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PRASATH AMIRTHARAJ R
E-Mail: [email protected]
Phone: +91-8754462007
REGIONAL SALES & MARKETING PROFESSIONAL
Demonstrated track record of achievement in conceiving & implementing ideas that have fuelled market presence and driven
revenue with Key segments includes Power/EPC/Cement/Steel/Auto/General Engg
Regional Sales & Marketing, Project Sales, Key Account Management, Channel & Direct Sales
Industry Preference: Industrial Products/Heavy Machinery/Capital Goods
Location Preference: UAE/Oman/Saudi Arabia
PROFILE SUMMARY
 Result oriented professional with nearly 15 years and 10months of experience in Sales & Marketing, Key Account
Management, Project Sales, Business Development, Channel & Direct Sales
 Proficient in developing short and long-term strategic plans including annual business plans, promotion and innovation
pipeline strategy with P&L and budget responsibility
 Skilled in developing quarterly & annual plans, programs & policies for company Sales Managers and backing all crosscompany sales objectives such as budgets preparation, forecasting of sales targets, and so on
 Developing and appointing new channel partners to expand product reach in the market and coordinating with the
partners and assisting them in promoting the product
 Resourceful in consolidating dealer & channel distribution network for business revenue
 Building and maintaining healthy business relations with high net worth and corporate clients and ensuring high
customer satisfaction by achieving delivery & service quality norms
 Monitoring, recruiting, training & motivating the manpower and ensuring quality deliverables in the market
 Abilities in conducting statistical analysis to determine potential growth and monitoring performance
 Exposure of supervising sales and marketing manpower as well as the hiring and training of personnel and tracking
performance of company’s sales unit (staff, account and regional managers)
 Experience of creating and executing demand generation and account-based programs focused on driving sales
 Proficient at maintaining cordial relationship with customers and ensuring quality and service norms to achieve customer
satisfaction & business retention
CORE COMPETENCIES
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Designing successful sales techniques/strategies/tactics using customer and market feedback
Analysing the client list for growth opportunities; researching and supervising new sales prospects
Accomplishing and exceeding volume and profit goals by nurturing partnerships with existing customers
Conceptualising and executing innovative promotions to enhance brand visibility and a suitable media plan, in
coordination with the marketing team and external agencies
Planning, formulating and implementing marketing strategies and promotions to increase market penetration and to
drive revenue and profitability by maximizing sales
WORK EXPERIENCE
Since Mar’14
ESAB India Ltd., Chennai as Regional Sales Manager-South for Welding Automation and Cutting
Systems Division
Segment : Power/Steel/Fabrication/General Engg/Auto/Shipbuilding/Construction
Key Result Areas:
 Handling the entire southern region for sales and aftermarket revenue for welding automation and cutting products
 Achieving regional sales financial objectives by forecasting requirements, budgets, initiating corrective action and
analysing variances
 Building and maintaining rapport with key customers & Original Equipment manufacturer’s
 Interacting with 14 key dealers for equipment sales and aftermarket revenue
 Executing periodic monitoring of progress from enquiry generation till handing over
 Liaising with design team for timely submission, approval of drawings/documents and with service department for
smooth erection and commissioning activities
 Maintaining the accounts receivable and statutory form within the target period.
 Effective implementation of segment & market share analysis to identify the gap to improve the sales effectiveness
Highlights
 Implemented rapport building & integration support measures to developed OE for welding automation to ensure
minimum business of 12 Million in 2015 year
 Increased efficiently the aftermarket revenue from 22% to 31% within span of 8 months by using segment analysis
measures
 Implemented brand marketing plans to achieve successful sales, market share, profit and consumer KPI results
 Instrumental in handling sales and marketing strategy development, product planning, profit, revenue targets and market
share targets; achieved an approx. turnover of INR 12.5 Crores during 2015
 Implemented value selling tools to improve the profit margin on equipment sales.
Aug’07- Mar’14
Growth Path
Aug’07- Apr’10
Apr’10- Mar’13
Mar’13-Mar’14
ELGI Equipment Ltd., Chennai as Area Sales Manager-Direct (South)
Sr. Engineer - Direct Sales
Area Sales Manager - Direct Sales (Tamil Nadu & Kerala)
Area Sales Manager- Direct (Southern Region) - Project Sales and General Industries for Tamil
Nadu & Kerala
Segment Covered : Power/Steel/Cement/EPC/Auto/General Engg/Pharma
Key Result Areas:
 Handled the entire southern region for project sales and standard compressor business for Tamil Nadu & Kerala
 Met regional sales financial objectives by forecasting requirements; preparing an annual budget, scheduling expenditures,
analysing variances and initiating corrective actions
 Associated with Consultants & EPC Contractors Projects in Power, Cement, and Minerals, etc.
 Involved in handling direct sales, thereby achieving the increased sales growth in the region
 Executed pre/post launch sales promotional activities for brand building & market development
 Managed aggressive campaign to enlist the organization as “Approved vendor” to EPC contractor, consultants, key
customers Conducted periodic monitoring of Progress of Projects on time with project execution team for timely
submission, approval of drawings/documents and with service department for smooth erection and commissioning
activities
 Accountable for maintaining the accounts receivables and statutory forms within the target period
Highlights
 Played key role in preparing scope matrix, process flow of project sales function (from enquiry stage to handing over) by
case study measures
 Achieved revenue growth of over 40% every year which is highest among all territory & region by using market share &
segment analysis measures
 Maintained order conversion rate of more than 60% in project sales and 40% in standard compressor sales
 Handled repeat enquiry flow from EPC Projects by implementing relationship building measures with customer proposal
team
 Overachieved sales target from 2007 to 2012 in Tamil Nadu and Kerala territory and contributed 60 %( 2007 to 2011), 65
%( 2012) sales from the combined Regional Turnover
 Attained first order for:
o Indigenous oil free screw compressors including the product approval from BHEL(any division)/ EDAC Engineering
o Centrifugal compressors in power sector from Doosan Power Systems (NTPC Project) including product approval
which is highest order in terms of value in company history
o Higher frame oil free screw compressors in power sector from BGR Energy for NTPC
o Lubricated screw compressor in steel sector (SAIL) from L&T
 Successfully acquired product approval from BHEL and NTPC for indigenous oil free screw compressors complete range
PREVIOUS EXPERIENCE
Aug’05-Aug’07
Delair India Pvt. Ltd., Coimbatore as Resident Sales Engineer, Coimbatore
Highlights
 Developed OE in textile weaving in a span of 6 months which contribute 40% of revenue in textile segment
 Converted one of the EPC contractor as customer by using various measures
 Efficiently achieved & exceeded sales targets from 2005-2007
Jan’02- Aug’05
A&A Associates, Chennai as Sales Engineer
Highlights
 Acquired two major customers in auto ancillary for micro drills which contributed 50% of the cutting tool business
 Improved the business volume from 0.25lacs to 4.5 lacs per month in 3 years
 Developed the revenue growth percentage of over 50% year on year
Commenced Career with Mehala Machines India Ltd., Chennai as Sales Executive Sep’00-Dec’01
ACADEMIC DETAILS
2015-17
PGDMM-Post Graduate Diploma in Marketing Management (Pursuing) from Narsee Monjee Institute of
Management Studies
2000
Bachelor of Engineering (Mechanical Engineering) from R.V.S College of Engg. & Tech-Dindigul, Madurai
Kamarajar University
CERTIFICATION
2015
Certification in Sales & Marketing from Loyola Institute of Business Administration (LIBA), Chennai
PERSONAL DETAILS
Date of Birth:
Present Address:
Languages Known:
11th April, 1978
No. 27 & 28, Ponnurangan Street, A2 Divyavarshini Apartment, Pzhuthivakkam, Chennai – 600 091
English and Tamil