R DSouza

Marketing products in Middle East on behalf of : - Manufacturer of stainless seamless/welded pipes and tubes for oil and gas projects - European Manufacturers of Special Steel (Hi-Purity Iron) for magnetic applications, Re-melting Billets, Pole Core / Yokes of Particle Accelerator Magnets, Shielding of Superconducting Magnets & MRI projects , Oil & Gas, Defence, Nuclear , Relays ) - Special Material for Drilling Applications from Japan (Daido Steel - Non-Magnetic Drill Collars, Stabilizers , Inconnel 625/718/925/17-4PH/15-5PH) to Schlumberger, Halliburton, Machine Shops - Raw Materials from Japan / Korea etc (Stainless , Nickel Alloys, Pipes , Tubes , Cupro-nickel, Forging etc) for Heat Exchanger - Process equipment manufacturers , End users - Raw Material for Gas & Steam Turbine (Daido Steel - Blades, Engine Shaft, Disk etc) - Alloy Steel 4145, 4130, 4330V , L80 etc

Traverse International specializes in the supply of full package of Metal Claddings, Hot & Cold Insulation Material, Accessories, Sealants etc for Thermal Insulation Industries. Highlights of Job Profile :  Streamlined the operations for Middle East and played a pivotal role in setting up of the offices with warehousing in UAE , Bahrain & Oman.  Primarily cultivating the company’s reputation in the Insulation & EPC segment in Middle East & S.E. Asia market with customers & suppliers.  Responsible for the Sales Turnover for the business alongwith leading , motivating & organizing the team to achieve the targets.  Develop the business plans and preparing comprehensive business reports.  Improving margins and maintaining a high quality of service to clients to ensure revenue and profitability growth.  Contributing to a four-fold increase in Sales Turnover increase to USD 22 mil in the 1st year of joining with profitability of 15%  Market penetration and securing orders from Vietnam, Indonesia, Thailand, Iraq , Africa , Pakistan which helped in overall revenue generation.  Reduce outstanding receivables over 90days to zero by continuous relationship build-up and achieving minimal service quality issues through checks on material supply.  Negotiating and securing reduced rates and credit terms from suppliers to enable higher operating profits.  Managing day to day operations across Middle East (UAE , Saudi Arabia , Bahrain , Oman, Qatar, Kuwait) with full accountability for CAPEX and OPEX , budgeting and forecasting.  Responsible for a multi-lingual workforce of 20 nos in Middle East & S.E. Asia.

AK Steel has invented and is the leader in speciality steel for Transformer, Oil & Gas and Atomic Energy Industry . Established the office in Dubai in 2009 as a seperate profit centre reporting directly to the CEO - International Operations . In my role as Head of the Business Development for Middle East & India(later S.E. Asia) for Aluminized Steel Type 2 replaced Stainless Steel as insulation cladding in LNG & Gas Terminals. Single-handedly managed the operations across Middle East & India, Pakistan targeting new clients, securing the orders and execution with a back-end multinational team based in Europe. Formulated the marketing strategy and product development for Armco Pure Iron to Middle East & India with a focus on y-o-y increase in revenue. Successfully incorporated the specifications for manufacture of pole yokes and core in Quadropole & Dipole Magnets utilised in the Nuclear Fusion & Particle Accelerator program in India - Department of Atomic Energy, Increased the visiblity of AK-Electrical steel to the Middle East Transformer Industry by agressively marketing the laser scribed silicon steel under stiff competition from Japanese/S.Korean & Chinese manufacturers. Played an important role in identifying and managing the Agents/Distributors for Speciality Steel (Silicon Steel , Aluminized Steel & Pure Iron) in Pakistan, Saudi Arabia , UAE , S.E. Asia etc Highlights of Job Profile include : - Preparation of annual budgets and review on quarterly basis thereby strategizing plans to increase sales on the basis of intermittent achievements. - Successfully tapping new markets like Pakistan & Bangladesh (Silicon Steel), Vietnam while establishing the sales target region wise. - Travelling to all the regions across Middle East & S.E. Asia to provide technical & commercial support to distributors with presentations to clients, tracking new projects & addressing competitor activity.

- Secured orders from leading EPC contractor for supply of valves for Gas Processing Project in Abu Dhabi valued at USD 1.2mil achieving a profit of USD 150,000 in the first 6 months of joining the company. - Revitalized and restored profitability underperforming / stagnant accounts by committed approach to end users with solution based selling and value added services. - Envisaged the huge potential of business with EPC contractors in Japan, took upon the task to set up the Japanese operations which achieved a sales turnover of USD 15mil in the first year of operation. - Increased profit margin and volume to the company through product mix diversifications - Led highly profitable new product introduction with a 40% profit margin that produced USD 400,000.- annually in new business - Handled the sales for the following products Valves (Valvitalia), Process Equipments (L&T), Process Chemicals (Axens & Arkema), Special Steel (AK Steel , JSW), Boilers (Thermax). - Managed the prequalifications of the above accounts with Oil & Gas Companies - Marketing the principals products and handle technical and commercial aspects of products & services with the clients to secure the orders. - Meeting with oil and gas site personnel to incorporate the specifications for the tenders - Replaced the UOP & Haldor Topsoe units with Axens catalyst in the refinery which was extremely appreciated by the principals. - Secured the order for revamp of Boilers in Refinery with profit margins of USD200000.- - Reviewing and finalizing the tender and monitoring the order during execution stage.

 Made a collaborated working matrix between Japanese and Indian manufacturers to ensure a competitive bid and thereby secure the orders for supply of Cold Rolling Mills in Bangladesh  With a view to increase business turnover I was assigned to the Steel department. Handled the export of Hot Rolled Coils manufactured by Essar Steel securing orders of 10000mt. Additionally directed the exports of Cold Rolled Coils (5000mt) from Indian manufacturers to Vietnam which was the first time for the company.  With the heightened activity in the power sector, the portfolio for sale of Cold Rolled Grain Oriented Steel (CRGO/CRNO) manufactured by Nippon Steel Corporation for supply to transformer manufacturers was entrusted to me . A dedicated approach to the western region in India secured considerable orders in this segment. This helped my tenure in AK Steel for sales of CRGO to India & Middle East and Pakistan.  New developments in the aviation sector in India requested the need for leasing of Aircrafts via a subsidiary of Nissho Iwai . I handled the coordination with the Indian airline Industry to secure long-term of lease of 4nos aircraft to Jet Airways.  Promoted Japanese auto-part manufacturers to Tata Autocomp Ltd for set-up of Joint Ventures to service the automobile industry.