VINOD DHARMAN
Abu Dhabi,UAE
Summary
An accomplished MV & Segment Leader with a proven track record in strategically positioning product lines within the Utilities, Industrial, and other market segments. Leveraging 15+ years of experience in sales, R&D, program management, marketing, and business development within the Middle East market, aiming to drive Eaton/Ulusoy's presence and success in the KSA, Qatar, Kuwait, Oman & UAE countries. Seeking to apply expert knowledge of the Utilities market and industry to develop and sustain valuable relationships, while delivering segment value proposition messages and effectively managing large turnkey projects.
Overview
23
23
years of professional experience
8
8
years of post-secondary education
Work History
Senior Team Leader Field Services
Schneider Electric Field Services
, UAE
2020.01 - Current
- Lead the team of field services for power systems business
- Maximize services revenue by effective customer management
- Develop new partners to boost sales and business in the region
- Responsible for sales figure of the UAE & Oman region
- Fostered positive employee relationships through communication, training and coaching.
- Produced weekly, daily and monthly activity reports and forecasts.
- Designed and implemented training to further develop staff based on business goals.
- Represented organisations at seminars, conferences and business events.
MV & Segment Leader
Schneider Electric
, Gulf
2019.01 - 2020.01
- Enhanced sales figures for medium voltage business solutions in the Gulf countries
- Collaborated with various channels and stakeholders to drive business growth
- Motivate the sales team to boost the sales figures for business growth in gulf countries
- Working Closely with Contractor Channel, Specifier Channel, End User/Segment BDM, Distributor Led Projects, and key stakeholder in the Panel builder / OEM Channel
- Deploy Partner Channel to package MV & LV Switchgear for Project Business.
- Applied critical thinking to analyses problems, evaluate solutions and select best decisions.
MV Product Application Manager
Schneider Electric Gulf & Pakistan / Gulf
2017.01 - 2018.01
- Maximize sales of medium voltage equipment by providing technical support to the global sales channel
- Lead MV prescription activities for all stakeholders
- Devise road map and pricing structure for different market segments
- Support Contractor Channel, Specifier Channel, End User, Distributor Led Projects, and key stakeholder in the MV Panel builder / OEM Channel
- Launch E2E Business Flow for Power System Business for simplify business model.
MV Specialist Sales Support Manager
Schneider Electric
, Gulf
2015.01 - 2017.01
- Supported the country sales team in lead generation and product selection
- Collaborated with the marketing and prescription team to identify new market opportunities
- Successfully conducted workshops for consultants and end users.
- Devised roadmaps and pricing structures for different market segments
Key Account Manager-Contractors Utility
Schneider Electric Industries S.A.
, Gulf
2013.01 - 2015.01
- Developed strategies to promote company's revenue by ensuring that the customers are satisfied with the services provided
- Facilitated team activities to ensure goal achievement for business growth
- Managed a portfolio of key clients and achieved monthly sales targets
- Successfully achieved monthly sales target by developing new clients.
Key Account Manager-Utility and MMM
Schneider Electric
, Gulf
2010.01 - 2013.01
- Developed and managed a portfolio of clients for the company
- Ensured high level of customer satisfaction as well as up-sell and cross-sell potential within existing customers to maximize sales
- Facilitated team activities to ensure goal achievement for business growth.
- Drove business growth within specified sales territories through strategic and tactical solution implementation.
- Evaluated products to select mix meeting current customer demand.
- Communicated new products and services to drive customer interest and boost sales.
MV Sales Manager-Power Sales
Schneider Electric
, Gulf
2008.01 - 2010.01
- Managed a portfolio of key clients and achieved monthly sales targets
- Proactively set sales goals by analyzing data on past performance and projecting future performance
- Coordinated with the team members for sales training and motivate them to achieve higher sales targets
- Facilitated team activities to ensure goal achievement for business growth
Senior Sales Engineer-Medium Voltage
Schneider Electric Industries / Gulf
2007.01 - 2008.01
- Prepared and delivered product presentations to existing and prospect customers
- Effectively communicated with the customers to assess equipment need and determine system requirements
- Collaborated with the sales team to produce technical and engineering deliverables.
Assistant Manager Marketing
Arab Development Est.
Abu Dhabi , UAE
2006.01 - 2007.01
- Responsible for sales and marketing of electrical power cable products
- Managed client relationships in the oil and gas sector and utilities industry
- Worked with store manager to develop action plans to increase performance and exceed sales KPIs.
Application, Design & Sales Engineer HV systems
Danway L.L.C
, UAE
2001.01 - 2006.01
- Responsible for design, sales and marketing of medium voltage products
- Developed the costing and estimation of tenders for RMU
- Reviewed product pricing and gross margin goals to establish new product pricing
- Client management in oil and gas sector with GASCO, ZADCO, ADCO and in utilities with ADDC, ADWEA, AADC etc.
Education
Master of Business Administration - Marketing
Jaipur National University (JNU)
India 2020.03 - 2022.10
Bachelor of Engineering - Electrical and Electronics Engineering
Madras University
India 1998.01 - 2001.01
Diploma of Education - Electrical and Electronics Engineering
Board of Technical Education
India 1996.01 - 1998.01
Skills
- Electrical Switchgear Concepts
- Key Account Management
- Sales Team Trainings
- Client Negotiation
- Project Management
- Business Process Analysis
- Educational Trainer
- Leadership
- Negotiation
- Team Building
- Communication
- Master in Business Administration (Marketing)
CERTIFICATIONS
- MV Product Training - Primary & Secondary Products (Schneider Electric)
- MV Product Training – Primary & Secondary Products (ex-AREVA)
- Disc Training
- MS Excel Beyond Basics Training
- Fundamental of Finance Training
- Selling with Financial Power Training
- Contractual & Financial Risk Management
- Significance of Contract, Letter of Credit, Incoterm in International Trade
- Value Creation & Influence Selling
- CASH Professional Selling
- Consultative Selling and Negotiation Skill Training
- Power Logic ION Start-up Training
- Wade RTU & SCADA Training
- Energy Automation, level 2 Sales Training
- Apple & Oranges – Training on Cash-Flow of Company
- LV ED Product Orientation Training
- Certified - Solution Sales Professional (Among first 3 Globally Certified in Schneider Electric)
- Certified MV Switchgear GIS Champion
- Premset SSIS Switchgear Gulf Champion
- Challenging Conversation with Customers
- MS Power Point Level 1 Training
- PIX MV AIS Switchgear Assembly Training
- EcoStruxure Solution Sales
- Anticorruption Training at Schneider Electric
- Certified - Consultative Solution Sales Professional
- Certified – Energy Management Associate
- Training the Trainer Certification
- Ecostruxure – All Segment Certification (Grid, Power, Utility, Hotel, Industry, Data Center).
- Building Great Leaders MEA 1 C
Languages
English
Fluent
Hindi
Fluent
Tamil
Fluent
Malayalam
Upper intermediate
Telugu
Elementary
Timeline
Master of Business Administration - Marketing
Jaipur National University (JNU)
2020.03 - 2022.10
Senior Team Leader Field Services
Schneider Electric Field Services
2020.01 - Current
MV & Segment Leader
Schneider Electric
2019.01 - 2020.01
MV Product Application Manager
Schneider Electric Gulf & Pakistan / Gulf
2017.01 - 2018.01
MV Specialist Sales Support Manager
Schneider Electric
2015.01 - 2017.01
Key Account Manager-Contractors Utility
Schneider Electric Industries S.A.
2013.01 - 2015.01
Key Account Manager-Utility and MMM
Schneider Electric
2010.01 - 2013.01
MV Sales Manager-Power Sales
Schneider Electric
2008.01 - 2010.01
Senior Sales Engineer-Medium Voltage
Schneider Electric Industries / Gulf
2007.01 - 2008.01
Assistant Manager Marketing
Arab Development Est.
2006.01 - 2007.01
Application, Design & Sales Engineer HV systems
Danway L.L.C
2001.01 - 2006.01
Bachelor of Engineering - Electrical and Electronics Engineering
Madras University
1998.01 - 2001.01
Diploma of Education - Electrical and Electronics Engineering
Board of Technical Education
1996.01 - 1998.01
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