Commercial Management

A strategic out-fit professional, seeking a challenging management role to transfer skills, knowledge and experience, through motivating members, peer group and thus bridging gaps to achieve stakeholders’ expectations.

06/2005 – to date: Commercial Manager - Petrofac Facilities Management Limited, Kuwait
Reporting to the International Commercial Director and PFM is an international EPC, O&M & BOT organization, highly involved in Oil & Gas Business Sector with an annual turnover of over $10bn.

07/2004 – 06/2005: (Interim) Project Manager - VA TECH T&D Limited, Dubai, UAE
Reported to Projects Director, VA TECH is an international EPC contractor and supplier of specialized Products for Energy and Power Industry with an annual turnover of over $8bn.

01/2000 – 09/2003: Commercial Manager - ABB (SST) Solutions Limited, Middle East &Africa
Reported to the General Manager, ABB is an international EPC and Specialized Engineering Product Manufacturer in Power and Oil & Gas Business Sector with an annual group turnover of over $21bn.

01/1996 – 12/1999: Proposals Manager - ABB (SST) SAE Limited, Middle East & Africa
Reported to the General Manager, ABB is an international EPC and Specialized Engineering Product Manufacturer in Power and Oil & Gas Business Sector with an annual group turnover of over $19bn.

02/1992 – 12/1995: Senior Contracts Engineer - Belleli Heavy Industries Limited, Saudi Arabia
Reported to Contracts Manager, Belleli is a European EPC Contractor solely involved in design, fabrication, installation, testing and commissioning of onshore and offshore Oil & Gas facilities in the Middle East region.

03/1989 – 02/1992: Contracts Engineer - Kaveri Engineering Limited, Trichy, India
Reported to Contracts Manager, KEL is an Indian company, specialised in design, fabrication, installation, testing and commissioning of various Oil & Gas, Petroleum, Chemical and Fertilizer facilities within India and Far East.

2005–2006: Certified Commercial Contracts Manager(CCCM)-NCMA, USA (In-process)
2004: Project Management Professional(PMP)-PMI, USA
2003–2004: Master of Business Administration(MBA)-Lancaster University, UK
1985–1989: Bachelor of Engineering(B. Engg.)-Bombay University, India

Specialization:
International Financial Management including hedging and swapping FX
International Business on Competing in the Global Marketplace

Achievements:
2005: Established Contracts Management System to integrate all business process
2004: Implemented Earned Value Project Management Concept for effective project monitoring
2003:Expanded Business through Relationship Management and increased revenue from fixed resources
2002: Improved Supply Chain Management and reduced Inventory by 60%, thus increased financial stability
2001: Instituted new subcontracting procedure that enhances company’s working capital
2000: Introduced new hiring methods to better manage fixed asset & reduce commitments

Competencies:
Technical – understanding technological evolution and its related business impacts
Financial – Return-on-investment, Profit & Loss Account, NPV, Deal Structuring, Profit Sharing Models
Sales/Negotiation – Brand Marketing, IPR, Contracts and Service Agreements
Market Knowledge – Customer Knowledge, Suppliers History, Market Insights, Industry Trends
Change Management – Realization, Appreciation and Implementation of Change Management

Training:
2002: Internal Quality Auditing (ISO 9001 – 2000) & Awareness Program, RwTUV – Saudi Arabia
2001: Sales & Negotiation Competence, ABB – Switzerland
2001: Commercial & Legal Aspects of a Contract, ABB – Switzerland
2000: Customer Complaints & Resolution Process, ABB – Saudi Arabia
1996: Lead Auditor Training Program, British Standard Institute – UK
1995: FIDIC Contracts Management Training, Consulting Engineers of India

Authorities:
• To authorize bids for new contracts and variations up to USD 5M contract value
• To review, evaluate, defy, negotiate & finalize claims, variations and changes or back-charges
• To prepare, review, approve, submit & expedite applications for payment or invoices to client/consultant
• To review and approve monthly progress invoices of subcontractors & suppliers
• To approve project or business related expenditures, within and above budgets with justifications
• To define proposal assumptions, scope limitations and constraints for planning & execution

Performance Criteria:
• Monitor, forecast and on-time reporting of project trends to the management using EV technique
• Increase supply chain efficiency to avoid locking of project funds on inventories
• Improve financial stability through transference of business or project risks
• Enhance customer relationship and establish customers’ dependability on the company
• Coordination with tax consultants & credit functions, to minimize indirect cost & improve profitability
• Boost suppliers, subcontractors and OEM support relation through effective management
• Reduce claims & variations from inter-departments/external parties, through proactive administration
• Review & maintain a library of amendments, variations, claims and safeguarding of legal/contractual positions