Sundaram Venkatasubramanian

• Directed all facets of Water business, including long term service strategy development, new business development, sales and application engineering, project execution.
• Full Profit and Loss Accountability - Target of 17 MM USD
• Implemented actions plans to increase number of strategic framework agreements with customers on Pan India basis, which resulted in business growth and strong market share performance, in both mature and new products
• Coached and mentored both senior sales persons within business, as well as key individual contributors, which ensured robust talent pipeline for critical positions

• Primary interface with Contracting Officer, CO Representative, and Resource Analyst
• Development / maintenance of and ensure compliance with processes / procedures
• Contract administration, compliance, and interpretation
• Development / reporting of customer deliverable financial products
• Review and analysis of actual costs
• Review and analysis of forecast
• Approval of forecasting rates
• Cost performance analysis / review
• Cost allocation / account assignment
• Periodic rate analysis
• Leads subcontract activities (RFP, technical evaluation, invoice approval, general communication)
• Supports annual task order development and pricing activities
• Prepare and maintain revenue and profit projections
• Perform contract margin analysis
• Approve material procurement requisitions / resolve issues with vendors / invoicing / accruals etc.
• Support internal /external audits
• Supports contract compliance and interpretation activities
• OPEX & CAPEX predictions close to organization Accuracy standards
• Full Profit and Loss Accountability - Target of 15 MM USD
• Total No of Projects – 16 out of that 1) STP – 6 no capacity from 60 MLD to 218 MLD along with 1020 KW Bio gas engine 2) TTP – 1 no – 30 MLD 3) WTP – 7 no capacity from 50 MLD to 1980 MLD 4) Desalination / SWRO – 1 no – 100 MLD 5) DM Plant at HPCL – 1 no - 200 M2/HR

• Area of Business - Oil & Gas, Energy and Water & Waste Water Solutions
• Territory - South East Asia (Philippines, Thailand, Vietnam, Myanmar & Cambodia), Eastern Africa (Zambia, Rwanda, Kenya, Tanzania), Western Africa (Senegal, Nigeria, Mali, Sierra Leone), Middle East (UAE, Saudi Arabia,
  Oman, Qatar, Bahrain, Yemen, Egypt)

Key Responsibilities for EPC & FEED:

• Individual contributor responsible for new business opportunities for a multi-country region.
• Responsible for securing (Up to US$10MM) contract awards.
• Screens new opportunities for bidding consideration.
• Identifies and mitigates risk involved with commercial terms and conditions, contract structure and pricing, interfacing with Legal and Finance Departments, as appropriate.
• Customer Relations
• Foster and develop positive customer relationships.
• Listen to customer needs and assist in development of project solutions that satisfy those requirements and provide opportunities for Company.
• Interface with client on all project / opportunity correspondence
• Actively seek to increase number and quality of contacts among customers and other market influencers at management level.
• Identifies and / or develops new product and market opportunities via early involvement in prospective project’s selling cycle
• Utilizes industry and customer contacts to influence project requirements in order to satisfy customer and positively position Company.
• Identifies partnering opportunities and apply those concepts to develop and maintain win /win customer relationships.
• Manages territory and accounts to position Company for securing strong opportunities.
• Communicate Market Expectations from End-users as well as competitors / other OEM’s information & define the strategy to increase the penetration
• Directs business Acquisition Team Interface
• Ensures effective teaming with all stakeholders in bid process, including estimating, proposals, legal, finance, tax, or other functions
• Provides direction to bid teams in reaching key decisions.
• Establishes and obtains approval for pre contract efforts and manage costs and proposal development with team.
• Manages all opportunity Gate review processes and obtains management approval as required.
• Incurred financial impact from commercial risk exposure on projects sold
• Account Management – Provide localization and guidance on sales & marketing strategies, commercial policies, account strategies
• Sales Performance – Ensure that projects obtained meet Company guidelines by providing judgment and guidance in screening opportunities, contract negotiation, risk management, profit potential and analysis and communication of key customer values, needs and expectations
• Cost Control – Manage Admin costs and pre-contract costs within established budgets
• Conduct periodic Customer Satisfaction Surveys
• Ensure integrated solid EHS performance and development of interdependent safety culture

Packages Handled

• Rotating, Static & Fired equipment’s (Pumps, Blowers, Fans, Plate / Shell & tube Heat exchangers, Air coolers, Cooling towers, Vessels, reactors, Tanks, Columns, internals, Mixers, Turbines, Pneumatic handling equipment’s, Air compressors, Burners, Reaction furnaces, Incinerators, Boilers & Turbines, Heat exchanger, Pressure vessels, Water treatment skids including waste water & desalination, Fuel handling etc.,

Skills, Knowledge and Industry

• Knowledge of related products and industry like Oil & Gas, Energy, Water, Cement, Sugar, Steel / General Industries

Stakeholders

• End users, EPC's, Consultants, Technology providers

Accomplishment: -

• Holds credit of achieving target matrix of 99 % as assigned by top management
• Instrumental in developing the international business at Philippines, Srilanka, Western & Eastern African countries

• Developed order capture teams and implemented project specific service strategies, which resulted in winning new service business, continuously meeting or exceeding both annual order bookings and "as sold" margin targets, and building a strong order book for the future.
• Achieved record levels of captive power plant O&M contracts bookings in 2005, which accounted for greater than 50% of the company's total annual bookings.
• Conducted an "in house" market study of the 20 - 50 MW aero-derivative gas turbine marketplace, which resulted in fundamentally changing how the senior management viewed both the market dynamics and the company's business model, and led to increased order bookings, market share, and revenue generation.
• Coached and mentored the Thermal power sales team, to ensure delivery of both short term performance, as well as position the individuals for future career growth opportunities
• Periodic Business review of the Project implementation for analysis and corrective action
• Ensured compliance with statutory requirements and handled the related formalities and documentation.
• Key Resource Planner with hands-on experience in planning for manpower, material & money for successful completion of projects within time & budget constraint
• Effective in ensuring zero / minimum breakdown & maximum availability, thereby resulting in increased uptime; conducted Root Cause Analysis (RCA), implementing corrective actions and enforcing improvements to eliminate recurrence of breakdowns
• Displayed paramount efforts in addressing critical challenges head-on, strengthening workforce and accelerating performance at challenged operations
• Ensured compliance with statutory requirements and handled the related formalities and documentation

• Headed the PDM & Training team
• Senior team Member in field of Vibration analysis through Vibration Analysis and In-situ Dynamic Balancing.
• Data collection and analyzing the vibration severity in all types of rotating & reciprocating machines and categorize them as Good, Fair or Rough based on their health condition with respect to ISO & VDI Standards and also with past experiences.
• Providing field training to client Engineers on Vibration monitoring and also to our Engineers & Technicians at our Maintenance Training Division- HIMER at Ambattur
• Team Leader in preparation of Interim data base for SAP implementation in Refinery at Qatar

• Successfully handled entire field maintenance project at “Reliance Petroleum Limited – Jamnagar”
• Effectively handled overall rotary and rotating equipment’s in the areas like CDU, VDU, MTF, and CRUDE I & II, HYDROGEN, SULPHUR & FCCU.
• Conceptualized and implemented measures for enhancing operational efficiency, cost reduction and resource optimization.
• Planned and scheduled effective preventive, predictive corrective and shut down maintenance
• Developed managed and monitored performance of multi-skilled work force and conceptualized and implemented need-based training programs to enhance technical skills and efficiency.
• Reliability and FCA for rotating equipment.
• Erection and commissioning of 106.5 & 81.3 MW Wartsila make diesel based power plants

• Responsible for central contracts department
• Interact with Central Contract Dept. of RPL and finalize rates for Mechanical Works
• Sourcing of proper Mechanical contractors by doing value analysis
  Preparation of MIS reports, Monitoring labour strength, assisting with site Planning Engineers and Progress Evaluation.
• Preparing Rate analysis for Mechanical contract works like Piping, equipment & structural and get it approved from RPL.
• Finalization of sub-contact work orders.
• Total responsible for FIM, material & Qty Reconciliation
• Preparation of S curve
  

• Worked as a Site Incharge for Diesel based power plant - Type of Fuel – HFO, LSHS & LDO - Ranging from 6.3 to 18 MW
• Checking of civil foundations & submit the protocol to the client.
• Erection & commissioning of DG sets and its auxiliary equipment's.
  Fabrication and erection of self-supported chimneys, clean lube oil and dirty oil tanks.
• Fabrication and erection of piping systems for oil, cooling, exhaust systems.
• Preparation of inspection reports for welding, alignment, hydro tests, and chemical cleaning.
• Inspection co-ordination with TPL inspection engineers.
• Erection & commissioned India’s first Skid mounted DG set at Reliance Petroleum Limited - Jamnagar. Gujarat