Contact No. : +91 – 9883358553
E-Mail : rabuxy AT yahoo.co.in, rabuxy AT gmail.com
PROFILE SUMMARY :
** Goal-oriented professional with 15 years of experience in Sales & Business Development of Industrial Technologies – High capacity Digital Telecommunication & Security/Surveillance Systems, Telecom turnkey projects for mission-critical utilities, Optical Fibre Cables, Hydraulic Fittings & Industrial Valves & IT
** Proficient in developing relationships with key decision-makers in Transportation, Railways, Power, Research Institutions, Atomic Energy, Oil & Gas, Manufacturing, Process & Petrochemicals, Mining & Steel Industries, EPC Contractors, Large Accounts, Government/PSU Accounts
** Key Skills - Strategic Business Planning, Bid Management & Other Commercial Operations and Resource Optimization, Able to manage complex deals
** Solution Sales – Created customized solutions best suited for the client’s various needs like operational management & control, safety & efficiency, surveillance & security and convergence
** Services Sales – Sales of Care Services Contracts, Maintenance Contracts, Value-added Product upgrades, Network audit services, Emergency On-site/Off-site Support Services, Design Engineering Services
** Tendering & Vendor Management – Prepared RFPs & Bid Responses, Drafted Pre-Bid MOUs, managed off-line & online tendering, negotiated with vendors for price, product quality & delivery support for 3rd party equipment & services,
** Market Research – Researched & identified new business segments for expanding markets & increasing Sales Revenue. Also prepared comprehensive Research Reports & updates for information of management
** Prepared, organized & led the execution of Strategic Business Plans for entry into Railways, Power, Mining & Slurry Pipelines business segments
** Presently associated with Commtel Networks Pvt. Ltd., Mumbai as Sr.Manager (Business Development & Sales)
** Proven expertise in analysing competition, client and planning market segmentation based on product, price, financial credit worthiness & buying process differentiation
** Skilled in handling Marketing & Sales co-ordination functions for efficient project delivery including submitting & following up of Bank Guarantees, LCs, Security Deposit, EMD, Sales Tax C-Forms, Road Permits/Waybills, Service Tax, WCT
** Holds the credit of effectively coordinating with technical, projects & procurement teams at various levels of prospective clients to build rapport for building favourable techno-commercial specifications in Tenders & RFPs Solution Selling is a key area of expertise.
** Hands on experience in managing sales operations & cementing healthy relationship with the clients for generating business and leading workforce towards accomplishing business and corporate goals
** A dynamic go-getter and energetic leader known for ability to envision and create successful outcomes in complex and multicultural environment
AREAS OF EXPERTISE :
** Sales & Business Development Strategic Planning Project Management
** Solution Selling Corporate Sales Institutional Sales
** Tendering & Vendor Management RFP & Bid Evaluation Key Accounts Management
** Channel Management Training & Development Liaison & Coordination
** Market Research MIS Reporting Team Management
SIGNIFICANT HIGHLIGHTS :
At Commtel Networks Pvt Ltd. :
** Holds the distinction of being the First Employee to receive Certificate of Excellence in the Organization
** “Sales Challenge” & “Best Testimonial” awards won by Commtel from NOKIA-SIEMENS, Belgium primarily due to my Sales achievement in the Railway sector
** Instrumental in establishing the Kolkata Business Centre of the Company catering mainly to Power, Mining & Rail-Road Transportation sectors
** Demonstrated excellence in developing & managing the key accounts like Indian Railways, Bombardier Transportation, Ansaldo, POWERGRID, APTRANSCO, TNEB, GRIDCO, TCIL, BARC, NPCIL, VNR Infra, GVK, GMR, ALSTHOM, MECON, WBSETCL, DVC, Indian Oil Corporation, BPCL, NHAI, TATA STEEL, JSW, JSPL, ESSAR, RINL-NMDC including EPC Contractors & PMCs like ITD-C, NBCC, Saipem,
** Successfully expanded client portfolio by adding new Accounts from diverse sectors like Railways, State Electricity Boards, EPCs, Mining, Power Transmission
** Played a key role in diversifying product base by introducing Value-Added Products & Services, industrial grade products & Premium offerings for the first time in the company
** Improved efficiency of the SCADA system of a major power transmission entity by 35% by restructuring existing telecom network with project team
** Saved major OPEX/CAPEX expenses, cleared stuck payments & closed repeat orders with several clients by replacing existing buyer-client relationship with winning partner relationships.
** Effectively ensured strategic partnerships through Dealer & Channel Network
** Improved internal & external coordination, expediting payment collection & developing promotional literature & campaigns
At Sterlite Optical Technologies Ltd. :
** Honour of being appreciated by COO for outstanding support to Marketing Department in solving customer complaints
** Outstanding achievement in collecting Satisfactory Performance Reports from BSNL/GAILTEL/Indian Railway Field units for release of stuck payments led to my inter-department transfer from QA Dept to Sales & Marketing
** Accredited with Letter of Appreciation from BSNL for timely support
** Played a key role in Testing, Jointing & Attending Customer Complaints for more than 25,000 Cable Kms
PROFESSIONAL ENHANCEMENTS :
** Master Certification on Corporate Contracts, IALM
** Certificate in Tax Regulation, KPMG-NIIT
** Sales Manager’s Certificate Course from IIM, Kolkata
** Certified Internal Auditor (ISO :9001-2008)
** Public Speaking Certificate from Dale Carnegie Academy, Mumbai
** Business Communication & Negotiation Skills by D2C Technologies, Chennai
** Training on Digital Transmission Fundamentals, Commtel Networks Pvt.Ltd
** Training on Characteristics of Optical Fibre & Optical Fibre Cables from Sterlite Optical Technologies Ltd.
WORK EXPERIENCE :
Since Jun’04 : Commtel Networks Pvt. Ltd., Mumbai
(A rapidly growing turnkey telecom infrastructure solutions provider catering to the Oil & Gas, Transportation and Power Sector)
The Growth Path :
** Since Jun’15 Senior Manager – Business Development & Sales
** Jun’11 – Jun’15 Regional Manager – Eastern Region (Kolkata)
** Jun’09 – Jun’11 Manager – Business Development & Sales
** Jun’07 – Jun’09 Assistant Manager – Marketing & Sales
** Jun’04 – Jun’07 Senior Executive – Marketing & Sales
Key Deliverables :
** Managing sales of backbone telecom solutions for Power Transmission, SCADA, Plant & Process Automation, Train Control Systems, Mining & Steel Utilities
** Looking after Value-Added Care Services, Product Sales, Turnkey Project Sales & Sales of converged solutions & Services of high-end Fibre-Optic & MWR digital equipment, CCTV, PA/GA Systems, Trunk Radios, EPABX
** Proposing various Value-Added Products - H/W & S/W upgrades, Maintenance & Care Service Contracts – AMCs, Emergency On-site & web support services, Spares Management & Erection Services to clients
** Coordinating with technical, projects & procurement teams at various levels of prospective clients to build rapport for building favorable techno-commercial specifications in Tenders & RFPs
** Sales co-ordination responsibilities – Arranging design approvals & despatch Clearances, Warehousing, Road Permits, C-Forms, Project Completion Certificates
** Leading the process of analyzing current market trends to modify sales strategies for increasing revenues
** Maintaining & enhancing QMS effectively
** Forecasting, administering & controlling of Budgets for the Regional Office at Kolkata
** Supervising multi-disciplinary team comprising of Engineers, Sales & Service Executives, Accounts & Support Staff
** Deciding & implementing short & long-term objectives for Revenue Generation, ROI, Employee Satisfaction, cost optimizing, strategy planning & implementation and periodic measurement of performance against the pre-set goals
Jun’03 – Jan’04 : Virtual Illusion Technologies, Mumbai as Sr.
Executive – Marketing
(Provider of Cable Internet control & Cyber-Security solutions)
Key Deliverables :
** Dealt with key clients likeAnchor Industries, Poddar Infotech, Seven-Star Cable, Broadllyne, BG Broadband, InCable, Hathway Cablenet & Datacom, various A & B class ISPs
Jun’97 – Jun’03 : Sterlite Optical Technologies Ltd. (Vedanta Group), Aurangabad
(India’s largest manufacturer of Optical & Optical Fiber Cables)
The Growth Path :
** Jun’01 – Jun’03 Senior Officer – Marketing
** Jun’00 – Jun’01 Senior Officer – Customer Support & QA
** Jun’99 – Jun’00 Officer – Customer Support & Quality Assurance
** Jun’98 – Jun’99 Officer – Quality Assurance
** Jun’97 – Jun’98 Graduate Trainee - Quality Assurance
Key Deliverables :
** Successfully managed the major clients like ITI, BSNL(previously DOT), MTNL, Indian Railways, EPCs, Telecommunication Consultants of India Ltd, TATA Projects, Gas Authority of India Ltd (GAIL), Engineers (I) Ltd, Indian Oil Corporation of India Ltd, Telcos (Bharti Telesonic, Reliance), Cable TV (Hathway Cable, WinCable, Seven Star Cable)
** Managed responsibilities related to Sales, Pre-Sales, Product Demonstrations, Customer Support for OFC
** Generated enquiries for upcoming projects & opportunities, acquired competitor information, submitted bids, attended meetings for bid openings, negotiations, pre-bid & post-bid clarifications & follow-ups
** Was responsible for all Sales Co-ordination activities like submission & release of EMD/BGs, arranging Inspection Certificates, Despatch Clearances, Road Permits, Octroi/C-Forms, Excise Invoices
** Responsible for Material Inspection & Reconciliation at Consignee Stores/On-Site, collecting Delivery acknowledgements, Material handing over, submission of tax invoices,
** Includes Project Closure, Satisfactory Project Completion Certificates, Follow-ups for payments against various mile-stones & repeat orders
** Supported Marketing & Sales Group for technical matters & pre-sales activities - inclusion of technical specifications (speccing), product demonstrations & clarification in technical matters
** Quality Control of In-process material, WIP & FG, Data-entry and Performance Analysis through ERP-SAP
** Liaised with external agencies like RDSO, TEC, DOT & third party inspection agencies for approvals & clearances like Vendor empanelment, Design, Prototype approvals & production approvals.
** Maintained & enhanced QMS effectively.
Hytech Engineers Pvt. Ltd., Thane as Planning & Coordination Engineer : Jun’96 – Jun’97
(Reputed manufacturer of Hydraulic Valves & Fittings for the Oil & Gas, Automobile & Plastic industries)
Key Deliverables :
** Played a key role in planning daily production, Quality Control, schedules for CNC Machines & jobs & material dispatch for the manufacturing of Hydraulic Valves & Fittings
** Successfully managed workers & production, prepared Shift schedules & allocated various jobs to workers, vendors & craftsmen for getting optimum production & quality finished goods
** Effectively coordinated with internal departments like production, QC, purchase & stores
** Coordinated with customers & external agencies for delivery & dispatch updates, NDT inspection & central excise department for daily excise booking
** Organized periodic analysis of production & despatch for acceptance & rejects, Customer Feedback & Marketing support activities for automotive customers
Started Career with AUTOMECH Engineers Pvt. Ltd., Thane as Sales Officer-Trainee : Jun’95 – Jun’96
(API-6D certified Manufacturer of Industrial Grade Hydraulic Valves)
Key Deliverables :
** Collected confirmed Purchase Orders & Sales Reports from Sales Offices for Sales of Valves & circulated information on Order Value, Design & Technical Specifications, Delivery & Payment, to all concerned
** Coordinated with Purchase Department & Vendors for timely delivery of principal components
** Played a key role in Quality Control (physical & SQC)
** Prepared Schedules for various processes & jobs, material dispatch of Hydraulic Valves & Fittings
** Effectively coordinated with internal departments like production, QC, purchase & stores, customers & external agencies for delivery & dispatch updates, daily excise booking
** Organized periodic analysis of production & dispatch for acceptance & rejects, Customer Feedback & Marketing support activities for customers
ITSKILLS :
** Well versedwith ERP-SAP Environment, MS-Office Tools and Webex
ACADEMIC DETAILS :
2015 B.S. (Engineering Technology) from BITS, WILP
2011 Post Graduate Diploma in Business Management from IMT-CDL
1995 B.Sc. (Physics, Electronic Instrumentation) from Mumbai University
PERSONAL VITAE :
Date of Birth : 11th February 1975
Present Address : 503, Jay Enclave, Sector-34 B, Kharghar, Navi Mumbai, Maharashtra
Languages Known : English, Hindi, Marathi and Bengali
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