SAKTHI VADIVEL SUNDARAM
Tendering & Sales Professional
Dubai
Summary
Seek challenging career in an organization with a performance-oriented environment for achievement of organization goals & personal advancement utilizing my rich experience therein contributing to the general well being of the community.
A result-oriented professional with over 15.0 years of experience in Sales, Tendering & Application Engineer of Pumps Equipment into Oil & gas, Power & Chemical Industries. Presently associated with Sulzer Pumps Middle East as Sales Manager for Oil & Gas Products with proven success in Customer Management, Key Account Management, Regular project follow-up & getting feedback of project status, Commercial Negotiation on various stages of project and Regular forecast update to management to finalize the monthly forecast numbers. Excellent knowledge on global standards like ISO5199, ANSI & API for Centrifugal Pumps, Mechanical seal & Systems, Lube Oil System & Machine Monitoring System. Knowledge on the processes, application areas and configuration of Oil & Gas Industries. Reviewing customers plant Layout & piping diagrams, tendering specification, process condition and providing technical solution from early stage onwards. Skilled in administering commercial discussion involving pre-contract and post-contract stages and co-ordination with internal / external departments. Goal-oriented manager with distinguished experience in [Type] industries and proven leadership abilities. Expert in increasing productivity and customer satisfaction while driving revenue and sales. Committed to streamlining procedures while optimizing employee talent.
Overview
18
18
years of professional experience
Work History
Regional Sales Manager - Middle East
ITT Bornemann
02.2022 - Current
- Developed and maintained positive relationships with clients in assigned sales territories.
- Organized regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
- Executed successful marketing campaigns to generate new business and expand customer base.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Cultivated strong partnerships with distributors and retailers to increase product visibility and drive sales volume.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Ensured customer satisfaction by addressing inquiries promptly, resolving issues, and providing exceptional service.
- Finalized sales contracts with high-value customers.
- Executed successful promotional events and trade shows.
Sales Manager for Oil & Gas Products
Sulzer Pumps Middle East
6 2015 - 01.2022
- Take the lead in sales of assigned countries with specific focus on increasing new pumps installation
- Planning, support and follow-up of sales activities in line with the sales strategy and defined processes
- Doing Sales & Business Development of Multiphase Pump (Heli-Coaxial design) requirements
- Identify new markets and business opportunities
- Agent Management with regular follow-up to make sure that they are working towards the given goals & objectives
- To meet the customers, consultants, EPC contractors and End users regularly and generate enquiries / business opportunities and support them as needed
- Study the technical specification and understand the requirements thoroughly and decide the bidding strategy
- Review the costing sheet and make sure that sell prices are inline with market level requirement and Profit margin in line with target level
- Submitting the techno-commercial offer to customers in line with their technical & commercial requirements
- Attending the techno-commercial discussion with Customers and finalize the technical requirements, scope and commercial terms like Payment Terms, Delivery, Terms & Condition etc
- Get the competitor information, target prices from customer / Report to manufacturer and get the best prices
- Effective negotiation with customer and receive the purchase order
- Review the contract thoroughly and make sure no discrepancy against agreement
- After order, working with project / operation team for smooth order hand over till completion of customer Kick Off Meeting
- Support the customers with budget estimations and technical solutions during FEED stage.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Resolved customer issues quickly to close deals and boost client satisfaction.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business.
Tendering Engineer for Oil & Gas Products
Sulzer Pumps Middle East
04.2011 - 05.2015
- Complete analysis of specification and proper selection of pump and accessories thereby providing best solution to the customer for rotating equipment
- (Pumps, turbines, electric motors, etc)
- Pursue cost control through optimization of equipment selection plus operational & maintenance philosophies, and life cycle extensions
- Complete understanding & analysis of commercial terms and condition & preparation of total price summary for the project
- Maintaining data banks of competitor information & generating data banks for accessories to make proposal preparation & faster
- Making Strategic decision in various phases of proposal preparation, replying to customer Technical Clarification, attending customer Technical & commercial clarification meeting
- Hands on experience in preparing total technical & commercial proposal in co ordination with client / EPC, in-plant and sub-suppliers
- Interface and Co-ordinate with various sales region on Multi-business area projects to increase local installed base
- Supporting & solving various technical issues with customer / consultant & offer those with the optimum pumping solutions based on the available resources
- Develop tools and process for internal handling of Tender / Order activity for smooth execution of sales & order processing
- Responsible for business development with key decision makers in target organizations by providing technical service in resolving their issues / concerns and ensuring quality delivery of projects to the clients
- Strive to receive feedback from regional / sales representatives on product and work with Product Management team on product enhancement.
- Improved team productivity by providing technical guidance and mentoring junior engineers.
- Established strong working relationships with clients through exceptional communication skills, fostering trust and collaboration.
Application Engineer for Oil & Gas, Power & Chemical Products
Flowserve Pumps India
06.2006 - 03.2011
- Complete analysis of specification and proper selection of pump and accessories thereby providing best solution to the customer for rotating equipment
- (Pumps, turbines, electric motors, etc)
- Pursue cost control through optimization of equipment selection plus operational & maintenance philosophies, and life cycle extensions
- Complete understanding & analysis of commercial terms and condition & preparation of total price summary for the project
- Maintaining data banks of competitor information & generating data banks for accessories to make proposal preparation & faster
- Making Strategic decision in various phases of proposal preparation, replying to customer Technical Clarification, attending customer Technical & commercial clarification meeting
- Hands on experience in preparing total technical & commercial proposal in co ordination with client / EPC, in-plant and sub-suppliers
- Interface and Co-ordinate with various sales region on Multi-business area projects to increase local installed base
- Supporting & solving various technical issues with customer / consultant & offer those with the optimum pumping solutions based on the available resources
- Develop tools and process for internal handling of Tender / Order activity for smooth execution of sales & order processing
- Responsible for business development with key decision makers in target organizations by providing technical service in resolving their issues / concerns and ensuring quality delivery of projects to the clients
- Strive to receive feedback from regional / sales representatives on product and work with Product Management team on product enhancement.
Education
Bachelor of Mechanical Engineering -
Sri Kirshna Engineering & Technology (Anna Univers
Coimbatore, India 04.2001 -
Skills
Generate and pursue leads and manage all aspects of the sales process for both new and existing customers
Identify all issues of assigned customers & key account customers to assure complete customer satisfaction through all stages of the sales process and to support project execution
Agent Management with regular follow-up to make sure that they are working towards the given goals & objectives
Develop sales / marketing strategies of assigned countries with General Manager Sales Review sales strategies, objectives and goals with respective agent for continued business development
Involved in commercial negotiation (Price & Terms / Condition) with customer and to make sure that profit margin in management approved level
Involved in project negotiation with sub-suppliers (such as Mechanical Seals, Motors, VFD & Lube oil System)
Managing tendering activity for complex & specialized equipment such as in Oil & Gas (Onshore, Offshore, Pipeline), HPI (Refinery, Petrochemical projects) and Power projects
Team leading and mentoring skills in sales & product management profiles Knowledge in carrying out Competitive Analysis, Market / Product forecasts, Sales and gross margin analysis and Market pricing strategy
Exposure to International market with several years of working experience in USA, Middle East & Asia-Pacific
New Account Development
Customer Base Development
Lead Generation
Negotiation and Persuasion
Market Share Growth
Business development and planning
Channel Partnerships
Customer Support
Expanding territories
Tenderingengineerresponsibilities
- Tendering Engineer (Sulzer Pumps Middle East) for Oil & Gas Products (New Business)
- Application Engineer (Flowserve Pumps India) for Oil & Gas, Power & Chemical Products (New Business)
- Complete analysis of specification and proper selection of pump and accessories thereby providing best solution to the customer for rotating equipment. (Pumps, turbines, electric motors, etc)
- Pursue cost control through optimization of equipment selection plus operational & maintenance philosophies, and life cycle extensions.
- Complete understanding & analysis of commercial terms and condition & preparation of total price summary for the project.
- Maintaining data banks of competitor information & generating data banks for accessories to make proposal preparation & faster
- Making Strategic decision in various phases of proposal preparation, replying to customer Technical Clarification, attending customer Technical & commercial clarification meeting
- Hands on experience in preparing total technical & commercial proposal in co ordination with client / EPC, in-plant and sub-suppliers
- Interface and Co-ordinate with various sales region on Multi-business area projects to increase local installed base
- Supporting & solving various technical issues with customer / consultant & offer those with the optimum pumping solutions based on the available resources.
- Develop tools and process for internal handling of Tender / Order activity for smooth execution of sales & order processing.
- Responsible for business development with key decision makers in target organizations by providing technical service in resolving their issues / concerns and ensuring quality delivery of projects to the clients
- Strive to receive feedback from regional / sales representatives on product and work with Product Management team on product enhancement
Carrierachievementstraining
- Completed Harvard Business Management Online Training for selected courses in 2021
- Undergone cross functional working in Oil & Gas, HPI & Power market in Flowserve USA
- Certified as “Multi-Stage Pump Repair Specialist” from Flowserve October 2008
- Certified as “Basic Gear Technology Courses” from Lufkin USA in December 2008
- Certified as “Pump & Seal Specialist Level 1” from Flowserve in August 2006
- Certified as “Pump & Seal Specialist Level 2” from Flowserve in March 2010
- Awarded “Spirit of Flowserve Award for commitment - year 2010” company’s most prestigious award for employees performing exceptionally well.
Overseasexperience
- UAE, Working / Residence Permit, April 2011 – Till Date
- USA, J1 Working Permit, March 2008 – February 2009
Academicqualification
Bachelor’s Degree in Mechanical Engineering at Sri Krishna College of Engineering & Technology (Anna University)
Station
Abu Dhabi
Linguisticproficiency
English and Tamil
Passport
India, 11/2028
Profileresponsibilities
- Sales Manager (Sulzer Pumps Middle East) for Oil & Gas Products (New Business)
- Take the lead in sales of assigned countries with specific focus on increasing new pumps installation
- Planning, support and follow-up of sales activities in line with the sales strategy and defined processes.
- Doing Sales & Business Development of Multiphase Pump (Heli-Coaxial design) requirements
- Identify new markets and business opportunities.
- Agent Management with regular follow-up to make sure that they are working towards the given goals & objectives
- To meet the customers, consultants, EPC contractors and End users regularly and generate enquiries / business opportunities and support them as needed
- Study the technical specification and understand the requirements thoroughly and decide the bidding strategy
- Review the costing sheet and make sure that sell prices are inline with market level requirement and Profit margin in line with target level. Submitting the techno-commercial offer to customers in line with their technical & commercial requirements
- Attending the techno-commercial discussion with Customers and finalize the technical requirements, scope and commercial terms like Payment Terms, Delivery, Terms & Condition etc.
- Get the competitor information, target prices from customer / Report to manufacturer and get the best prices
- Effective negotiation with customer and receive the purchase order. Review the contract thoroughly and make sure no discrepancy against agreement
- After order, working with project / operation team for smooth order hand over till completion of customer Kick Off Meeting
- Support the customers with budget estimations and technical solutions during FEED stage
- Analyzing & submitting the report to management on market potential for new product development
- Maintaining data banks of competitor information & generating data banks for accessories to make proposal preparation & faster
Personal Information
- Date of Birth: 06/09/1985
- Nationality: Indian
- Marital Status: Single
Disclaimer
I here by declare that the above given information are true to my knowledge.
Timeline
Regional Sales Manager - Middle East
ITT Bornemann
02.2022 - Current
Tendering Engineer for Oil & Gas Products
Sulzer Pumps Middle East
04.2011 - 05.2015
Application Engineer for Oil & Gas, Power & Chemical Products
Flowserve Pumps India
06.2006 - 03.2011
Bachelor of Mechanical Engineering -
Sri Kirshna Engineering & Technology (Anna Univers
04.2001 -
Sales Manager for Oil & Gas Products
Sulzer Pumps Middle East
6 2015 - 01.2022
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