Shan Virgin
Dubai
Summary
Objective is to succeed in an environment of growth, self-development and job satisfaction to achieve personal and organization goals.
Mechanical Engineer and Business Management Professional with more than a decade experience in the field of Sales & Operation in GCC region and India. Agile, results-oriented Sales Professional with adequate knowledge in Sales Management, Business development, Project management, Customer Service, New Product Promotion, Procurement planning, Sourcing (International & Local). Core Strength being adaptability and analytical skills with an intense focus on strategic insights, performance and profitability. Ability to manage staff, develop and oversee operating budgets.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Sales Manager Technical
Xaerus Performance Fluids International Inc.
Midland
03.2022 - Current
- Successfully initiated and executed a strategic plan to achieve sales targets and expand Xaerus customer base in Industrial Refrigeration starting from zero to more than 50 and counting.
- Spearheaded comprehensive business development initiatives, including the successful establishment and optimization of distribution channels, leading to accelerated sales growth and expanded market reach.
- Building and maintaining strong, long-lasting relationships with Compressor OEM, Compressor packagers for the industrial refrigeration and Oil & Gas companies, EPC & EPF operators and major E&P oil companies.
- Analyzed market trends and conducted extensive research to develop tailored lubricant solutions; successfully optimized equipment performance, reducing maintenance costs by an average of 20% across multiple industries.
- Forecasting future sales and forming sales plans to adapt to shifts in the marketplace.
- Categorize additional sales activities, training, or materials necessary to accomplish specific product sales in key accounts or markets.
- Offer leadership and manage the customer base while seeking out and developing new customers to grow the business.
- Manage product level pricing and pricing strategies and implement price increases to ensure that plan expectations are met or exceeded.
- Provided comprehensive lubricant recommendations for diverse Oil & Gas and Industrial Refrigeration market segments, resulting in a 25% increase in customer satisfaction and a 15% growth in annual sales revenue.
- Attend workshops, trade shows, and seminars to keep up-to-date on changes in the industry.
- Establishing and maintaining healthy relationships with the company clients.
- Perform sales and marketing calls to reserve meetings with prospective clients.
- Carry out client presentations expressing the value plan of products, solutions, and service offering.
- Understand customer needs and deliver innovative ideas and technical solutions leading to new and or improved products.
- Analyzed customer feedback data and proposed innovative solutions resulting in a 15% increase in customer satisfaction scores and a 25% reduction in customer support inquiries.
- Direct efforts to develop customer experience at the point of sales.
- Updating the management with current market trends and requirement.
- Xaerus Performance Fluids International, Midland, USA are among the highest quality, best performing industrial lubricants available. They have global distribution and sales network in 35+ countries. Their products include Industrial Refrigeration Compressor Lubricants, Industrial Lubricants, Air Compressor Lubricants, Process/Hydrocarbon Gas Compressor Lubricants, Food Grade Lubricants.
Sales Manager
Kingspan Insulated Panels
12.2020 - 02.2022
- Developing a close relationship with all major accounts to grow the business and find new business.
- Promote the full range of products with the focus on Value added and High Value-added products.
- Understanding of the products, trends, opportunities, and competitive activity.
- Work with Refrigeration and HVAC Contractors and Consultants to focus on the sales of Cold store insulated panels and doors with other associated products such Clad rack, Cold Box, Modularis, Clean room, Vaccine room and Safe defense protection systems.
- Develop sales strategies to acquire more business for existing & new customers.
- Building up a pipeline of clients and potential clients to visit and evaluate their needs and promote products and services.
- Monitor sales data and updates from the area of responsibility, economic trend, customers’ business development, supply, and demand trend.
- Effective use of CRM and other sales tools like Sales Force to forecast and stay on top of the results.
- Ensuring a smooth and open collaboration with other Kingspan segments.
- Maximize return (Profitability), product mix and customers’ portfolio.
- Mitigate the commercial risk and use of economical thinking in the decision-making process.
- Kingspan Insulated Panels is a €1.5bn division within Kingspan Group, a global manufacturer of innovative building products for a low energy future. Sustainable, firesafe and healthy buildings that deliver more for investors, builders and occupiers – that’s what drives Kingspan people across the world.
Sales Manager
Fanar Refrigeration
01.2019 - 12.2020
- Developed sales with existing and new customers in Middle East.
- Lead customer visit and maintain senior level customer relationship.
- Maintain Sales process active management from first contact with customer through final negotiation and after sales activities.
- Interacted with potential clients to define the scope and concepts of Enquiries/Tender documents.
- Performed design, heat load calculation, costings and prepared techno-commercial offer for the projects.
- Carried out the negotiations to close the deals and secure order.
- Coordinate with CAD Technicians concerning project requirements and timelines. Ensure that all designs are reviewed to the required standards.
- Managed project scheduling and program of works.
- Ensure that the statutory and regulatory requirements are met.
- Identified valuable business opportunities to generate new company revenue and improve bottom line profitability.
- Encourage cross selling of refrigeration and HVAC products such as Cold room Panels, Compressors, Evaporative condensers, Cooling tower, Evaporators, Heat Exchanger, AHU, FCU, Chilled water & Ammonia Pumps, All kinds of Valves, Ducts, Insulation, PLC & Pre-programmed controllers, to the existing and new customers.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty and enhancing operation.
Supply Chain Project Manager
Fanar Refrigeration
02.2011 - 12.2018
- Support in technical and administration to all the teams for the initiation and execution of the projects.
- Coordinates with all the internal departments (Sales, Design, Finance, Legal, Logistics) for the complete execution of the projects from inception to completion.
- Accountable for the Procurement of Equipment for Ammonia Recirculation Refrigeration systems for the Industrial Refrigeration, Blast Freezer and Spiral Freezer applications. Chilled Water open and re-circulation systems for the Glycol Cooling & Heating Systems for the Commercial Application with Flow Billing and Temperature Monitoring.
- Responsible for the Procurement of Equipment for Freon Direct Expansion Central Refrigeration System for the Industrial and Commercial Applications, Block, Granular, Flake and Tube Ice Machines.
- Plan and order Equipment & materials in co-ordination with the project to ensure all project requirements are met.
- Negotiating and finalizing contractual agreement with sub-contractors for Industrial Refrigeration piping, Electrical works, HVAC Ducting and Civil contractors for structure & flooring.
- Coordination between the contractor, site, sub-contractor & suppliers for the suave execution of the project.
- Checking of the invoice from the contractors/sub-contractors based on the work done at site.
- Ensure that the timely receipt of Vendor Documents and Drawings for the Equipment & materials.
- Evaluating and assessing the product specification, technical data, warranty, price negotiations, terms of payment, delivery period, transshipment, insurance and terms & conditions.
- Commercial Negotiations and finalization of the Payment terms, INCOTERMS, Delivery, Liquidated damages, Discount, Insurance, Freight, etc.
- Preparation of LOI / Purchase order, Sub-Contractual agreements.
- Informs the unsuccessful vendors, contractor/sub-contractors on the results of the quotations.
- Coordinating with Electrical Controls Engineers, Service Engineers & Technicians to provide them with regular schedule on the delivery of Equipment and materials to the site.
- Ensuring all the requirement for the project completion are met on the scheduled time.
- Co-ordination with Finance department for Opening the LC, booking of Invoices and making payment to Vendors.
- Effectively follows up Sub-contractors, suppliers, internal logistics teams including commercial department, and externally with forwarders, clearing agents and insurance brokers on all issues related to Project site activities, Equipment, Materials, shipment, and insurance claims.
- Monitoring compliance to purchase order or contractual agreement.
- Familiar with Procurement of Cold room Sandwich PIR/PUR/Quadcore panels, Compressor (Reciprocating, Hermetic, Semi-hermetic Screw, Scroll, Spiral), Water cooled/Air Cooled Evaporative Condenser(Open/Closed Circuit), Air cooler/Evaporators, All types of Heat exchangers, FAHU, AHU, FCU, Dehumidifiers, Pressure vessels, Control panel, VFD, (Variable Frequency Drive),Copper/MS/SS/GI pipes & fittings, Pipe supports, Pipe insulation, Cables, Electrical materials, Ammonia/Freon & chilled water valves, Gaskets, Steel supports (I beam, channel, angles), Ammonia pumps/Chilled water pumps, flanges, Diffusers, Ducts, Refrigerants (R404a,R134,R407c,R410a, Ammonia), consumables (Argon, Acetylene , Oxygen, nitrogen), Water Treatment Chemicals and PPE of engineering projects.
- Preparing Cash Flow Statements and Maintains a record of outstanding and advance payments for the suppliers/contractors.
- Develops and maintains good working relationships with Sub-contractors, suppliers and other external agencies in order to ensure prompt resolution of issues.
- Ensure proper and constant communication channels with all departments to process accurate and timely orders.
- Fanar Refrigeration is from the group of Fanar Al Khaleej TR Sole Proprietorship LLC which specializes in the design, engineering, and commissioning of Industrial and Commercial refrigeration projects in the GCC and other Arab countries.
Procurement & Operation Executive
SICAL
06.2008 - 12.2010
- Performed Procurement activities within established purchasing procedures for the spares (Mechanical & Electrical) for the Rail Mounted Gantry Crane.
- Preparing spares enquiry (Mechanical - Wire Rope, Clamshell Grab, Gear Box, Industrial Brakes, Hydraulic buffers, Bearings, Couplings, Roller & Idlers, SS plates, MS Sheet Angles, Channels, Beams etc, Electrical – Industrial Heavy motors from 75KW to 520 KW, Brake Thruster motors, Motor Drives, PLC units, IGBT, PMI card, Snubber unit, Gate drive board, Transformers, Power & Control cables, slip ring assembly Contactors, Fuses, Lights, limit & proximity switches, CAM switch etc.,).
- Receives PR from the Engineers and float enquiries to all the company approved vendors.
- Quotation receiving and tabulating for analysis and report making.
- Evaluating and assessing the product specification, technical data, warranty, price negotiations, terms of payment, transshipment, insurance, terms & conditions, packing charges and delivery period.
- Commercial Negotiations and finalization of the Payment terms, INCOTERMS, Delivery, Liquidated damages, Discount, Insurance, Freight, etc.
- Preparation of File note to obtain the Approval of Management for Procurement.
- Preparation of LOI / Purchase order.
- Informs the unsuccessful vendors on the results of the quotations.
- Ensure that the timely receipt of Vendor Documents and Drawings for the material.
- Expedite the delivery of the critical orders.
- Co-ordination with Finance department for Opening the LC, booking of Invoices and making payment to Vendors.
- Co-ordination with Logistic coordinator for import shipment and Local transports.
- Preparing Cash Flow Statements and Maintain a record of dues, outstanding and Advance payments.
- Monitoring compliance to purchase order or contractual agreement.
- Co-ordinate with the site engineers to ensure the Quality requirements is met.
- Management of inventory of spares with the help of SAP (MM Module).
- Preparing weekly and monthly reports on receipt and issue of spares.
Education
MBA - SALES & OPERATION
BHARATHIAR UNIVERSITY
Coimbatore, Tamil Nadu, India04.2008
BACHELOR OF ENG. - MECHANICAL
ANNA UNIVERSITY
Chennai, Tamil Nadu, India04.2006
Skills
- Product Knowledge
- Sales Management
- Prospecting
- Solution Oriented
- Willingness to learn
- Communication
- Relationship Building
- Data analysis
- Strategic Alignment
- Team/Leadership Management
- Proficient in ERP (SAP, Oracle, Focus RT)
- Proficient in MS Office (Word, Excel, Power Point, Outlook)
- Proficient in Google Sheets
- Proficient in Power BI
- Proficient in Management Information System
Certification
- Certificate of Completion IR Hands-on Training, Danfoss Ind., Chennai, Tamil Nadu, India, 2024-01-01
- Professional CADD (Auto CADD, Pro-E, Ansys), CADD Centre, Chennai, Tamil Nadu, India, 2005-01-01
- Certification program on Supply Chain Analysis & Modeling, Loyola Institute of Business Administration, LIBA, Chennai, Tamil Nadu, India, 2010-01-01
- Diploma in Central Excise & Customs, Indian Institute of Export Management, IIEM, Bangalore, India, 2010-01-01
- Diploma in Multimodal Transport (Containerization) & Logistics Management, Institute of Rail Transport, IRT, New Delhi, India, 2010-01-01
- 25 Hours SCM course under APICS Certified Professional, Chennai, TN, India, Unknown
Languages
English
Hindi
Tamil
Malayalam
Telugu
Arabic
French
Personal Information
- Passport Number: Z5306621
- Passport Expiry Date: 2029-12-31
Timeline
Sales Manager Technical
Xaerus Performance Fluids International Inc.
03.2022 - Current
Sales Manager
Kingspan Insulated Panels
12.2020 - 02.2022
Sales Manager
Fanar Refrigeration
01.2019 - 12.2020
Supply Chain Project Manager
Fanar Refrigeration
02.2011 - 12.2018
Procurement & Operation Executive
SICAL
06.2008 - 12.2010
MBA - SALES & OPERATION
BHARATHIAR UNIVERSITY
BACHELOR OF ENG. - MECHANICAL
ANNA UNIVERSITY