SubrotoCV2011

8/3/2019 SubrotoCV2011

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SUBROTO KARMOKARHome: (009122) 25927359 ▪ Mobile: (0091) 9819617174 ▪ [email protected]

SENIOR MANAGER – PRESALES

– Expertise in global business with deep-rooted experience incultural, economic and political affairs in India and the UAE –

Strategic sales and marketing specialist who was instrumental inhelping to build and grow new products in Automation and Controlscompanies in the region – Achieved Success based on understanding themarket drivers, knowing where my customers fit the market with their gapsto growth, then aligning a strategy to ensure growth.Despite formidable economic and political circumstances,penetrated markets in India and UAE – Forged key alliances with Oil &Gas companies that generated over $2 million in sales in India and $5 millionin sales in UAE. Known for ability to cut through red tape and to negotiate

win-win outcomes.Well traveled and Fluent in English and four Indian languages – Traveled UAE, Oman, Germany, Singapore, Malaysia & Hong kong andexceptionally respectful and appreciative of diverse cultures and viewpoints.Excellent communicator and relationship builder – Strong and positivecommunicator when working with clients from any country around the globe.Exemplary problem-solving skills – Able to identify problems andimplement corrective processes.

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AREAS OF EXCELLENCE

• Market & Competitive Analysis • Product Positioning• Sales Training & Leadership • Customer Relationship Management

• Start-ups & Turnarounds • Operational Management

• New Product Planning • Strategic Alliances

• Business Development • Contract Negotiations

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BEST PERSONALITY TRAITS

*Highly Persistent *Solution Oriented *WIN-WIN attitude *Self driven *Flexible*Highly Logical *Passion for Excellence *Organized *Multi-tasking *Great Sense of

Humor *Emotionally Intelligent

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PROFESSIONAL EXPERIENCE



AGS TRANSACT TECHNOLOGIES LTD., Mumbai April 2010onwards Sr. Manager – Pre-sales

• Business development activities for TerminalAutomation solution from MEGA Endustri, Turkey, Automatic vehicleidentification and Fuel dispensing system from OTI Africa and Vehicletracking system from GMV, Spain

• Generation and tracking of business leadsand project tenders

• Assisting customers with specificationdevelopment at pre-tendering stage

• Project and team building activities

• Design of complete turnkey solutions and co-ordination with overseas and Indian vendors for systems andinstrumentation products

• Bid submission and attending tenderopening

• Site surveys and site technical meetings• Competitor and SWOT analysis and providingrecommendations to higher management

• Co-ordination with regional offices for Terminal Automation tender

Select achievements: Identified, initiated talks and managed to set up partnershipagreement between GMV Spain with AGS and prepared completeVTMS and PIS KSRTC tender on behalf of AGS in collaboration withmultiple third party product companies and offered a integrated solutionand project management plan to KSRTC

Started building brand for AGS in the petroleum industry as amajor Terminal Automation solution provider, by meeting major oilcompanies, tendering for projects and presenting technical seminars onsolution being offered

Built Initiated the building of Terminal Automation team andcompany data warehouse

for terminal automation products, vendors and collateral materialin an efforts to create a

smooth and efficient project bidding and execution system for the

company

Select few large projects targeted for the company:

• Bid preparation and submission for Turnkey Terminal Automation, Fire Alarm, Access control and Communicationssystem for HPCL Ennore terminal

• Bid preparation for IOCL Miraj and SolapurDepot Automation upgrade



• Bid preparation and submission for HPCLBihta project

• Bid preparation and submission for GAILWagodia LPG Terminal Automation upgrade

• Initiated for Automatic Vehicle identification

system for OTI with customers (Patel roadways, Leased Plan India andAPSRTC)

• Bid preparation and submission for Vehicletracking and Passenger Information system for KSRTC

SYSCONTROL TECHNOLOGIES INDIA PVT. LTD., Mumbai, July 2004to March 2010Business Manager Systems

• Responsible for system integration businessand Turnkey Terminal Automation System from M+F Germany.

• Achievements of sales targets for Indian

region• Find new business partners: OEM’s ,SystemIntegrators in India

• Support for partners and main accounts:HPCL, BPCL , IOCL, GAIL etc.

• Organize Lunch& Learn seminars forcustomers

• Identify the new businesses and follow up

• Gather information regarding market trendsand choose the right approach following the company strategy

• Project Tendering and Overall Management

of Terminal Automation Projects.• Product sourcing and vendor development.

• Leading a team of engineers for projectactivities.

• Project Management and co-ordination

• Responsible for the Liasion work andoutsourcing of Electrical Design and Drafting

Select achievements: Contributed immensely to sales growth from 0 to $1 millionannually in 5 years, with persistent hardwork, patience and

determination , thereby, producing a satisfactory turnover for company inRockwell products. Made a major break-through by securing account with a leadingsewage treatment plant company for their automation andinstrumentation needs for all their future projects Set up a well trained sales and engineering team by skillful guidanceand hand-on system design and working with junior team members on liveprojects



Select few large projects obtained for the company:

• Allen Bradley PLC 5/40 Filteration system forReliance Refinery at Jamnagar, Pall Filteration, Mumbai

• Design for Terminal Automation system forIMC Mumbai, HPCL Mundra Terminal

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Turnkey Terminal Automation system forBRC, Syria

• Electrical and Instrumentation design andengineering for 70 MLD Sewage teatment plant at Coimbatore, Ukkadam

• Electrical and Instrumentation design andengineering for 40 MLD Sewage teatment plant at Coimbatore,Nanjadupuram

• Electrical and Instrumentation design andengineering for 60 MLD Sewage teatment plant at Palsana, Surat

• Electrical and Instrumentation design andengineering for 30 MLD Sewage teatment plant at Ghansoli, Navi Mumbai

• Syria Terminal Automation project.

ALI & SONS CO. – OSES , Abudhabi May 1995 uptoMay 2004Sr. Sales Engineer

• I was fortunate to have been given theopportunity to be involved in multi-disciplinary functions as sole point of contact for portfolios such as Rockwell Automation, Samson, JohnsonControls etc.

• Achieved sales targets for Abu Dhabi regionIdentify the new businesses and follow up

• Liased with Rockwell Dubai office and majoraccounts in Abu Dhabi

• Customer visits to sites like Habshan,Ruwais etc. for business promotion and project activities

• Technical presentations to consultants,clients and contractors; Product pre-qualification, Product technicaldemonstrations; Site visits for surveys; Detailed technical review of engineering specifications, data sheets and RFQs; Turnkey projectManagement; System Design and Configeration of Control systems, HMI &SCADA systems, ESD Systems, Fire and Gas Systems, DCS systems,Ladder Programming, SCADA Programmimg, Operator Interface

Programming, Field Instrumentation & Control Valves etc• Support for main accounts such : ADNOC,ADMA-OPCO , ADNOC-FOD, GASCO etc.

• Gather information regarding market trendsand choose the right approach following the company strategy

• Technical and Commercial Proposalpreparation; Contract negotiations; Procurement; Kick-off meetings;Maintaining Project status & updation; Project execution; Co-ordination of



Factory Inspection tests; Conduct Site Inspection Tests; Product TechnicalSupport; Liasion with clients and product approval.

• Partner & OEM development.

Select achievements: Contributed immensely to sales growth to yearly $1.5 million in 9years , from Abu Dhabi region alone for products and services single-handedly. Helped company formalize the Rockwell Automation agency bypersistent follow up, by forging excellent business relationship withRockwell Dubai and by proving capabilities of meeting and exceedingexpectation at the firing line. Strategically positioned company as system integrator,consultant and service provider that helped sell more products.Landed important contracts with companies such as ADNOC-FOD &GASCO. Was instrumental in signing Exclusive yearly Maintenance

contract with ATHEER & TAKREER resulted in penetration of lucrativemarket in oil refinery sector. Penetrated new markets and sustained continued growth despitehighly volatile and risky environments and established new OEMs andpartners for PLC and Power product range.

Select few large projects obtained for the company:

• Tankfarm Automation System for Abu DhabiOnshore Oil Operations Company (ADCO), Jebel Dhanna

• Sewage Filtration Control System for AbuDhabi Municipality

• SCADA System for Qatar, Elf Petroleum

• PLC Control Panels for Chemical Dosing,Water and Electricity Deptmt of Abu Dhabi

• PLC System Upgrade for Generator Panel,Abu Dhabi Onshore Oil Operations Company (ADCO), Al Dabbiya

• PLC System for Control Building HVACControl, Abu Dhabi Gas Industries Company (GASCO), Ruwais

• Gas and Fire Monitoring System for AbuDhabi National Oil Company (ADNOC), Maqta

• Expander Control System Upgrade, AbuDhabi Gas Industries Company (GASCO), Asab

• Substation Monitoring system, ADNOC,Ruwais

• PLC-5 Metering system upgrade, EmiratesCMS Power Co., Taweelah

• Lube Plant Control System Upgrade Project,ADNOC-Distribution Co., Umm-Al-Naar

• H14 SCADA and Telemetry system project, AlAin Municipality, Al Ain

• Multi-product Tankfarm and PipelineAutomation upradation to Hybrid DCS project, Al Ain



BIN JASSIM GENERAL TRADING EST , Abudhabi March 1994 toMay 1995Sales Engineer

• Job involved technical support, project salesand execution for the overseas principals represented by company i.e.Hawker Siddeley Dynamic Engineering- Gas turbine & Compressor Controlsystem, Willowglen- Scada Systems and Services- SCADA system,ThurnallPlc- Automation and System Integration house.

• Participated in & organised exhibition of products in two major Instrumentation exhibition (Arab Oil & Gas showand ADIPEC) in the U.A.E.

Select achievements: Major breakthrough in Turbine control system sales for $2 millionat Al Ain Power station. Helped company get major equipment & cable orders from such asADMA-OPCO, NPCC etc. despite stiff competition Built company’s niche as a leader in a unique market by launching

innovative campaigns,applying new sales strategies and helping to identify new products.

MOHAMMED BINGHALIB ENERGY ENT , Dubai April 1992 to March1994Sales Engineer

• Sales, Design and implementation of Gas &

Flame detection systems. Demonstrated & trained customers/branchoffices on Gas & Flame detection instruments. Handled Delphian Systems:Gas Detection system, Armtec: UV/IR Flame Detection

• Also handled technical support, project salesand execution for the overseas principals represented by the company i.e.Valtek, ITT Barton, SOR, Bailey etc.

Select achievements: Established Delphian & Gastech Gas detection system products inUAE with sole efforts

TOSHNIWAL BROTHERS I PVT LTD , Mumbai April 1991 to March1992Product specialist

• Job function included Sales and Technicalsupport of imported and indigenous Pollution monitoring instruments. Iwas required to travel extensively to various parts of India & co-ordinate



with branch offices,dealers and territorial sales engineers. Wasresponsible for Environment s.a.: Ambient Air pollution monitoringsystems, Fuji : Pollution monitoring system, Foxboro: Air pollutionmonitoring system

Select achievements:

Played a key role in receiving major orders for Pollution controlsystem from NOCIL, MPCB etc. Travelled all over India meeting various dealers to train them, identifysales strategy, arrange joint meetings with Government Authorities andvarious pollution control boards

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EDUCATION & SPECIALISED TRAINING

-Don Bosco High School, SSC Board, Bombay

-KJ Somaiya College of Science, HSC Board, Bombay

-Vivekanand Education Society Institute of Technology (Bachelor of Engineering- Electronic Instrumentation), BombayUniversity

-Rockwell Automation (Allen Bradley) PLC-5 Programming, System design,Maintenance

& trouble-shooting MMI/SCADA software development training program in Dubai

-Rockwell Automation (Allen Bradley) RSView32 MMI/SCADA software development



training program in Dubai

-Samson Control Valves, Profibus positioners, Field bus and other related Instruments

Training course in Germany

-Raskin (India) ltd. training at Baroda,Gujarat on Zirconia based oxygen/combustionanalysers

-ITT Barton training on Smart Pressure transmitter Set-up, calibration and trouble

shooting at Binghalib office in Dubai

-SOR training on process sensor products at Binghalib office in Dubai

-Sprecher & Schuh training course at Dubai on Switchgear component products, Motor

Management devices,Variable Speed Drives & Soft Starters

-Rockwell Automation (Allen Bradley) Introductory course on Controllogix and RSLogix5000 training program in Dubai

Attended numerous other technical seminars on various instrumentation & control

products. Also, attended numerous selling skills seminars during my career.

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PROFESSIONAL AFFILIATIONS & TRAINING

-Graduate of the Indo – American Society Public speaking course Mumbai

-Member of Instrumentation Society of America (ISA), Mumbai-Completed the SAP Foundation course in Sales and Distribution Module from

IMI, Dubai.-Completed the WINDOWS NT Administration Training Course from NIIT, Mumbai

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PERSONAL INFORMATION

Resident address: Flat 702, Grace C, Vasant Oscar CHS,

LBS road, Mulund – W, Mumbai, India



Resi. Tel: +91 22 25927359

Mobile: +91 9819617174

Email:[email protected]

Birth Date: 19 June 1967

Passport: Indian A-9574396 Expiry on 25.3.2012

India Driving Lic: MH-03/2004/23900

UAE Driving Lic: 307995A

Marital: Married

Children: 2 sons

Countries visited: India, UAE, Oman, Germany, Singapore, Malaysia, Hongkong

Other interests: Enterpreneurship, Karate, Sports, etc

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mailto:[email protected]

mailto:[email protected]

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SubrotoCV2011