Naveen Hemadri: Business Development Manager - Parts - APAC

Naveen Hemadri
Mobile: +91 99001 29355 (P) / +91 99801 58619 (O)

Email: [email protected]
Business Development Manager Parts APAC
Strategic Sales: Pro-Active Follow-On Sales for Aftermarket Spares Business Sales Initiatives: Business Development & Analysis for Aftermarket Sales
International Sales: Inside Sales Management - Control Valve Spares Compliance & Contracts: Commission & Buy/Sell Business Strategies
Operations: Valve Manufacturing Production Planning & Control
Seeking managerial assignments in Sales of Control Valve products to excel well with gained knowledge on International Sales for 12+ years
& 6+ years in Production Planning & Control
Synopsis
12+ Years of professional experience in Shared Service Organization supporting 3 major continents of the world on Aftermarket
Business for building teams, expertise and Administering & Managing the complete roles to support business and reduce costs on
counterparts.
Overall 18+ years of experience International Sales & Business Development (APAC Aftermarket) including 6+ years as Manager
Production Planning Control & Conventional Valve Manufacturing.
Handling Direct Customer Sales, Commission Business, Buy-Sell Business with Agents for the Bhoomiputra Concept Countries,
Customer Facing Sales in countries Malaysia, Indonesia, Thailand, Singapore, Hong Kong, Taiwan, China, Korea and Japan in the areas
of Power Plants, Oil & Gas Plants.
Effective Pro-Active Sales Initiatives with Follow-On Sales on Aftermarket Spares
Customization, User Acceptance Testing and complete Working knowledge on SalesForce.com
Possess excellent interpersonal, communication and organizational skills with proven abilities in team management, customer
relationship management, planning & execution, problem solving, leadership and training.
Organizational Experience
Organization Duration Designation/Role

IMI CCI-Control Component India Pvt. Ltd. Nov 2005 to till date Business Development Manager Parts APAC
FOURESS Engineering Mar 2005 to Oct 2005 Scheduling Engineer Machine Shop
T.S. Pumps & Valves Pvt. Ltd. Dec 1998 to Feb 2005 Manager Production Planning
Skill Set
Domain:
Managing a Team of 15 members in-house (+6 in overseas) for the After Market department (APAC region) dealing with the different
types of Severe Service Control Valve Parts manufactured at different parts of the world providing marketing supporting to different
territories worldwide.
Spare Parts & Upgrade Product Pricing Control & Strategies. Follow-On Sales and Scheduled Outage Management for Spare Parts
Business. Business Pool Validation for Spare Parts, Technology Upgrade on Monthly Analysis, Book To Ship Reconciliation
Good knowledge of Severe Service Control Valves and conventional valves manufacturing and selling.
Managing the teams in different countries understanding their cultural differences to handle different projects.
Having served a manufacturing organization in past which has given me knowledge and skill of understanding and using all the
technical and commercial aspects of the present organization.
Professional Experience Summary
November 2005 to till date with CCI- Control Component Inc.

Business Development Manager Spare Parts - APAC
IMI CCI is the largest business unit, within the Severe Services Division, employing over 1,800 people and producing revenues in excess of
US$400m. The company manufactures high temperature/pressure valves, actuation and control systems, for mission critical applications in the
oil & gas, nuclear, fossil fuel power generation, iron & steel and petrochemical sectors worldwide.
Summary:
IMI CCI India is a Share Service Organization for supporting all the major Manufacturing, Sales, Finance, IT roles to reduce their operational
costs and building teams and expertise in India to support their major functions.
The Business Development Manager Spare Parts - APAC is responsible for managing the Inside Sales Organization and delivering the day-to-
day assistance to the Outside Sales organization to include technical support and priced quotations. Additionally, the IS Manager will be
responsible for driving the annual bookings plan across aftermarket with an emphasis on pricing and margin improvements/accretion through
the teams support.
This positions primary financial measurements are gross margin, bookings growth, and sales growth. The leadership role to design, develop
and execute initiatives dedicated to delivering on the companys growth objectives in addition to driving execution on a day-to-day basis to
ensure business meets growth and profitability goals. Daily responsibilities are measured through Key Performance Indicators such as quote
turn-around time / cycle time, gross margin levels, and quotation quality.
Responsibilities:
Compliance & Contracts:

IMI WAY is a handling business in a compliance way of business. IMI CCI has implemented Compliance way of doing business with
end users, EPCs, Authorized agents with commission & Buy-Sell basis of business structures
As Inside Sales Expert for Aftermarket, involved in identifying the business structure for Agents in Bhoomiputra Concept countries in
South East Asia.
Designing proposal conditions, order processing conditions, KYC conditions, doing compliance checks.
Proposal submission, Order processing with Compliance structure. Reviewing proposals, reviewing orders especially through agent
based customers.
Conducting compliance audits with Inside Sales, Project Management. Involved in revising Agent Authorization for business.
Reporting to management on agent business portfolio YOY. Conducting training on compliance & contracts reviewing for Inside Sales
Communicating with customers with finalizing contracts for aftermarket business
International Sales & Business Development Initiatives:

Analyse market trends, develop & implement pricing strategies for the Aftermarket Parts Business. Drive margin improvement
projects and initiatives to maximize returns
Further develop relationships and hand-off between IS and PM to ensure quality of commercial packages for technical and
commercial content. These relationships will include operations business unit leaders in other regions.
Help define best practices. Lead the requirement-gathering and documentation efforts for all new initiatives.
Manage continual improvement / training program for the segment teams to advance skills and knowledge development, eventually
across segment teams to allow for flexibility.
Drive the Inside Sales groups value-added selling and market based pricing that improves our IMI CCI Inflation Equation position.
Manage the Inside Sales Function with a defined rhythm, metrics, and performance management approach that supports the
regions annual operating plan.
Work with Operations Supply Chain functions and customers to maximize fulfillment, parts availability, reduce lead-times and
develop strategic inventory and parts availability plans including forecasting.
Capture Voice of Customer and translate feedback to the team for the Aftermarket Parts business.
Work with functional organizations to gather information and formulate proposals.
Maintain integrity of data in the Spare Parts Quoting Tool. Work on Sales Force Tool to identify new business and strategies the
existing business for high growth.
Responsible for the Follow-on business for APAC for the products of IMI CCI.
Facilitate the development of annual parts department budget for APAC to provide realistic, attainable and measurable parts
business and profit goals aligned with overall department financial and operational objectives.
Develop Parts Promotion and Incentive programs as per timelines and ensure effective roll-out to Agents/Representatives/Customer
and Outside Sales of IMI CCI.
Interact with Outside Sales and Field Service personnel on customer orders trends, parts support issues, activity updates and
identification of parts business growth opportunities.
Provide inputs to Inventory analysts on parts ordering trends, seasonal requirements, parts planning for new product programs and
any special requirements arising out of field failures/design changes/product improvements.
Participate in the Long Term Forecast Meetings for Aftermarket/Parts business.
March 2005 October 2005 with FOURESS Engineering Ltd., Bangalore.

Scheduling Engineer
In the business of manufacturers of Industrial valves like Butterfly valves, Knife-Edge Gate Valves, Gate, Globe, Check Valves, Control valves,
Fabricated products like Penstock protection Butterfly valves, Turbine Inlet Valves, Fire Safe Butterfly valves, Isolators, Dampers, Diverters, De-
super heaters of totally custom /tailor made.
Responsibilities:
Preparing Capacity Study of all the products manufactured in the company by calculating available resources considering machines,
men, facilities and etc for every quarter and for every month
Production planning for the month keeping the quarter plans into consideration.
Procurement planning for the materials required for the production
Attending the daily review meetings in respect to production achievements
Scheduling the activities of the machine shop, this consists of 35 machines in house with respect to daily and weekly schedule.
Scheduling the activities of Assembly shop for assembling & testing of valves, which has a capacity of 80 valves per day (3 shifts) with
respect to daily & weekly schedule.
Scheduling of activities for major orders from order receipt stage to dispatch stage.
Use of MS-Projects - Scheduling software for scheduling activities.
December 1998 February 2005 with T.S. Pumps & Valves Pvt. Ltd., Hubli.
Manager Production Planning
An ISO-9001: 2000 Quality System Certified Organization under the ancillary group of BDK Group of Companies, Hubli. Manufacturers of Flow
Control, Pressure Control & Uni-directional Industrial Valves of Standard types & Custom made valves. Major customers like L&T, IFFCO,
GNVFC, HPCL, IOCL, IPCL, GSFCL, GACL, JVSL, SLPL, etc.
Responsibilities:
Scrutinizing the orders received from Customers as per the requirements & specifications
Planning for the materials requirements to manufacture the products and to meet the quality and delivery commitments
Scheduling of each and every activity involved in manufacture and supply of product by developing Quality Plans
Planning for processing of components for the valves at subcontractor's end by Vendor Development by studying their capacity
Planning for processing of components at in-house manufacturing shop. Planning for assembling and testing of valves by arranging
proper testing & inspection facilities.
Organizing and conducting inspection of valves wherever third party or client inspection is involved.
Analysing & managing customer complaints and to reduce the same.
Implementation & Maintenance of ISO 9001: 2000 Quality System Standard. Organizing & Conducting Internal & External Quality
Audits. Organizing and Conducting Failure Mode Effective Analysis & Attending Customer Complaints.
Arranging training programs for all the levels of the organization to impart training to the people doing work effecting product
quality.
Achievements
2011 Regional Excellence Award for the Team

2012 Regional Excellence Award as Individual on Book to Ship Reconciliation for APAC all Business.
Education
Bachelor of Engineering - Industrial Production Engineering with 75%, 1994-1998, Karnataka University, Dharwad, Karnataka, India.
Personal Details
Address for Communication : Flat no G2, SWAGATH SANDESH, Site no 2, 2nd Cross, Hariram Aildas Layout, Next to Shobha
Hospital, Govindrajanagar, Vijayanagar, Bangalore 560040
Permanent Address : Son/of, Basavaraj V. Hemadri, #LIG-14, Navanagar, Hubli 580025, Karnataka, India.
Date of Birth : 4th October 1976

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Naveen Hemadri

Mobile: +91 99001 29355 (P) / +91 99801 58619 (O)

Organization Duration Designation/Role

November 2005 to till date with CCI- Control Component Inc.

Compliance & Contracts:

International Sales & Business Development Initiatives:

March 2005 October 2005 with FOURESS Engineering Ltd., Bangalore.

2011 Regional Excellence Award for the Team

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