Udaya Bhaaskar Bulusu

Udaya Bhaaskar Bulusu

Work History

Work History
Dec 2009 - Present

Chief Executive

McCoy Group
Dec 2009 - Present

Chief Executive

McCoy Group

CHIEF EXECUTIVE at McCoy GROUP, HYDERABAD, INDIA (FROM DEC. 2009 - PRESENT (~1 YEARS))

COMPANY EMAIL : mccoy.engineer@consultant.com

PRESENT SALARY: FIXED: 12,00,000 (INR) P.A        VARIABLE: 4,00,000 (INR) P.A

JOB SUMMARY:

BASIC OBJECTIVE:

As a Chief Executive to provide leadership and direction and coordinate all activities of the company in accordance with the goals and objectives of the organisation to safeguard and grow the assets of the organisation for future generations while providing sound returns.

KEY RESPONSIBILITIES

As a Chief Executive is to invest with broad responsibilities and authority. Portions of these are to delegate and the overall responsibility of the sustainability and profitability of the business.

1)   BUSINESS DEVELOPMENT

  • International - both developing the network and developing markets in new countries
  • New products - researching and testing
  • Acquisitions - identifying and investigating

2) Management

  • Strategic plan in coordination with staff and directors
  • Business plan for each unit

3) PERSONNEL

  • Ensure the development and maintenance of equitable personnel polices which are consistent with corporate policies and industry and markets in which the company operates recognising that "ability to pay" will always influence the level of remuneration.
  • Protect the interest and welfare of employees and establish suitable communication lines with them or their representatives.
  • Determine limitations of authority for direct reports covering expenditure, contracts, personnel actions and the like
  • Appoint, with approval from the Board where necessary, executives who report the CEO
  • Direct and determine promotions, demotions, dismissals and other actions needed.
  • Recommend remuneration changes for all supervisory personnel.
  • Control the use of consultants and services provided by others, and at the same time as developing these skills in employees where possible.

4) COMPLIANCE

  • Compliance with Legislation and Regulatory Bodies is monitored.
  • Timely accurate reporting to the Board of Directors
  • Timely regular reporting to the Share Holders

5) EXTERNAL STAKEHOLDERS

  • Timely and regular reporting to the shareholders
  • Maintaining a professional standard in all communications and services to customers & OEMs. Participation in tradeshows in partnership with locally-based customers & OEMs at once each year in each region of operation.

6) FINANCE

  • Preparation of budget for approval by the Board of Directors in March each year.
  • Reporting against budget monthly to the directors, explaining any variations and defining actions to be taken if budgets not met.
  • Review increases in costs of any major items of raw materials, component or labour service charges. Ensure the adequacy and soundness of the company's financial structure reviewing all capital expenditure requests and arrangements for additional finance-funds

RELATIONSHIPS

The Chief Executive Officer is accountable to the Chairman of the Board for internal relationships with direct reports and for external relationships with suppliers, customers, the industry and government.

The conduct of these relationships may be delegated but not so far as to avoid the ultimate accountability for the morale of the employees, the image of the company or its standing in the community at large.

Internal Relationships are with 

  • Financial Controller
  • Products Manager
  • Wholesalers
  • OEMS
  • Legal Adviser
Dec 2009 - Present

EXECUTIVE DIRECTOR

VEPLANS ENGINEERING INDUSTRIES

EXECUTIVE DIRECTORat VEPLANS ENGINEERING INDUSTRIES, Hyderabad, India (From 2009 - Present ( ~1 Year ))

COMPANY EMAIL: veplans@engineer.com

PRESENT SALARY: FIXED: NIL                                                           VARIABLE: 4,00,000 (INR) P.A

JOB SUMMARY:

Provide leadership to position the company at the forefront of the industry. Develop a strategic plan to advance the company's mission and objectives and to promote revenue, profitability and growth as an organization. Oversee company operations to insure production efficiency, quality, service, and cost-effective management of resources.

PRIMARY RESPONSIBILITIES

  • Develop a strategic plan to advance the company's mission and objectives and to promote revenue, profitability, and growth as an organization.
  • Oversee company operations to insure production efficiency, quality, service, and cost-effective management of resources.
  • Plan, develop, and implement strategies for generating resources and/or revenues for the company.
  • Identify acquisition and merger opportunities and direct implementation activities.
  • Approve company operational procedures, policies, and standards.
  • Review activity reports and financial statements to determine progress and status in attaining objectives and revise objectives and plans in accordance with current conditions.
  • Evaluate performance of executives for compliance with established policies and objectives of the company and contributions in attaining objectives.
  • Promote the company through Presentations Seminars, Workshops, Symposiums, Etc., and personal appearances at conferences.
  • Represent the company at legislative sessions, committee meetings, and at formal functions.
  • Promote the company to local, regional, national, and international constituencies.
  • Build a fundraising network using personal contacts, direct mail, special events, and foundation support.
  • Present company report at Annual Stockholder and Board of Director meetings.
  • Direct company planning and policy-making committees.
  • Oversee foreign operations to include evaluating operating and financial performance.
  • Other duties as assigned
Aug 2006 - Dec 2009

GENERAL MANAGER - BUSINESS DEVELOPMENT & CUSTOMER SUPPORT

ROLON SEALS

GENERAL MANAGER - BUSINESS DEVELOPMENT & CUSTOMER SUPPORT at ROLON SEALS, Hyderabad, India - 2006 - 2009 ( 3 years)

JOB SUMMARY:

I was head hunted to join Rolon Seals in August 2006 as the General Manager - Business Development & Customer Support reporting to the CEO of the Company. I am responsible for the growth of market share and its operational expansion for which I accepted the challenge of Re-Designating the Companies Goals & Objectives and deriving the Business Strategies and to develop the market & new avenues for existing products & services of Mechanical Shaft Seals.

Being successful in bagging and executing Rs. 2.52 millions single project order in less than 4 months span. Joined to handle the entire Marketing Department including Controlling the Branches of Head Office, Vizag, Vijayanagaram, Kakinada, Vijayawada, Chennai, Mumbai, Bangalore & Baroda on all over India Basis.

As part of the senior management team, I plan, direct and control the business strategies and activities of the company according to the corporate goals and objectives, achieving desired revenue, increased sales turnover of at least 30% year on year growth while maintaining healthy profit margins.

My role is to motivate, lead, direct and control all functional aspects of running the business.

I manage, coach and develop direct reports and operational in-directs whilst taking note of long term planning, sales and marketing strategy and setting company policies and future directions. In addition, I am also responsible to manage all functions of administration, customer services, financial control and human resources of all the countries that we have a presence. I also prepare the rolling forecast, quarterly & yearly budget and the annual business plan to the head office.

In less than six months, the company has made a break-thru in bagging the high valued turnkey project orders and continuously performing consistently in the Seals Industry and opened the Branches at Bangalore, Mumbai, Vijayawada, Chennai and Baroda as part of Business Expansion Program.

In the area of business development, I am tasked to head the sales team, responsible for the business growth. My role is to strategize, develop and implement effective strategies and sales programs for the entire region. Identify low margins performance products and successfully negotiated price increases and exited unprofitable and non-core business activities and products

One of my key roles is to expand our existing Key Accounts and OEM Customers at the same time, elevating the current business relationship with our branches to a higher level through programs and relationship building. Acquiring new key accounts is also one of my responsibilities by way of extensive travels (70%) throughout India, establishing a strong contact network and strategies for business growth.

I possess a keen business acumen and technical proficiency to identify and capture new businesses due to my familiarity of the diverse market segments, business activities & practice and cultures in the region.

This consisted of the hiring of brand new sales, and service team, gets the entire team trained to a point where the institution would be operational in every aspect of doing business. The challenges my team and I faced were many, however, perseverance enabled us to successfully in crossing last year’s turnover within 07 Months of current financial year.

My current position also includes the charge of company’s day-to-day activities including the management of Cash & Fund Flow Operations. I am ultimately responsible for the successful operation of the Sales, Finance, Service, & Spares Parts Departments and Controlling & Converting as Profit-Making Centers including Existing and New Start-Up. Other responsibilities include; conducting technical presentation to customers, staff selection & development, monitoring customer service, advertising, inventory control, and meeting or exceeding all financial plans and goals set by the CEO.

ROLE:

  • Achieving the market share and its operational expansion & executing the organizational objectives.
  • Devising strategies for developing the market & new avenues for existing products & services.
  • Functioning as a part of the senior management team and controlling the business strategies and activities of the company.
  • Performing the functions of administration, customer services, financial control and human resources of the countries. Preparing forecast, quarterly & yearly budgets and the annual business plans for the head office.
  • Heading the sales team & generating the business growth.
  • Analysing the low margins performance products and negotiating for prices and non-core business activities and products.
  • Expanding the existing Key Accounts and OEM customers at the same time.
  • Acquiring new key accounts by travelling (70%) throughout India.
  • Establishing a strong contact network and strategies for business growth.
  • Imparting training to the entire team & facilitating support to them in overcoming the problems.
  • Functioning as In charge of company's day-to-day activities including the management of cash & fund flow operations. Looking after the successful operation of the sales, finance, service, & spares parts departments and controlling & converting as profit-making centers including existing and new start-up.
  • Demonstrating technical presentations to customers.
  • Playing a major role in the operations like: customer service, advertising, inventory control, and meeting financial plans and goals set by the CEO.
  • Establishing competitive and profitable pricing models and supporting the product distribution sales.
  • Orchestrating effective marketing promotions to drive revenue
  • Handling the service oriented problem analysis and design / production fault minimization.
  • Ensure a Market Driven "Whole" Product Offering
  • Establish Competitive and Profitable Pricing Models
  • Ensure the Existence and Support of Product Distribution - Sales
  • Orchestrate Effective Marketing Promotions to Drive Revenue
  • Ideal Marketing Responsibilities
  • Ensure Quality, Performance and Life Cycle of Product and its Design Development
  • Minimization of Non-Conformities
  • Service Oriented Problem Analysis and Design / Production Fault Minimization

KEY ACHIEVEMENTS

  • Made a remarkable contribution of Rs. 51.63 Millions to achieve a Target of Rs. 82.36 millions in the 2007 - 08 Financial Year with a net profit of 16.32% in first Six Months of Operations wherein an Average Net Profit of the Financial Years is 12.68%.
  • Generated net sales of Rs. 82.7 Millions within 6.5 Months of Current Financial Year with an Average Net Profit of 14.63%.
  • Successful in Starting-up New Branches at Chennai, Bangalore, Baroda, Mumbai & Vijayawada and made in to operational within 5 Months of initial Operations.
  • Coordinated and executed the large projects of high valued with multi-dimensional techno-commercial involvement especially Pharmaceuticals, Agro-Chemical & Special Application Products and out-performed the management expectations.
  • Launched new avenues of consistent revenue generation by increasing annual unit sales by 12 to 15% at every Branch.
  • Analyze competitive product offerings in terms of features and benefits as well as price points.
  • Conduct product & technology presentations and training for the internal sales force and various Customers by defining the Value Engineering services offered; with which new dimensional high profitable avenue was developed and increased revenue generation.
  • Exhibit products at trade shows and attend trade shows to review competitors' products.
  • Increased the sales turnover of at least 30% year on year growth while maintaining healthy profit margins.
  • Achieved a break-thru in bagging the high valued turnkey project orders and continuously performing consistently in the Seals Industry.
  • Established the branches at Bangalore, Mumbai, Vijayawada, Chennai and Baroda as part of business expansion program.
  • Delivered sales of Rs. 51.63 Millions to achieve a Target of Rs. 82.36 millions, 108.76 millions & 126.86 millions for the Years 2007- 08, 2008- 09 & 2009- 10 consequently with a net profit of 16.32% in first 6 Months of Operations & Average Net Profit of the Financial Years was 22.63%.
  • Generated net sales of Rs. 12.86 millions in current financial year with an average net profit of 21.54%.
  • Coordinated and executed the large projects of high valued with multi-dimensional techno-commercial involvement for Pharmaceuticals, Agro-Chemical & Special Application Products and out-performed the management expectations.
  • Successfully launched new avenues of consistent revenue for increasing annual unit sales by 22 to 25% in every branch.
  • Initiated product & technology presentations and imparted training for the internal sales force and various customers by defining the value engineering services offered.
  • Exhibited products at trade shows and attended trade shows to review competitors' products. 
Feb 2003 - Aug 2006

DY GENERAL MANAGER - MARKETING

REVOLVE GROUP

DY GENERAL MANAGER - MARKETING at REVOLVE GROUP, Hyderabad, India - 2003 - 2006 ( 3 years)

JOB SUMMARY:

I was head hunted in February 2003 to join Revolve Engineers, a 94 million turnover group with more than 55 employees, to build and expand the business and elevating the Company's brand to a higher level and to originate the heavy engineering division (heavy engineering fabrication division) and to aid in turnaround a beleaguered water treatment company (called Revolve Engineers Private Limited). Successful in bagging and executing Rs. 8.52 millions single heavy engineering project order in less than 3 months span; and simultaneously could able to bag and execute Rs. 3.28 millions water treatment systems including components sales to large mutli-facilitation commercial projects.

Reporting to the Managing Director, my role is to carry out strategic planning, derive strategy development for new markets and business development activities for the company. I am also responsible for formulating and implementing business strategies for mergers and acquisitions, new business developments and timely executive conference reports to the Division & Management. In the process, I also need to ensure a dynamic and productive management within the organization and distribution channels with an emphasis on planned organic and inorganic growth objectives.

After successful support and designating (Revolve Engineers Private Limited) as self-reliance company has been transferred to parent company of the group (called Revolve Engineers) specialized in high valued, multi-dimensional, multi-specialized products representing institution for the improvement of sales, brand image and organisation structure. Responsible for complete product range of Grundfos pumps & pumping systems, Danfoss VFDs, Micro-finish process pumps & Aventura water treatment components.

My role entails the analytical analysis of major competitors, couple with internal and external market researches to formulate, implement and manage the marketing plans to achieve business objective consistent with the Division's overall corporate strategy. A great deal of attention is required with the emphasis to carry out the marketing strategies & activities; product training, new product launches & programs and key industry events. I am also tasked to formulate and implement the Win Strategy on strategic pricing policies across all product mix within the different market segments in Asia for the OEM markets

My strength lies in my ability to react effectively and efficiently to the dynamic changes in our present environments. To be successful in this area, I was measured on my interpersonal skills to handle, present, negotiate and convince, achieving a high success rate in detailed commercial discussions and price negotiations. I am also a firm believer in establishing good business relationship with both internal and external customers, making every effort to elevate this relationship to newer heights.

Yearly sales have seen an average growth of 25 - 30% year on year from 2003 to 2006.

ROLE:

  • Expanding the business and generating revenue for the Heavy Engineering Division (Heavy Engineering Fabrication Division).
  • Supervising the new business development operations and preparing conference reports for the perusal of division & management.
  • Representing the institution for the improvement of sales, brand image and organisation structure.
  • Functioning as ISO - Management Representative & establish competitive and profitable pricing models.
  • Playing a major role in the promotional activities to drive revenue.
  • Minimization of Service Non-Conformities
  • ISO - Management Representative
  • Establish Competitive and Profitable Pricing Models
  • Ensure the Existence and Support of Product Distribution from the Principals
  • Orchestrate Effective Marketing Promotions to Drive Revenue
  • Ideal Marketing Responsibilities

KEY ACHIEVEMENTS

  • Generated a net sales of Rs. 42.7 Millions wherein annual turnover was Rs. 82 millions.
  • Coordinated and executed the large projects of high valued with multi-dimensional techno-commercial involvement especially HVAC & Pressure Boosting Segment and out-performed the management expectations.
  • Launched new avenues of consistent revenue generation by increasing annual unit sales.
  • Meeting with various National & International Consultants, PMCs and Contractors and created the Value engineering by re-defining the product and its utility.
  • Analyze competitive product offerings in terms of features and benefits as well as price points.
  • Conduct product & technology presentations and training for the internal sales force and various National & International Consultants, PMCs & Contractors by defining the Value Engineering services offered; with which new dimensional high profitable avenue was developed and increased revenue generation.
  • Exhibit products at trade shows and attend trade shows to review competitors' products.
  • Acquired and executed Rs.82.52 millions single heavy engineering project order in less than 6 months span.
  • Executed Rs. 93.28 millions water treatment systems including components sales for large mutli facilitation commercial projects.
  • Registered an average growth of 25 - 30% year for the year 2004 to 2007.
  • Entrusted to formulate and implement the Win Strategy on strategic pricing policies across all product mix within the different market segments in Asia for the OEM markets.
  • Entrusted to work in a parent company of the group (called Revolve Engineers) specialized in high valued, multi-dimensional, multi-specialized products
  • Generated net sales of Rs. 126.7 Millions with annual turnover of Rs. 146 millions.
  • Coordinated and executed large projects of high valued with multi-dimensional techno-commercial involvement (HVAC & Pressure Boosting Segment) and out-performed the management expectations.
  • Launched new avenues of consistent revenue generation by increasing annual unit sales.
  • Interfaced with various National & International Consultants, PMCs and Contractors and created the Value engineering by re-defining the product and its utility.
  • Analyze competitive product offerings in terms of features and benefits as well as price points.
  • Conduct product & technology presentations and training for the internal sales force and various National & International Consultants, PMCs & Contractors by defining the Value Engineering services offered; with which new dimensional high profitable avenue was developed and increased revenue generation.
  • Demonstrated the products at trade shows and attend trade shows to review competitors' products. 
Jul 1999 - Feb 2003

ASST GENERAL MANAGER - MARKETING & PROJECTS

RIA ENGINEERS PRIVATE LIMITED

ASST GENERAL MANAGER - MARKETING & PROJECTS at RIA ENGINEERS PRIVATE LIMITED, Hyderabad, India - 1999 - 2003 ( 4 years)

JOB SUMMARY:

Employed by RIA Engineers Private Ltd to head the Marketing Dept, I was responsible for the Marketing team comprising 08 individuals. There were 8 Dy. Managers, 24 Marketing engineers, 12 project & customer relation officers and 13 project administrative/accounts support staffs. Total Group turnover was Rs 80 million of which I was responsible for Rs. 44 million. Our markets covered the complete India. I had to formulate and implement effective Sales & Marketing strategies to motivate, lead, direct and control the existing sales team.

Overall responsibility of Marketing and Project Execution Services being specialized in Heavy Engineering (Fabrication) Turnkey Project Management under Stringent Quality Norms of National & International Codes & Standards.

Reporting to the Managing Director, I played a critical role in mapping out and implementing the Company's strategic marketing plans, which would encompass areas such as market research and analysis, product development, advertising & promotion, pricing policy, brand loyalty and loyalty programmes. Working closely with other management team members, I had to lead the Company's marketing thrust as well as ensure high visibility and acceptance of our different brand names, products and services.

As the Asst. General Manager - Marketing & Projects, I played a very important role in maintaining a high level of Customer Satisfaction Index (CSI). I therefore handled all key customers, monitor and co-ordinate all other customer activities and submission of tender documents. In the process, analyze, forecast and develop sales plan and strategies for the team.

In the area of Business development, I was tasked to seek out business opportunities in our existing and new customers with new product offerings. I was responsible for the growth of overall business and project execution process.

I was very much in touch with most of the industries in the region. Heavy Industries are the Steel Mills, Quarries, Fertilizers, Dairy Cement, Sugar Power Plants, Pulp & Paper Mills, Oil Refineries, Petrochemical Marine & Ship Management and Oil & Gas. Medium Industries are the Manufacturing, Bulk Drugs, Pharmaceuticals, Dye Intermediates, Chemicals, Pesticides, Fruit Pulp, Breweries, Wood Mills, Palm Oil & Rubber Mills, Construction and Engineering Services. Light Industries are the, Food, Printing, Automotive and Services.

ROLE:

  • Spearheading the Marketing team comprising of 18 individuals, 4 Deputy Managers, 10 Marketing Engineers, 2 Project & Customer Relation Officers and 2 project Administrative/ Accounts Support staffs.
  • Encompassing & heading the entire markets of India.
  • Handling the heavy engineering (fabrication) turnkey project management operations under stringent quality norms of national & international codes & standards.
  • Mapping business opportunities for existing and new customers with new product offerings.
  • Interfacing with the heavy industries like Steel Mills, Quarries, Fertilizers, Dairy Cement, Sugar Power Plants, Pulp & Paper Mills, Oil Refineries, Petrochemical Marine & Ship Management, Oil & Gas.
  • Providing services to the Medium Industries like: Bulk Drugs, Pharmaceuticals, Dye Intermediates, Chemicals, Pesticides, Fruit Pulp, Breweries, Wood Mills, Palm Oil & Rubber Mills, Construction and Engineering Services. Light Industries are the, Food, Printing, Automotive and Services.
  • Functioning as a ISO - Management Representative
  • Establishing competitive and profitable pricing models.
  • Demonstrating technical presentations to various national & international EPC Contractors, Project Management Consultants & Project Engineering Consultants.
  • Coordinating with various National & International Third Party Inspection Quality Agencies
  • Ensure Qualitative Production meeting various National & International Codes & Standards
  • Confirming the Design & Engineering meets the criterions of various National & International Standards
  • Evaluating & determining the requirements of the projects.
  • Minimizing the non-conformities of production.
  • ISO - Management Representative
  • Ensure a Market Driven "Whole" Product Offering
  • Establish Competitive and Profitable Pricing Models
  • Technical Presentations to various National & International EPC Contractors, Project Management Consultants, Project Engineering Consultants, Etc.
  • Coordinating with various National & International Third Party Inspection Quality Agencies
  • Ensure Qualitative Production meeting various National & International Codes & Standards
  • Orchestrate Effective Marketing Promotions to Drive Revenue
  • Ideal Marketing Responsibilities
  • Confirming the Design & Engineering meets the criterions of various National & International Standards
  • Meeting the Demands & Criterions of Project Management & its Execution
  • Minimization of Non-Conformities of Production
  • Analyzing the Minimization of Project Execution Problem

KEY ACHIEVEMENTS

  • Being responsible for overall management; successfully in bagging & executing more that 12 prestigious heavy engineering projects while working with various national & international consultants & EPC contractors under stringent quality surveillance of various national & international codes & practitioners.
  • Instrumental in designating Import Substitutions division to yield high profits with high valued revenue generation.
  • During the tenure made new profitable revenue Generation Avenue and achieved a total of Rs. 120 million in sales revenue with a net profitability of 10-12% in an average with an average sales increment of 18-20% every year.
  • Attended various national & international level techno-commercial meetings and made successful presentation of complete range of company's product & services.
  • Re-Defined the role, Vision, Mission & Objectives of the Company and made a new dimension for the company and management.
  • Assisted in preparing a various operation & functional reports complying to various National & International Quality Surveillance Codes & Standards in recommendations of various National & International Consultants & EPC Contractors and made a proper reorganization to the company that encompassed not only national operations, but also Internationally the company has created its own image for the successful operations.
  • Attended a various management & marketing training programs and reorganized the organization & its structure.
  • Coordinated efforts to select and integrate product offerings from an acquired company into the multiple product line.
  • Coordinated, bagged & executed various multi-dimensional and multi-service oriented projects.
  • Highly applauded for bagging & executing more than 22 prestigious heavy engineering projects while working with various national & international consultants & EPC contractors under stringent quality surveillance of various national & international codes & practitioners.
  • Played a major role in designating the import substitutions division to yield high profits with high valued revenue generation.
  • Registered a growth of Rs. 1200 million in sales revenue with a net profitability of 18-22% with an average sales increment of 18-20% every year.
  • Attended various national & international level techno-commercial meetings and made successful presentation of complete range of company's product & services.
  • Re-Defined the role, vision, mission & objectives of the company and made a new dimension for the company and management.
  • Rendered solutions in framing the functional reports complying to various national & international quality surveillance codes & standards.
  • Ensuring that the organization has got a proper reorganization in national & international operations. 
  • Attended management & marketing training programs and reorganized the organization & its structure. 
Feb 1995 - Jul 1999

Sr. MANAGER MARKETING & PROJECTS

AVU ENGINEERS PRIVATE LIMITED

Sr. MANAGER MARKETING & PROJECTS at AVU ENGINEERS PRIVATE LIMITED, Hyderabad, India - 1995 - 1999 ( 4 years)

JOB SUMMARY:

Reporting to the Managing Director, I was employed to head the Marketing Team in a fast paced Heavy Engineering (Fabrication) Turnkey Project Management with an annual sales budget of Rs. 180 million. The products included a vast Waste Heat Recovery Systems, Power & Industrial Boilers, Pressure Vessels, Heat Exchangers, Process Equipment, etc.

Working in a National Marketing Office & factories in Hyderabad Taiwan, our markets included all over India and exports to Asia Pacific, Middle East, Europe, North America and Latin America.

As an OEM, most of the businesses involved are in turnkey projects to bidding for tenders. We design and build according to specifications of our customers. This process involves detailed discussion and negotiation to influence the decision makers in the Turnkey Project Consultants & EPC Contractors.

My responsibility was to create the Brand Image comprising the Integrated Marketing Communications plan from initial market research on preferred designs to high level discussion with Turnkey Project Consultants & EPC Contractors on New Product launches, Joint Advertising and Promotions, leading to Service Contracts and Loyalty Programmes.

I was very privileged to have worked with major projects like Paradeep Phosphates, FACT Ambalmadugu, IFFCO Kalol, RCI, GNFC, GFCL, CFL, NFCL, Oswal Fertilizers, IOCL Haldia & Panipat Projects, TATA Chamicals, Chambal Fertilizers, Numalighad Refineries, and other major critical environment projects. I had extensive travelling from project to project and consultant to consultants.

ROLE:

  • Boosting the sales of the products like: Waste Heat Recovery Systems, Power & Industrial Boilers, Pressure Vessels, Heat Exchangers & Process Equipment.
  • Heading the National Marketing Office & factories in Hyderabad Taiwan & overseeing the exports to Asia Pacific, Middle East, Europe, North America and Latin America.
  • Functioning as an OEM for turnkey projects to bidding for tenders.
  • Liaising with the decision makers in the Turnkey Project Consultants & EPC Contractors.
  • ISO - Coordinator
  • Establish Competitive and Profitable Pricing Models
  • Technical Presentations to various National & International EPC Contractors, Project Management Consultants, Project Engineering Consultants, Etc.
  • Coordinating with various National & International Third Party Inspection Quality Agencies
  • Ensure Qualitative Production meeting various National & International Codes & Standards
  • Orchestrate Effective Marketing Promotions to Drive Revenue
  • Confirming the Design & Engineering meets the criterions of various National & International Standards
  • Meeting the Demands & Criterions of Project Management & its Execution
  • Minimization of Non-Conformities of Production

KEY ACHIEVEMENTS

  • Coordinated and lead the marketing team & national representatives for the more than 26 national heavy engineering projects in the arena of Heat & Mass Transfer and increased the sales revenue by more that 180% in the tenure.
  • Launched Industrial & Power Boilers Division and imported products substitutions segment as one of the core arenas for better profitability and high value revenue generation.
  • Developed an integrated approach to increase sales results, product awareness and brand image. Key foci include: maximize sales growth and cohesion of the top-customer tier; develop new and existing core-customer bases; secure targeted media endorsement; devise new revenue generation avenue openings and brand integration for the best potential revenue bases; and creation/management of annual business-building sales promotion program.
  • Generate successful emphasis of core-profit, new collection and authority-position for heavy engineering products & services.
  • Analyze regular sales reports and tailor each marketing profit-plan with market leadership.
  • Revenues increased in an average of 21% for each new avenue and total sales averaging 12%, contributing to unprecedented growth.
  • Accomplished major projects like Paradeep Phosphates, FACT Ambalmadugu, IFFCO Kalol, RCI, GNFC, GFCL, CFL, NFCL, Oswal Fertilizers, IOCL Haldia & Panipat Projects, TATA Chemicals, Chambal Fertilizers, Numalighad Refineries and Environment Projects.
  • Headed the marketing team & national representatives for more than 26 national heavy engineering projects in the arena of Heat & Mass Transfer and increased the sales revenue by more that 180% in the tenure.
  • Launched industrial & power boilers division and imported products substitutions segment as one of the core arenas for better profitability and high value revenue generation.
  • Developed an integrated approach to increase sales results, product awareness and brand image.
  • Generated business from new and existing core-customer bases.
  • Secured targeted media endorsement & devised new revenue generation avenue openings and brand integration for the best potential revenue bases.
  • Analyzed regular sales reports and tailored each marketing profit-plans with market leadership. 
  • Maximized the profits by 21% for each new avenue and total sales averaging 12%. 
Sep 1991 - Feb 1995

MARKETING MANAGER

SHANTHI BOILERS PRIVATE LIMITED

MARKETING MANAGER at SHANTHI BOILERS PRIVATE LIMITED, Hyderabad, India - 1991 - 1995 ( 4 years)

JOB SUMMARY:

I was headhunted to Shanthi Boilers Private Limited in 1991 as Dy. Manager after working for 9 months got promoted as Marketing Manager due to the exponential growth in sales that I brought. By the end of 1993, I was responsible for the total sales turnover of Rs. 120 million in the region vis-à-vis Rs. 8 million when I first came on board

Being specialized in Industrial Boilers -as a Dy. Manager - Marketing to take the responsibility of Andhra Pradesh Market. But, within 9 (Nine) Months responsible for all over India of marketing and coordination between customer and manufacturing facility center.

Reporting to the MD, I was responsible for the growth of the business in the following Industries; the Refineries, Energy Oil & Gas, Petro-chemical, OEMs, Pharmaceutical, Pulp & Paper, Marine, Chemical, Electronics, Building & Construction. I had the opportunity to work with 12 immediate subordinates and 8 Sales Engineers based in their respective branches in India.

Channel management included working with existing Representatives and appointment of new Representatives in the distribution network. On an average, 5 new Representatives were added yearly in the region covering new and existing market segments.

Apart from the business development role, I also had to provide technical trainings and seminars on a regular basis to end-user customers, Project Consultants and Representatives.

The customers that I handled vary from end-users to Project Consultants, overcoming complaints to winning projects. The record sales that is still currently held by me in is the Rs. 8.0 M order.

I also had the opportunity to work very closely on Cogeneration projects. We were very successful in that we had a success rate of 98%.

ROLE:

  • Generating revenue from the Industries like: the Refineries, Energy Oil & Gas, Petro-Chemical, OEMs, Pharmaceutical, Pulp & Paper, Marine, Chemical, Electronics, Building & Construction.
  • Imparting technical trainings and coordinating seminars for end-user customers & Project Consultants
  • Ensure a Market Driven "Whole" Product Offering
  • Establish Competitive and Profitable Pricing Models
  • Coordinating with various National & International Third Party Inspection Quality Agencies
  • Ensure Qualitative Production meeting various National & International Codes & Standards
  • Orchestrate Effective Marketing Promotions to Drive Revenue
  • Ideal Marketing Responsibilities
  • Analyzing the Minimization of Project Execution Problem

KEY ACHIEVEMENTS 

  • Responsible for the coordination, generation and follow up of existing & new leads between manufacturing facilities centre and the client requirements for the supply and execution of products & services.
  • Developed an innovative & integrated approach to increase sales and brand image with a key foci to out beat the unhealthy competition in the market and to: maximize sales growth
  • Revenues increased in an average of 17% for each product line and a total sales averaging 10%.
  • Developed and generated high valued customers database
  • Accountable for the maintenance of all office operations
  • Served as office manager also to tune the organization as profit making centre.
  • Helped the Director with all promotions, special events and projects
  • Directed more that 8 - person customer service department including hiring, training, and managing staff. Managed customer service staff responsible for processing incoming orders, coordinating shipments, and handling incoming calls from customers and the field sales force.
  • Reorganized customer service to properly align with sales teams improving communications and reducing time sales spent on non-sales related administrative activities.
  • Determine sales forecasts for proposed new and existing products & services and justify new product development investments through an IRR and NPV analysis.
  • Review product pricing and gross margin goals for existing products annually and establish new product pricing.
  • Develop written launch plans outlining the launch process, present launch plans to senior management for approval, and track actual unit sales and gross margin performance for new product launches.
  • Generated record sales of Rs. 8.0 Million order with a success rate of 98% & acquired new customers database for the organization.
  • Developed an innovative & integrated approach to increase sales and brand image with a key foci to out beat the unhealthy competition in the market and to maximize sales growth
  • Registered 17% increase for each product line and total sales averaging 10%.
  • Entrusted with the additional responsibility of office manager to tune the organization as profit making centre.
  • Extended additional support to the Director in promotions, special events and projects
  • Monitored & reorganized the customer service department consisting of 8 persons in a proper manner.
  • Determined sales forecasts for proposed new and existing products & and justified new product development investments through an IRR and NPV analysis.
  • Restructured the product pricing and gross margin goals for existing products annually and established new product pricing.
  • Developed & implemented launch plans for new products.
Jul 1989 - Sep 1991

ASST MARKETING MANAGER

RPK INDUSTRIES PRIVATE LIMITED

ASST MARKETING MANAGER at RPK INDUSTRIES PRIVATE LIMITED, Hyderabad, India - 1989 - 1991 ( 2 years)

JOB SUMMARY:

I was employed as a Marketing Executive in 1989 to serve the end-user customers in the packing Industry. My key accounts were Oil Refineries, Atta Manufacturers, Milk Diary, etc. in Southern Part of India. Specialized in Packaging Machines (Form Fill Sealing Machines) and got Promoted as Sr. Marketing Executive and responsible Complete Southern Arena for Business Generation and to achieve accomplished target by generating enquiry, understanding the customers need and representing the product requirements, submitting of offers and follow-up.

My role required me to work very closely with the Factory Managers, Maintenance Supervisors, Superintendents and Chief Engineers on the supply of new and spares for Form-Fill- Sealing Machines.

As the business grew larger, I was responsible to growth the packaging machines business with the assistance of OEMs. I provided technical assistance and training to support the OEMs, at times making join visits to trouble-shoot or make technical presentations.

Due to my technical proficiency and sales achievement, I was promoted to handle OEMs and projects in 1991. Reporting to the OEM/Project Manager, my job scope included preparation of technical selection and commercial quotations for all the different industries in the Southern region.

KEY ACHIEVEMENT

  • Presenting the prepared materials for sales presentation to the customers.
  • Processed incoming orders, coordinated despatches, and handled customer-related issues.
  • Demonstrating the prepared materials before the customers for generating the sales.
  • Processed incoming orders, coordinated dispatches and handled customer-related issues.

Education

Education
Sep 1993 - Aug 1995

Post-Graduate Diploma

Indian Institute of Personal Management
Jun 1984 - Apr 1986

Intermediate (10+2)

New Nampaly Jr. College

Skills

Skills

PRODUCT MANAGEMENT

STRATEGIC MANAGEMENT

QUALITY MANAGEMENT

PROJECT MANAGEMENT

MARKETING MANAGEMENT

Certifications

Certifications
Jul 2004 - Present

VARIABLE FREQUENCY DRIVES OPERATIONAL & SALES

DANFOSS
May 2004 - Present

EFFECTIVE SELLING & PROJECT CONSULTANCY

C. GRUNDFOS
Oct 1992 - Present

CMOS TESTING AND ELECTRONIC CIRCUIT TESTING & REPAIRING

NATIONAL INSTITUTE OF AMATEUR RADIO
Aug 1993 - Present

RADIO ANTENNA DESIGN TECHNOLOGIST

NATIONAL INSTITUTE OF AMATEUR RADIO
Aug 2004 - Sep 2004

Effective Selling & Marketing Management

Mercury International
Oct 1993 - Dec 1993

MACHINE TOOL DESIGN

A. CENTRAL INSTITUTE OF TOOL DESIGN