Jayaraj Selvaraj
Sales Management Professional
Tiruvallur
Summary
- Results-driven sales and business development professional with 17 years of proven experience in direct and channel sales within the Positive Displacement Pumps and Control Valves industry
- Proven track record of driving top-line growth and bottom-line results through a customer-centric approach and deep expertise in value-based selling
- Possesses deep industry, market, and application knowledge. Skilled in leading and coaching diverse, remote teams
- Entry-level proficiency in P&L understanding and financial analysis, with a growing capability to support data-driven decision-making
Forward-thinking Regional Manager with deep understanding of market conditions and regional preferences. Decisive and hardworking leader skilled in making proactive, insightful updates to policies and procedures. Prepared to leverage 17 years of progressive Control valves and Pumps experience to positively impact business operations.
Overview
17
17
years of professional experience
2008
2008
years of post-secondary education
2
2
Certifications
2
2
Languages
Work History
FM (Fore Market) Regional Manager - South
Allweiler India Private Limited
09.2019 - Current
- Company Overview: Allweiler India is one of the leading Rotary Positive Displacement Pump manufacturers in India since 1968. Allweiler India is having manufacturing facility in Daman to manufacture different types of Rotary Positive Displacement Pumps. Allweiler is a group company of M/s CIRCOR, USA, Having manufacturing Locations globally.
- Accountable for achieving order bookings totaling INR 35 Crores, sales of INR 39 Crores, and delivering an Adjusted Operating Income (AOI) of 14% .
- Presently overseeing a direct team of five individuals comprising Sales Engineers, Application Engineers, Customer support person. This is achieved through a comprehensive understanding of each team member's capabilities, priorities, and by fostering trust within the team.
- Overseeing six distributors operating across multiple states within the Southern region.
- Managing relationships with several significant Original Equipment Manufacturers (OEMs), Engineering, Procurement, and Construction (EPC) firms, and contractors across multiple industry segments in the Southern and Western region.
- Supporting Application Engineers to do first time right pump selection through proper probing and leveraging track records.
- Having good track record in tracking and bagging the Megha projects from very initial phase of the projects.
- Achieve annual booking targets by accurately forecasting, understanding market trends, analyzing business segments, spotting new opportunities, tracking customer buying habits, and managing the sales pipeline effectively.
- Got incremental business of around INR. 3 Cr.in last Budget year from new segments like industrial water and defense segments.
- Allweiler India is one of the leading Rotary Positive Displacement Pump manufacturers in India since 1968. Allweiler India is having manufacturing facility in Daman to manufacture different types of Rotary Positive Displacement Pumps. Allweiler is a group company of M/s CIRCOR, USA, Having manufacturing Locations globally.
Regional Manager - South
Netzsch Technologies India private limited
05.2016 - 09.2019
- Company Overview: Manufacturer of Progressive Cavity pumps, Rotary lobe pumps, Multi Screw pump and Barrel emptying systems having manufacturing location in Goa and Head office in Chennai. M/s Netzsch is a family-owned organization having facilities in Germany and Brazil.
- Managed a Team of 4 people including sales, service, and application.
- Initiated and completed vendor registration activities with major prospects and contractors.
- Got breakthrough in various underserved profitable segments by doing proactive visits along with the team.
- Prepared customized Technical and USP slide deck and presented to various potential prospects.
- Coordinating with the suppliers of mechanical seals and motors for meeting the requirements of clients especially in project orders.
- Annually releasing an updated installed base report in Power BI format ahead of budget deadlines to motivate distributors towards acquiring more Maintenance, Repair, and Operations (MRO) business through proactive visits and enhancing customer engagement.
- Manufacturer of Progressive Cavity pumps, Rotary lobe pumps, Multi Screw pump and Barrel emptying systems having manufacturing location in Goa and Head office in Chennai. M/s Netzsch is a family-owned organization having facilities in Germany and Brazil.
Senior Engineer
Severn Glocon India Private Limited
08.2008 - 07.2015
- Company Overview: Severn Glocon Group, the British engineering firm, providing a wide range of valves and associated services to the full spectrum of energy industries, including subsea, LNG and power and other industries including water, wastewater, industrial, petrochemical, and marine engineering.
- Preparing techno commercial offers by using control valve sizing software.
- Responsible for handling technical queries from customers and took responsibility till the receipt of manufacturing clearance.
- Attending technical clarification and commercial negotiation meetings
- Having Indepth understanding of Globe control valves and double offset and triple offset butterfly valves
- Worked with the leading technical consultants in FEED stage for major projects.
- Enquiry Generation through proactive visits and by validating the incoming leads effectively.
- Participating in expos and frequently visiting technical team of customers and prospects to make technical presentation.
- Severn Glocon Group, the British engineering firm, providing a wide range of valves and associated services to the full spectrum of energy industries, including subsea, LNG and power and other industries including water, wastewater, industrial, petrochemical, and marine engineering.
Education
B.E - Mechanical Engineering
Raja Rajeswari Engineering College
Chennai04.2008
Skills
- Inspiring team members through demonstration or leading by example
- Skilled in building agile and resilient teams, with strengths in communication, negotiation, and analytical thinking
- Focus on proactive enquiry generation through value selling and consultative selling techniques
- Collaborating with stakeholders from other functions and global team for positive and profitable business outcome
Certification
Online Accounting and Finance course from the Indian Institute of Management (IIM) Bangalore
Accomplishments
1.Made Turnaround in Defense segment Achieved Defense orders of around INR. 20 Crores in last two years.
2.Visited CIRCOR group company in Bottrop, Germany for East for East (E4E) Program to localize progressive cavity pumps in India and successfully launched it in India.
3. Achieved consistent Growth in FM business with CAGR of 15%.
Timeline
Online Accounting and Finance course from the Indian Institute of Management (IIM) Bangalore
12-2022
Management Development program from Management Centre Europe
09-2022
FM (Fore Market) Regional Manager - South
Allweiler India Private Limited
09.2019 - Current
Regional Manager - South
Netzsch Technologies India private limited
05.2016 - 09.2019
Senior Engineer
Severn Glocon India Private Limited
08.2008 - 07.2015
B.E - Mechanical Engineering
Raja Rajeswari Engineering College
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