General Manager | Country Head - Technical Sales and Business Development
PROFESSIONAL PROFILE
A results-driven and highly accomplished Leader with an engineering background and experience in heavy machinery and electro-mechanical equipment. Starting my career in India, I have been responsible for domestic and international sales growth and expansion covering India, North Africa, UAE and Saudi Arabia. Highly skilled in delivering effective management of projects and adept at formulating solutions to resolve and optimize systems. Experienced in developing, managing and motivating cohesive teams that accomplish objectives, as well as having the aptitude to develop and execute innovative strategies. Resourceful, ethical, adaptable and hard-working, I generate optimal results which positively impact P&L and bottom-line growth across key projects and regions.
KEY ACHIEVEMENTS
? Grew annual revenue from $700,000 to more than $4 million in Egypt Office, while launching new sales territories.
? Successfully delivered year-on-year revenue growth of 5-7%, increasing market share in major international regions, including Algeria, Nigeria, Morocco & Tunisia.
? Accomplished annual target of order booking valued at $4 million and set up strategies worth $6 million for 2022 – 23.
? Achieved a breakthrough in firefighting pump business in Egypt by winning the first order of $ 215,000.00 in November-2021.
? Signed a contract of $ 104,538 with ARI Industries FZE, Nigeria for Fire Fighting Pumping Equipments in April 2021 for Oil & Gas Project
? $ 236,534 worth of business for 72 nos pumping equipments from Algeria in March 2021 for Water Sector
? Executed a contract of $ 1.8M with Enppi, Egypt for Saudi Aramco Oil & Gas Project for Fire Fighting Pumping Sets.in 2019-20.
? Generated business from Algeria worth $950,800 in a span of 6 months (2017 – 18).
? Achieved a breakthrough within the power sector in Egypt by winning the first ever order of $74,750 during 2017 – 2018.
? $1.97 million worth contract signed with Ministry of Defense, Egyptian Army in Feb-19 for 4000 Feddan reclamation project in Egypt for the supply of Pumping equipment’s.
EXPERIENCE
Kirloskar Brothers Limited, India & Egypt Oct 2008 – Present
Kirloskar Brothers Limited is a pump manufacturing company involved in engineering and manufacture of systems for fluid management. Established in 1888 and incorporated in 1920, KBL is the flagship company of the $2.5 billion Kirloskar Group, headquartered in Pune, India.
General Manager/Head – North Africa, Cairo Egypt (Aug 2014 – Present)
? Developed, defined and implemented Strong presence for increased business growth across Egypt, Tunisia, Ethiopia, Sudan, Nigeria, Algeria, Saudi Arabia and Morocco.
? Successfully turned around key projects in a span of one year leading to enhanced client satisfaction and release of bank guarantee.
? Networking to develop marketing intelligence for generation of leads & Develop/Assist for the New Product Launching.
? Ensuring accomplishment of set business targets through B2C, B2B, Dealers and Agents. Managing Training of Sales, Service Personnel & Dealers, external vendor relations.
? Responsible in handling commercial negotiations with the client, LC procedures, Incoterms, Contract signing, pricing strategy etc.
? Developing strategic relationships with Govt, semi-Govt & Private organizations, consultants & EPC Contractors to obtain vendor registrations, arrange Product Presentations & Kick Off meetings.
? Obtain registrations and product approvals from target clients in North Africa region.
? Ensure USP of our products included in the tender specifications during Pre-tendering process, to get
ourselves qualify in the tender to minimize the competition.
? To identify and appoint potential local agents by products, sector wise in Northern Africa.
? Prepare/Monitor the detailed sales visit plan.
? Identify JV Partners to meet pre-qualification criteria for the participation in tenders.
? Develop Annual Operating Plan (AOP) for North Africa and Present it to the Management.
? Weekly review with the team members within the team members and MRM (Monthly Review Meeting) with the Management for order bookings, sales & recovery against the set targets.
? Review monthly the offers /tenders submitted with salesforce, Win-Loss analysis, to conduct the competitor analysis.
? Recruit the right talent with management approval and build a strong team.
? Establishing and implementing KRAs for the team in addition to guiding and training them to effectively attain sales targets.
? Identify major business opportunities which cover Oil & Gas, Water & Wastewater Sector, Power, Rehabilitation, Building & Construction, Desalination and Lift Irrigation sectors
Divisional Manager – International Marketing, Pune, India (Oct 2012 – Aug 2014)
? Effectively managed activities relating to seamless functioning of OEMs across India, Egypt, Morocco, Tunisia, Algeria, Sudan and Ethiopia.
? Successfully acquired the first order from Royal Irrigation Department, Thailand for the supply of pumping equipment worth $3.2m.
? Actively participated in the bid for the supply of 200 sets of self-Propelled Mounted Diesel Engine Driven Pump sets for an irrigation project in the Philippines worth $40m.
? Developed and implemented marketing activities, business plans and sales strategies relating to projects and services for accomplishing sales across North and Central Africa.
Manager – Domestic/International, Pune, India (Oct 2008 – Sep 2012)
? Successfully achieved sales and service goals for North and Central Africa, Thailand and Europe and streamlined sales processes to accelerate productivity levels.
? Devised techno-commercial bids/offers and proposals based on business and operational requirements.
? Analyzed contracts, reviewed drawings and technical data of electro-mechanical equipment and submitted these to the clients for approval.
PCE Electro Controls Pvt. Ltd., India Jan 2004 – Sep 2008
Marketing Executive
Greaves Cotton Ltd., India Oct 1997 – Jan 2004
Business Representative
Kirloskar Brothers Limited, Pune, India Aug 1991 – Sep 1997
Junior Engineer
KEY PROJECTS
Egypt
? Enppi -Saudi Aramco- $ 1.8m
? Ministry of Defense - National Company for Reclamation and Cultivation of Desert Land ($1.97M)
? El Sewedy PSP- Assiut Power Plant ($0.074m)
? Alexandria Water Company ($1.12m)
ALGERIA
? Potable Water Municipal Authority, ALGERIA ($ 1.25M)
MOROCCO
? Loukkos ($0.7m)
? SMADIA, Casablanca ($0.06m)
? ORMVAL ($0.31m)
UAE
? QENA 2 x 650 MW Thermal Power Plant
? Layyah 900 MW CCPP Power Plant
Tanzania
? Julius Nyerere Hydropower Project
EDUCATION
B.E. in Mechanical Engineering
PVPIT, Sangli, India - 1991
Diploma in Mechanical Engineering
PVPIT, Sangli, India - 1988
LANGUAGES
Proficient in English, Hindi & Marathi.