Objective
Executive Management position where key skills will be well utilized, Corporate Development, Sales & Marketing ,Strategic Planning and Product development.
Experience
Professional Experience
March 23rd 2009 till date APM Terminal Pipavav (Gujarat Pipavav Port Ltd) HQ, Mumbai, India
APM Terminals Pipavav is a part of the A.P. Moller-Maersk Group, one of the largest container terminal operators in the world. APM Terminals has operations spread over 49 terminals in 32 countries from APMT site on five continents. With a 54% stake, APM Terminals is the largest shareholder in Port Pipavav. With world headquarters in The Hague, The Netherlands, APM Terminals plays a major role in accommodating the needs of world trade and the international shipping industry through high productivity, efficient operations and world-leading port capacity in economically, environmentally and socially responsible ways.
APM Terminals earned over USD 3 billion in revenue in 2008 and invested USD 723 million in new ports and port projects, complementing 2007's investments of USD 850 million.
General Manager— Commercial
PURPOSE
? Oversees development of local policies, procedures and strategic objectives for marketing and selling the organization's services. Oversees service development, pricing, marketing budgets, and sales objectives. Directs business development, sales and marketing staff. Provides local marketing expertise to Chief Commercial Officer.
? Fully responsible for sales & marketing strategy implementation, budgets and non-financial targets, having the key responsibility for attracting customers and ensuring a highly professional relationship to the various decisions makers within the customer’s organization
PRINCIPAL ACCOUNTABILITIES
? Lead the translation of the Sales & Marketing strategy into business targets, budgets and tangible plans.
? Responsible for budget preparations and monitoring and in establishing strategic marketing plans to achieve corporate objectives in developing the Terminal.
? Responsible for attracting and retaining customers and ensure development of a highly professional relationship to the various decisions makers within the customer’s organization.
? Drive and manage the customer value proposition to secure growth and a profitable sales development.
? Manage development of overall standards and guidelines for Sales & Marketing, including pricing, service, promotion, advertising and PR and media.
? Drive, develop and deploy best practices within Sales & Marketing.
? Identify, Develops and Overseas Business opportunities Internationally , locally and in the near region
? Analyses marketing programs and adjust strategy and tactics to increase effectiveness.
? Reviews analysis of marketing surveys on current and new product/service concepts in order to recommend future development.
? Oversee the preparation of tariff and cost analyses and comparative studies/reports.
? Resolves all commercial issues as they arise.
? Co-ordinates customer issues with relevant department & maintains a one point customer contact.
? Managing and maintaining relationships with key accounts, local as well as international.
? Assist when necessary in establishing or reviewing customs and other external procedures affecting port users.
? Measure & Display & Circulate commercial results, including forecast periodically (monthly)
? The position would normally be responsible for setting & delivering objectives which are within the organizational strategy & business plans & will steer subordinated positions towards the achievement of these objectives
? The incumbent will be expected to be creative in making improvements to existing systems, practices & approaches & will have a hand in influencing productivity issues & working methods to meet customer needs.
Aug 2005 till March 20th 2009 Zim Integrated Shipping Services (India) Pvt Ltd.
HQ, Mumbai, India.
Part of a large Israel conglomerate, of which the Shipping Group is attributed a place within the Global top 15 with sales exceeding USD 184 Billion in 2007. A diverse group, with interests in semiconductor, agriculture product, ship owning, Aviation, Cruise Line as well as industrial production. Shipping is the group’s highest turnover business (Sales of USD 102.2 Billion).
General Manager --Marketing
Investment:-
Recently commissioned with the responsibility to mature a Project for India, formulating the Groups long-term Business and Investment Strategy in these high potential markets. The project scope involves structure, investment in infrastructure, asset deployment, supply chain segmenting, target market penetration and develop long-term influence
Purpose /Scope:-
Accountable to provide commercial leadership, direction management for Zim Integrated shipping and ZLN Logistics (Logistics arm for Zim Integerates shipping services ltd)
Accountable to provide sales leadership, direction management of sales.
Direct responsible for revenue generation and aggregate performance.
Also accountable for appropriate market forecasting / budgeting in response to corporate objectives.
Responsible for Sales on a/m trade lanes & co-coordinating revenue objectives as per directive of ZIM HKG.
Increase Market Share with profitable revenue contribution in highly competitive environment.
Identify and develop potential, sustainable customer relationships
? Lead in engagements and strategic customer interfaces with Key Account Contacts
? Provide leadership in the areas of product and business development, resource utilization, Country organization and activities
? Carrier contact/negotiation (OFR) according to corporate policy and local requirements for ZLN Logistics
? Carrier contract/relationship and performance management for ZLN Logistics
? Identifies, suggests, agrees and reinforces improvement measures at terminals (CFS/ICD).
? Defines, implements, monitors and enforces service and quality standards, in cooperation with product management (in Regional Office)
? Responsible for operational management, Production sites, Traffic management, Technical support (buying, capacity etc.), Local purchasing on country/country group level for OFR according to corporate policy for ZLN Logistics.
Accountability.
Construct sales expenditure budget in accordance with Regional /Area/Corporate Guidelines and met them.
Construct Trade lane wise budget for Europe/ South America/USA and review every quarter.
Responsibility.
Monitor productivity, revenue results and market share. Analyze market information and review competition performance for strategic responsiveness.
Co-ordinate branch marketing and sales efforts in conjunction with district, region, area in accordance with corporate objectives.
Construct and implement sales revenue forecast to meet regional, area as per corporate directives.
Provide quarterly review of regional sales & provide RM’s with critique for improving performance.
Cost Management Program
Launched a group wide program to reduce expenditure by 10%, with a target to save USD 15 Million in defined interventionary action plans. Current success ratio over 85% towards budgeted savings.
Reporting /Relationship.
Report directly to V.P- Commercial (Indian Sub Continent).
Maintain functional relationship and co-ordinate efforts with Area and corporate management
Maintained shared performance efforts with Zim Hkg, where corporate sales management exists.
2001to- Aug 2005 Container Movement (Bombay) Pvt Ltd HQ, Bombay, India
(Agents –The Shipping Corporation of India)
A part of the J.M.Baxi Group –India’s Largest privately owned shipping group in India with interests in Bulk and Container shipping ,Travel Security (Brinks Arya) ,stevedoring ,Nvocc ,Port Ownership and Management (Vishaka Container Terminal –Vizag ,India –JV with Dubai Ports Authority ,UAE) Container Freight Stations ,Heavy Lifts,Licensed Custom Brokers Etc.)
Trade Manager –ISES Commencing Dec 2001
Bombay, India.
Responsible for all Outbound sales, promotions Evaluation and Proposed sales activities to build personal relationships with Senior Managements of Key accents and construct and implement sales expenditure and budgeting in accordance with Regional ,area and corporate guidelines. Management and Regional control of 18 offices including budget and business planning.
Managing commercial Performance by setting commercial targets and Engaging daily with outside sources ensuring pricing is of the market rate.
Gathering and Structuring, market rate information and outside product profiles to enable pricing strategically.
Lead and Develop new markets for The Shipping Corporation Of India in hinterland and ports of India which is the single largest market in India ,Contributing 60% of the trade .The Thrust locations were ‘Ahmedabad’ ,Baroda,Pune,Kandla and South and Eastern Gateway on the Multi Trade Basis.
? Customer Oriented
Work Closely with Global accounts sourcing from India, such as Pier one customer to co-ordinate and manage their time bound shipments from India. Maintained close contracts
With Local Buying agents, major accounts in India and overseas for Europe..
? Result Oriented
Increase Market Share with profitable revenue contribution in highly competitive environment.
Increased market share in Reefer trade from India to Europe and Fareast. Successfully achieved the
Budgets by covering the market extensively adhering to the key performance indicator (KPI) set up by
the organization.
? Leadership
Plan and develop systems to motivate and direct commercial team in achieving budgeted volumes and
revenue goals. Lead and Managed all India commercial team.
? Adept Strategist with keen market sense and ability to resolve complex problems and developed new markets.
? Accomplishment Includes.
Increased All India volume by 11% and revenue by 7% (USD 6.65 Million) for the period Jan-Dec 2004.
Developed SCI as a major Reefer /Project Carrier.
1999-2001 Nortrans Marine Service Pvt Ltd Head Office: Cochin ,India
(Agents :- Norasia Container Lines Ltd (CSAV Group)
Container shipping line involved with worldwide transport, respected for innovation and strategy. Norasia was acquired by the CSAV in June 2000.
? Manager –Commercial
Reporting to the G.M with main responsibilities include plan and develop plan to achieve Budget /Revenue for U.S, Europe, Fareast ,South America and Central America Trade Lanes.
• Implement and Build commitments for Process Improvements and quality process within the Sales
Organization.
• Develop marketing plan for America /Fareast /South America Trade and expand market coverage.
• Recapturing of business that may have diverted to competitive carrier within the constrains of the
Corporate, area and regional polices and guidelines.
• Information sourcing and building up logistics data pertaining to Transpacific trade
? Accomplishment Includes.
1. Retained all major customers carried over from the acquisition of Norasia service for the year 1999-2000.Signed Service Contracts locally with shippers /Nvocc For USA,Canada for an approx volume of 17000 Teus Per Annum from India.
2. Year 2000-Increased sales volumes by 15% and also renewed service contracts with Increase volume commitment by 20%.
3. Actively involved with the US Offices for FOB Contracts for Major US Consignee such as Tires Inernational,ABC Distribution and L.Perrigo Etc.
1998-1999 OOCL U.K Ltd Regional Office: London ,U.K
(On Deputation)
? Trade Executive - Gulf /Fareast/Australia Trade
Headed Gulf-Fareast-Australia Trade and largely responsible for Developing markets from Europe/Freast /USEC and USEC to Gulf and Upper Gulf countries.
• Specialization in Handling Reefer Trade from Europe ,Fareast, Australia ,New Zealand USEC/USWC
Gulf and upper Gulf Countries.
• Regional control of 22 Agencies including budget and business planning, under guidance of G.M-Commercial.
• Analyzed company market position and defined strategic mission goals.
• Part of strategic commercial team that provided a radically different business solution in a traditional
•
• industry
• Liner Trade Development from USA, Fareast, Europe to Middle East Mainly UAE ,Iran ,Saudi Arabia and Kuwait and Upper Gulf.
1993-1998 Volkart Flemming Shipping and Services Ltd Head Office: Mumbai,India
(Agents :- OOCL Hkg Ltd)
A division of Volkart Fleming Shipping and Services Ltd , a Tata Group representing the services of OOCL Hongkong In India.
? Asst Manager – Marketing
• Innovated market reporting system for OOCL Hkg.
• Largely responsible for developing Transpacific Trade from India.
• Conceived strategy, deployment and business plan for BMX Service, wholly operated by OOCL.
? Management Trainee April 93 - Mar 96
• Started career as Management Trainee and later designated as Shipping Executive.
• Was part of team, which was Commissioned with the responsibilities to mature a project for India, formulating group long term business strategy in high potential market. The project scope involves target market penetration thru developing Inland Container Depot and long term influence.
• Conceived and mapped process to develop major ICD presence for OOCL in India.
Education
? Bachelor of Commerce
? Master in Business Administration [International Business]
? Post Graduate Diploma in Shipping and Export Management.
? Post Graduate Diploma in Computer Application.
Certification
Skils