Sanjay Kapoor

Summary

A technically sound and versatile mechanical engineer with 22 years of experience in sales, marketing and techno-commercial operations of companies in the industrial products, software services and medical equipment sector. Seeking senior level managerial assignment in the industrial products / services sector.

Core Competencies

Business Development • Channel Management • New Product Launch • Sales Promotion

Strategy Formulations for Business solutions and practices related to international Business

Strategy Formulation for Maintenance Solutions • Inventory Control

Repair Projects Management • Presentation Communication & Analytical skills

Profile Brief

  • Presently responsible for establishing the international business network from scratch.
  • Associated with globally reputed names like ITW USA, Larsen & Toubro India, Borneo Technical Thailand, Adatco (Castolin Eutectic) Egypt/Switzerland, and Praxair Tafa, USA over the past 22 years.
  • Experience in providing consultancy services to Industrial product companies in the field of distributor / channel management as an independent consultant.
  • Experience of working in overseas markets like USA, Egypt, Thailand, Bangladesh and Sri Lanka and successfully developing business.
  • Handled software business development for 2 years in California, USA.
  • In-depth technical and application expertise in major industrial sectors like cement, steel, shipping, petroleum, mining etc.
  • Excellent relationship management skills, establishing visibility at the highest levels of corporate to develop business.

Work History

Work History

International Business Manager

ITW

Key Responsibilities

·Developing the international Business from Scratch.

·Development, Adaptation & Standardization of business practices

·Establishing the market and creating the visibility in the International industry by developing relationship at top levels for various products and services.

·Development of distribution network comprised of stockiest and dealers.

·Monitoring & increasing market share, maintaining excellent customer support, proper Inventory Control and achievement of receivable targets.

·Monitoring competitor activities and taking pre-emptive measures

·Launching new products, Sales promotion, Development of various monetary and non-monetary reward schemes for the team members and organizing Sales Conferences

·Development of Knowledge Management

·Helping Management for Acquisitions

Key Contributions

§Started building business practices and processes for international business

§Appointed distributors in UAE, Indonesia, Bangladesh and Nepal.

§Achieved a business of U$ 150000 in first year from a level of zero.

§Started efforts towards brand building by various out of the box initiatives.

Nov 2005 - Dec 2006

Consultant

Self Employed

Key Responsibilities

§Provide consultancy services to companies like 3M Egypt, Oasis Weartech (venture of Castolin Eutectic Switzerland), and Egyptian Engineering Centre Egypt.

§Services include studying and identifying markets for customer products and forecasting the revenue generation potential from them.

§Advise them on business strategy and planning considering present and future market scenarios, implement strategies for customer brand visibility creation.

§Conduct customer education seminars and devise training modules for the field force.

§Foster and maintain excellent business relations with customers.

Key Contributions

§Established the new acquired business of 3M in Egypt

§Brought the level of business for Oasis in Egypt to a level equal to the entire Middle East and Africa put together.

Jan 2004 - Oct 2005

Divisional Manager

Eutectic Castolin (Messers Group)

Key Responsibilities

§Managed Castolin and Praxair Tafa distributor operations in Egypt as Profit Centre Head.

§Responsible for business strategy formulation and implementation through a team of 19 executives; devised sales budget and ensured objectives are met within budgeted costs.

§Undertook new product launch activities, ensured that supporting infrastructure like reliable distribution channel was in place, planning accompanying promotion activities etc.

§Prepared relevant MIS reports for the management for them to take informed decisions.

Key Contributions

§Established a new business-line and achieved a huge jump in business within 2 years (first year revenues USD 200,000 and second year revenues USD 2 million)

§Re-established a dormant business line and achieves sales of USD 1 million in the first year and USD 2.5 million in the second year.

Jul 2002 - Dec 2003

Regional Business Head

Larsen & Toubro Limited

Key Responsibilities

§Profit Centre Head for Eastern Region of India operations for Medical Equipment business, responsible for a regional turnover of Rs.13.2 million through a team of 16 engineers and managed the dealer network.

§Responsible for business development, relationship development & creating visibility for products, built a motivated team to realise business objectives.

§Launched new products, organised promotional seminars and road shows, developed and expanded the dealer network.

Key Contributions

§Regained customer confidence by implementing effective service practices.

§Achieved growth of 32% in sales over previous year (Rs 10 crores to Rs 13.2 crores) and growth of 7% in net profitability.

May 2000 - Jun 2002

Business Development Manager

L&T Infotech Limited

Key Responsibilities

§Identified key markets and customers for the software services offered by the company and created visibility.

§Made sales presentations after understanding customer requirements in totality, specifically catered to Fortune 500 companies.

Key Contributions

§Established fruitful business relationships with US govt. agencies on the west coast and opened business opportunities with conglomerates.

Apr 1997 - Apr 2000

Advisory Executive

Larsen &Toubro Limited

Key Responsibilities

§Provided marketing & product support to Thailand distributor of Castolin and Tafa industrial products; also supported regional sales teams for new products and technologies.

Key Contributions

Successful launched and promoted the products and Thermal Spray technology in South East Asian Markets

Dec 1987 - Mar 1987

Area Manager

Larsen & Toubro Limted

L&T, Advisor to E+C & TAFA Distributors (Sri Lanka& Bangladesh), Apr 1996 to Mar 1997

§Identified potential applications, devised marketing strategies, formulated pricing strategies, strengthened distributor network, coordinated with principals in US and Switzerland for product support and introduced new technology in the market.

L&T India, Area Supervisor, Apr 1992 to Mar 1996

§Handled sales for north-western Indian states through 11 application specialists and 5 stockiest; tripled sales within 2 years.

L&T India, Application Engineer, Dec 1987 to Mar 1992

Education

Education
Apr 1983 - May 1986

Dip in Mechanical Engineering

G.B.Pant