Ajay Sankaran

· Work closely with organizational leadership and board of directors to guide operational strategy & effective execution of business plans in a safe and compliant manner

· Spearhead successful business development initiatives aligned with company's strategy and core competencies

· Perform statistical analyses of market data for meaningful implementation of action plans to support operational requirements

· Oversee operations and provide corrective feedback to achieve daily and long-term goals

· Pilot cross-departmental projects to achieve successful delivery of new initiatives

· Lead negotiations for new annual contracts and service agreements with vendors to achieve prime pricing

· Implement business strategies to increase revenue including targeting growth from new markets

· Interact well with customers to build new connections and nurture relationships

· Assist in recruiting, hiring and training of team members

· Negotiate price and service with customers and vendors to decrease expenses and increase profit

· Cultivate and strengthen lasting client relationships using strong issue resolution and dynamic communication skills

· Train new employees on proper protocols and customer service standards

· Mitigate business risks by working closely with staff members and assessing performance

· Identify and qualify customer needs to drive team to win profitable projects with high success rate

· Implement innovative programs to increase employee loyalty and reduce turnover

· Promote better staff engagement and lead initiatives to improve organisational diversity

· P & L responsibility for the new construction & modernisation businesses in Sydney region

· Led a team of sales and operations teams to achieve and exceed the Sydney new equipment & modernisation businesses budget of sales, revenue, profitability, contracts, and market price development

· Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth

· Drove year-over-year business growth while leading operations, strategic vision, and long-range planning

· Ensured ongoing development of customer relationships, profitability, customer loyalty and satisfaction

· Assisted in recruiting, hiring and training of team members

· Improved collaboration between the installation and sales teams to ensure jobs sold are delivered effectively on time and within budget

· Accountable for developing KONE’s position and customer base in the market

· Accountable for developing and leading the Sales and operations processes

· Approved tender pricing, contracts and orders above team’s discount limit authorities

· Improved employee engagement within the region

· Formulated policies and procedures to streamline operations

· Analyzed market trends and competitor activities to create competitive advantages

· Provided strategic oversight of marketing and promotional campaigns to keep campaigns aligned with overall goals and objectives

· Trained and guided team members to maintain high productivity and performance metrics

· Led a team of Business Consultants to achieve and exceed the Sydney Modernisation Budget of orders revenue, profitability, contracts, and market price development

· Ensure development of customer relationships, profitability, customer loyalty and satisfaction

· Identify and build relationships to key decision makers, potential new targets and influencers

· Improve collaboration and work closely with the installation and the services teams to ensure jobs sold are delivered effectively on time and within budget

· Accountable for developing KONE’s position and customer base in the market

· Accountable for developing and leading the Sales processes

· Approve tenders and orders above salespersons discount limits

· Developed key competences and skill sets of the sales team

· Created, managed, and executed business plan and communicated company vision and objectives to motivate teams

· Researched industry and marketplace trends to enhance sales techniques and meet customer needs

· Executed business plans to further strengthen and maximize territory sales and profits

· Provided feedback on effectiveness of strategies, selling programs and initiatives and identified areas requiring improvement

· Improved business profits through innovative revenue generation techniques

· Developed initial sales roadmaps and market strategies to promote successful product launches

· Enhanced and redefined organizational structure to maintain competitive edge across territories

· Identified and qualified customer needs and negotiated and closed profitable projects with high success rate

• Developed and implemented effective sales strategies and led nationwide sales teams to achieve sales targets
• Forecasted sales and established processes to achieve sales objectives and related metrics
• Met with customers to give sales presentations, negotiate contracts and promote services
• Trained and developed exceptional sales leaders
• Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals
• Developed sales strategy based on research of consumer buying trends and market conditions
• Remained responsive to changing targets by preparing monthly, quarterly and annual sales reports and forecasts
• Collaborated with upper management to implement continuous improvements and exceed team goals

· Led a team of sales professionals to maximize revenue and profitability through strategic business planning, negotiations and customer focused account and relationship management

· Accountable for business growth for the new construction, modernisation, and services businesses for the state of QLD

· Negotiated contracts and finalized mutually agreed terms for all projects in the state of QLD

· Assessed new business development potential and prepared business development plans in consultation with the national sales manager

· Ensured compliance with sales processes & procedures as defined by the company

· Improved forecasting accuracy & reported it on a weekly/monthly basis to the senior leadership team

· Prepared and submitted tenders for major projects in QLD by working with key internal and external stakeholders

· Hired the right team & developed further by regular coaching, counselling & by providing performance feedback

· Remained responsive to changing targets by preparing monthly, quarterly and annual sales reports and forecasts

· Collaborated with upper management to implement continuous improvements and exceed team goals

· Managed accounts to retain existing relationships and grow share of business

· Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy

· Engaged in product training, demonstrations, consumer awareness & branding to raise awareness and revenues

· Delivered growth in annual sales for Honeywell by selling building automation controls, security, and energy efficiency solutions to different verticals in the market i.e., building owners, facility management companies, consultants, government, industries

· Uncovered and qualified new sales leads and increased conversion rate from leads to orders

· Generated new business with marketing initiatives and strategic plans

· Established relationships with key decision-makers within customer's organization to promote growth

· Performed client research and identified opportunities for account growth, account penetration and market expansion

· Developed new proposals, contracts and procedures to draw in more clients and streamline work operations

· Managed accounts to retain existing relationships and grow share of business

· Prepared sales presentations for clients showing success and credibility of products & solutions

· Collaborated with upper management to implement continuous improvements and exceed team goals

· Engaged in product training, demonstrations, consumer awareness & branding

· Developed compelling presentation decks to gain approval for ideas and communicate results

· Managed key accounts and grew share of wallet within these accounts for the power solutions business in the NSW region

· Met and exceeded the annual sales target in NSW for the Power division of Schneider electric, Australia

· Explored new venues to increase the market share for Schneider Electric in NSW

· Prepared quotations and negotiated contractual terms and conditions with clients

· Provided technical solutions and commercial viewpoints to the customer base in NSW

· Generated new business with marketing initiatives and strategic plans

· Established relationships with key decision-makers within customer's organization

· Represented company and promoted products at conferences and industry events

· Monitored market trends and competitor activities to identify areas of potential opportunity

· Built relationships with customers and community to establish long-term business growth

· Managed accounts to retain existing relationships and grow share of business

· Prepared sales presentations for clients showing success and credibility of products

· Engaged in product training, demonstrations, consumer awareness & branding initiatives

· Organized promotional events and interacted with community to increase sales volume

• Timely and accurate response to medium voltage switchgear & transformer tenders
• Management of contracts in a technically and commercially viable manner
• Technical support to customer queries
• Interfaced with product management, marketing and business development to drive solutions to meet needs of customers and prospects
• Developed and maintained relationships with suppliers to facilitate quality and timely delivery of materials