Business Development, Sales and Marketing....
DAYAL DIVYANSHU BE Mechanical, PGDBM Marketing and Finance Current Location: Nui Phao Mining Company Limited, Dai Tu Dist, Thai Nguyen, Vietnam Skype: dayal40 E-mail:
[email protected] Mobile: 904718238(Vietnam) 9624864224(India) 9879107798 (Indiaprovide information and contact no.)
OBJECTIVES To seek an opportunity as a sales and Marketing professional Proficient in trading and commercial activities
SUMMARY OF BUSINESS DEVELOPMENT, MARKETING AND SALES COMPETENCIES Prospects Identification, Follow-up and Offer •
Develop strategies for prospects/leads identification, prospects classification, and professional relationships
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Prepare a well placed offer as per the techno-commercial requirements including evolution from budgetary to a final offer, with an ultimate target of bagging the supply orders or service contracts
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Coordinate with internal technical, commercial and administrative team for fulfilment of sales objectives
Product and Service Awareness •
Capability to create and demonstrate new and existing product and service awareness while providing regular feeds for maintaining client’s goodwill
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Ability to generate substitute and complementary needs in the clients. Value Analysis (VA)/Value Engineering (VE) of requirements vide market surveys, standardization, recommendations for alternative technologies, elimination of redundant functions et al, for quality enhancements and cost reductions
Business Development and Commercial Functions •
Understanding needs of engineering consultancies, EPC contractors, construction contractors and site administrative activities. Knowledge of construction materials, equipment and project stock items
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Proficient in Business to Business (B2B) and Business to Customer (B2C) transactions
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Knowledge of commercial transaction and global vendors from industries such as construction materials, industrial operations, metals and minerals, chemicals et al
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Aptitude for extensive travelling for business promotions, marketing and sales
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Ability to analyse credit rating of the prospects and clients
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Understanding of project payment terms, letter of credits, bonds especially performance bond in supply orders and contracts
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Compliance to statutory regulations at national and international levels, Health Safety and Security (HSS) export and import (EXIM) procedures and taxation
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Negotiation •
Negotiate and record with predefined agenda, considering various commercial parameters to achieve profitability and performance objectives
Post Sales Activities •
Ensure timely collection of payments as per the terms of agreement and account reconciliation, prompt quality inspections and certifications of supplies and works pursuant to the scope of works and clauses set forth in the contract
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Coordinate with technical personnel, buyer, warehouse and finance personnel for timely realization of payments
Channel Sales, Customer’s Account and Distribution •
Ability to survey, evaluate, appoint, develop and maintain distribution channels and corporate customer’s account for sales of industrial products and services
Demand Forecasting, Supply Management and Competitors Evaluation •
Estimate demand in the industry and prepare optimum sales projections to commit to the sales targets
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Ensure that the supply chain is in alignment with the sales target to avoid any bottlenecks that may defeat the sales objective
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Perform owner’s and competitor’s SWOT analysis to increase market share
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Risk Assessment
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Perform financial analysis of all products and forecast all sales requirements and monitor inventory of all products and prepare reports for all competitor sales activities
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Coordinate with client’s SCM for delivery of the material as per the lead time by ensuring an optimal logistics turnaround time. Coordinate with Excise and Customs officials for clearance of materials in Special Economic Zone (SEZ). Scrutinize documents like Application for Removal of Excisable Goods for Export (ARE-1) form, Bill of Entry et al
Reporting Organized reporting to the management and provide daily/weekly/monthly activity reports, lead status reports, regional and territorial sales reports and updates in timely manner
KRA and Respective KPIs Commitment to the Key Performance Area (KRA) and their Key Performance Indicators (KPIs) to achieve targeted performance and enhancement in business development, marketing and sales functions
EMPLOYMENT DETAILS Senior Sourcing Supervisor (Procurement and Contracts) • • • • •
Jan, 2014 till date Nui Phao Mining Company Limited, (A Subsidiary of Masan Resources) Thai Nguyen, Vietnam Reporting to: SCM Manager Team: 12
Company Profile Masan Resources is one of Vietnam’s largest private sector companies with a focus on the consumption and resources sectors. Nui Phao Mining a subsidiary of Masan Resources owns an open pit mine located in Thai Nguyen province in northern Vietnam which contains mineral deposits of tungsten, fluorspar, bismuth, copper and traces of gold.
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URL: http://www.masangroup.com
Major Domains Sourcing (Procurement and Contracts) for operations and expansion projects of mining, material handling, conveyor to stock pile, grinding mills, processing plant for tungsten, flourspar, bismuth and copper and SCM infrastructure
Scope of Contracts • • • •
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Blasting services Supply of bulk explosives namely Ammonium Nitrate Emulsion (ANE), detonators, Pentex booster et al Supply of major reagents for processing plant and spares and consumables under FPA Maintenance service orders for shutdown, laboratory sample analysis, mining equipment hire, relining services, control systems et al Consultancy agreements for engineering services, geotechnical investigation, environment impact analysis, insurance et al Scrap auction
Job Description for Contracts •
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Develop templates for vendor pre-qualification, Expressions of Interest (EOI), vendor evaluation, Request For Proposal (RFP) for FPA, tendering, Invitation To Bid (ITB), coordinating for Scope of Works (SOW), ensuring that deliverables are linked with payments, certification of milestones, service entries in SAP and payments Negotiate break-ups and schedule of rates Review Quotation Comparison Statements (QCS) Discussions on exceptions to the GTC and particular conditions of the contracts Formulate contract agreement incorporating critical terms Contract administration Conduct techno-commercial discussions, maintaining chronology and MOM DMS
Scope of Procurement •
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Major Consumables like chemicals, reagents and grinding media for the processing plant that are critical to the inventory planning, consumption, lead time, quality and forms major spend of the company Mechanical, electrical, instrumentation spares and consumables, civil and construction materials for general infrastructure, Personal Protective Equipments (PPE), Community and Social Responsibility (CSR) orders et al Critical spares and consumables for the shutdown Crusher spares and consumables especially liners, mantel, jaws, bearings, hydraulics, fasteners et al. Mill spares and consumables especially liners, rubber components, fasteners, trommel, grinding rods and balls et al. Conveyor rollers, idlers, belts et al. Floatation cell components especially segments and diffusers, shaft bearing assembly et al. Slurry valves, pumps, hoses, bearings. Substation modules, VSDs et al. Probes and measuring gauges. Administrative and Information Technology (IT) materials Logistics and warehouse infrastructure and operations materials like weighbridge scales, calibration weights, equipment hiring, racking system, Enterprise Resource Planning (ERP) system
Job Description for Procurement • • • •
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Formulate SOP, templates, checklist, process flow chart, job description, KRA, KPI et al Perform all tasks in SAP-MM module Cost savings, lead time reduction, optimization of inventory, vendor development Techno-commercial negotiation with predefined agenda considering lead time, price analysis, cost analysis, terms and conditions et al Monitor expediting activities of buyers, expediters and provide impetus especially for global purchase Report pending requisitions, overdue deliveries, spend analysis, critical items et al Facilitate communication of department with customer and vendor Ensure that all the commercial documents comply with the legal framework of Vietnam Provide training
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Vendor development and vendor evaluation Identify risk and mitigate Monitor and provide guidance as per the business plan, KRA and associated KPI Provide inputs for budget
Achievements • • •
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Pending overdue PR score reduced substantially from 200 to less than 5 per day Developed SOP and process flow chart to ensure efficient execution of sourcing activities Achieved cost savings of USD 1 M taking advantage of fall in commodities and reagents prices for the year 2014. USD 1.4 M achieved for year 2015 till October Reduced reporting time to ¼ by introducing concepts of advance excel and macros Developed training matrix for executives and conducted training programmes to improve awareness in performance of day to day procurement tasks Introduced system of identifying the critical and shut down spares and consumables in order to assort them for easy identification of pending PR, PO processing on priority, expediting and payment release in order to achieve on time delivery and maintain credit worthiness of the company Introduced system of providing apt justification for the release of PO of value greater than USD 50 K through online form ‘Note for Approval’ Formulated KPI related with daily pending overdue PR and monthly cost savings
Procurement Manager • • • • •
June, 2011 to November, 2013 MEC Coal Pte Ltd, (A Joint Venture of Trimex Group, Dubai and Ras Al Khaima Government) Jakarta, Indonesia Reported to: General Manager, Procurement and Material Handling Team: 7
Company Profile MEC Coal a joint venture of Dubai based Trimex Group and Govt. of Ras Al Khaima, (United Arab Emirates) strived for development of an integrated 34MTPA coal (Joint Ore Reserves Committee (JORC) Certified) & infrastructure project in East Kalimantan, Indonesia. The current project with reduced costs and target of 1 MTPA coal concession is being planned as a revival in collaboration with an Indonesia entity to increase the probability of project realization URL: http:// http://www.mec-holdings.com
Major Domains • • •
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Mine Development and Operations (MDO) contract EPC contract CAPEX & OPEX procurement for 34 Million Tonnes Per Annum (MTPA) coal concession including mine development, material handling, coal hauling by rail, road and barging around 130 Kilometres (Km), ship loader jetty, transhipment and development of general infrastructure Consultancy agreement for preparation of Bankable DFS, contract agreement for MDO, infrastructure maintenance and operations
Scope of Contracts and Procurement • • • •
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MDO for 34MTPA coal concession Infrastructure operations and maintenance Bankable DFS EPC for transportation of coal vide 130 Km private rail network, material handling, ship loader jetty and service wharf Locomotives and wagons Coal hauling by road and barging with target of 4 to 6 MTPA Consultancies and service agreements for coal sample analysis, land measurement survey for unregistered and registered land, land stakeout & ownership survey, geotechnical investigation, Laser Imaging Detection and Ranging (LIDAR) survey, hydrology, Analisis Mengenai Dampak Lingkungan (AMDAL) (Environment Impact Assessment) environmental certification, environment baseline study as per requirements of Equator Principles, project insurance consultancy, provision of security and medical services at site
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Agreements for land clearing, construction of roads, bridges & culverts, hiring of equipment and spares, fuel et al
Job Description for Contracts and Procurement •
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EOI, vendor prequalification, tendering for EPC contracts for rail, material handling, service wharf, ship loader jetty, power plant, general infrastructure, supply of locomotives, wagons and road construction Analyse inputs from reports on Life of Mine Plan, resources and reserves and integrate them in RFP/ ITB for various mines development/operations contracts. EPC packages based on the Front End Engineering Design (FEED) Coordinating for successful completion of tendering process, organizing meetings with the bidders, developing chronology of contractual discussions, normalizing bids, exception to terms and conditions of contracts. Execute tender as per FIDIC Techno-commercial negotiation with predefined agenda considering VE, project schedule, lead time, price analysis, cost analysis, terms and conditions for supplies and services Prepare budgets, process indents and agreements for hauling 4 and 6 MTPA of coal including MDO, haulage by trailer, loading on barges and transhipment Consultancy agreement for preparation of Bankable DFS, advisory services for infrastructure maintenance and operation Contract administration for verification of milestones Ensure that all the commercial documents comply with the legal framework of Indonesia Represent procurement and contracts in audits and due diligence activities Prepare Annual Performance Report of the procurement department including objectives, performance highlights, cost savings, training & development and future plan of action
Achievements •
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Cost saving of 27% on major cost reimbursable contract of USD 6 Million for Bankable DFS preparation including CAPEX and OPEX estimates with +/- 10% accuracy for 34 MTPA coal concessions with integrated infrastructure by building negotiation strategies, detailed discussions on scope of works, tracking market data related with rates per man hour for consultancies, analysing historical trends and benchmarking prices Negotiated and secured favourable prices & payment terms from baseline estimates for construction and administrative service agreements of Fixed Price and Cost Plus categories and consequently achieved additional cost savings of 10 to 15% While negotiating with vendors, both for supply and service requisitions, initiated inclusion of methods of estimation with considerations to market study on prices of materials, fabrication/processing cost and wages/man-hours in addition to the prevalent practise of historical purchase price references Formulated procurement procedures and standardized formats like vendor PQ, EOI, vendor registration, order placement checklist, templates for tracking ongoing jobs, minutes of weekly meetings and reports like PO status, ageing analysis of payables and status of open PR Developed cost estimate models for transportation of coal by trailers and barges considering various cost parameters and specifications of prime movers, trailers, barges, maintenance, utilities, fuel efficiency, man power requirement, wages, man-hours and related operating expenditures. This was significant contribution in CAPEX and OPEX cost calculations Systematized performance appraisal of departmental staff by establishing KRA and associated KPI
Deputy Manager Commercial • • • • •
December, 2006 to June, 2011 ESSAR Projects Limited (EPL) Surat, Gujarat, India Reported to: General Manager, Procurement Team: 14
Company Profile EPL is a leading EPC contractor executing project for Steel, Oil, Power Plant, Minerals, Shipping and Realty sectors. EPL has successfully completed EPC delivery of 10 MTPA integrated steel plant to its parent Essar Group. URL: http://www.essarprojects.com
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Major Domains • • • • •
Consultancy agreements for techno-economic feasibility studies and engineering contracts Procurement of materials for project Warehouse Custom clearance of material in SEZ DMS
Scope of Contracts and Procurement • • • • • •
Techno economic feasibility study Engineering contracts Project equipment, mechanical items fabricated as per the drawing, structural material Cement for pan India projects of ESSAR Expediting of material and structural steel as per the rolling plan of the vendor Engineering software like AutoCAD, StruCAD, piping software et al, including their annual maintenance
Job Description for Contracts and Procurement •
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Execute procurement cycle by analyzing and consolidating PR, identifying vendors, tendering and bid evaluating, negotiating to finalize pricing & terms, conducting reverse auctions, obtaining approval of the apex committee and processing PO Prepare engineering contracts including assigning job codes, issuing job offers and processing for approval. Collate man-hours data for engineering jobs in order to raise invoices on clients Negotiate with vendor bilateral contracts of unit price, fixed price, cost plus and price adjustment/variation categories Finalize payment terms and modalities of Advance Bank Guarantee (ABG), Performance Bank Guarantee (PBG), pro-rata payments and Letter of Credit (LC) Implement a combination of procurement methodologies including online auctions through Ariba sourcing, e-bidding and tendering Ensure compliance to Indian taxation and its relevance with project based organization, inclusive of excise duty from chapter ID, Value Added Tax (VAT), service tax, Central Sales Tax (CST), entry tax, ARE-1, Customs Duty (on assessable value), Offsets and rebates of and between taxes Perform checks on vendor’s import/domestic documents for compliance to parent, irrevocable, usance, at sight LC and credit note transactions Negotiate while considering the logistics and cost implication of several inco-terms mainly Ex-Works (EXW), Free On Board (FOB), Cost Insurance Freight (CIF), Delivery at Terminal (DAT)/ Free On Road/Rail (FOR)/Delivery Duty Paid (DDP) et al Raise PR through SAP for replenishing project stock items based on reorder levels Scrutinise import documents for sales to consignees in SEZ and resolve issues by troubleshooting Coordinate with the Customs officials at the materials gate of SEZ for clearance of all materials and commercial documents Coordinate processing of insurance claims for materials damaged in transit. Interface with clients and vendors for repairs/replacement of materials.
Achievements • •
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Cost savings of 10 to 15% in general, achieved by well implemented negotiation strategies Implemented DMS through MOSS- Workflow and Enterprise Document Management System and SAP based DMS when appointed as a Single Point of Contact (SPOC) for Commercial Department. Received appreciation from Vice President Commercial for successful implementations Performance rated as significantly exceeding expectations by CEO Essar Projects Ltd, Mumbai
Commercial & Sales Manager • • • •
2000 to 2006 Expressions Mangalore, India Team: 7
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Company Profile AutoCAD Software and Services
Job Description Engineering consultancy software, maintenance contracts, business development including development of dealers network, procurement of materials related to SOW in the contract, responsibility of accounts receivable & payable, administering tax rebates, maintenance of equipment and general administration
Visiting Faculty • • • •
2004 to 2006 Sikkim Manipal University Mangalore, India Enrolments: 18
Job Description Deliver lectures on project management, decision support system, and infrastructure management as a visiting faculty to professionals from ONGC-MRPL, IndusInd Bank, ABN Amro & Aviva Life Insurance pursuing MBA
Quality Control Officer • • •
1996 to 1997 KEC International Pvt. Ltd Nagpur, India
Job Description •
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Quality control and inspection of fabricated parts of transmission towers including observation of visual defects, dimensional measurements and galvanising thickness Coordinate with client’s QC inspector for quality acceptance of material Deputed at subcontractor’s fabrication facilities for quality checks. Prepare ISO documentation
EDUCATION •
PG Diploma in Business Management, Marketing & Finance, Maharishi Arvind Institute of Science & Management, Jaipur, 1999, Distinction 74%. Academic topper in 1st and 4th Semesters
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BE Mechanical Engineering, Visvesvaraya Regional College of Engineering now Visvesvaraya National Institute of Technology (VNITK), Nagpur University, 1996, First Class, 61%
CERTIFICATION •
Certified Purchase Manager, Logistics and SCM: Govt. of India and Delhi State Infrastructure and Industrial Development Corporation an undertaking of Govt. of NCT Delhi, October, 2013
PROFESSIONAL APTITUDE •
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Software Knowledge: SAP-MM, Ariba Sourcing, MOSS-DMS, SAP-DMS, MS Advanced Excel, MS PowerPoint, MS Access, MS Word Languages: English, Hindi, Bahasa Indonesia, Bahasa Malaysia and Gujarati Portfolio: http://2purchase.wordpress.com/ Linked in Profile: vn.linkedin.com/pub/dayal-divyanshu/5a/548/42a/
TRAINING • • • •
Risk Assessment- Nui Phao Mining Company, Vietnam Procurement Ethics- Nui Phao Mining Company, Vietnam Bid Management- Developing the Procurement Process, Trueventus, Kuala Lumpur, Malaysia Project Risk Management, Marcus Evans, Singapore
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Supply Chain Management, Essar Learning Centre, India Inventory & Materials Management, Essar Learning Centre, India Coaching & Mentoring, Essar Learning Centre, India Business Communication, Essar Learning Centre, India Advanced Excel, Essar Learning Centre, India Indirect Taxation, Essar Learning Centre, India
EXTRA-CURRICULAR RECORDS •
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President, Rotract Club of MAISM Jaipur, Dec 1997-Dec 1998. An inclination to social service above self development Best Cartoonist (Drawing), Neev 1998 – Management Fest at SCMHRD, Pune Judged by Mr. Sudhir Tailang of Hindustan Times; Dramatics, Body building, Fabric painting, Reading Article published in regional newspaper in the year 1997, titled ‘A Tribute To My Country’
PERSONAL PROFILE • • •
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Date of Birth: 10 May, 1974. Nationality: Indian Address of Nui Phao Mining Company Limited (A Subsidiary Of Masan Resources): Hamlet 11, Ha Thuong commune, Dai Tu Dist., Thai Nguyen, Viet Nam Permanent address: A-5,102, Green Avenue Apartments, Near The Grand Bhagwati Restaurant, L P Savani Road, Adajan, Surat, Gujarat, 395009, India
I certify that this resume correctly describes my skills, experience and qualification
Dayal Divyanshu
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