Sandeep Kohli

Leading a decisive transformation at Clyde Bergemann India: • Established the company as a core growth driver within the global group • Orchestrating a multi-year value creation roadmap with strong EBITDA expansion • Executed a full-scale organizational restructuring to align with EPC and manufacturing scale-up • Built specialized execution capabilities for next-generation technologies • Delivered exceptional order momentum, significantly outperforming business targets • Accelerated localization through indigenous manufacturing and strategic sourcing • Strengthened global integration to capture EPC opportunities in the Indian market • Re-engineered business processes to drive execution excellence and customer outcomes Result: A sharp turnaround across revenue quality, profitability, and cash generation—positioning the business for sustained, high-growth trajectory.

• Headed business development for large EPC projects in coal, gas, nuclear, and FGD sectors. • Led advocacy and prospecting for multi-billion-dollar domestic EPC opportunities. • Influenced tender terms and project structures in favor of L&T. • Strengthened government and institutional relationships. • Developed alliances for emerging technologies including CFBC.

L&T- MHI Power Boilers Pvt Ltd is a Joint Venture company of Larsen & Toubro Ltd, India and Mitsubishi Heavy Industries, Japan. Currently Heading Sales and Tendering Team and activities for Large new build Boiler projects; Renovation and Modernization opportunities for Boilers and Contract Manufacturing opportunities with Domestic and International Clients. Directing Goal Setting, Business Plan, Strategy, Marketing and Tendering activities to achieve order inflow targets for the specified Business. • Marketing: Identify potential projects in domestic and export market; Discuss qualification requirement with Customer; evaluate and develop new markets/products ; Participate in exhibitions, meetings with Customer/Consultants/Vendors to enhance organization’s visibility; arrange and evaluate customer feedback • Tendering: Nominate Tendering team; Review Bid / No-Bid analysis; Review necessary documentations in line with Tender specification ; Ensure required processes are being followed by Tendering team; Review Estimation prepared by Tendering team and suggest optimization; Present project risk review to risk management committee; Prepare winning bid strategies; Prepare pricing ; Negotiate with Customer; Update win / loss analysis to management; Lead Contract discussions with Customer and ensure proper handover to Project Management Group (PMG); Ensure resolution of queries of PMG during execution stage • Internal Process: Develop and update department procedures;;hiring and development of team; identity and arrange training of team; Goal setting, guidance and performance monitoring

L&T - Sargent & Lundy (L&T-S&L) is a JV company of two world class companies - Larsen & Toubro Limited and Sargent & Lundy LLC, USA offering complete range of solution for power projects from concept to commissioning & has been active globally. Larsen & Toubro is a USD 18 billion technology, engineering, infrastructure & construction conglomerate, with global operations, while, Sargent & Lundy LLC Chicago is acknowledged as a premier force in power industry worldwide. S&L has been providing Engineering & Construction Management Services for more than 125 years and has designed over 885 Electrical Generating units representing approx. 1,57,000 MW capacity. L&T-S&L combines deep domain expertise, internationally aligned systems & processes, and unique 3D modeling technique to converge engineering services & engineering success. The current domain expertise of L&T-S&L includes combined-cycle & fossil fuel based thermal power projects, air quality control systems, captive and co-generation power projects, renewables (Solar, Wind & Biomass) and T&D. Responsibilities: Lead and manage the team responsible for Business Development from North, East & Central India, Middle East, Turkey, Africa and CIS markets. Key result areas include meeting individual and Team order booking target, developing relationships with top management of Key Client Accounts, developing and empaneling new International Clients, Identify & develop new geographical markets, develop new service segments. As team leader, responsible for directing the the business development strategy to accomplish organisation's goals, risk management, conduct review of critical proposals, negotiate commercial & legal terms for acquisition of major contracts, managing critical external communications to effectively communicate company’s brand image , competence development of team members, utilising the resources in an optimal manner, career planning of the team members and day to day administrative activities.

• Goal setting, Planning, Monitoring and Control of Business Development activities. • Devising effective positioning strategy for the company in Indian and International markets, Client management strategies and conversion strategies for business opportunities • Responsible for identification and development of major engineering project opportunities. Develop sales strategy, manage proposal effort, presentations, negotiate commercial and legal terms for a broad base of clients for domestic and foreign locations. • Negotiate Alliance Agreements for long term partnership with International EPC companies. • Identification, assessment and appointment of local partners.

First Term of Service: 16 August 2005 to 25 November 2009 Second Term of Service: 1 July 2010 to 19 November 2012 • Responsible for generating business from India from Developers, Government utilities, EPC contractors and Financial Institutions in Power Generation (coal & gas fired projects) as well as Transmission & Distribution Sector. • Business generation from EPC Contractors in International Market (Middle East & Europe) for Power Generation and Transmission Projects. • During initial 4 years, also had parallel responsibilities (Reporting to CEO) for the Business Development in Transportation sector - Airport projects (start-up business). • Responsible for developing new clients and business partners in Indian and International markets. Also developed Business opportunities in the Renewable Energy Sector . • Market Research; political, social, economic forces and industry trends; • Identifying assessing and developing opportunities, devising positioning strategies; attaining and retaining defined customers; • Relationship building, establish Client management strategy based on service offering, Client’s Business, Relationship Planning and Competitor Analysis; Risk Analysis, suggest Risk mitigation strategies, Guide and Review the formulation of Proposals in coordination with the Engineering group; • Establish effective conversion strategies, • Develop responses to the Client - risk, planning and client relations and provide a high probability of achieving the desired outcome; attending Techno Commercial discussions; Negotiate Client and Alliance Agreements; Contract management. Accomplishments: • Developed extensive Industry Contacts with Power sector Developers, EPC Contractors, Financial Institutions, • Achieved high annual order booking • Developed new International markets • Developed Key high potential Clients and Contractors • Developed relationships/ strategic alliances with International partners

First Term of Service: July 2002 to August 2005 Second Term of Service: November 2009 to June 2010 Developed business from South East Asia, Southern Africa, Europe and large transnational EPC companies for complete range of Steam Generators, turnkey Power plants (up-to 100 MWe) & Sugar Plants. Analyzing market trends, political and socio economic environment; Identifying the needs of the market and customers & value propositions to fulfill those needs; Shortlist markets and business opportunities to be pursued, Benchmarking; collecting and analyzing information on competition. Developing effective positioning and conversion strategies; Focusing on developing new geographical markets for core products; developing new marketing approaches to expand the existing markets; identifying and creating awareness of new needs that existing or new products can cater to; identifying, finalizing and developing local agents in focus markets; identifying local vendors / subcontractors in the including suppliers, civil works contractors, installation contractors, clearance and logistics agents in various International Markets. Building relationships, establish Client management strategy; due diligence of the opportunities, Risk Analysis, formulate Proposals in coordination with other teams; Establish effective conversion strategies, leading Techno Commercial discussions; develop effective negotiation strategy, Negotiate and finalize Agreements; resolve client account management issues, supporting the Contracts during execution. Accomplishment • Developed partnering relationships with major construction and manufacturing groups for joint execution of EPC Power Projects in International markets. • Developed positioning strategy for new markets. • Developed new local partners and fabrication companies in International markets. • Led breakthroughs in new markets and further development of markets • Was also responsible for the Northern Indian market segment

Business generation for centrifugal pumps, Development of new Clients, Offer / Tender preparation, negotiations and closing of Sales Contracts, payment collection, co-ordinating between client & works during order exec., support to dealer network, developing new dealers

New client Development, generation of enquiries, preparation of techno commercial offers, holding negotiations for conversion of enquiries, customer support, troubleshooting, payment collection.

Tendering, follow up for conversion of enquiries into orders, Technical Support to Customers, Application Engineering, Contribution Analysis, Pricing, Preparation of Data sheets/ Specifications and Systems Design.