publications /E-mailers /Advertisement.

Liasoning with HVAC consultant, spec in activities and ensuring the discussions lead to business generation. Managing Key AHU OEM accounts

Leading, managing, training a team of 4 Sales Engineers & 2 Service Engineers Fortnightly sales review, allocation of enquiries and technical support to salesteam.

Logistics & Goods delivery support to sales team. Key Achievements:

1. Achieved Order Booking -USD 5 MN in FY07-08, USD 4.25 MN in FY08-09. USD 4.0 MN in FY9-10. USD 2.5MN FY10-11. Instrumental in increase in Sales revenues by 100% over FY06-07 2. Developed and managed key OEM accounts - Trane, York, Carrier, SKM, Euroclima, Bin Dasmal, MEKAR, McQuay, American Breeze, VTS Clima, Prima Cool, Petra, Zamil etc. 3. Booked Largest single order US$ 1.5MN - Victory Heights – 600 ERV units (Dubai Sports city), Other large orders - RAK Bank – 44 ERV units, Shams Sky Tower - 50 energy wheels 4. Booked largest Energy wheel order -REM RAAM project -Dubai – 100 energy wheels.

July 2004- Mar 2007 ROYAL GULF LLC( MEKAR LLC) Dubai-UAE Sales Manager- UAE

Key Responsibilities :

To achieve yearly targets – Sales, Order booking, Gross Profit and Collections for MEKAR Air Handling Units & Fan Coil Units, WESPER AC Chillers, DECSA Cooling Towers, LG water cooled centrifugal & absorption chillers.

Laisoning with HVAC consultant, spec in activities Client relationship management,techno- commercial discussions, negotiations

Handling of key accounts such as- BK Gulf / Bin Lahej / Al Ras Engineering /Condor Contracting/ Trans Gulf / ETA / JUMBO /GECO / Voltas

Managing and training a team of application Engineers Key Achievements :

1. Order Booking for complete HVAC equipment for the 1st Platinum rated GREEN building in Dubai- Pacific Controls – supplied MEKAR –20# AHU & 4 FAHU (with double wheel) & 150# FCU/ 1# LG- Absorption Chiller/ 1#- DECSA Cooling Tower/ 1#-Boiler 2. Some other Major Orders booked - Millennium Tower – 10# FAHUs, Masar Printing Press – 28# AHUs, Dubai Sky Garden – 45# FAHUs/1000# FCU, Burjuman Tower – 4# FAHU, Shk Zayed Al Nahyan Mosque – 250# DS FCUs, Staff accommodation- 4# FAHU 450# FCUs, BK Gulf HQ – 4# FAHU/150# FCUs, Al Sufouh Tower-4# FAHUs,Modern Ice factory – 10# Evaporative condensers, Elan Factory – 10# Air Cooled Chillers, Al Salaam Tower – 3 #1000 TR Cooling Towers.

Dec 2003- May 2004 ABB LTD New Delhi-India

Marketing Manager- Region North – Building System

Key Responsibilities

To achieve yearly targets (order booking) and revenue collections for Building Systems group (HVAC division) in North India

Client relationship management, spec in activities, technical and commercial discussions / negotiations and front end support to tendering team Key Achievements :

1. Achieved break through orders worth 50 MINR in 5 months out of yearly target of 160 MINR - Orders booked -BIMTECH College Noida, Zee Cinemas-Kirti Nagar, ITC Corporate office-Gurgaon.

June 2003- Nov 2003 VOLTAS LTD New Delhi-India

Sr. Sales Manager – Region North (Absorption Cooling Division) Key Responsibilities

Business Development & Marketing of VAMs in North India. Extensive travel and Mapping of Industries in North Indian States (Punjab, Haryana, NCR, Rajasthan, UP)

Managing & leading a team of 3 sales Engineers. Front End support to the sales team

New Program development for gas fired chillers in New Delhi (IGL) Key Achievements

1. Instrumental in getting largest VAM order Hindalco Renukoot worth Rs 200 lacs from EIL.

April 2002– Jun 2003 THERMAX LTD New Delhi-India

Business Manager – Region North (Absorption Cooling Division) Key Responsibilities

Business Development & Marketing of Vapor Absorption Chillers in North India. Extensive travel and Mapping of Industries in North Indian States (Punjab, Haryana, NCR, Rajasthan,UP)

Responsible for achieving Yearly sales turn over and profitability for VAMs in North India. Tie up & Strategic alliances with IGL, GAIL (Gas Companies). OEM Account Management of WARTSILA & CUMMINS.

Managing & leading a team of 5 sales Engineers, 5 service Engineers and 1 commercial trainee. Front End support to the sales team.

New Program development for gas fired chillers in New Delhi (IGL) Key Achievements

1. Instrumental in improving Thermax share of VAMs in North India from 90% to 95%. 2. New VAM Application development in the Oil, paper & Chemical industry. 3. Achieved sales turnover of 100 MINR for FY 02-03.

March 1998 – Dec 2001 ETA ENGINEERING PVT LTD. New Delhi-India Senior Planning Engineer

Key Responsibilities

Responsible for Design activities-Heat load calculations, Equipment selection, Equipment Submittal preparation & submittal approval, BOM preparation, Ducting/ Piping & equipment drawing preparation

& approval. Interface between the site project team & purchase dep’t.

Material indenting for all HVAC equipment / terminal devices / BMS and electrical works.

Project evaluation / monitoring/ scheduling and cost control.

Major project handled: TCI–Gurgaon, Oberoi Hotel – Agra, NDCC – New Delhi, JMD Mall–Gurgaon

July 1996 – Feb 1998 SAUDI ENSAS (VOLTAS INTERNATIONAL LTD) Jeddah– KSA HVAC Engineer

Key Responsibilities

Heat Load Calculations, BOM preparation, Tender estimation for HVAC projects.

HVAC Equipment selection- AHU/FCU/pumps/Expansion tanks/Grilles/Diffusers/ESP /Pump head calculation

Order Booked Negamach Al Ahmadi Hotel – Madinah, Later on was transferred as Project Engineer for the above job.

Equipment selection/ Submittal preparation & approval / ESP calculation/ pump head calculation and approval / Grilles- Diffuser calculation/ Duct sizing/ Duct ESP calculation/ CHW pipe sizing calculation and approval.

July 1994 – June 1996 BLUE STAR LTD New Delhi-India Sales Engineer – ACPD

Key Responsibilities

1st year worked as Graduate Engineer Trainee in Sales/ Projects / Design department. HVAC theory/Shopfloor training at Blue Star –Thane factory

Heat load Calculation / HVAC Equipment selection/ Duct sizing/ Duct ESP calculation/ CHW & CDW pipe sizing / Pump head calculation.

2nd year Onwards responsible for sales of USA make FRICK screw chillers in North India for low temperature application; cold storages, Milk plants & Tender estimation for low temperature projects.

Project Engineer for DMS Milk plant at Shadipur Depot, New Delhi. Hobbies 10 km Marathon running, Swimming, Playing chess, Reading Management books Personal

Details

Date of Birth : 22nd May 1972, Married

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