Pinto A
Program Lead Business Development
Bangalore
Summary
PROFESSIONAL SUMMARY
Results-oriented business development professional with expertise in value-based selling and consultative discovery. Proven track record in driving profitable business growth through strategic account mapping and effective technical storytelling.
Expertise in developing business plan, formulation and implementation of the strategy growth plan for the focus market segment, formulation and execution of turn around plan for account to drive profitable growth
Dynamic program lead with extensive experience in design and application engineering. Skilled in managing trial processes and enhancing customer relationships through tailored solutions, aiming to boost client satisfaction and revenue growth.
Segment expertise in handling sales operation of automotive, off-highway, railways, mining, earth movers, material handling, cement.
My core focus of interest includes business development, market penetration, territory development through identification of right sales enablers, alignment with marketing activities and sales process
Overview
16
16
years of professional experience
5
5
Languages
Work History
Program Lead Business Development
Timken India Limited
05.2021 - Current
- Map, identify, and drive new, profitable businesss areas in respect of existing and new applications, products, and product lines for customers.
- Deploy the regional OE sales strategy in assigned customers.
- Prepare and present a businesss case, including a sales forecast, expected revenues, and monitor the same.
- Forecast sales demand, and prepare proper mapping of customer products.
- Develop customer contact for quality, commercial, technical, purchasing, and logistical issues.
- Identify and communicate new businesss opportunities in terms of new products, applications, new customers, and ways of doing businesss.
- Review customer inquiries, requirements, and contacts, and enter into negotiations with customers.
- Liaise with the respective cross-functional team to synergize and jointly add value with a techno-commercial approach to customer needs.
- Formulate and effectively communicate the value proposition to the customer, participate in customer projects, and support the implementation of the activities.
- Implement segment/customer strategy for specific key accounts.
Engineer Tribology
Kluber Lubrication India Pvt. Ltd.
11.2019 - 04.2021
- Support the development and validation of tribological solutions and models that describe surface failure modes, taking into account the impact of contact conditions, materials, topography, and lubrication.
- Detail-oriented tribologist with experience in friction, wear, and lubrication science. Specialized in developing and testing specialty lubricants for extreme environments.
- Collaborated with the R&D team to optimize additive packages for anti-wear and extreme pressure performance.
- Utilized various mechanical dynamic test rigs to model friction behavior under varying operating conditions.
- Worked closely with sales and application engineers to provide technical support for customers.
- Developed customized lubrication solutions for industry-specific applications, resulting in friction reduction and measurable savings.
Assistant Manager - Sales and Application Engineer
SKF India Limited
10.2010 - 10.2019
- Selling SKF products by offering application engineering support to customers through value-added products and technical services to help improve customers' competitiveness.
- Anticipate trends in new businesss development, technology development, and sales inputs.
- Developing high-end solutions in pre- and post-sales application activities.
- Responsible for providing guidelines in sales presentations, as well as support site activities.
- Ensure that the technical details of customer requirements are identified, compiled, recorded, and analyzed.
- Responsible for presenting technical and commercial information in tender bids and providing demonstrations after bid closure.
- Performed the task of developing new opportunities to display product capabilities and easy application techniques.
- Handle product quality-related issues with PDs, factories, and interact with customers' various departments.
- Monitor competitor activities with respect to products and technical development, and define the activity plan accordingly.
- Monitor customer approval tests conducted on prototypes, initial samples, at customer premises, installations.
- Obtain customers' product and commercial approvals in line with application proposals, product drawings, samples submitted, and completed sample tests.
Education
Bachelor of Science - BE Mechanical Engineering
Golden Valley Institute of Technology
Kolar, India 04.2001 -
Skills
Value-based selling
Design and application engineering
Consulative "pain point" discovery
Technical storytelling and translation
Managing the "Trial" process
Strategic account mapping
Cross selling digital services
Timeline
Program Lead Business Development
Timken India Limited
05.2021 - Current
Engineer Tribology
Kluber Lubrication India Pvt. Ltd.
11.2019 - 04.2021
Assistant Manager - Sales and Application Engineer
SKF India Limited
10.2010 - 10.2019
Bachelor of Science - BE Mechanical Engineering
Golden Valley Institute of Technology
04.2001 -