Expert Details
Evolving Market Dynamics and Formulating Strategy; Business Objectives: Technology/ Integration (APPS, CRM, Bots, AI & IOT Use)
ID: 738470
India
Eighteen years of professional experience. Operated in value-adding functional roles for International & Indian projects. Collaborated with organizations from Japan, European cluster, USA, India, Australia, S. Korea, China, and Israel for B2G, B2B & B2C landscape.
Have worked & stayed across Asia Pacific countries (while doing work assignments in Singapore, Malaysia, Hong Kong, Vietnam, Taiwan, Philippines, and Thailand). For India, actively steered and assisted business needs for West, North, South, Central, and East zone markets.
Worked on the following representative business dimensions during work engagements:
EXTERNAL PERSPECTIVE:
Industry affiliates, Clients, Government officials, Regulatory bodies, Investment forums, Suppliers.
INTERNAL PERSPECTIVE:
Technology, Organization based Business operations & SCM, Risk Management, IT Legal, Commercial.
Special Assignments:
Analytically working on the evolving market dynamics and formulating right strategy to accomplish business objectives for following themes:
- Technology integration: For APPS, CRM, Bots, AI & IOT use cases regarding Traxi, business exchange projects.
- Business planning &structuring of processes: Budgeting Billing, Collections, Working Capital Management, Data Analysis.
- Digitization project: Structured scale Up of AI & IOT Use cases for Cloud linked Asset management.
- Industry innovation projects: Carbon credits exchange, PIDS projects.
- Financial structuring & monetization: Smart Contracts, Strategic Alliances, Scale-up of new products & services.
- Leadership: Team Building & performance improvement Operational & functional mentoring for Key accounts & clients.
EXECUTIVE PROFILE: While working with the organizations & associated domestic and international assignments, Expert's professional role envisages towards technological inclusions, building scalable use cases, strategy formulation & execution of the specific market segment-linked innovations. Executed for strategy development & execution projects (CFTs Innovations, Marketing & BD, SCM processes, pricing, ROI, costing indigenization, budgeting, Business generation avenues (ecosystem relationships, Concept Selling, analysis Corporate & investor Communications) detailed below:
Corporate Strategy (Market Intelligence & Analytics), Marketing Automation for demand Generation, Channel expansion & SCM effectiveness, Salesforce capability, commercial scale-up, customer experience & loyalty. Strategic Business Development of (B2B & B2C), Channel, MIS Intelligence, Institutional Sales, Pricing Analytics for winning of government & private projects, Building & strengthening relations with Partners and clients. Enterprise transformations, Investor Relations, nurturing disruption linked UCs (IoT, AI), PMO scale-up, Creative Positioning Disruption led Business models, Family office backed Startups, Incubation projects, and new & exchanged products.
Summary of Business Key Segments Worked:
Infrastructure, Mining, Power, Railways, Others: NTPC, RITES, NHSRCL ( National High-Speed Rail Corporation Limited) under the rail corridor of Ministry of Railways, IRCON, Coal India, Orissa Mining Corporation, Ports & Shipyards: IPA (Ports Association), IWAI, Cochin Port, Mauritius, Karwar port, NHPC hydro projects (J&K, HP, MP). Airports: Airport Authority of India, ICAO, RITES, Civil Aviation, Airport Equipment (Ambu Lifts, PIDs Surveillance Systems.
- Exposure to business products & solutions covering heavy machinery like compactors, backhoe loaders, self-loading cement mixers (SLCM), concrete batching units, excavators, key material handling solutions linked spared like Compressed Air Brake systems, like Distributor Valves etc. (on global EPC & LSTK basis).
Wastewater treatment & water processing projects for urban & Industrial belts under EPCs for city municipalities; Water sanitation projects of Urban Development Authorities, Infrastructure companies; Agricultural water irrigation dams, infra:
- For markets based excavator projects under different Tonnages (Mini/Compact/Crawler / Wheeled Excavators), assisted the team with industry projects for evaluating Caterpillar, John Deere, Komatsu, Bob Cat, Case, Volvo, Dolan, Hyundai, Takeuchi, etc., global OEMs & their respective CE market linked variant/model placement;
- Streamlined servicing yardsticks for critical works related to precision manufactured components for clients (Slew Bearings, associated sub assembles & credible OEMs for excavators as per EPC bidder's need for the LSTK projects in global project clusters).
Collaborated with SCM stakeholders Engine, Hydraulic systems, components, linked third-party sourcing & third party maintenance & servicing contracts
- Assisted on CFT projects for various geographies related to strategic technical elements (Engines, Hydraulic systems & accessories, Slew Bearings, Special exotic components, etc.). Streamlined the Supplier's SCM Scorecards via mapped parameters like Logistics, Cost-effectiveness, markets access for service & End product-linked performance reliability yardsticks.
- For niche excavator projects under different Tonnage segments (Mini/Compact/Crawler / Wheeled Excavators), collaborated with the team for industry projects for evaluating global OEMs & their respective CE market linked variant/model placement & special customizations ( Flex engine variants, Hydraulics, alternate fuel, IOT projects)
Upstream: ONGC, Cairn, OIL India; Thai Oil, Petron Philippines, Indian Oil Refineries & Pipings, OIL India, Gas Authority (GAIL), Petronet LNG, PDIL, Adani, Reliance.
Downstream clients for Green Initiatives & alternate fuels: IOCL, Shell, BP, Larsen & Toubro (Hydrogen: Brown, Grey, Blue, Green H2 linked alternate fuel trials, biofuels (ethanol, methanol, other green fuel mix avenues, Chemicals, Additives).
- Fleet management of assets via cloud technology & associated equipment dashboarding for CE projects;
- For the technological integration of components related to the BIW product modules, collaborated with SOMs, COMs, and IoT OEMs Worked on extensive projects related to the Infrastructure equipment and MHE machinery & different equipment profiles, ecosystem synergies with OEMs & integrated IOT platforms for LP & HP pumps, commissioning of projects linked tankages, gasifiers, heat exchangers, absorption, filtration units, exotic pipes and fittings, flow meters, valves, diffusers, pumps, loading arms, chemicals (coagulants, zeolites, resins, catalysts), sequential filtration systems, skimmers, along with other innovative equipment, as per process & operational projects.
- Executed for determining raw material ( steel, energy, customized modules) pricing & exotic material-linked product innovation needs for EVs.
EPC & PMC: Fluor Daniel, Petrofac, Bechtel, CTCI, Technip, Jacobs, Tata Projects, Toyo, Lotte Korea, Larsen &Toubro. Licensors: Mc Dermott Lummus, UOP Honeywell, Engineers India Ltd, KBR, Novolen, Invista, BP, etc., for niche packages. Renewable (Solar, Hydro): NHPC, SJVN, SECI, NTPC (Renewable energy, Electric Vehicles linked RFQs, projects).
Collaborated for works under the central, state governments / private conglomerates /JV projects for key institutions of Uttar Pradesh, North East, Madhya Pradesh, Chattisgarh, Maharashtra, Punjab, Haryana, Rajasthan, Orissa for recent projects & previously for Tamil Nadu Andhra Pradesh, Bihar Gujarat, Karnataka along with the industrial units for new technologies like Net zero Carbon commitments & effective carbon credits & certifications.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2007 | Degree: MBA | Subject: Marketing, Operations | Institution: MBA (Marketing, Operations) AIM Manila, Philippines & NUS Singapore |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2013 to Present | Employer: Undisclosed | Title: Projects Head, Chief Manager (Pan India, International projects) | Department: Project Management for Strategic initiatives |
Responsibilities:Group operates in multiple product & service lines (heavy machinery & equipment (construction, railway parts, agricultural technology, material handling equipment,) across global markets. For diverse applications, Escorts Kubota had full product range of Manual, Automated products & solutions- Business Startups & Scale Up: Spear headed Incubation & accelerator cell linked TRAXI Aggregator APP & IOT platform: o Partnered with IBM Watson AI, Tremble, Amazon, Motherson Mi X labs, other ecosystem players for scale up; o Leveraged on IBM Tech tools (digital devices & Dev kits) + Airtel’s telecom linked automation RPA tools for wider business case applications, selling activations for TRAXI APP, customer hiring centers, digitized crop solutions. o Assisted cross functional team for mobility projects & associated AR / VR linked enhancements for innovative products: Augmented reality (AR) linked product reality experiences along with Virtual reality (VR linked immersion experiences). o Collaborated towards Autonomous Vehicles & devices project via BCI (Brain computer interface) systems. - Executed on channel restructuring: 12 % increase in exchange market share vs. LY. Led CFT (Marketing, MIS, Operations): o Product Mix: Analyzed customer needs, market patterns, buying trends, executed loyalty campaigns for key regions. For the following products, rollout of machinery & construction equipment SBU for pilot locations was executed with team - CRANES: Carry Cranes, Slew Cranes, Crawler Cranes, Articulated Boom Cranes, Tower Cranes, Hydraulic Mobile Cranes, Construction Cranes, Truck Cranes, All Terrain Cranes, Tele Handlers, Aerial Work Platforms; - MHE: Forklift Trucks, Front End Loaders, Backhoe Loader, Compaction Equipment, Earthmoving Equipment, Constructions equipment like Tandem Vibratory Roller, Vibratory Soil Compactors, Escorts Doosan Excavators; - Project equipment: Executed segment level projects for national highway EPC & LSTK contractors for key product types under Pick & Carry Cranes (TRX, F20, TRX 1250), Backhoe Loaders (Jungli 4x4, Loadmax). - Collaborated for business growth by 16% across key product lines in allocated regions for McKinsey Escorts consulting project: o Enhanced timely collections (by reducing O/S cycle from 102 days to 79 days). Customized SCM offering for Automotive and Railway parts & components SBU for Government, institutional channel based product needs - Worked with group level BHs for SBU line wise projects and supported for AI & IOT linked use cases development and scale up for Infrastructure, Construction, Agricultural Machinery linked key projects for regional markets. Built strategic relationships for key growth opportunities, related to 1.5 X / 2 X / 3 X projects scale across key regions for emobility linked Infra, Agri tech, new energy: - Strategic thrust for Infrastructure segment robots, drones & automation tools related to the construction sites & Infrastructure work sites, fleet management, snow cutters & ploughs based load carriers & transport trolleys, related scale up works for national & state road infra base, strategic Airports, Metro terminals, Ports & shipyards via cloud network. - Alternate fuel based equipment wise performance (Biofuels: methanol, Ethanol, Green Hydrogen powered fuel combinations). Worked on bulk tenders & RFQs, PMCs, project stakeholders related to strategic parts. - Precision Farming linked & Crop Solutions mechanization equipment & Electric Tractors. Pilots related to autonomous driverless tractors for agricultural crop profiles & schematics ( Farming of specialty crops : Almonds, citric fruits, cashews; Cereal crops: Rice, Wheat, Corn ; Cash crops: Coffee, Pine Apple, Mango) across US, Europe, Asian, Latin America cluster. - Executed on automated solutions robots & drone linked scale up projects encompassing Tilling, Cultivating, Fertilization, Crop Protection spraying, Irrigation ( Micro / Smart irrigation), Weed control, Harvesting specific productivity enhancement aspects. o Engagements with OEMs, as per the use cases developed for pilots linked scale up needs for Tractors & Agri equipment linked application implements: Combine Harvesters & Threshers Power tillers, Electrical mowers & power weeders, Power sprayers, Reapers, Crop specialized mechanization tools such as rice transplanters, multi crop planters, other value chain equipment & associated ecosystem channel; - Executed transformations in channel sales, exchange, portfolio & pricing for as per Accenture Escorts consulting projects: o Business intelligence, digital marketing campaigns, e-learning modules, SAP Manufacturing & BI linked dash boards; o Led top performing business vertical & surpassed volumes (Up 32%) & margin (Up 26%) by operationalizing new models; o Developed pitches for business conversion, PMO linked strategic engagements, Smart Manufacturing, insights for PMCs. - Business Excellence & projects acceleration: Exposure in urban & rural channel (active EK 1100+ Dealers, ETC wide network): o Recognized for generating 3 business cases, as per Industry 4.0 scale up & IOT pilots for India, emerging global markets. - Presented board reports & strategic communication to MANCOM: Focused on macro level business pipeline, channel partnerships; o Market insights (competitor activities, service & product offerings, business analysis, use cases, forecast vs. actual); o Worked on AOP execution, management reviews, investor forums, CRM insights, digital campaigns). - E2E business delivery {stakeholder management of new & existing customers, suppliers, commercial, Order to cash}: o Focused on successfully tapping new business volumes (Up 24%). Enriched clients base for boosted margins (Up 17%); o Government affairs, market size estimates Winning new contracts, building & sustaining effective stakeholder connects; o NBFC Tie Ups & joint branding projects with Magma Finance, L&T Finance, Shriram Transport Finance across regions. |
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| Years | Employer | Title | Department |
| Years: 2012 to 2013 | Employer: Castrol British Petroleum (2nd stint: Post MBA) | Title: Zonal Business Manager | Department: |
Responsibilities:BP is engaged in energy business across globe: O&G, Low carbon alternative fuels, Renewables (wind, solar power), Oil trading.Works done: B2B & B2C network, strategic marketing, Mentored KAMs, Executed hunting & farming opportunities for HIPO customers. Role: Strategic marketing & sales, Business Development (Direct Sales, Indirect Channel) for key global & HIPO customers, grow channel partnerships. Re-organized team for focusing on new opportunities, E2E retention management of existing accounts, client relationships (Order to Cash encompassing Procurement, SCM, stakeholder management with suppliers, New & conventional distributors, C&F agents): o Secured business increase 27 % over budget versus LY by seizing “CMS” opportunities for HIPO customers; o Zonal level business integration of JD Edwards & Oracle, Implemented customer value additions as per BI & Analysis; o Involved in the effective dash boarding, measurement of Input / Transformation / Output for Business Health Metrics. Delivered profit margins 21% over budget on YoY basis via new product up-gradations, process optimizations, price increase: o Active member of the Ideation team for the development of customized CRM Toolkit & EMS systems. o Enhanced the market share in key OEMs (adding new plants, institutional tie-ups, “Tech Check” resolution services); o Developed case studies highlighting (client engagement, cost benefit analysis, FAB) for High Performing HPL products. Executed on the BD & sales opportunities & E2E conversions, RFI / RFP responses, Bid defense for the public / private clients: o Built & boosted customer trust & relationships, for enabling new opportunities & delivering on the optimized processes; o Analyzed End-to-End business processes for creating superior systems. Go to market & sales force management; o Organized networking conferences, corporate events, dealers meets. Developed collaterals for PR, Industry events. o Executed advertising campaigns, ATL, TTL, BTL activities for pilot regions. - Worked with Government agencies & officials, PSUs customers, Industry Liasoning bodies: - Infra, Ports & Shipyard projects: RITES, IRCON, NHAI linked Infra projects, Power Grid, Ports Association IWAI, Navy; - Cement & mining clients: Dalmia Cement, Heidelberg, Sainik Mining, ACC Ambuja cements; - Nodal & regulatory bodies (Central & State Govts): Infra, Roads, Railways, Ports & Shipyard, Mining &Power linked projects. |
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| Years | Employer | Title | Department |
| Years: 2008 to 2012 | Employer: Ferriers FTI | Title: Associate Director, Regional Manager | Department: Asia Pacific Markets |
Responsibilities:The consultancy business operates globally across key locationsWorks done: Strategic engagements for customers encompassing multiple sectors, Executed for DD, Mergers & Acquisitions, Business Restructuring for projects, Transaction advisory linked Business Intelligence, SCM effectiveness as per business integration) Role: Business consultancy & advisory. Cross functional projects Executed on the developed strategies (monetizing, fund generation, turn around). o Hands on PMO experience with consulting client’s top leadership (CXOs). Recognized for structuring 2 joint ventures (JVs): o Led deal structuring with PwC for “Covanta USA” & “Maxon Korea”. Handled valuation, funding linked Govt regulations; o Investor relations: Communicated portfolio’s financial, operational performance, business outlook to AMCs & investors; o Collaborated with customers, internal team, external principals, for developing proposals (RFIs & RFPs). Gained multi-dimensional exposure (CFT projects for the following MNCs, Conglomerates, PSUs, PMC clients): o Downstream : IOCL refineries (Panipat, Mathura, Gujarat), CPCL Chennai, BPCL & Petro Chemicals: PDIL; o EPCs / PMCs/ LSTK / PPPs / BOTs: Fluor Daniel, Petrofac, Afcons, Bechtel, CTCI, Technip, Worley Jacobs, Tata, Toyo; - Analysed & mapped Market trends. Presented MBRs / QBRs & developed analytical Dashboards for Investors: o Market size estimates, market research (growth rates, emerging segments, competitors): Mancom, MBRs & QBR reviews; o Contributed to ideation initiatives, executed T10 ideas & best practices. Aligned processes for operational implementation; o Improved GTM road map for Strategic Sales, logistics processes, streamlined TATs, ERP implementation & modules rollout across channel, evaluated solutions wrt costs, time, quality. Transformation in sales processes via digital initiatives. |
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| Years | Employer | Title | Department |
| Years: 2007 to 2008 | Employer: Dell Computers | Title: Process Lead | Department: Regional role (Asia Pacific) |
Responsibilities:Provides computer & IT products: laptops, tablets, workstations, servers, gateways, software, storage solutionsWorks done: SCM & partner management, Ran campaigns for IT BPO (Acquisitions, existing customers) Segmentation, customer CVP. Role: Executed or business growth via (new acquisitions, existing customers), run campaigns for targeted segments. - New Customers: Worked with 3 BPO partners & focused on new customer acquisitions during 2 quarters: o Consistently surpassed 100 % SLA adherence for the professional 24X7 customer service program “Dell Connect”; o Executed the compliance & cyber security ERP processes, safety of customer records, drove product campaigns. - Business Efficiency initiatives for boosting Sales & customer service linked Technology project implementation: o Exceeded the season’s sales budget by 19% via robust conversion focus for the generated leads (hot, warm, cold); o Executed best practices for quick conversions, pricing & promotions for hardware & software product sales. o Drove and delivered growth through value additions in B2B & B2C settings by strategic business transformations. - PMO Process Transformations: Detail oriented technical writing skills, reviewing software documents, SOWs, user guides, manuals, release notes. Analyzed & streamlined hygiene metrics (Enhancement release notes, defect notes, help files). |
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| Years | Employer | Title | Department |
| Years: 2005 to 2007 | Employer: Castrol (1st sting: Pre MBA) | Title: KAM, SCE, CE | Department: India South and North Zone |
Responsibilities:Global brand in lubricants, involved in providing products and solutions across industries.Works done: Sales & operational execution for Downstream Petrochemical products (Lubricants, Performance additives) Role: Key Accounts Management, Distributor & Dealer Management, Logistics, OE supply chain Customer Services, Application sales o Youngest KAM (key account manager) & Product Trial Champion in BP Castrol India team (2003 to 2005): o Partnered with channel partners for maximizing top line and button line growth via marketing, sales, SCM initiatives; o Improved customer engagement ( better customer services and products linked cross functional business improvements); o Product Trial Champion for South zone (1st & HSSE champion for North zone’s safety & compliance team. o OEMs projects for 4, 2 Wheelers: Mahindra, Bajaj, TVS, Hero Moto Corp, Honda, Caterpillar, Mercedes Benz, Suzuki + AOEMs o Components: Sona Koyo, Sundram (OEMs engaged in Auto components & fasteners) o Machinery, Infra Equipment: SKF, FAG Bearings, Musashi, Schaeffler, Knorr Bremse, Brembo, Goetze + emerging setups o HRC / CRC Pipings & Steel manufacturing: Jindal, Bhushan, Maha Seam + other value chain service providers |
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| Years | Employer | Title | Department |
| Years: 2002 to 2003 | Employer: Halliburton | Title: Field Engineer | Department: India, East, West Zone |
Responsibilities:USA listed company is one of the world's largest oil field services & technology solutions provider.Works done: Oil field work experience in exploration linked service delivery jobs, SCM for imported Upstream Oil & Gas equipments, Role: Field Operations, Logging, Plugging, Perforation jobs for client well sites. Compliance towards safety, environment, health, quality. Operational execution for upstream drilling & exploration companies (Business metrics, regulatory licenses): o Prepared & implemented audit checklist for confirming statutory compliances on explosives handling at oil well sites. |
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Career Accomplishments
| Licenses / Certifications |
|---|
| ASHRAE Certification |
| Awards / Recognition |
|---|
| - E2E business delivery: Awarded BP Castrol Aspac’s OSCAR for “Best in class KAM” for customer value additions - Partnered with BPOs for IT needs: Awarded by Dell’s country head. Identified as high potential executive - Restructuring & M&A projects: Conferred “ Growth & Restructuring Specialist Award” by Ferrier’s Aspac partner - BD (Acquisitions) & KAM (Up & cross selling): Honoured as “Top Zonal BDM” by BP Castrol’s Director for “HIPO”clients - New business models linked pilots & scale up: Awarded for “SAP linked Business Exchange”, meet of Escorts - Led incubation of disruption led business platform: Recognized by MD as “Best Business Lead” amongst 24 competing projects - Incubation of Start Ups and Scaling: Best Scaled Up Business Idea for "Traxi” by Escorts MD - Actively scaled the new use cases: Recognized for growing the business platform by leadership team - Awarded Dean’s list certification (Rank 6). Selected for NUS Singapore student exchange program - Granted scholarship on academic & extra-curricular excellence, for entire 2 years duration - Industry projects with BP Castrol Philippines, Manila Times, Trans Asia, PS Bank, Aboitiz, Ayala Corporation - Pursued advance modules of Strategy, Finance (FM1, FM2, FM3), IT, Marketing, SCM, OD, Entrepreneurship, Operations, GM |
Additional Experience
| Training / Seminars |
|---|
| Full time scholarship funded MBA at AIM Manila, Philippines & student exchange program at NUS Singapore. BE (Mechanical) - DTU, Delhi University (DCE “Delhi College of Engineering”). Ranked 285 amongst 110,000 test takers. |
| Other Relevant Experience |
|---|
| Key Competencies: Strategic planning, Problem solving, Operational execution International expertise, Contracts Project finance, Financial analysis, Due diligence Following work dimensions, implementation abilities, continuous learning, and GTM collaboration have been hallmark of career: o E2E Business Processes: Have done Evaluation, Analysis, Due diligence, execution of structuring opportunities. While checking for JV, M&A synergies, worked & prepared investor presentations, earnings broad cast. Have effectively coordinated with key SMEs (IB, Tax, Legal, Technology, IT, Marketing, BD, OPS, SCM, F&A team) for building the brand & maximizing the scale. o Multiple sector oriented Projects Exposure: New Economy (AI, IOT, IT project integrations through MNCs & global Start ups) + associated projects delivery done for key stakeholders (Partners, clients) under B2G, B2B ambit. o Disruption & Growth: Scaling up of business models (Ideating / Conceptualizing / Positioning / GTM) as per market dynamics. o Cross-functional Industry projects & Geographical Exposure: Hands on works done for the management of Investor relations, other strategic projects like generation of new business models & associated scale up as per the organization needs. o Systems & Process Thrust: Keen planner with skills in effecting process improvement initiatives, scale based focus, SOPs (Business, Operations, Finance, SCM etc.). Cascading Best Practices (Consumer Engagement, Business Cases & Scenarios). o Business Skills: Ability to build relationships and credibility with leadership & departmental team. Effective utilization of analytics, verbal & written communication, competitors benchmarking & industry analysis (MIS / dashboards / strategic problem solving o Strategic Marketing & Project Management: Brand Activation, Demand Generation linked BD (Up sell & Cross sell), catering to needs for identified customer segments): Worked on differentiated strategies & value preposition for tapping market opportunities & gaps. Steered Marketing & BD team for demand generation initiatives via ATL, TTL, BTL o Investor Communications: Have worked in people management & individual role capacities. Honed skills, while delivering & developing Investor Write Ups, Industry Reviews, Annual Reports, Management reports. o Successful Business Delivery for the developed strategies: Proven track record of creating new business from scratch enabling top line growth, Proficiency in AOP, P&L (Top-Line & Bottom-Line), Business Innovations, Product & service metrics. |