Rakesh Khandelwal has over 24 years of experience in the switchgear industry working for ABB in various roles across 4 countries. He is currently the Local Business Unit Manager for ABB Malaysia, where he is responsible for the entire business unit including sales, operations, and service. Prior to this role, he held various sales and project management positions for ABB in Australia, Dubai, and India. He has a strong track record of exceeding sales targets and business goals. Rakesh has extensive international experience working with customers across multiple industries globally.

1. Resume Rakesh Khandelwal
Name in Full Rakesh Khandelwal
Contact details +60 123954481
rakesh_k13@hotmail.com
Current location Malaysia
Date of Birth 13.04.1969
Nationality Australian
Qualification Graduate Electrical Engineer
Accredited as Professional Engineer by
Engineers Australia.
Languages known English, Hindi, Marathi
Present Employer ABB Malaysia
Summary of work experience / background Total of 24+ years of experience with ABB in
various roles and countries in switchgear
solutions and related package business
Experience areas:
 Switchgear (LV, MV, EHV), Packages, E-Houses
 General Management, Sales & Marketing, International business, Tendering, Project
management, etc.
I am Graduate Electrical Engineer with 24+ years of work experience in switchgear business (LV
to EHV). I have worked in 4 countries in various roles.
Customers dealt: Consultants; EPCs; Global companies (EPC and end users) in O&G segment,
End clients in Industrial customers, O&G, Mining, Power plants; Utilities, International projects;
Internal customers

2. Resume Rakesh Khandelwal
Career Summary
May’2011 till Date : LBU Manager / Vice President (Head of Business Unit)
LV Systems (P&L responsible)
ABB Malaysia
Feb’2011 till May’2011 : Country Sales Manager – LV System
ABB Malaysia
July’2006 till Jan’2011 : Sales Manager-WA,
Western Australia, ABB Australia Pty. Limited
Feb’2005 to June’2006 : Sales and application engineer, LV Systems and related
Sydney, ABB Australia Pty. Limited
April’2004 to Oct’2006 : Project Manager, MV Switchgear (3.3kV to 33kV)
Nasik, ABB India
August’2000 to Dec’2003 : Sales Manager, LV switchgear systems and related
ABB Dubai, UAE, Middle East
Feb’2000 to Aug’2000 : Asst. Manager – Projects, Substations (upto 132kV)
Baroda, ABB India
Jan’1995 to Feb’2000 : Asst Manager-Marketing, LV Switchgear Systems
ABB India (Nasik and Mumbai)
Jan’1991 to Dec’1995 : Marketing and Order Handling Engineer, MV Switchgear
Nasik, ABB India
Key attributes / achievements:
 Works with passion
 Successful track record of performance all throughout career in ABB
 Lived and worked in 4 countries so far
 Booked many large contracts while in sales in all countries, including direct export orders
 Business oriented. Results driven personality
 Very Proactive. Proven leadership capabilities.
 Excellent communication, analytical, strategic, negotiations skills
 Can work across all types of cultures. Dealt & worked with people across all continents.
 Widely travelled. Successful International business exposure
 Working in large, diversified organization dealing with people at all levels.
 Worked very well networking with people around the world
Countries visited / lived for business / pleasure:
India, Australia, Malaysia, Singapore, Thailand, Vietnam, Cambodia, Indonesia, South Korea,
Japan, China, Philippines, Dubai, Qatar, South Africa, Germany, UK, France, Netherlands,
Belgium, Czech, Austria, Switzerland, USA, Canada, Mexico, Turkey, Greece.

3. Resume Rakesh Khandelwal
Work experience details
ABB Malaysia : Since May’2011 till date
Post / designation Local Business Unit Manager (Vice President)
Job responsibilities Handle complete business. P&L responsibility
of unit that has all functions from Sales to
production to Service.
Product Involved LV switchgear System and associated package
solutions
Details of responsibilities / work
 Total responsibility of complete unit including P & L (From Sales to Operations to Service)
 Responsible for market in Malaysia, Indonesia, Philippines, Japan EPC (re-export), global Shell
projects, occasional large ad-hoc project allocated by global business unit
 Responsible to ensure all business KPIs (financial, qualitative, HSE, etc) are achieved
 Team development. Training & Mentoring. Recruitment. Various HR matters.
 Define and execute strategic business plans
 Customer & supplier relationship management.
 Growing business from domestic and allocated export markets
 Conduct regular reviews of various functions
 Risk analysis, Risk management for projects
 In absence of sales manager, for most of the time, lead sales to achieve/ exceed sales targets
 Ensure highest level of integrity for self and team
 Ensure compliance to all HSE requirement. Ensure highest level of safety in unit and team
 Ensure high level of customer satisfaction. Improve NPS score every year.
 Global networking, internal as well as with global customers
 Coaching and mentoring of mangers and staff in the team
 Work closely with global and local account managers / teams (end user, EPC accounts)
 Responsible towards global EFA with Shell (already signed), ExxonMobil (under negotiation)
Key Achievements :
 Exceeded all KPIs in all 4 years (Orders, Revenue, EBIT, OCF, NWC, OTD)
 Successful turnaround of business in 2011 which was otherwise sinking
 Brought Team Stability. Increased retention
 Sustained Improved profitability, Very High rate of on-time delivery
 Consistently delivering highest EBIT % in LV switchgear business family
 Successfully managed to secure and execute few multi-million dollar projects that involved
cross border collaboration within ABB and dealing with overseas customers.
 Lead and won 5 year Enterprise Frame Agreement (EFA) with major Global Oil & Gas
Company (Shell). Now leading EFA implementation at global level.
 Success with large retrofit orders in service business from Petronas (Malaysia’s largest O&G
Company). Orders executed with great success generating more enquiries for retrofit.
 Successful association with overseas EPCs (Japan, France, Korea) for overseas O&G projects.
 Despite being foreigner, managed Malaysian team very well and exceeded all results every year

4. Resume Rakesh Khandelwal
ABB Malaysia : Since Feb’2011 to May’2011
Post / designation Sales Manager
Job responsibilities Sales and Marketing. Head of Sales team.
Product Involved LV switchgear System and associated
Package solutions
Details of responsibilities / work
・ Responsible for market in Malaysia, Indonesia, Philippines, Japan EPC (re-export)
・ Define and execute sales strategic plans
・ Customer relationship management.
・ Growing business from domestic and allocated export markets
・ Bid-no-Bid decision, Risk review analysis for each project
・ Ensure highest level of integrity for self and team
・ Submission of regular order forecast report
Key Achievements :
・ Established well in short time.
・ Improved tender quality
・ Success in couple of large project orders
・ Got promoted as business unit head

5. Resume Rakesh Khandelwal
ABB Australia (WA), : Since July’2006 till Feb’2011
Post / designation
Job responsibilities
Products / solutions involved
State Sales Manager – Western Australia)
Sales and Marketing of LV systems & E-
packages in WA
LV switchgear (Motor Control Centers,
Intelligent MCCs, Busducts, Switchroom
solutions, packaged electrics (involving LV,
MV, VSDs, transformers)
Details of responsibility / work
 Responsible for Sales in State of Western Australia for above products and solutions
 Working on business opportunities in advance, Pre-qualification, Making presentations;
Influencing specifications; Introducing new products.
 Customer relationship management.
 Participation in exhibitions, seminars. Publications (technical documents, news articles)
 Work on project pursuit as lead or as team member in ABB sales & marketing team
 Work on new project from feasibility/FEED stage to buying stage to put ABB in driving seat
 Taking part in strategic/business plans, budgeting, compilation of requisite market data
 Technical, Commercial discussions with customers, EPCs and consultants (till closure of
contract)
 In 2009, I was given additional responsibility to lead Mining segment globally for business unit
(LPLS)
 Participate / lead Risk review on projects bigger than 2MUSD (as per BU requirement)
 Member of Woodside account management team. ABB and Woodside have GFA.
Key Achievements :
 Achieved good sales performance during all the years of work
 Successfully launched MNSiS in 2007 in Western Australia
 Clinched very large order from Worsley Alumina (BHP) for supply of MNSiS (in 2008)
 Managed to pre-specify ABB in few projects whereby it became single source tender
 Booked large package orders such as Dyno Nobel project (Queensland) from UGL (Perth)
 Received break through first orders from BHP and Rio Tinto
 Managed good relationship with Woodside, with whom ABB had Global Frame Agreement

6. Resume Rakesh Khandelwal
ABB Australia (NSW), : Since Feb’2005 to June’2006
Post / designation Sales and Application engineer
Job responsibilities  Sales Support. Application Engineering.
 Project management. Engineering.
Product Involved LV switchgear (Motor control centers,
intelligent MCCs, etc), VSDs, switchrooms
Details of Responsibility / work
 Responsible for sales support to front end sales team. Application engineering.
 Project management & engineering of assigned projects
 Preparation of techno-commercial proposals; Estimations; Pricing
 Review of T&Cs. Preparation of comments / deviations to T&Cs
 Respond to customer’s Technical & commercial clarifications on submitted proposals
Key Achievements :
 During these 18 months I did job of 2 full time engineers
 Significantly improved profit margins of all 3 orders executed during these 18 months time,
besides ensuring on-time deliveries
 Exhibited sound knowledge and professionalism in tendering. Brought in better offer
presentation. With past knowledge of same products I could offer most optimal engineered
solutions in tenders
 Optimally designed VFD panels to reduce switchroom dimensions that reduced overall cost
 Supported sales team very well. Based on my performance it was decided to promote me in
front end sales

7. Resume Rakesh Khandelwal
ABB Nasik India, MV Switchgear Division : from April’2004 to Oct’2004
Post / designation Project Manager
Job responsibilities Execution of MV switchgear orders. Liaison with
key sub-contractors.
Product Involved MV Switchgear
Details of Responsibility / work
 Primarily I was responsible to develop sub-contractors who can assemble MV switchgear for
ABB
 Identify prospective suppliers, analyse their capabilities, identify gaps
 Organise material to be issued to suppliers for assembly work
 Negotiate best prices and deliveries from suppliers
 Ensure quality standards of suppliers are meeting our requirements

Key Achievements
 Developed 3 suppliers out of which 1 was existing panel builder and 2 were new entrepreneurs.
 In short span of 6 months establishing 2 new suppliers was an achievement
 During this time 5 projects were delivered from these 3 suppliers.
 After I left this job this arrangement continued very well based on foundation I had laid

8. Resume Rakesh Khandelwal
ABB Dubai, UAE, LV switchgear division : from August 2000 to Dec’2003
Designation / post Sales Manager
Job responsibilities (in Brief)  Sales and marketing of LV switchboards.
 To develop business in Industrial / O&G
market, Utilities, Export market, to tap
internal business potential.
Products involved / handled All types of LV switchboards and switchgear
components; Intelligent Motor controllers;
Capacitors; VFDs; Softstarters
Details of Responsibility / work
 Sales and marketing of LV switchgear
 Develop business in industrial market (primarily Oil and Gas). DUABB was otherwise weak
in this area
 Identify business opportunities in Industrial / O&G segment well in advance, contact key
people at EPC and end client, if required complete Pre-qualification,
 Making presentations; Influencing specifications; Introducing new products.
 Participation in exhibitions, seminars. Publications (technical documents, news articles)
 Work on project pursuit as lead or as team member in ABB sales & marketing team
 Taking part in strategic/business plans, budgeting, compilation of requisite market data
 Technical, Commercial discussions with customers, EPCs and consultants (till closure of
contract)
 Collaborate with other divisions to pursue project together and sometimes offer as package
Key Achievements
 Established DUABB in Oil & Gas segment, otherwise DUABB was only active in building
segment which was less profitable.
 Improved tendering process and quality of proposals being submitted to custoemers
 Successfully introduced ABB’s Intelligent MCC (with INSUM) in the market
 Made inroads in Qatar market and got couple of orders from this market
 Since 2001 DUABB is making only withdrawable switchgear which has better margins,
previously DUABB was mostly making fixed type panels
 Successfully lead pursuit for 2 package orders. 1 for Oil and Gas project another for chilled
water plant

9. Resume Rakesh Khandelwal
ABB Baroda, India, HV Substation division : from Feb to Aug’2000
Post / designation Asst. Manager – Projects
Job responsibilities Project management of Substations upto
132kV.
Products involved / handled All the equipments involved in HV S/s such as
Transformers, Breakers, Isolators, CTs/PTs,
etc.
Details of Responsibility / work
 Project management of substation project orders
 Deal with all suppliers (internal as well as external)
 Participate in design activities
 Attend meetings with customer, suppliers and internal meetings
Key Achievements
 Excellent performance in supplier negotiations and subsequent execution activities

10. Resume Rakesh Khandelwal
ABB Nasik/Bombay, India LV switchgear division : from Dec’1994 to Jan’2000
Post / designation Asst. Manager – Marketing
Job responsibilities Sales and Marketing of LV switchboards.
Generation of reports. Liaison with overseas
principals. Responsible for export business.
Products involved / handled LV switchboards,; Intelligent Motor
controllers, busducts, etc Electrical packages.
Details of Responsibility / work
 I was part of core team who started this business unit in Dec’1994. I was sent to Germany for
training on this new product.
 Responsible for getting orders from South and West India via Front end sales
 Preparation of detailed technical & commercial proposals
 Responsible for all India marketing activities for this newly launched product
 Conduct technical seminars at different locations in India
 Responsible for select export projects
 Responsible to organize site service works
Key achievements
 Created countrywide awareness of newly launched MNS system in India
 Led /supported pursuits on many successful orders, including few export orders

11. Resume Rakesh Khandelwal
ABB Nasik, India MV Switchgear division : from Jan’1991 to Dec’1994
Post / designation Engineer – Marketing and order handling
(based at factory. Market-West & South India)
Job Responsibilities  Preparation of tender and support to front
end sales team in country.
 Project management (order handling) of
MV switchgear orders
 Internal factory coordination
Products involved / handled All MV switchgear components; SF6/VCBs;
Vacuum contactors, Relays; Busducts; etc
Details of Responsibility / work
 Review customer specifications. Make Bid-no-Bid decision together with management
 Prepared detailed technical and price offer
 Support on tender clarification process
 If needed join front end sales to meet customer for technical discussions
 On receipt of order, book order in system and handover technical scope to engineering team
 Coordinate with operations team involving purchase, production to schedule project in plan
 Coordinate and participate in customer FAT
 Arrange for shipment, invoicing
 Organise site service work for paid and unpaid (under warranty) site works
 Join / support front end sales team for technical seminars
Key achievements
 I had joined as fresh trainee engineer. Grasped technical knowledge very fast and started
contributing within first couple of months of joining
 Successfully demonstrated professional and committed working, grasp of technical
knowledge, professional order execution.
 Introduced computerized tender preparation. (using Word star and Lotus worksheets) in 1991
 Designed new hybrid design of outdoor withdrawable MV switchboard for a utilities project
in Southern India (1994).
 During these 4 years I did dual roles of tender engineer as well as project management
 On few occasions I also acted as front end sales and successfully closed sales deal
 Based on my performance I was handpicked to be lead sales in newly established LV
switchgear division in Dec’1994