MSK Resume July 15

SUDHEER KUMAR M Ph: +91 9841562100
m_sudheerkumar@rediffmail.com
Senior Management Executive with multifunctional experience in Business development, Sales and
Marketing, Strategic Planning and Project Management
192/3, Nalanda Flats,
IV Avenue, Anna Nagar,
Chennai – 600 040, INDIA.
SUMMARY AT A GLANCE
 Comprehensive experience in Water Industry in EPC segment covering the entire
cycle from Business Development to Project Management.
 Over 22 years’ experience in Business Development, Sales & Marketing & Project
Management out of which over 13 years in International Project Business.
 Knowledge on whole spectrum of the Water industry having managed bidding
processes and secured International contracts for large municipal drinking water
projects (from river to home), Sewage treatment (including power generation from
sludge), Desalination projects (both membrane and Thermal technologies), Industrial
Water (Demineralisation, High Pressure Condensate Polishing, etc.) and Industrial
Waste Water projects.
 Experience in building and nurturing strategic relationships with International EPC
contractors, developers, local civil contractors, consultants, etc.
 Lead Business unit’s Project Sales (Order booking) functions in both domestic and
international markets.

 Tendering experience covering process designs and optimisations, vendor selection
& Vendor management, risk assessment and mitigation strategies, EPC project cost
estimations and followed post order by Basic Engineering Package preparation and
approvals and Negotiations and ordering of key equipment
 Multinational / Multicultural experience in contract negotiations – negotiated
contracts with Chinese, Arabs, Koreans, Sri Lankans, Japanese, Malaysians,
Singaporeans, Indonesians, Phillipinos, Germans, British and Americans.
 Large / Mega project whole life cycle experience in the desalination industry having
successfully bid and managed the project execution of a desalination plant of capacity
191,000 M3/day in Muscat, Oman.
 Experience in managing a multinational and multicultural workforce during project
management of the desalination project in Oman.
 Start-up experience – Formed a JV company in Oman and fully built the organisation
for project execution; helped build two Business unit organisations for Wabag; formed
a company for Doshion in Indonesia, built its business plan and fully staffed and trained
them for the business.
 Experience in bidding for BOO / BOOT / PPP type projects – understand the whole life
cycle of the business including the Financing, construction and operation of Water
Projects.
 Packaged an EPC Project with soft loan from Exim Bank of India and with EPCG
guarantee for a Drinking water Scheme in Sri Lanka.
 Mechanical Engineer with a Post graduate Diploma in Management continued learning
on the job, attended an International refresher course on Desalination in Spain and
prepared for the future through an e-learning course on Desalination by renewable
energies conducted by the European Desalination Society.

WORK EXPERIENCE
InternationalWater TreatmentLLC (Apr ’13 – Till Date)
(A joint venture of Wabag, Cadagua and Galfar)
Deputy Project Manager – on deputation from VATech Wabag Limited
Experience includes Start up and structuring of Joint Venture Operations,
Establishing SOP’s among JV partners, Project Organisation building and Project
Management functions
 Built the JV organisational structure based on the principles drawn out in the JV
Bid agreement
 Established the Operational SOP’s for seamless functioning of the JV
organisation keeping the interests of the project and its partners in good faith.
 Pooled in human resources from all the partners and independent professionals
to provide the organisation its required strength
 Established Banking lines and positive cash flow structure for the JV company
 Part of all decisions made in the project through collective decision making
committees
 Played a key role in managing the relationship between the JV partners and with
the client, consultant and Government stakeholders.
 Successfully managed a QA program with few key manufactured equipment
deploying domain experts at the workshop round the clock
 Fully managed the Planning functions injecting domain knowledge on Process to
the team

 Directly managed Civil & Structural designs, Procurement, Marine works, Dual
media Filtration system, SWRO system, Planning and Quality Control
departments.
 Successfully managed major dispute resolution process with subcontractors
Key Achievements
 Established and maintained excellent relationship between JV partners and
provided the much needed Process knowledge to people from various experience
profile.
 Conceptualised and executed the staffing requirement of the Project execution
team
 Achieved excellent safety performance even with highly risky and manpower
intensive works.
 Successfully ran the project fully cash positive with no financial injection from JV
partners
 Successfully completed a complex Intake system involving dredging, welding
and laying of large underwater sea bed pipelines, Tunnelling work under existing
structures and large concreting works for the intake sump without damaging
existing structures of neighbouring plant running nearby.
 Project being commissioned meeting all the guarantee conditions.
VATech WabagLimited (Aug ’06 – Till Date)
Addl. General Manager – Projects – Desalination Business Group (April’13 – Till Date)
Deputy General Manager – Sales – Desalination Business Group (April’12 – March’13)
Deputy General Manager – Sales – International Business Group (April ’11 – March’12)
Chief Manager – Sales & Marketing - International Business Group (April’08 – March’11)
Senior Manager – Sales & Marketing - International Business Group (Aug’06 – March’08)

Experience includes a mix of Organisation building, Business planning, Bid
Management, secure Contracts and Contract Management support.
 Involved in conceptualization and formation of Desalination Business Group.
 Lead the Business Planning activity for the new Desalination Business Group
and played a similar role as a support function in the erstwhile International
Business Group.
 Key member of the team which developed the Structure and built the
Organisation for both the Desalination Business Group and the International
Business Group.
 Developed Sales (Order booking) Plan, Bid / No-Bid Decision and Specific
Project Strategies
 Bid Partner selection, partnership structuring, preparing and negotiating bid
agreements
 Manage Bids preparation, develop bid winning strategies
 Recruitment, training and development and mentoring of the bid preparation team
 Risk Identification and Mitigation Plans for bids and later for project execution
 Developing EPC bid costing and taking Pricing decisions
 Lead a team of commercial, legal and finance professionals for contract
negotiations with client
 Support Engineering, Project and Procurement teams and contribute to maintain
EBIDTA margins through the execution of the Project
Responsibilities
 Ensure order booking targets are achieved as per budgets for the Business Unit
 Forecast and ensure human resource availability for future business needs –
Sales & Marketing Organisation

 Ensure the team is well trained and abreast with market needs.
 Manage relationship with Client, Consultant and Strategic partners.
 Support other group subsidiaries in bids and desalination technology.
Key Achievement / Projects Undertaken
 Built a full fledged Sales & Marketing team to cater to the International Market.
The Marketing team consists of personnel positioned in 4 countries covering the
middle east, South Asia and South East Asiaand agents in 10 countries. The Sales
team consists of Proposal Engineers and discipline engineers covering the
process, mechanical, electrical, Instrumentation & control and drawing office
functions.
 Played a major role in building the Engineering, Project Management and
Commissioning teams for the International Business Group.
 Secured some significant orders for Wabag, noteworthy being:
 the first turnkey desalination plant outside India (Oman) for Wabag on
international competition
 the first turnkey drinking water scheme for the town of Dambula in Srilanka
including transmission & distribution on a long term fully funded basis
 the first truly Integrated joint venture project outside India for the largest Sea
Water Desalination project (191 MLD) ever built by Wabag along with two
other International companies.
 Chosen for a management program called Leadership Excellence Program
(LEX) which included a campus program in Bharatidasan Institute of Management
(BIM) and won the best project award for organisational restructuring ideas as part
of the program.
 Played a major part in conceptualising and incubating the Desalination Business
Group as a Strategic Business Unit under a restructure proposed by me as part
of my LEX Programme.
 Lead the bidding team from Wabag’s side in the bidding of Al Ghubrah
Desalination Project (Independent Water Project) which included
 Finalising Process Design between JV partners
 Negotiating operational interests and structure of the Joint Venture and
entering into a pre-bid agreement

 Bid strategies and Pricing strategies
 Vendor decisions and best cost option decisions
 Arriving at a common risk analysis, risk mitigation strategies and risk
provisioning decisions
 Negotiating EPC Head of Terms (HOT) with the developers
 Negotiating Prices (Capital as well as Life cycle costs) and Commercial
terms with the developers
 Supporting developers in negotiating with lenders (consortium of banks led
by JBIC)
 Making presentations on execution plans, risk analysis and mitigation
measures, method of co-operation among partners and the ability of JV to
execute the project in a competitive manner to the Lenders
 Defend design, costs and execution schedules to sponsors and Lenders
Engineers
 Provide cash flow statements and not to exceed milestone expenditures
smartly to ensure low financing costs to sponsors
 Provide strategies and negotiate project specific specials in a high delivery
risk environment with potential financial closure delays in the best interest
of developers and EPC contractor.
 International experience in negotiating with various nationalities and finalisation
of some key contracts which includes:
 MED desalination projects with the Chinese, Malaysians and
Indonesians – CNTIC & PLN
 RO desalination and Demineralisation projects with the Koreans –
Hyundai and Doosan
 RO desalination and Demineralisation projects with the
Singaporeans – Jurong Engineering
 Sludge Digestors with the Kuwaiti’s – Kharafi National
 SWRO desalination project with the Japanese and Malaysians –
Sumitomo Corporation and Malakhof Holdings.
 City Drinking Water Scheme Project documents with the Sri
Lankans – National Water Supply and Drainage Board
 Long term Financing terms and conditions with Exim Bank of India
and the External Resources Department of the Ministry of Finance
& Planning, Government of Sri Lanka.

Doshion Limited (Nov ’00 – Aug ’06)
Deputy General Manager – Exports (April ’05 – Aug’06)
Senior Manager – Exports (April ’04 – Mar’05)
Manager – Exports (April ’02 – Mar’04)
Deputy Manager – Projects (Nov’00 – Mar’02)
Experience includes a mix of Process designs, Proposal Engineering and
estimations, Sales & Marketing, start-up of branch office, Organisation building and
Business planning.
 Generate enquiries, manage bid preparation, clear objections and secure orders
for RO and Demineralisation projects for the designated markets.
 Developed and managed Engineering consultants in the area and secured
regular orders through them.
 Developed an overseas market for the company and took care of the South East
& Far East Asian market for the company
 Relocated to Indonesia for starting up a company (branch) for the company and
recruit and train the staff.
 Developed a business plan for the company in Indonesia
 Develop Sales (Order booking) Plan, Bid / No-Bid Decision and Sales Strategies
 Negotiate with Clients, consultants and vendors.
Responsibilities
 Develop presence in the market and manage relationship with Clients and
consultants
 Ensure Order booking targets are achieved with forecasted profits as per
budgets
 Expand market to the South East Asian and Far East Asian region
 Handle large value specifc projects in India apart from the overseas jobs

 Handhold th Project team until Basic Engineering is approved.
 Secured orders of highest values in the organisation every year
 Secured the first overseas order for the company
 Secured the first BOOT model order for the company
 Secured the first desalination plant order for the company
 Managed Basic Engineering for a Water treatment plant for a power plant in
Vietnam up to its approval
 Opened a company in Indonesia and started a new market for the company. Also
built a full fledged team and trained them for the job.
Indaid Engineers Pvt.Limited (Mar’92 – Oct ’00)
Manager – Sales (April ’99 – Oct’00)
Deputy Manager – Sales (April ’97 – Mar’99)
Sr, Engineer – Projects (April ’95 – Mar’97)
Engineer – Projects (Mar’93 – Mar’95)
Experience includes a mix of Product development, Design & Engineering, Proposal
Engineering, Sales and Marketing.
 DevelopedDesign for Recuperators to conserve energy consumption in Furnaces
from basic principles
 Went on to make a software program to help design Recuperators.
 Graduated to Proposal Engineering for Fuel fired and Electrical Furnaces
 Went on to sell all the products and rose to lead the Sales team for all the products
of the company

Responsibilities
 Development of Recuperators into a profitable product line for the company.
 Ensure Sales targets in terms of order bookings and Profit margin forecasts are
achieved as per budgets
 Develop and manage sales force and agency network across the country.
 Expand the product mix and enhance the reference sizes of products.
 Developed a new product line from scratch including product design, marketing
and manufacturing. This was an energy saving product for the furnace industry and
due to its pay back nature built a profitable business line for the organisation.
 Went on to manage the sales of all the company’s products including its Furnace
projects
 Regular panel member and promoter of Energy conservation for the Petroleum
Conservation Research Association (PCRA), a body constituted by all the oil
companies in India.
 Successfully bagged some large and high technology orders like Walking beam,
atmosphere controlled furnaces for the company.
 Developed a new product line in Infra-red heaters in association with a UK based
company.

EDUCATIONAL QUALIFICATIONS
2013 Canary Island Institute of Technology & European Desalination Society
 Introduction to desalination by renewable energies.
2011 Water Globe Consulting
 International Training Program on Desalination Technologies.
1996-2000 Indira Gandhi National Open University
 Post Graduate Diploma in Operations Management.
 Post Graduate Diploma in Marketing Management.
 Post Graduate Diploma in Financial Management.
1988-1992 University of Madras
 Bachelor of Engineering (Mechanical) from Govt. College of Engineering, Salem,
Tamil Nadu.
 Captain of the college Hockey Team.
 Winner of National design competition
PERSONAL PROFILE
DOB: October 12th, 1970
Father’s Name: T. Unnikrishnan
Languages: English, Malayalam, Tamil & Hindi
Interests: Insurance, Investments, teaching & Hockey
Marital Status: Married with two children

MSK Resume July 15

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