Hi, I’m
SURESH SUBBAIYAN
Business Development Manager
Chennai,Tamilnadu
Summary
With over 18 years of experience, a seasoned Sales and Marketing professional excelling in leading cross-functional teams for B2B, Distributors, and Key Account sales. Proficient in devising and implementing pivotal business strategies, orchestrating marketing initiatives, and forging strategic partnerships to amplify revenue and profitability. Demonstrated expertise in business turnaround and transformation, with a deep understanding of customer excellence and strategic consulting. Skilled at cultivating strong relationships with teams, clients, and partners to deliver unparalleled value to stakeholders..
Overview
19
years of professional experience
5
years of post-secondary education
Work History
Ingersoll Rand Technologies & Services Pvt Ltd
Territory Sales Manager
02.2017 - Current
Job overview
- Achieved 17-25% YOY growth and aim to double business every 3 years in Power Tools & Lifting.
- Drove existing account business to a 30% CAGR by diversifying products and expanding share of wallet.
- Boosted new account business by 15% YoY, contributing to a 25% overall revenue increase this year.
- Built strong relationships with key decision-makers and SLT in key accounts, leading to increased existing business revenue.
- Established 2 new distributors in untapped areas; trained them on IR values and sales strategies to enhance area coverage.
- Diversified revenue streams from Automotive to Rolling Stock, Defence, and PSU sectors.
- Conducted exhibitions, seminars, dealer training, and customer gatherings to boost product awareness and engagement.
Anupam Industries Limited
Manager – Sale & Marketing
11.2014 - 09.2016
Job overview
- Generated sales leads to achieve and exceed Quarterly sales targets.
- Increased heavy industries business from 6 crores to 25Cr. within 2 years, with significant growth from key accounts like L&T and BHEL.
- Acted as a consultant for customer needs, generating custom leads that enhanced both customer satisfaction and the company's value proposition.
- Represented tender bidding processes, conducted technical meetings, and managed commercial bidding, successfully converting bids into orders..
- Directly responsible for collecting all delinquent accounts (>30 DPD) within 90 days of disbursement.
- Conducted marketing and brand-building exercises in new areas to generate leads and solicit tender inquiries..
Konecranes India Limited
Assistant Manager – Sales
10.2011 - 11.2014
Job overview
- Responsible for achieving annual sales of 12cr, expanding market share, and enhancing profitability within assigned sales territory to meet business objectives.
- Engaged with end customers, architects, and PEB developers in territory, fostering strong relationships to generate leads, identify market opportunities, and secure effective client acquisitions.
- Demonstrated exemplary customer service by engaging clients on sales floor.
- Responsible for enhancing profit margins through value-based propositions and tailored solutions, mitigating effects of competitive price wars.
- Accountable for formulating monthly collection forecasts and ensuring collections align with DSO targets.
- Driving enhanced productivity among engineers while upholding quality and customer service standards. Adopting solution-oriented approach, conducting safety audits, and implementing process enhancements.
Demag Cranes & Components India Pvt. Ltd.
Senior Engineer Service
09.2009 - 09.2011
Job overview
- Acted as SPOC for site operations, ensuring timely erection and commissioning in collaboration with factory and service partners.
- Offered technical insights for activity enhancement and addressed primary service calls as needed.
- Managed over 50 customers spare parts and service contract sales, striving to meet individual targets.
- Directed site activities through safety meetings, execution plans, validation reports, and daily customer interactions.
- Managed warranty supports effectively and expedited issue by reducing claim up to 12%
- Supported sales with technical consultations for new crane applications and modernization needs.
Kone Elevators & Escalators India Pvt. Ltd & Avasarala Technologies Pvt ltd
Project Engineer
06.2005 - 01.2009
Job overview
- Handled site activities, safety toolbox meeting, micro & macro planning for installation and commissioning of project having 110 elevators
- Delivered regular compliance reports to drive process improvement and corrective measures.
- Meeting and exceeding monthly revenue target of completing 20 elevators handover
- Reviewed contractor workmanship to determine favorable partnerships for on-time and under-budget project completion which saved installation budget by 6%
- Trouble shooting and guidance to contractor during installation and commissioning as per SOP.
Education
ICFAI University, Hyderabad
MBA from Financial Services Marketing Operations
06.2023 - 05.2025
Anna University, Coimbatore
Bachelor of Engineering from Mechanical Engineering
06.2002 - 05.2005
Skills
Growth, Research & Market Penetration
Accomplishments
- Awarded Best Contract Salesman of the Year in 2013 at IMEA sales conference in Abu Dhabi. Pioneering new sales lead generation system subsequently adopted organization-wide.
- Received Path Breaker Award in Q3 2019 for innovating and nurturing a novel closed-loop pneumatic zero gravity balancer within the Power Tools and Lifting Solutions sector in India.
- Awarded for Highest Price Realization Award for CY 2022
- Awarded for securing a prestigious project worth 20cr with L&T for a Level Luffing Floating Deck Crane in June 2016.
Timeline
ICFAI University
MBA from Financial Services Marketing Operations
06.2023 - 05.2025
Territory Sales Manager
Ingersoll Rand Technologies & Services Pvt Ltd
02.2017 - Current
Manager – Sale & Marketing
Anupam Industries Limited
11.2014 - 09.2016
Assistant Manager – Sales
Konecranes India Limited
10.2011 - 11.2014
Senior Engineer Service
Demag Cranes & Components India Pvt. Ltd.
09.2009 - 09.2011
Project Engineer
Kone Elevators & Escalators India Pvt. Ltd & Avasarala Technologies Pvt ltd
06.2005 - 01.2009
Anna University
Bachelor of Engineering from Mechanical Engineering
06.2002 - 05.2005
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