VIJAYAKUMAR P.N.
Morgan Advanced Materials Industries Limited
Sharjah,UAE
Work preference
Desired job title
Sales Manager
Minimum Desired Compensation
د.إ45000/yr
19
Years of experience
5
years of post-secondary education
1
Certification
5
Languages
Technical Sales Engineer with with 18 years of specialist experience in high-temperature refractory industries across the GCC. Proficient in sales negotiation and relationship building, with proven ability to blend technical depth in Refractories with a structured commercial approach, driving market expansion, and sustainable revenue growth across 40+ customer accounts.
Work history
Technical sales engineer
9 Years 8 Months- Emphasised unique selling points during pitches to set apart from competition.
- Leveraged excellent negotiation skills for successful contract closures.
- Delivered technical presentations that established trust and confidence with clients.
- Conveyed complex technical information in layman's terms, aiding customer understanding.
- Coordinated product demonstrations that significantly engaged prospective clients.
- Developed strong customer relationships to encourage repeat business.
- Provided post-sales support ensuring customer satisfaction and loyalty.
- Led technical and commercial estimates using BOM take-off and costing for 15+ projects.
- Supervised estimation for clients including Oman Aluminium, Tasnee, Al-Ghurair, Borouge.
- Managed site in-charge duties for EU-01 and EU-02 ethylene furnace modifications.
- Managed Salalah methanol reformer project, ensuring successful FG duct relining.
- Served as application engineer and site in-charge for relining projects.
- Managed new-lining and relining in Turkey for annealing and incinerator furnaces.
- Executed replacement of peep doors and refurbishment of burner wind box linings on-site.
- Coordinated manpower, materials, and QA/QC with Al-Ghurair, Garmco Bahrain, and Gulf Extrusion.
- Prepared furnace reformer and thermal oxidiser refractory quantities across GCC and Turkey.
- Reviewed radiant walls, roof, shadow box, bull nose, and column refractory works.
- Completed 6 furnace modifications, including 29,000 insulating bricks and 1,500 modules.
- Coordinated 350 sqm insulating board installation for furnace modification scope.
- Drafted detailed sales reports for senior management review and strategic planning.
- Collaborated closely with engineering team for bespoke product development.
- Fostered positive relationships with suppliers and distributors alike, improving supply chain reliability.
- Updated CRM system regularly, ensuring accurate client records at all times.
Estimation & Project Management
2 Years- Worked as Assistant Project Manager on the Petronas RAPID Project 2 RFCCU Unit (Malaysia), covering 1,500 MT of gunning, 750 MT of vibro-casting and 150 MT of hand packing.
- Managed technical and commercial offers for 29 project enquiries from customers and refractory vendors across South East Asia and Middle East, including Petronas RAPID (RFCCU), BSR Dung Quat Refinery (Vietnam), SCF Fertiliser (Iraq), Nghi Son Refinery and Lotte Chemical Titan.
- Led primary reformer relining supervision for the SCF Fertiliser Upgradation Project (Basrah, Iraq) under Haldor Topsoe licensing — approx. 100,000 IFB, 400 sqm blanket/module and 160 MT castable lining.
- Oversaw turnaround inspection and refractory works at Hyundai Oil Bank (Korea), Shell Refinery Port Dickson (Malaysia) and BSR Dung Quat Refinery (Vietnam), covering FCCU, fired heaters and SRU units.
Project & QA/QC Engineer
2 Years- Executed quality assurance processes for 54 pieces of equipment and 5,650 MT of refractory lining on JGC-Tecnimont/Kharafi/GASCO Habshan-5, contributing to project safety and operational reliability.
- Delivered QA/QC for refractory lining on EMAL Phase 2 Al-Taweelah aluminium melting furnaces (1,000+ MT castable lining) for the EMAL/SLI/SOLIOS/Calderys consortium.
- Led refractory lining for 5 horizontal stack modules on John Zink/WP/Gouda/SAMREF project, Jebel Ali, ensuring quality and compliance with project specifications.
- Managed refractory repairs for 34 pieces of equipment during Descon/Takreer hydrocracker & hydroskimmer turnaround, coordinating site activities to minimise downtime.
Refractory / Site Engineer
2 Years- Engineered new reformer and WHB boiler linings for MRPL (1,000+ sqm fibre, module and insulating brick lining), overseeing a workforce of 100+ to ensure timely and quality execution.
- Led site operations for OMPL's six convection module castable linings (1,000+ MT), coordinating planning, procurement, manpower, and daily communications with clients, TPI, and main contractors to achieve project milestones.
- Improved efficiency with regular site inspections and maintenance.
- Streamlined workflow processes enhancing operational efficiency on the construction sites.
- Achieved strict compliance with building regulations through careful supervision of all work on site.
Application / Quality Engineer
1 Year- Executed refractory repair and relining for steel melt shop ladles, tundish, converter, and walking hearth furnaces at JSW Steels, ensuring optimal performance and safety standards.
- Conducted quality control for refractory product manufacturing, testing castables and acid/basic/neutral bricks to ISO 9000 standards, ensuring compliance with specifications for bulk density, cold crushing strength, apparent porosity, PLC, PCE, RUL, thermal conductivity, and abrasion resistance.
- Ensured compliance with industry standards using stringent auditing techniques.
- Monitored production metrics, ensuring optimal performance.
- Facilitated periodic audits, maintaining compliance with ISO requirements.
Refractory Application Engineer
1 Year- Executed refractory application for sponge iron plant rotary kilns, cyclones, ducts, and cooler sections, completing 265 MT LC/dense castable project in two months, enhancing operational readiness.
- Performed routine maintenance checks, enforcing optimal operational conditions.
- Monitored system performance regularly to prevent potential faults.
- Collaborated on software design projects for optimised results.
Skills
Refractory lining technologies
BOM development
Bid preparation
Vendor and contractor price negotiation
Project supervision
Sales forecast accuracy
Pricing development
Profit margin optimization
Post-Sales support delivery
Product knowledge
Understanding of engineering principles
Knowledge of manufacturing processes
GCC market exposure
Technical: MS Office Suite
AutoCAD
CRM
CRM systems usage
Time management proficiency
Education
Bachelor’s degree in Ceramic Technology. - Ceramic Technology
Diploma - Ceramic Technology (D.Cer.Tech)
S.S.L.C.
Certification
API 936 Certified Refractory Inspector — Certification No. 49564 (July 2013)
SKILLS & LANGUAGES
English
Fluent
Tamil
Native
Hindi
Fluent
Malayalam
Intermediate
Telugu
Intermediate
EDUCATION & CERTIFICATION
- S.S.L.C. State Board — Government Higher Secondary School, India
- API 936 Certified Refractory Inspector — Certification No. 49564 (July 2013)
Accomplishments
Consistantly achieved sales target every year.
Timeline
Indian Institute of Ceramics,
Bachelor’s degree in Ceramic Technology. from Ceramic Technology
2021.08 - 2026.10Read More
Technical sales engineer
Morgan Advanced Materials Industries Limited
01.2017 - CurrentRead More
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Adhvaaya Engineering
2014.01 - 2016.01Read More
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Cape East Abu Dhabi
2012.01 - 2014.01Read More
Refractory / Site Engineer
Ciria India Ltd
2010.01 - 2012.01Read More
Application / Quality Engineer
OCL Pvt Ltd
2009.01 - 2010.01Read More
Refractory Application Engineer
Sharadha Ceramics Pvt Ltd
2008.01 - 2009.01Read More
Government Institute of Ceramic Technology
Diploma from Ceramic Technology (D.Cer.Tech)
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Government Higher Secondary School
S.S.L.C.
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