1. DULLAPAT IAMKUERKOOL (OAK)
48 Soi Ngern Udom 2, Bangweak Road, Bang Cheuknan, Talingchan, BKK
Mobile: (081)803-1609, (099)149-1651
Email: dullapat.iamkuerkool@gmail.com
Career Summary
18 years of professional Sales experience in multi-national companies in lubricant industry. Utilize skill in Sales
Team Management, Leadership, Consultative Selling, Negotiation, Analysis, Strategic Planning, Training and
Coaching. Expand financial performance and market share under high competition with a result-oriented and can
do attitude.
Business Experience
BP - Castrol (Thailand) Co., Ltd. Jan 2012 – Present
Regional Sales Manager
Key Accountabilities
o Create and implement Strategic 5-Year Plan to meet business goals in growth of Metal Working Fluid (MWF)
and High Performance Lubricant (HPL).
o Initiative and implement distinctive marketing strategies and action plan to achieve targeted sales volume and
gross margin through the MWF and HPL business with customers.
o Identify customer needs and develop value proposition by utilizing value selling and offer knowledge to gain
new/retain existing businesses.
o Drive business by ensuring operations run smoothly in the areas of debts control, overdue collections, and
expenses under assigned budgets.
o Address customer‘s problems and provide the solutions to meet customer’s satisfaction.
o Draw strategic commission roadmap for sales team.
o Build a strong HSSE & Code of Conduct culture within the team.
o Gain market share by understanding customer concerned points and analyzing competitor’s strategies.
Key Achievements
o Take accountability in forecasting, ordering production and shipment over $1.5 million units per month.
o Analyze sales data e.g. product consumption, inventory to accurate demands and emergency orders.
o Establish and manage good relationships with strategic customers, key customers/clients e.g. Toyota Motor,
Honda Automotive, Thai Honda, NMB Thai and Samsung Electro Mechanic.
o Develop and implement the indirect lending program to align with customer’s needs.
o Attain financial performance sales volume 122% in 2014, 110% in 2013 and 110% in 2013.
o Exceed growth plans 2014 by achieving gross margin of $12.54 million and maintain high profit per unit.
o Establish sales and marketing strategies and yearly sales plans to define territories of sales team.
PS Petrotech Co., Ltd. Jan 2009 – Dec 2011
Sales Manager
Key Accountabilities
o Delivered financial performance, included sales volume and gross margin and controlled overdue.
o Coached sales team to analyze the production’s cycle of assigned customers.
o Provided pre-sales demonstration program to customers.
o Expanded business by cross selling of license and additional services to key customers.
o Monitored sales team to achieve the objective outline in year plan and long term sales strategies.

2. o Constantly monitored and adjust marketing strategy to respond customers in competitive level.
o Analyzed profit and loss
Key Achievements
o Successfully managed project in budget $3.5 million and achieved project scheduled goals in 2009.
o Won profitability achievement PTT project with margin of $1.84 million in 2010 and improved support service
level by 20%.
o Boosted sales volume from $340,000 to $1.1 million with 2 year (2011-2012).
o Improved competitiveness of the company in the marketing positioning by reducing product costs,
accelerating delivery of new features, and increasing overall product quality.
Esso Thailand Public Company Limited. Feb 2006 – Sep
2008 Territory Manager, Industrial Lubricants
Key Accountabilities
o Delivered and monitored financial performance targets for the exclusive distributor including volume,
gross margin, unit gross margin and cash flow.
o Established an aggressive sales distributor strategy and yearly sales distributor. Leaded selling and marketing
programs to support distributor.
o Managed and coached distributors align strategies plan to improve sales team.
o Efficiently managed key national accounts with effective strategies and supply chain executing in cement,
petrochemical, and power industries.
o Worked closely with the marketing team in new product launching into the market within schedule
Key Achievements
o Successfully gained margin of new business above plan in 2006 20% and 15 % in 2007. And successfully
launched premium product into cement business by increase gross margin 24% in 2006.
o Successfully set up agent distributor and forming distributor team and engaged management to set plan in
2006 and 2007 both volume and total gross margin.
o Achieved draw up organization of sales team and developed sales team by training product knowledge, value
selling and presentation skill by on the jobs training and coaching in monthly sales meeting.
o Developed and coaching owner of distributor about demand forecast, stock management and sales promotion.
o Developed and consulted in part of commission and promotion scheme.
o Developed and consulted in part seminar and launch new product in your area.
o Set up distributor network, collaborated and brother trade between agent distributors.
o Leaded selling and marketing programs to support distributor, which increased sales volume by 25%.
o Achieved 123% annual increase in business with targeted accounts by formulating and implementing key
marketing and sales-management programs
.
Esso Thailand Public Company Limited. Jan 2000 – Jan
2006 Sales Engineer Lubricants & Specialties
Key Accountabilities
o Responsible for managing a group of Global Strategic Alliance and National Multi Account in the cement,
power and steel industries.
o Maintained high customer satisfaction ratings that meet company standards.
o Took care and co-operated with engineering team to solve lubrication problems for customers.
o Continuing exceeded sales target volume and margin.
o Penetrated competitor’s market and potential customers by offering advantage with efficient selling and
negotiation skills, generating market share and increasing sales volume.
Key Achievements
o Successfully gained business at Siam Cement Group by increased gross margin from $225,000 to $490,000.
o Won bidding at the ATB Power Plant Project contributed gross margin $40,000 and
o Won bidding at the EGAT Mae Moh Project, contributed gross margin $38,000.
o Initially won the Leamchabang Power and Lamtakong Project to supplied turbine oil for test run
commissioning and gained margin $36,000.
o Won bidding the Ratchburi Power Plant to supply turbine oil and implement turbine system with GE Power

3. Tebaaf Co., Ltd. May 1996 – Apr 1997
Sales Engineer
during commissioning period and increase both volume 125% of plan and gross margin 130% of plan.
o Successfully penetrated the core accounts like PTT, EGAT and Government sector.
Mobil Oil (Thailand) Co., Ltd. May 1997 – Dec 1999
Sales Engineer, Industrial Lubricants
Key Accountabilities
o Managed and took responsibility for auto assembly and petrochemical industry.
o Provided consultancy to customers. Conducted training courses for end-users.
o Responsible for key accounts in automotive industries by up selling premium products.
o Took care and co‐operated with engineering team to solve the lubrication problems for customers.
Key Achievements
o Opened business with new potential customers such as Gold Press Industry, Siam Lemmerz, Daisin
and co-operated with engineer team to support key customers.
o Maintained relationship with core customers such as EGAT and Ratchaburi Power Plant.
o Continuing exceeded sales target volume and margin.
o Penetrated competitor's market and potential customers by offering advantage with efficient selling
and negotiation skills, generating market share and increasing sales volume.
Key Accountabilities
o Managed and took responsibility for power plant and electronic industry.
o Responsible and managed key accounts and up selling premium products.
o Maintained relationship with core customers such as EGAT and Ratchaburi Power Plant.
o Launched new product with chemical absorbent in the market.
Key Achievements
o Performed sale volume of gas turbine filter.
o Achieved in supplying chemical absorbents to the Saha Union, Donmeun Airport Phase 2 and Bank of Thailand.
o Succeeded in convincing Thai Fertilizer PLC to place order of Dust Collector and gained revenue 110%.
Personal Information
Educational Background I King Mongkut’s Institute of Technology North Bangkok
o Master of Engineering (Industrial Managements Engineering). M.E. (IE), 2003
o Bachelor of Engineering (Mechanical Engineering). B.E. (ME), 1996
Training
o Self-Advocacy 2015
o Leading thru People Process Program 2014
o SPIN Training Program 2013
o Advance Lubricants Energizer Program 2013
o Gas Engine Oil 2013
o Improving Personal Performance 2012
o Advance Technical Workshop (Malaysia), Management Skill 2008
o Coaching Skill, Negotiation Skill 2007
o Process Selling Skill and Benefit Selling Skill 2006
o SPIN Training Phase II 2005
o Presentation Skill 2004
o Management Problem Solving and Decision Making Program, Drammen (Norway) 2003
o Managerial Perspectives on Production Planning and Control, Linkoping Institute of Technology

4. Linkoping (Sweden) 2003
o Presentation Skill 2002
o Industrial Entry Level Training Course Part II, SPIN Selling Skills Workshop, Bangkok 2001
o Lubes Entry Level Training Course, Singapore 2000
o Vasa 32 Diesel Engine Seminar, Wasilla NSD, The Philippines 1999
Special Skills
Computer: MS Office (Word/Excel), PowerPoint, SAP, CRM
English: Fair in writing and speaking
Personal Data
Date of Birth: February 13, 1972
Marital Status: Married
Health: Excellent
Hobby: Golf and reading
Reference
Available upon request.