Budget GUI
Vijesh Panicker
Sales & Proposal Management
Vadodara,GJ
Summary
Sales professional with 15+ years of experience in the area of Compressor Business. Passionate, results-driven person with a deep technical understanding and strong ability to identify, cultivate, and maintain strategic relationships with stakeholders and clients to achieve company-wide goals and objectives.
Overview
16
16
years of professional experience
4
4
Languages
Work History
Regional Project Development Manager
Siemens Energy India Limited
11.2021 - Current
- Responsible for modernization and upgrades of centrifugal compressors (Siemens Make and Others)
- Visiting customers and building relations
- Techno-commercial discussion with customers and concluding orders
- Internal order booking including involved during project execution phase
Manager - Marketing & Sales and Proposal Management
Aerzen Machines India Private Limited
04.2018 - 10.2021
- Marketing & Sales of Positive Displacement Blowers (Tri lobe Blowers), Screw Compressors and Turbo Blowers in serving markets
- Guiding the regional team to achieve the yearly targets
- Meeting End Customers, EPC's to develop relationship and guide the suitable solution
- Educating customers in energy efficiency products by means of proper ROI calculation
- Proposal Preparation of Positive Displacement Blowers, Screw Blowers, Screw Compressors and Turbo Blowers for various applications including costing sheet preparation
Manager - Proposal Management
Aerzen Machines India Private Limited
09.2017 - 04.2018
- Proposal Management for various applications like Waste Water Treatment Plant, Food Industry, Cement Industry etc.
- Proposal preparation for positive displacement blowers, screw compressors, screw blowers and turbo blowers including costing sheet
- Compliance with internal processes
Manager - Marketing & Sales
Sunrise Industries India Limited
04.2017 - 08.2017
- Marketing of FRP/GRP Products like Equipment, Pipes & Fittings, Gratings, Cable Trays etc. in various market segments like Chloro-Alkali, Rayon Fibre, Chemicals, Refinery, Petrochemicals, Paper industry, Waste Water Plant, Sewage Treatment Plant.
- Courtesy visit to customers for identification & generation of enquiries
- Discussion with Customer Technically & Commercially for closure of the order
- Payment follow up
Assistant Manager - Front Sales
Burckhardt Compression India Private Limited
12.2014 - 04.2017
- Marketing & Sales of Spares, Service, Engineering study etc. Burckhardt Make Reciprocating Compressors
- Retaining Existing Customers by means of building relationship
- Developing New Customers who are using Other Brand Reciprocating Compressors and value-sell Burckhardt Make Spares and Services
- Payment follow-ups
Senior Executive - Marketing & Sales and Proposals
Siemens Limited - Turbo Compressors Business Unit
05.2010 - 12.2014
- Marketing & Sales, Proposal Engineer in Centrifugal Compressors. Responsible for Chemicals & Fertilizer market, Axial Compressors (Blast Furnace, FCC), Refinery & Petrochemicals market, CTL market across India.
- Courtesy Visits to customers and identification of upcoming projects in various market segments
- Budgetary Proposal preparation of Single Shaft Compressors and Integrally Geared Compressors for various applications
- Submission of Firm Proposal and negotiation
- Completing all internal process which includes LOA
Executive - Proposal Management
Siemens Limited - Turbo Compressors Business Unit
07.2009 - 05.2010
- Budgetary & Firm Proposal Preparation of Integrally Geared Compressors for Plant Air Applications and Air Separation Units
- Costing Sheet Preparation along with compliance of internal processes
Education
MBA - Marketing Management
Sikkim Manipal University
Vadodara, Gujarat07.2013
Bachelor in Engineering - Mechanical Engineering
Gujarat University (SVIT Vasad)
Vasad, Gujarat07.2009
H.S.C - Science Stream including Maths
Don Bosco High School (Gujarat State Board)
Vadodara, Gujarat06.2005
S.S.C - undefined
Don Bosco High School (Gujarat State Board)
Vadodara, Gujarat06.2003
Skills
Sales Strategy Development: Develop & Increase opportunity pipeline by more than 10% Y-o-Y since 2021 (after joining) ; Developing sales strategy plan for each project wrt price, competition etc
Customer Satisfaction Leader: Lead to achieve customer satisfaction via means of responsiveness, solution etc
Project Closure Management: Successfully closed major projects like Zuari Agro (PPL), L&T (NTPC Patratu), Ultratech (Various Plants) etc
Rotating Equipment Expertize : Knowledge of Rotating Equipment with experience in new machines and after-sales including application & market
Contract Negotiations: Proficient in negotiating commercial terms
Team Player: An essential team player with experience of working in a multi-cultural environment
Proposal Management: Comprehensive proposal management for compressors including Drivers by utilizing sales & design tools
AWARDS
- 5 Years Service Certification from Siemens Limited
- Certified Training on Centrifugal Compressors at Siemens Germany for duration of 3 months
- First Prize in Elocution in National Productivity Council
- Secured Top 10 level in Gujarat University Exams
- Medals and Certificate in various sports activity at School level
ACHIEVEMENTS & CONTRIBUTIONS
- Order closure worth 8 MUSD with Zuari Agro Goa for compressor revamp against tough competition
- Registration of Aerzen India with NTPC for Screw Compressors and securing first direct order worth 62.5 Million INR
- Solely negotiated commercial contract and price for 14 nos. Blowers with Ultratech Limited worth 38.6 Million INR
- Negotiated with Reliance Industries Vadodara for Indian Service Engineer Service Rates for overhauling of LLDPE Compressor and successfully established a rate of INR 1.2 lacs per man-day excluding accommodation and transportation
- Supported Siemens AG for J3 Packages
- Convinced BPCL and EIL for change in specifications for BPCL Kochi Refinery
- Convinced NMDC to change specification from Axial with last stage radial blower to Axial Blower
Software
CES GUI
AutoCAD
Pro-E
C-Programming
Timeline
Regional Project Development Manager
Siemens Energy India Limited
11.2021 - Current
Manager - Marketing & Sales and Proposal Management
Aerzen Machines India Private Limited
04.2018 - 10.2021
Manager - Proposal Management
Aerzen Machines India Private Limited
09.2017 - 04.2018
Manager - Marketing & Sales
Sunrise Industries India Limited
04.2017 - 08.2017
Assistant Manager - Front Sales
Burckhardt Compression India Private Limited
12.2014 - 04.2017
Senior Executive - Marketing & Sales and Proposals
Siemens Limited - Turbo Compressors Business Unit
05.2010 - 12.2014
Executive - Proposal Management
Siemens Limited - Turbo Compressors Business Unit
07.2009 - 05.2010
Bachelor in Engineering - Mechanical Engineering
Gujarat University (SVIT Vasad)
H.S.C - Science Stream including Maths
Don Bosco High School (Gujarat State Board)
S.S.C - undefined
Don Bosco High School (Gujarat State Board)
MBA - Marketing Management
Sikkim Manipal University