1. * Introduction
*Name:Khalid Shafiq Rao
*Career Objective: To drive an organization as an entrepreneur where I can
utilize my experience and diversified exposures to develop new brands.
*Education: Bachelor of Technology(Mechanical Engineering)
*Nationality:Indian
*Age:40
*Marital status :Married
*Current position: Working as business consultant Based in Dubai, Middle
East.
*Contact details:+971559590464,info@drilltechinternational.com
2. *About Myself
*Self motivated and passionate
*Entrepreneur
*Focused & dedicated professional
*Goal oriented
*Hard working
*Leadership
*Team player
*High achiever
*Flexible
*Go getter
3. * Career path
Sales Director (Aug, 2015 till June 2018)
Sales Director (Oct-2014- July15)
Business Line Manager (Aug,2010-Nov,2014)
Business Development Manager (Feb 2007-July2010)
Sales Manager (March2004 -Jan2007)
Sales Engineer (March2001 - Dec2003)
4. Reached to turn over more than 1.5 million AED in the first year
of operation and won the Contract worth 1 million AED from the
key customer in UAE
Established and grown the brand and reached to turn over of
5 Million AED in first 2 years
Sold the biggest size forklift and wheel loaders in quarries and
established new customers and gained market share
Won 3 years contract worth 2 Million EUR from the biggest
power producer and doubled the turn over with in 2 year
after joining
Expanding the Brand in the region and tripled the turnover in
one and half year 2015 vs 2016 and appointed new
distributors 600 K EUR to 1.8 Million Eur
Increased the turn over from 5 Million USD to 10million USD
for drilling tools in Middle East market
8. *
*Drilling tools & Equipments
*Heavy equipment :Truck mixers, truck mounted concrete pumps, wheel loaders,
excavators, forklifts.
*OEM Spare parts for caterpillar and Komatsu.
*Power tools and accessories
*Diamond coring and cutting tools
*Fire stop sealants and construction chemicals
*Anchoring and Installation system
*Mining and construction tools
*Spare parts and wear parts for crushing and screening system
*Industrial filters and filtration system
9. *
*Business Development
*Establishing new brands
*New start ups
*People management
*Forming new ventures
*Dealer management
*Gap Anaylsis
*Cash flow management
*Managing/Operating all functions in Business
*Sales management
*Marketing and promotion
*Trainings & Seminars
*Exposure to Design & manufacturing facility: Germany, Sweden,
India, Finland and Ireland.
13. *Skills & Expertise
*Direct sales
*Dealer management
*Brand establishment
*Sales management & operations
*Time territory management
*Key account management
*Marketing
*Business development
*People management
*Specialized in developing and establishing new brands
in the market
*Value selling
14. * Established Dealership base for Mincon in Middle East & CIS (Increased sales from 600K EUR to
1800 K EUR in one year)
* Doubled the turn over in SANDVIK for rock tools in 3 years.(5 Million USD to 10 Million USD)
* Handled a after market sales business turnover of 18 Million USD annually in SANDVIK
* Recognized as “Talent of the year” by SANDVIK MIDDLE EAST in 2013 and selected for SGL,
Sandvik Global leadership program
* Appointed new dealers and expanded the business in new markets
* Set up the team for SANDVIK MIDDLE EAST from Individual to 3 new sales managers
* Set up the regional office/ Base for Freudenberg and formed the sales team.
* Increase the turnover by more than double after joining Freudenberg
15. *Achievements
* Increased the market share by 25% and sold highest value equipment's first time in the
market and established the brand (BIN BROOK MOTORS AND EQUIPMENT)
* Beat the given quarter and annual sales target by 150% within first year (2004) of joining
HILTI
* Awarded with the title of “Milwaukee sales man of the year” in 2008 (Best sales
performance award)
* Successfully relaunched AEG brand in KSA market in 2009 (A & M MIDDLE EAST)
* Increased the sales revenue by 60% and profit by 14% (SANDVIK MIDDLE EAST)
* Successfully launched new range of SANDVIK products to develop business segments(DTH
hammers-RH460,CDC drilling, RH350, MF rods and TH bits)
* Received the best sales area performance award for year 2013
* Established the base For Mincon in Middle East & CIS region
16. *
*18 years of experience in the local market(Middle East& CIS)
*Product knowledge
*Market information
*Aggressive approach
*Preparing business strategies
*Establish base and grow the business in Middle East.
*Product promotion and market events.
*Gain the market share from the competitors
*Establish new brands in the market
17. *Business Objectives
*To establish base in UAE and grow business in Middle East
*To act as a strong link by bridging the market gap via dealers network and
direct end users.
*Act as extended arm in Middle East and CIS
*To build solid reputation for brands/products in the market as solution
provider.
*Expanded and established the new brands from scratch in the market
18. * Attended train the trainer program in Germany – A & M electric tools GmBH
* Attended rock tools training in Sweden and Finland
* Visited manufacturing and assembling units at various plants of Sandvik at
sweden, finland and India
* Undergone DTH drilling tools training course for assembly/ Disassembly in
Finland.
* Visited a manufacturing plant for DTH tools in Mincon International in Shannon
Ireland.
* Undergone BTC(Basic training course)- HILTI
* Undergone DTH drilling course/training- Mincon
* Undergone a training program for Filtration system at Fruedenberg, Germany
* Visited a Freudenberg filtration plant India and Germany for manufacturing of
Industrial filtration products.
* Undergone training in BHEL(Bharat heavy Electrical Limited) for manufacturing
of gas turbine blades
19. *Target customers
*Quarries
*Drilling and blasting Co.
*Mining
*Foundation drilling Co.
*Tunnelling contractors
*Cement Industry
*Water well contractors
*Utilities Co.
20. *Local market events and open days for customers
*Product shows (Customer sites)
*Product Trials (Buy and try caimpaigns)
*Trade shows and exhibitions
*News letters to customers
*Drilling & Blasting/Water well contractors seminar
*Sales blitz and campaigns (TTM, Swarms with flyers etc)
*In-house product shows
*New product launch
21. *Attended SGL Sandvik global leadership program at SANDVIK
*Sales and communication training at SANDVIK
*Time management training A&M electric tools GmBH
*Culture Journey, Team Building event- HILTI
*Time management training-Matrix training solutions
*Customer service excellence- SP Jain institute of management
*Action oriented leadership training – SANDVIK
22. Sales Plan
*Fig. in Million USD
0
0.5
1
1.5
2
2.5
3
2016 2017 2018 2019
Sales
23. • Customer service and logistics
• Technical Support
• Initial support to take off (Customer leads)
• Service support
• Product trials and sampling
• Case study/ Success stories
• Branding
• Market events
Support & Services
24. *Strategy
*Market Coverage
*Time territory management
*Increasing the sales force
*Appointing new dealers
*Exploring new markets/customers
*Take the market share from competitor’s
*Dealer Management
*Developing and training existing dealers and increasing coverage
*Key account management
*Identifying key markets and key customers for business growth
*Market penetration (Segmentation)
(Quarry and mining, water well drilling ,Oil and Gas and HDD drilling)
25. Key Markets
* Middle East & CIS
Key Business Segments
* Water well
* Quarry and mining
* HDD drilling
* Foundation drilling
* Oil and Gas
* Industrial
*Key focus markets & Industry Segments
26. *Risks & Challenges
* Business Establishment
* Competition
* Payment collections
* Returns on Investment
* Pricing
* Coverage
* References available on request
