1. Arjun Bharathan 3B The South Gate
17, Kasturi Ranga Road, Chennai – 18
044- 24982473/ 2498 3408/M: 98407 63334
TRACK RECORD AT ESSAR PROJECTS (INDIA) LIMITED
 Essar had made an abortive bid in 2010 to buy the Indian assets of Austrian
Energy
 Subsequently I was recruited to set up a boiler manufacturing business for them
 I successfully negotiated and obtained a 20 year boiler manufacturing license
from Foster Wheeler Corporation of the USA
 Also negotiated technology agreements from Japanese and Chinese companies
for FGD systems and ACCs for the Indian market
 In September 2013 was appointed CEO of the Power SBU of EPIL
 I am tasked with building this into an independent company with a turnover of a
billion USD in 3-5 years
 And to take it to the IPO market when ready
 Currently I have re-built the CXO team and put in place strong business
development, risk identification and management and execution systems along
with a more people friendly HR philosophy
 The clear focus is on results – order book and execution
 We currently have visible bids of USD 3.2 billion which we intend to bid for
selectively
 The order intake target for FY’15 is USD 600 million of which 400 million is to be
overseas
 None of this order intake will be Essar orders
 The SBU in a short time is well placed to deliver budgeted results in the next FY
and has laid the road map for a blue ocean strategic road map to expand into
Africa and SE Asia and build the business to the target goal of 1 billion in the next
4-5 years
TRACK RECORD AT AUSTRIAN ENERGY
 Was head hunted by Spencer Stuart to join Austrian Energy and Environment
Gmbh as their Country Manager for India in September 2007.
 This was my first foray into the power sector
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2. Arjun Bharathan 3B The South Gate
17, Kasturi Ranga Road, Chennai – 18
044- 24982473/ 2498 3408/M: 98407 63334
 The Group had two legal entities in India – a boiler manufacturing company
bought from the erstwhile Babcok Borsig and a front end engineering company
with 350 engineers also bought from Babcock
 The two MDs of these entities reported to me
 During my tenure I added 3 business verticals – one for the sale of CFB boilers,
a second for air pollution control equipment and a third for waste to energy plants
 AE&E was a 50 crore business in India when I joined it
 Within a short span of 24 months had booked the largest single order for CFB
boilers in the global history of the Group valued at 110 million Euros
 Had also engineered European equipment to suit the cost conscious Indian
market and were poised to break into the Indian waste to energy market
 The worldwide bankruptcy of AE&E in October 2010 led to the sale of the Indian
entities
 I made an abortive MBO bid on the Indian entities which could not be fruitful as
the liquidator wanted to sell in 3 months and the PE firms I had approached could
not complete their due-diligence in such a short time frame
TRACK RECORD AT MURUGAPPA GROUP
Joined the Group in their engineering firm Tube Investments of India Limited and was
entrusted with growing the top line through diversifications and inorganic growth by Rs.
1000 crores by FY ’08-‘09
 In the initial six months a thorough study of opportunities in interest areas were
examined and thoroughly vetted
 Advised Management to focus on related downstream value addition fields only
 Cross border acquisitions and JVs to be the route to achieve targets
 Dialogued with a series of investment banks and briefed them and mandated two to
work on the assignment
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3. Arjun Bharathan 3B The South Gate
17, Kasturi Ranga Road, Chennai – 18
044- 24982473/ 2498 3408/M: 98407 63334
 Within 9 months of starting the process have evaluated over 65 opportunities and
short listed 5 for final evaluation.
 Brought in a focused approach to this activity which should yield the required results
within the given time frame
 Since Jan 2006 moved as General Manager and head of Corporate and Strategic
Planning.
 I am responsible for the approval of all annual business plans of the 28 SBUs in the
Group including the setting and evaluation of Balanced Score Cards
 My team supports the Executive Board in all it’s business reviews
 We also study and evaluate the long term strategies of the SBUs and give our
comments to the Board
 All capital expenditure and new investment proposals over a value of Rs 10 crores
are vetted and cleared by a 3 person investment committee of which I am a member
 My department is a key support and advisory body to the Board and is normally
consulted on all matters concerning the Board
 Increased the strategy component of the department and working closely with the
SBUs on developing strategic and tactical plans.
 Bringing in a strong external focus with emphasis on global benchmarks and latest
developments in the global economy is a strong focus area.
TRACK RECORD AS AN INTRAPRENEUR
 Conceptualized and drew up the business plan for Clickforsteel Services Limited –
the retail direct to customer arm of Essar’s Steel Business Group.
 Got the project running in an extremely short time span of 4 months and within
budget with funding by the Ruia family
 Company was cash positive within six months of inception.
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4. Arjun Bharathan 3B The South Gate
17, Kasturi Ranga Road, Chennai – 18
044- 24982473/ 2498 3408/M: 98407 63334
 Extremely strong control on costs and focus on operating efficiencies have led to the
Company being self-reliant and vibrant – paying employees and vendors on time,
while building a strong brand equity in the trade market.
 Other than the first two rounds of equity funding, Company did not need any further
funding to reach its present level of annualized turnover of Rs. 750 crs. (USD 164
mln)
 Achieved a turnover to equity ratio of 300:1 within 4 years of inception
 Essar’s retail sales grew by over 150% and market shares in all markets increased
by the same percentage. Contribution per ton was Rs. 1000 higher than Essar’s
Domestic OE sales and by Rs. 2000 over Export sales.
 Retail customer base grew from 10 dealers to over 300 direct customers
 Clickforsteel’s brand equity was even superior to Essar’s as validated by a market
study
 Company was EVA positive within 4 years of inception
 Landmark human resource policies were implemented and followed from day one
including a 360-degree performance management system.
 Company continues to have a very happy and motivated workforce.
TRACK RECORD IN INTERNATIONAL SALES
 Essar Steel was set up in 1995 and in that very year commenced exports.
 Initial exports were to the Middle East and Far East which were traditional Indian
export markets for steel
 I was responsible for all sales to the Western Hemisphere, which were all countries
West of India.
 By 1997, 90% of the Company’s exports came from this region.
 West Europe and the Americas became the leading buyers of Indian steel for the
first time in history and also the leading buyers of Essar’s steel.
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5. Arjun Bharathan 3B The South Gate
17, Kasturi Ranga Road, Chennai – 18
044- 24982473/ 2498 3408/M: 98407 63334
 We sold international quality steel to buyers who made parts for BMW and VW –
hitherto unheard of in the Indian steel industry.
 Was also responsible for putting both Essar and India on the international map for
critical steel qualities used in the oil industry conforming to the highest API
standards.
 Was successful as early as 1996 in selling large tonnages of these value added
grades in quality conscious & diverse markets as Argentina, Brazil, Mexico,
Venezuela, North America, the UK, Germany, Belgium, Turkey and the Middle East.
 Customer relationship building done in these markets helped to forge lasting bonds
that continue till today.
 Within two years of commencement of exports Essar Steel had become India’s
largest exporter of HR steel and still is. Their EPCG export commitment due in 7
years was wiped out in less than 5.
 I was the second in command and a key member of the team that achieved this
success. Today almost 40% of their production is exported.
 During this period I also conceptualized and championed the “24 Carat Steel”
branding campaign of Essar Steel, which still continues. This included the brief to
the agency, the campaign itself and the media planning.
TRACK RECORD IN INTERNATIONAL STRUCTURED TRADE FINANCE
 Held dual charge for Structured Trade Finance
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6. Arjun Bharathan 3B The South Gate
17, Kasturi Ranga Road, Chennai – 18
044- 24982473/ 2498 3408/M: 98407 63334
 During 1996-1997 raised USD 450 million through securitization of future export
receivables.
 Individual transaction sizes ranged from USD 200 million to USD 5-60 million each.
 These transactions were done in conjunction with leading international steel traders
and funded by A1 P1 international banks and financial institutions.
 Our two-man team did all the commercial aspects of these transactions.
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7. Arjun Bharathan 3B The South Gate
17, Kasturi Ranga Road, Chennai – 18
044- 24982473/ 2498 3408/M: 98407 63334
 During 1996-1997 raised USD 450 million through securitization of future export
receivables.
 Individual transaction sizes ranged from USD 200 million to USD 5-60 million each.
 These transactions were done in conjunction with leading international steel traders
and funded by A1 P1 international banks and financial institutions.
 Our two-man team did all the commercial aspects of these transactions.
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