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Resume built for oil and gas job opportunities by a jobseeker with experience in SALES / BUSINESS DEVELOPMENT in ABB Ltd - would you like to offer this candidate a job/contract employment?

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CV/Resume ID no.: 90922

Location (Residence): MUMBAI, India
Citizenship: India
  Native: Marathi
  Other: English, Hindi
Education & Experience: Work Authorization & Relocation:

Years of Experience: 16 years
Authorized to work in:
Present Location:
   Anywhere (International)
Category Subcategory Ability Experience
Sales/Marketing Business Development Experienced 24 years
Management Sales/Marketing Experienced 4 years
Sales/Marketing Technical Sales Experienced 24 years
CV/Resume Details
1. Summary (Cover Letter) - CV/Resume Part 1 [Mandatory]

Kind Attention : Recruitment Head

Dear Sir / madam,

I understand various openings exist in your esteemed organisation and hence I would like to apply for suitable opening. Attached is my brief resume for your kind perusal.

My more than twelve years of experience in ABB Ltd have enriched my potential in relevant functional field. Effective year 2009, I am responsible for Key Accounts. Before this as Sales Head for four Business Units in Western Region, it was my primary task to understand the customer, their business process, their organisation structure, their growth targets etc. This enables us to define our own strategy for sales related aspects. The experience before this was in Sales for Large Turnkey Projects in Metals / Oil & Gas Industry.

I joined ABB as part of product / solution oriented Sales division, wherein I was mainly involved in Marketing of Protection Relays, Control & Relay Panel, Station Automation & Industrial Energy management Solutions. The role was of identifying the different needs of customers in various sectors like Utilities, Refineries / Gas Platforms or steel and giving automation solutions indicating Cost-Benefit analysis. This is achieved with continuous interaction with Customers and making presentations to customer to ensure solutions to their needs.

The four years experience before this in large project of petrochemical complex (Bombay Dyeing – DMT Plant) has given me an insight in the working of project planning and working of petrochemical industry. During plant capacity expansion project I was coordinating various phases (design, procurement, erection, testing, commissioning) of electrical field with consultants / contractors ensuring timely completion of project as per schedule.

The preceding review of my work experience summarises my case for career in your organisation. May I now meet you to discuss the matter further?

2. Work Experience - CV/Resume Part 2 [Mandatory]

July 96 – Present: ABB Limited

• Present job Profile: Asst Vice President – Key Accounts (Region West)
• Reporting: Director – Key Accounts & Vice President Sales - Region West

Responsibilities –
• Responsible for Key Accounts for entire range of ABB Products & Solutions in Western part of India
• Responsible for Account performance including customer satisfaction, account growth & profitability
• Business customer Relationship and Trust
• Manage all customer contacts
• Responsible for defining and creating value for Customer

Primary Tasks –
 Develop, maintain & manage Personal / Business relationship at all required levels
 Identifying / Capturing the account plan : Customer needs, his value chain, future direction & value creation for customer
 Establishing long-term ABB business planning with customer
 Manage customer complaint resolution process
 Negotiations for order realisation
 Understanding and drafting contract agreement

Managerial Tasks –
 Motivating team members to achieve designated tasks and targets
 Budget allocation to subordinates, branches and supporting them to reach their targets
 Appointing new Channel Partners, evaluation of existing and new Channel Partners.
 Keeping tab on corporate channel Financing scheme for Channel Partners

Few Credentials –

1) JSW CRM Complex - Actively involved right from beginning of pursuit till Contract handover. Activities involved were Technocommercial discussion & contract preparation for Twin Stand Cold Rolling Mill Complex of value of @ 20 MUSD.

2) TATA STEEL CRM - Was leading team for complete Technocommercial discussion & contract Management with Mechanical OEM CMI FPE Ltd of value of @ 10 MUSD

3) Grasim Cement - Complete Technocommercial discussion & contract Management for 5 no of Cement Plangt of Grasim Industries consisting of ACS800 & ACS5000 MV Drives. The order value was @ 8 MUSD.

4) JSW Blast Furnace – Involved in Motor and LCI Starter order of machine rating 40 MW & its LCI starter which is largest in India.

5) BPCL - Was involved right from Offer preparation till award of contract for MV Switchgear (22 & 6.6 kV) with MicroSCADA & REF series Numerical Relay. Also bagged first order in India for Energy Management System with Safety PLC of AK6 Standard. The total Contract price was @ 4 MUSD

6) SULZER Pumps - Bagged various orders of MV Drives ACS1000 & LV Drives ACS800/550 with machines / motors for IOCL Refinery & Vedanta Zinc Plant

7) Vedanta Alumina - Actively involved in FES activity to bag largest order of High Current Rectifier for Aluminium Smelter in India of @ 20 MUSD.

8) Ceat Tyre - Actively involved in getting order for ACS1000 with AMA Machines for Banburry mixer for Tyre Industry

9) Essar Steel & Welspun - Bagged various Processing Lines & Plate Mill orders from Essar Steel & Welspun Plate Mill of @ 10 M USD. The scope mainly involves MV / LV Drives ACS6000/ACS800 with Machines/LV Roller Table Motors, Transformers, MV / LV Switchboards

The present list of customer interaction includes Cement & Metals Industries, Chemical, Oil & Gas related Customers & few major are as below –

 JSW Steel Limited
 Reliance Industries Limited
 Reliance Energy Limited
 Essar Steel Limited
 Tata Steel Limited
 CMI FPE Limited
 Bharat / Hindustan Petroleum Corporation Ltd
 Toyo Engineering India Limited
 Tecnimont ICB Limited
 Larsen & Toubro Limited

Before this I was Sales Head for four Business Units products for Region West managing team of 30 Engineers. I was also actively involved in sales & marketing of Sub-station Automation and Industrial Energy Management Systems which involves interaction with Generation / Transmission / Distribution divisions of Electricity Boards (MSEB) and Utilities (Tata Power Company, Reliance Energy), EPC Contractors, Consultants, Refineries / Petrochemical Plants and End Users for creating new market / generation of enquiries. I was actively involved in front end sales pursuits as well as supporting Business Unit for Bid & Proposal. The proposals were mainly for Advanced Customer Specific Solutions.
Sep 92 - July 96: Bombay Dyeing
Asst. Engineer, The Bombay Dyeing & Mfg. Co. Ltd. - Patalganga. Work responsibility was Project Management for major Electrical Equipments at DMT Petrochemical Plant. Activity included Coordination from Design to Commissioning of major Electrical Equipments during Petrochemical plant capacity expansion (1992-95) and maintenance of all electrical equipments (1995-96). Preparation of project schedule and coordination with other divisions for streamlining the project activities.

3. Education & Training - CV/Resume Part 3 [Mandatory]


Masters in Financial Narsee Monjee Inst. of 1998-99 62
Management Management Studies,
Mumbai University

B.E. Walchand College 1991-92 60
(ELECTRICAL) of Engineering, Sangli
Shivaji University

H.S.C. Dr. Antonio Da’silva 1987-88 82
Tech. H.S. & Jr. College,
Mumbai Board

S.S.C. Raja Shivaji Vidyalaya, 1985-86 76
Mumbai Board


Young Manager’s Training at IIM – Ahmedabad, Project Management at NITIE, Energy Conservation, MS-OFFICE, Presentation Skill, Team Building Exercise at Pegasys

4. Computer Skills - CV/Resume Part 4 [Mandatory]
Microsoft Office, Lotus Notes, SAP
5. Other Skills - CV/Resume Part 5 [Optional]
Key Competencies :
Strategic Planning/ Cost Reductions
o Formulating strategic plans to enhance sales.
o Spearheading Value Analysis / Value Engineering & other continuous improvements in sales processes.
o Conceptualizing and implementing strict measures in operating procedures and equipment centre lines to optimize resource / capacity utilization.
o Implementing systems and procedures, thereby improving the efficiency of the organisation.

Project Engineering
o Handling the planning, scheduling and management of modernization & capacity expansion projects, ensuring completion of assignments within time and budgetary parameters.
o Monitoring projects with respect to Cost, Resource Deployment, Time over-runs, Quality Compliance and Manpower planning to ensure timely execution of projects.

Techno-Commercial Functions
o To carry out detail Risk Review for Bid Submission
o Prepare Detail specifications for equipment supply and to fully define project scope.
o Develop Tender documents based on Detail Drawings and Specifications to submit firm bids.
o Coordinate sales activities like tendering & bid management, estimations, techno-commercial discussion, contract negotiations etc.
o Map clients requirements followed with technical discussion with clients / consultant & preparation of techno-commercial offers in accordance with the specifications.

Erection & Commissioning
o Executing erection and commissioning of Equipment, followed by trial runs.
o Identifying project bottlenecks and undertaking corrective measures.
o Ensuring effective site management and discipline to ensure safe & timely execution of the projects.

Team Management
o Leading, mentoring & monitoring the performance of the team to ensure efficiency in process operations & meeting of individual & group targets.
o Ensuring that teams adhere to all the quality tool & procedures.
o Resolving interpersonal issues & working towards a harmonious work environment.
6. Additional Information - CV/Resume Part 6 [Optional]

To apply my Process, Utility and Industrial domain knowledge in various Industries, enhancing customer and shareholder values.


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CV/Resume ID no.: 90922

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