Raghu Kumar

Business Development Manager

Tamil Nadu, India19 yrs 7 mos experience

Highly Stable

Key Highlights

Over 15 years of experience in business development.
Proven track record in digital transformation initiatives.
Strong expertise in power generation and utility sectors.

Stackforce AI infers this person is a Business Development Leader in the Power Generation and Utility sectors.

Contact

Skills

Core Skills

Business DevelopmentPartner EngagementSales ManagementMarket AnalysisProposal ManagementMarket Research

Other Skills

Account ManagementAutomationBrand ManagementBusiness StrategyCustomer Relationship Management (CRM)Digital Roadmap DefinitionElectrical EngineeringElectriciansElectronicsEnergyEngineeringInternational BusinessManagementManufacturingMarketing Strategy

About

Business strategist with 15+ years experience in Presales / Business development of various product solutions for Power Generation, Transmission & Distribution, Railway sectors. My experience has been in understanding complex technical and commercials aspects of utilities in APAC,SEA,ME, ANZ,EE regions and translate into actionable insights with many success stories in the segments. Presently leading various conversations / engagements to accelerate Digital transformation journey of Enterprises across various analog sectors (Agri, Cements, Chemicals, Power, Ports, Pharma, Mining, Metals O & G etc).

Experience

Nasscom

3 roles

Deputy Director, Regional Head TS, AP, East Regions

Promoted

Apr 2024 – Present · 1 yr 11 mos

Regional Head Telangana & AP

Promoted

May 2023 – Apr 2024 · 11 mos

a) Serving member companies in the region (responding and resolving queries, organizing events and taking required service initiatives to enhance member engagement)
b) Driving the Regional Forums & Councils across the territory in various geos as needed
c) Curate and manage Special Interest Groups such as CHROs, CFOs, CEOs, GCCs etc apart from conceptualizing and implementing related initiatives
d) Plan and Implement ideas and customized initiatives strategized for the region
e) Business Development by onboarding new members
f) Outreach for NASSCOM events wrt delegate registration, sponsorship, research reports & publications etc
g) Facilitating and supporting national level initiatives and events as needed
h) Implement and manage internal processes with respect to finance, knowledge management, revenue and expenditure for the region

Senior manager partner outreach

Nov 2021 – May 2023 · 1 yr 6 mos

Roles and responsibilities:
 Identify and build connect at CxO level of potential corporate partners in Analog sectors (Agriculture, Pharma, Ports & Terminals, Energy and allied industries)
 Engage with existing partners and get the inputs in terms of the expectations they have from CoE.
 Represent CoE at relevant conferences / forums.
 Build the value proposition that CoE provides and how our partners can benefit.
 Engage with existing & prospective partners in defining digital road map and active problem statements/ challenges
 Coordinate with internal teams and Start-ups for pitching solutions and work with partners for implementation.
 Actively collaborate with internal teams to organize, support in various sessions, challenges implemented by CoE.
Achievements:
 Successful in signing a trail order within 3 months from largest private ports & terminals operators in India
 Identified and built connects with enterprises in Ports & terminals, Agriculture, Specialty Chemicals & Capital gods leading to prospective pipeline of INR 1 Crore.
 Actively worked with prospective partners and curated more than 15 use cases with estimated POC pipeline for startups of INR 1.2 Crores.

Business DevelopmentPartner EngagementDigital Roadmap DefinitionMarket Analysis

Tag corporation, chennai

Deputy General Manager Of Sales

Sep 2013 – Nov 2021 · 8 yrs 2 mos · Greater Chennai Area

Worked as Deputy General Manager Sales, responsible for BD for both Domestic & International markets for transmission tower hardware, conductor and earth wire accessories suitable for conventional ACSR, AAAC, OPGW and HTLS conductors, Composite Insulators in Power sector and Fittings for Railway Electrification
Roles and responsibilities:
 Actively coordinate with utilities Central, Private & State to understand the proposed / forecast Transmission lines for present and future financial years.
 Responsible for sales (ETO- Enquiry to Order & Post order approvals)
 New markets (NM): Analyze the TAM, PQR requirements, key contact in Utilities, existing contractors, competitors, market price levels and present business case to management.
 Direct Sell markets (DSM): Identify business partners / Agents / Distributors in targeted markets to represent the company, discuss the go to market strategy, and finalize the agreements and business plan for present and future financial years.
 NPI: Analyze the market size in existing markets served for new products, QR, market entry points to decide the GOTO market strategy.
 Team Management: Manage 8-10 member team to turn around proposals to customers for products in scope on time. Monitor the complete sales cycle in line with customer expectation and work with team to identify and implement process automation, resource allocation, new tools for effective solution to customer.
 MIS: Maintain for proposals/prospects and project datasheets for the Business Unit and present weekly, monthly and annual reports to the management.
 For proposals quoted in the market actively co-ordinate with customers to monitor the progress of the opportunity / project, budget and delivery requirements of the project and work with management to decide final price to win the deal.
 Brand Management: Identify key trade shows / seminars in existing and targeted markets, and prepare market collaterals presentations.

Sales ManagementMarket AnalysisTeam ManagementBrand Management

Prolec ge

Team Leader Proposals

Oct 2010 – Sep 2013 · 2 yrs 11 mos · Greater Chennai Area

Manage 4 member team to send competitive proposals on time for domestic and international markets for transformers
 Identify the prospect opportunities in the assigned target segment in domestic and international markets.
 Coordinate with domestic and exports sales team to assess risk in the opportunity
 Day to day assignment of staff resources to proposals and pursuits to support the target dates and balance the department workload.
 Provide quality assurance on pursuit process for minor and major proposals.
 Support the development of BD systems/tools to support Proposals Team.
 Facilitate proposal preparation in accordance with proposal preparation flow sheets and checklists.
 Manage and maintain databases for proposals/prospects and project datasheets for the Business Unit.
 Prepare reports for Senior Management and Department Managers on a weekly basis for informational updates, and monthly for Business Unit workload and budget forecasting purposes.
 Maintain TAM/ SAS figures including market growth rates by products, segments for domestic and export markets
 Continuously tracking the market, competitor moves, end user projects, technology developments in the field of Power Transformers
 Advancing the market research information and conclusions into new projects
 Analyzing market risks, technical regulations, market dynamics for geographic expansion