SHYAMAL RANJAN WEEMANNA
Cranbourne East
Summary
Accomplished Lead Business Development Manager with a proven track record at ABB India Ltd & ABB Lanka, adept in strategic thinking and business development. Excelled in driving YOY growth through market penetration and new acquisitions, showcasing exceptional negotiation skills and a success rate over 75%. Expert in multi-cultural team collaboration and channel development.
Overview
19
19
years of professional experience
Work History
Lead Business Development Manager for Sri Lanka and Maldives - Electrification Business Area Smart Building and Smart Power
ABB India Ltd & ABB Lanka (Pvt) Ltd
01.2016 - Current
- Company Overview: https://new.abb.com/
- Execute the business development plan to achieve YOY growth by new acquisitions, new market development and penetration in key segments of Utility, Industry, Commercial, Building and Infrastructure for Sri-Lanka and Maldives
- Achieve the Budget of MUSD in Revenues with a YOY increase of <20% exceeding industry CAGR of 5%-7%
- Exceed financials KPI's forecasted on Net Profit, EBITA, NPV for the Smart power and smart buildings business areas
- Identify leads and opportunities in the market and Create demand through stakeholder engagement, develop specifications for projects in key growth segments such as Telecommunication, Datacenter, Infrastructure, Renewable solar, industry & Sea/Airports
- Technical and business presentations conducted for high scale developers, consultants and investors, developers and project stakeholders
- Engage in high profile negotiations and convert with a success rate of over 75% where order values exceed 5M USD
- Identify, conduct due diligence and appoint Retail and Project channel partners, distributors and system integrators for the entire smart building and smart power product, systems and solutions portfolio
- Conduct Marketing communication activities and implement a robust strategy to increase awareness and Loyalty towards the brand
- These are retail and project specific communication events and activities
- Establish long term relationships and build equity with key stakeholders of B2B, B2C and B2G segments to increase the lifetime profitability of the customer
- Market development offering and operations coordinated with Global business lines
- Conduct technical and business training for distributor and channel partner sales teams
- Conduct PR and CSR activities and events in line with the organization's ESG strategy
- Proficient with digital & social media technology, E & M commerce platforms, Content creation for building awareness and systems such as Sales force.com, Rbook, Ms
- Office applications
- Https://new.abb.com/
Sales and Marketing Manager
EMP Group
01.2019 - 07.2021
- Company Overview: https://www.legrand.com
- Achieved the sales budget, order booking, revenues, and financial KPI gross margins and net profitability for Low Voltage products lines offered with Legrand range
- Includes Hospitality Automation GRMS, Home Automation and Wiring accessories and distribution and Din rail products
- Execution from lead stage to completion of several prestigious projects, such as Shangri-la Sri Lanka, Damro hotel, Macksons tower and browns beach hotel
- Involved with technical discussions with consultants and project stakeholders, support technical specifications, engaged in commercial and pricing negotiation and until the project is WON
- Engaged with key stakeholders in the B2B segments such as Hospitality, Leisure, Residential and Industry segments to increase opportunity pipeline and Pursuits
- I have initiated and added more than 30 new logos into the organizations to expand the product offerings
- Support develop technical specifications in coordination with India business units
- Develop pricing strategy for new market segments
- Conduct Business presentations conducted for Architects, consultants, EPC and investor clients of larger investments
- Coordinate business operations related to Finance, supply chain, HR, operations and Manufacturing
- Conduct training for project partner front end sales teams of 30 members
- Cross selling of Allen Bradley Automation products, Enclosures, Power panels and motor protection panels, Sterling and Wilson Generators, LS busbars as SBU development with the organization
- Https://www.legrand.com
Senior Executive
Overseas Realty Ceylon PLC
01.2017 - 05.2019
- Company Overview: http://orcl.lk
- Achieved the sales budget of 1B LKR on commercial real estate (leasing) for the Colombo world trade center and Condominium sales for the iconic Havelock city residential development
- I have engaged with nigh net worth individuals, venture capital companies, financial institutions to create new prospects and sales
- Conduct market and competitor research and formulate marketing plans to position the developments within the potential segments
- Engaged with all internal stakeholders Finance, Legal, Facility management and HR to enhance customer engagement and loyalty in line with defined KPI's
- Conduct promotions and seminars on real estate in new geographic markets to increase awareness and conversion
- Conduct high profile events to increase brand equity
- Conduct social media campaigns to reach the target audience of high-net-worth individuals
- Develop experience center for the promotional purpose
- Http://orcl.lk
Territory /Area Sales Manager
Richardson Projects Pvt Ltd (Exclusive Agent for Eaton US, Moeller Germany)
01.2011 - 07.2016
- Company Overview: http://richardsonsl.com
- Achieved the territory sales budget YOY for consecutive 5 years for LV Industrial Automation products including PLC, Inverters, switching devices, power distribution devices and control panels
- Led a hunter sales unit comprising of 5 team members to achieve the territory budget within defined KPI
- Engaged in research and market due diligence to support formulate the annual business and sales Plan
- I was responsible for Eaton, Moeller, Furse, Telergon, Klemsan, Wieland to grow the business for each product/ brand category
- Introduce new products to the market and enhance growth and long-term customer profitability in Automation
- Developed and Manages Key accounts in Industries food and beverage, Rubber gloves, Garments, Coconut, Tyres, Cement, Steel, Oil and Gas, Mineral and Sands, Tobacco, Breweries
- Involved in developing MNC accounts like Unilever, Nestle, Coca cola, Trelleborg, Loadstar, Solex, Brandix, MAS group within several industries for the organization
- Http://richardsonsl.com
Brand Executive
Richard Pieris Exports PLC
01.2010 - 12.2012
- Support the Marketing Manager in developing marketing plans for Asia Pacific region
- Support regional teams in the US and Europe to organize events such as exhibitions
- Monitor and evaluate the Advertising and Promotions expense budget
- Connect with factories and Order processing teams locally to support sales operations
- Develop research surveys for regional teams to gather data
- Support the local team to drive innovation and New Product development
- Support Marketing and Sales manager to achieve the regional sales budget
Asst. Manager Marketing
Richard Pieris Exports PLC
01.2006 - 12.2010
- Company Overview: http://www.arpicorubber.com
- Develop key markets and create demand in the Asia Pacific region including Japan and Australia for flooring and bedding business
- Support regional Vice Presidents in Europe and Asia Pacific to develop the marketing Plans for flooring and bedding segment
- Support regional teams in Asia Pacific and Europe to organize global events
- Organize and participate in strategic events and represent the company in global forums
- Appoint Distributors in key markets in Asia Pacific Region
- Connect with Customers, factories and Order processing teams locally and in regional offices to support the sales teams
- Develop competitive pricing structures depending on each global market
- Conduct market research through regional teams to understand new market trends and consumer behavior
- Initiated and set up the in-house Advertising and Design team was an innovative initiative
- Reduced cost by 50%
- Drive innovation and New Product development
- Http://www.arpicorubber.com
Education
CIM -
Chartered Institute of Marketing
Diploma - Travel and Tourism
IATA
Diploma - Business English
British Council
Diploma - Microsoft office
IDM
Skills
- Strategic thinking
- Business development
- Business operations
- Finance
- Oral communication
- Written communication
- Business negotiation
- Multi-cultural team collaboration
- Public speaking
- Presentation skills
- Training
- Mentoring
- Team leadership
- Sales achievement
- Market development
- Market segmentation
- Communication platforms
- Channel development
- Partner development
Accomplishments
- Achieved 1.3X sales growth for 3 consecutive years
- Position brand and increase market share by 15% in 4 key markets
- Breakthrough to large key accounts and increase revenue by 20%
- Identify, develop and appointed several reputed project and retail partners
- Identify and develop an internal advertising and marketing unit to facilitate global business
- Drive the sales team to achieve the best sales award for the year
- Developed a robust Marketing Information system to achieve market penetration
Personal Information
Visa Status: Australian Permanent Resident Visa Holder
Career Summary - Introduction
A Marketing professional with an impressive track record in Business development, Sales and Marketing spanning over 20 years, having employed with several Blue-chip conglomerates and Multinational organizations of global repute. I have always been very passionate to achieve higher objectives, revenues, build brands, expand teams, nurture large B2B accounts, Win over large projects and tenders a midst stiff competition. During my career, I have acquired extensive knowledge and exposure to all functions with an organization and this has significantly contributed to the steady progress of my career. During my career, I have achieved several accolades and been awarded exceeding industry standards. I have engaged with large cross functional teams to achieve the organization's Corporate, Marketing and Sales objectives.
Timeline
Sales and Marketing Manager
EMP Group
01.2019 - 07.2021
Senior Executive
Overseas Realty Ceylon PLC
01.2017 - 05.2019
Lead Business Development Manager for Sri Lanka and Maldives - Electrification Business Area Smart Building and Smart Power
ABB India Ltd & ABB Lanka (Pvt) Ltd
01.2016 - Current
Territory /Area Sales Manager
Richardson Projects Pvt Ltd (Exclusive Agent for Eaton US, Moeller Germany)
01.2011 - 07.2016
Brand Executive
Richard Pieris Exports PLC
01.2010 - 12.2012
Asst. Manager Marketing
Richard Pieris Exports PLC
01.2006 - 12.2010
CIM -
Chartered Institute of Marketing
Diploma - Travel and Tourism
IATA
Diploma - Business English
British Council
Diploma - Microsoft office
IDM
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