RESUMEPRASHANT A. DESAI

• Contact: +91 98696 59461 Email: desaip43@yahoo.co.in Residence At - MUMBAI, INDIA• Willing to work in India / UAE – Dubai, Abu Dhabi / Oman / Far East – Singapore , Malaysia / Australia / USA / UK

Senior Business Development Professional – POWER GENERATION / ENERGY SECTOR AND OIL & GAS SECTOR25 years of rich experience in delivering optimal results & business value in high-growth environments in the areas of Business Development, Marketing and Sales of Industrial Products/Capital Equipment/Engineering Services with reputed Multinational organisations of Power Generation / Energy Sector and Oil & Gas Sectors.

PROFILE• Develop and achieve Regional / National Business Development Plan which meets revenue, profitability and market

growth targets. • Review, filter and track new sales opportunities in the country/region. Ensure effective reporting of sales activities and

opportunities. • Generate and develop sales leads that qualify prospects, through cold-calling and get involved in other lead generation

activities like browsing through new project recorder sites / new tender sites, sending intro letters to all potential clients/consultants and meeting / arranging presentations with them.

• Note and manage the pre-qualifications requirements of the tender / enquiries and wherever possible, work with clients / consultants to incorporate / include the pre-qualification requirements / specifications in the tender / enquiry, to suit my company’s products / services, prior to issuance of such pre-qualifications in the tender / enquiries.

• Identifying, developing, negotiating and closing the sales contracts for the company. To ensure that sales contracts and proposals have integrity with regard to bidding strategy, technical approach, performance, cost and schedule of delivery, to achieve / exceed the desired sales targets and profit margins.

• Maintain an accurate forecast and robust pipeline of sales / business opportunities. • Work in close conjunction with marketing and operations, to expand and execute company’s rapid growth sales

strategies. Take initiative, use experience and judgment to plan and accomplish business objectives. • Analysis of customer’s specific technical, commercial and financial need; interpretation of customer RFPs and

evaluation of business potential. • Participate in review of offerings and deviation requests through participation in deal reviews prior to submitting

proposals to the customer. • Promotes adherence to corporate principles, policies, standards, processes, procedures, branding and guidelines to

write and produce compelling proposal content to create best-in-class proposals based on customer need and company goals.

• Liaison with internal resources to develop proposals and provide efficient / high quality responses to customers. • Responsible for Tendering, Equipment Selection / Sizing, Costing, Price Estimation, Techno-commercial proposals,

Attending final negotiations / final techno-commercial discussions, Finalising the orders/closing the deals.• Involvement in reviewing contract documentation and customer negotiations. • Interaction with customers to understand, anticipate and meet their needs, drive the sales process and cultivate long

term relationships. • Ongoing achievement of all assigned Key Performance Indicators including contracted business, margin and revenue

goals as well as overall customer satisfaction. • Develops relationships and manages internal / external customer’s satisfaction. Arranging technical / commercial training for self and team as necessary and seeks out continuous improvement

opportunities.Core Competencies Sales/Marketing Management Business Development Strategic Business Planning Tendering Selection/Sizing of equipment Costing Price Estimation Techno-commercial Proposals Commercial and Technical sales experience in closing large and complex contractual and transactional agreements Demonstrated negotiation skills and proven track record of timely deal closures Knowledge of standard commercial operations, operating procedures, workflows Strong decision maker, results oriented Interpersonal skills Customer-focused mind-set with ability to respond quickly to customer needs * Coordination and influencing skills Knowledge of customer financial drivers/needs Team player, able to effectively coordinate with multi-functional teams to meet sales plan Customer Support SWOT Analysis Market Intelligence

Channel Management Brand Management Regulatory Compliance Market & Competitor Analysis Client Relationship Key Account Management Training & Development Leadership, Man management and time management skills PC skills including proficiency in all Microsoft Office applications, especially Word, Excel and PowerPoint and customer relations management software.Products HandledSteam Turbine Generators, Boilers, Gas Turbines, Gas Engines, Centrifugal Fans / Blowers, Air Pollution Control Equipment like Bag Filters, ESP, Balance of Plant (BoP) Packages on EPC/Non-EPC Multiple Packages Basis for coal/lignite/biomass/gas based CPP/CCPP/CCGT/IPP, Solar PV and CSP based power plants, Engineering Consultancy Services, Process Equipment for Oil & Gas,

Drilling Products & Components (tubing / piping / casings) for both offshore and onshore applications for Well Intervention & Well Services for the Upstream / Downstream Oil & Gas facilities-FPSO operators- Shipyards-Fabricators.

Industries/Organizations Dealt, within INDIA/ UAE / GCC / SAUDI ARABIA / OMAN / SOUTH EAST ASIACement, Steel, Textiles, Paper, Petro-chem, Refineries, Fertilizers, Sugar, Chemicals, MAHAGENCO, GEB, TNEB, KSEB, APSEB, ONGC, CAIRN INDIA, GNFC, GSFC, GACL, IOCL, BPCL, BHEL, NTPC etc. in INDIA.Technip - ABU DHABI , Mott MacDonald – ABU DHABI (Consultants for Oil & Gas and Power Generation)National Petroleum Construction Company (NPCC) - ABU DHABI CEGELEC - ABU DHABI , ADNOC – ABU DHABI, ARAMCO - SAUDI ARABIA Consolidated Contracting Engineering & S.A.L. - ABU DHABIDubai Cement Company - DUBAIHSA (Hayel Saeed Anam) Group, YEMEN Naj AL Jazeera, RIYADH, SAUDI ARABIA, AL Haydaria Power, AMMAN, SAUDI ARABIACEGELEC, OMAN, GALFAR Engineering & Contracting SAOG - MUSCAT,OMANBahwan Engineering Company, MUSCAT, OMANDangote Industries Ltd., LAGOS, NIGERIA, AFRICAInternational Free Company (IFC), JORDAN, IRAQSamsung Engineering Company, SEOUL, KOREA, Hyundai Engineering Company, SEOUL, KOREASembawang Engineers & Constructors Pte Ltd., SINGAPOREThai Nippon, THAILAND, PT Punj Lloyd, INDONESIA , Sumitomo Corporation, TOKYO, JAPAN

PROFESSIONAL EXPERIENCE AND ACCOMPLISHMENTS

LAXMI AIR CONTROL LIMITED, MUMBAI, INDIA Dec 2013 and Continue General Manager (Business Development), Power Generation, Energy and Oil & Gas SectorsMOTT MACDONALD PRIVATE LIMITED, MUMBAI, INDIA Dec 2012 To Nov 2013General Manager (Business Development), Power Generation, Energy and Oil & Gas Sectors • Overall responsible for Tendering, Equipment Selection / Sizing, Costing, Price Estimation, Techno-commercial

proposals, Attending final negotiations / final techno-commercial discussions, and Finalising the orders/closing the deals.• Accountable for formulating business plans / strategy and developing new channel network for marketing & sales • Develop & execute promotional plans to ensure cost effective reach to the targeted client group. Create informative &

promotional literature on products practices.• Increase revenue by revamping the overall sales program / terms and conditions.• Gear the activities for developing & maintaining organizational culture, values and reputation. Ensured satisfaction of

new & existing Customers, Suppliers and Global Business Partners.• Organize various training sessions for the team to enhance their performance. Key Achievements • Drove the efforts for redressal of customer complaints and enforcing company policies and Marketing Discipline

Guidelines. • Conducted ‘SWOT’ analysis and utilized findings for designing customized strategies to enhance business,customer

services.

FICHTNER CONSULTING ENGINEERS (INDIA) PVT. LIMITED, MUMBAI, INDIA Feb 2004 to Nov 2012General Manager (Business Development), Power Generation, Energy and Oil & Gas Sectors • Accomplished responsibility for development and increasing the Engineering Services business for the Captive /

Cogen / IPP Thermal / CCPP / CCGT power plants ranging from 5 MW to 660 MW, on EPC / Non EPC / Multiple packages basis.

• Generated leads of prospective customers, appraised about our services and followed up effectively for enhancing the sales

• Maintain a constant vigil on market dynamics and attuned marketing strategies to exploit available opportunities.• Introduced the concept of the generating enquiries through seminars, conferences, presentations, new projects online

alerts / project monitor magazines / project today online alerts, new projects record magazines. • Initiated the turnaround efforts for convincing clients to invest for the power plants through feasibility studies, detailed

project report, cost economics of power generation unit cost, computing the total project cost, payback period, financial analysis.

• Closely monitored the preparation of detailed techno-commercial proposals for Techno-Economic Feasibility Report (TEFR), Detailed Project Report (DPR), Owner’s Engineer Services for EPC / Package route and Basic & Detailed Engineering services for Non-EPC route / Multiple packages basis for complete Thermal CPP / CCPP / CCGT / IPP / Cogen power plants operating on fuels, viz. Coal, Lignite, Petcoke, Natural gas, Solar, Biomass, negotiating / finalising / closing the deals – orders.

• Design and implement sales and market development strategies contributing to business growth and success. • Drove initiative for analysis, development and implementation of strategic business plans & policies, ensuring organizational growth, targeting maximum profitability & cost effectiveness.

Key Achievements • Holds the distinction of achieving the business target of Rs.100 Crores (INR 1000 millions) for the company and

independently negotiated the single order worth Rs. 30 Crores (INR 300 millions) as per Fichtner’s terms with private Independent Power Producer (IPP).

• Won appreciation for developing business for the company in a total raw area of Chhattisgarh, where now company enjoys many clients and contribute in revenue generation/business growth.

• Recognized for increasing the market share of company in India in their range of CPPs and IPPs from 20% to 45% by aggressively meeting customer requirements, increasing the product range / services.

• Set and fine-tuned an excellent operational base which is ratified by a very high customer retention ratio, focused on productivity and operational efficiency translating into cost savings and bottom line improvement

TRIVENI TURBINES LIMITED, MUMBAI, INDIA Nov 1998 to Jan 2004Senior Manager - Marketing & Sales, Power Generation, Energy and Oil & Gas Sectors ABB LIMITED., MUMBAI, INDIA Oct 1989 to Nov 1998Senior Engineer- Marketing & Sales, Power Generation, Energy Sectors • Shouldered the responsibility for sales / marketing of products, viz. Steam Turbine Generators (STG sets) upto 100 MW,

’Waukesha’ gas engines up to 30 MW, Cenreifugal fans, Blowers, Air pollution control systems like Bag filters, ESP, with Industrial automation such as PLC, SCADA, DCS systems.

• Deftly managed preparation of market studies on the industry and specific product lines, trade show participation, advertising & product registration process including all techno-commercial aspects of the business.

• Actively involved in Tendering, equipment selection, costing / price estimation, rate analysis, evaluation & preparation of techno-commercial proposals & attending techno-commercial discussions / negotiations, finalising / closing the deals.

• Provided effective sales generation support to the trade and monitored fund flow and working capital requirement• Built and nurtured business relationships within the market and other channels while developing excellent rapport with

the customers by providing excellent customer satisfaction

Key Achievements • Successfully negotiated independently the single order worth Rs.20 Crores (INR 200 millions) as per company’s terms

with private Sugar industry • Played a pivotal role in increasing the market share of company in west zone from 50% to 80% by development of new

turbine models to suit customer requirements & arranging / participating in the seminars / exhibitions

EDUCATIONAL CREDENTIALS

B.E. (Mechanical) with First Class (65%), 1989 M.S. University, Baroda, Gujarat, India

Diploma in Production Engineering & Factory Management, 1983Ghatkopar Institute of Management, Mumbai, India

Date of Birth: 15th March 1962, India

References: Mr.V.Raghunathan Managing Director, Fichtner Consulting Engineers, Mumbai, India, +919820048843, vraghuna@gmail.com

Mr.N.V.Sripathy Executive Director, Fichtner Consulting Engineers, Mumbai, India, +919869723495, nvsripathy@gmail.com

Mr.Ashis Kumar Das, Operations Manager, Mott MacDonald Pvt. Ltd., Noida, India, +919313329635, ashiskumar.das@mottmac.com

Mr.S.R.Kamath Head – Sales & Marketing, Triveni Turbines Ltd, Bangalore, India, +919880800212, subhas.kamath@gmail.com

Mr.Anil Deshmukh Head – Electrical Department, TECHNIP – ABU DHABI, +919869684035, anilvdeshmukh59@gmail.com

Valid Passport Details: Can be furnished on request