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Sanjeev Singh

DGM – Sales & Business Development, 12+ Yrs. Exps.

Summary

  • Sales and Business Development professional with cross functional exps. in Product\Project management, Electrical Distribution Operations and rich techno commercial experience in Power and Utilities Sectors covered B2B, Institution’s, Channel\retails, Govt. & Consultative selling
  • Over 12 years of experience in sales and business development in Power Utilities, Ministry of Power, Ministry of IT, PFC for R-APDRP, CEA, BIS, CPRI, ERTL, Government organizations, System Integrators, Institutions, Industries, OEMs, and Distributor Sales.
  • Extensive experience in sales and marketing of Electronic Energy Meters, Smart Energy Meters,AMI/AMR Solutions, Smart Grid solutions, Power Cables, Switchgear, Power Quality Solutions, IT solutions for Energy & Utilities, IoT solutions, Smart Home, Energy automation, Distributor\Retail network management.
  • Pre Tender activities, Bid preparation, Tendering/tie-ups, Follow up of tenders, Project completion, Closure of contracts. Coordination with various verticals. Statutory\Regulatory Compliances.
  • Expertise in planning and execution of business strategy. Initiatives to meet organizational goals in the short and long-term. Plan and forecast options for achieving business objectives.
  • Excellent Relationship Development and Networking skills. Proven track record of Sales breakthrough and achieving targets.

Work experience

2015Present

DGM – Sales & Business Strategy

Powrtec Energy Pvt Ltd., Noida

Responsibilities: - Business Development

  • Heading Sales & Marketing for Electronic Energy Meters, AMI/AMR Solutions, Smart Grid, in pan India power utilities like BSES, NDPL, UPPCL, UPCL, DHBVN, UHBVN, JVVNL, System Integrators/OEM/Contractors of R-APDRP/RGVVY etc. The business turnover is approx. Rs 20 Cr. Got orders of 4 Lacs Static Energy meter: 3.5 MINR, Prepaid meter: 5 Cr. Smart Home:3 Cr.
  • Setting up of Distributor Network in North India.
  • Bid preparation, Tendering/tie-ups, Follow up of tenders, Project completion, Closure of contracts.
  • Development of the Product portfolio, Product Promotion, Customer Complaints.
  • Market analysis and forecasting & analysing competitors and Product feedback.

Responsible for Business Strategy:

  • Developed GTM (Go To Market), Business model, pricing & cost structure.
  • Accountable for product promotion, conducting workshops\seminars & corporate communications.
Mar 2012Jan 2015

Sr. Manager-Innovation & Strategy

Schneider Electric India Ltd

 Sr. Manager-Innovation & Strategy

Sales\ BD Role for Switchgears, Smart Meters, Power Cables, Smart Grid & Power Quality Solutions

  • Responsible for defining value proposition for new offer, create business plan, customer channel, price value proposition, create business model with market strategy& define product specification.
  • Identified new market opportunities in small buildings for Facility Management services via Mobile apps & proposed a new solution with business model – Market potential of $2 M in the next 5 years.
  • Planning for Go to Market Strategy & its execution and relations with channel, end customer and distribution. Performing Product Pricings, margins, target market and benchmarking.
  • Responsible for planning and creating business model for channel sales and creating new market opportunities. Defining list price, Schemes and discount structure along with SI’s and distributor’s prices.
  • Maintaining and establishing strong relationships with client’s organization hierarchy.
  • Test customer acceptance for new Virtual Facility Manager services for small buildings.
  • Coordinate Marketing, Product Management and Country Leaders to support development of strategic Channel Partner accounts
  • Coordinate with marketing to regionally promote new and existing products to maximize sales through Channels
  • Develops & conducting channel partner training, road shows & workshops.
  • Create new market segments and developed new product line to penetrate these Markets with new Business model, Pricing and product positioning. ­
  • Coordinate with R&D for New Product development & launch.
Aug 2010Mar 2012

Manager – RAPDRP Projects, Energy Audit & IT Project implementation

Secure Meters Ltd
  • Managed MDAS RAPDRP & AMI/AMR projects (Size 100K-200K nos.)
  • Project planning & execution from scratch to finish after Contract review meetings
  • Requirement Analysis of solution after discussions with clients. Documentation of all project related process methodologies. Feasibility testing of project related Hardware Units at in-house laboratory
  • Architecture design for Installation & Commissioning of MDAS/RMRs at sites
  • Site survey and report preparation for successful deployment
  • UAT with client and bug reporting of all project related Software before site deployment
  • Testing & QC. Frequent Site Visits for verification & QC of deployed solution
  • Pilot Installation & Commissioning of Modems at DTs & MDAS software at Data Centre
  • Onsite & Offsite Training to field executives for project kick-off. Preparation & Verification of reports after project roll-out
  • Demonstration of products & solutions to Clients for marketing support. Participation in review meetings and score cards
  • Knowledge of RMR/AMR /IAMR of meters with different protocols (MODBUS/DLMS, RS 232/RS485)
  • Knowledge of AMI specifically Smart Energy Meters with ZigBee used in PAN & HAN
Apr 2008Mar 2010

Sales Consultant

Mahindra Satyam Computer Services Ltd
  • Responsible for selling of IT solutions & services (ERP, CRM) to Energy & Utility domain.
  • Worked for Fortune 500 clients – GE, Siemens & National Grid & Global power utilities.
  • Analysing business & user needs and suggesting clients the best of need or best of fit products.
  • Planning, organizing & facilitating requirements interacting with end-user and customer.
  • Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs.
  • Develops clear & effective written proposals/quotations for current and prospective customers and regular visits.
  • Responsible for Strategic Planning, Strategic doing, action cycle for the different business of the organization.
  • Responsible for customer meetings & Events every month for Software Development & technical training.
Aug 2004Mar 2008

Feeder Manager – Purchasing & Planning, Distribution Operations & IT for Power Utilities

DHBVN: Dakshin Haryana Bijli Vitran Nigam Ltd,(Erstwhile Haryana State Electricity Board – A State Power Distribution Company)
  • Responsible for drafting tendering documents, preparing RFP\RFQ & execute bidding processes.
  • Enlisting & grading of contractors, project companies, consultant & Energy services companies.
  • Prepared work estimates, change management program & capacity building program.
  • In conjunction with the management team, assist in selecting tenders to pursue based on our relative competitiveness, capabilities and workload. Manages all system back-up and restore protocol for the logs and settings of location node.
  • Overseeing the timely and professional preparation of tender submissions. Documents signal problems and resolution for future reference and error correction.
  • Evaluating conditions of tender/contract and mitigating the company’s risk exposure. Providing training and technical support for users with varying levels of IT knowledge and competence.
  • As a Feeder Manager-managed the administration at Sub Divisional Level and public dealing (more than 25,000 nos. of consumers) for metering, billing, realization of revenue, new connections, theft detection, O & M of 33/11KV & LT lines, Distribution Management System.
  • Involved in implementation of various IT projects at utility level :-
    • Sub-division Automation (SAAS Model)- HCL Info systems
    • ERP - Enzen Global
    • AMR\MDAS- KLG Systel, Echelon Corp & Secure Meters
    • GIS -Secure Meters
  • Responsible for preparing Business Blueprint in collaboration with consultant for APDRP, RGGVY scheme-NDPL as a consultant.
  • Responsible for UAT of CRM (New Connection, Disconnection, Meter Change, Cash Section, and Consumer Complaint Section, Metering, Billing, Collection (MBC)) software for sub divisions.
  • Coordinating all project activities with ITIA, communicating frequently with executive leadership to provide project risk analysis, status, and analysis of requirements that might impact smooth project execution.
  • Delivered training session at organization level on use of IT services etc.
  • Organized various CSR campaigns and relationship building events within the sub-divison to foster a healthy work environment which facilitates team work and high performance of team members
  • Overseeing the timely and professional preparation of tender submissions. Documents signal problems and resolution for future reference and error correction.
  • Evaluating conditions of tender/contract and mitigating the company’s risk exposure. Providing training and technical support for users with varying levels of IT knowledge and competence.
Jul 2003Aug 2004

Perfexa Solutions

Perfexa Solutions
Networking Engineer Responsible for LAN & WAN network management & support
Feb 1999Mar 2000

Electrical Engineer

Grasim India Limited
Electrical Engineer Responsible for LV\ MV Electrical network operations & maintenance.

Education

20092010

MBA (PGDM) - Marketing/Energy Management

Management Development Institute ,Gurgaon(India)

One Year Residential PGDM  acredited by AICTE India

20002003

Bachelor in Technology - Electronics & Communication Engineering

Maharishi Dayanand Univeristy,Rohtak (India)


1999

Diploma

Govt Polytechnic State Technical Edu Board

Skills

Sales ,Business Development ,Institution Sales,Concept Selling, Solution selling, B2B/B2C sales, Govt. sales, Power Utility Consultant ,Power Distribution Operations , IT/Software services selling