Pankaj Dodeja Email & Phone Number

United Arab Emirates

Excited to work with dynamic B&V team in Dubai to support Project Management and Business Development for EMEA region. Major focus in Middle East and Africa markets.

Defined, owned and led the implementation of the sales and marketing strategies across the Saudi region, with a focus on business development, ROI and gross margin for Saudi Arabia.  Lead execution of the strategy in sales, marketing and product innovation. Provide visible leadership for the company brand values, culture and sustainability. Planned and obtained:o Certification for all management systems (9K, 14K, 45K).o Saudi Aramco approval. Devise robust strategy, resulting in successful finalization of the LTSA with Sabic, and formalization of the terms for LTSA with Sadara and Tasnee. Strategized and developed key relationships with the key clients and stakeholders. Achieved improvement in the results for the ‘Voice of Customer’. Managed and established a healthy pipeline of projects (82 – No. of projects) worth AED 68 M for 2022-23 Proactively identified and acted on the revenue-generating opportunities in the region.-  Established and maintained business partnerships with key stakeholders both internally and externally. Extended leadership, direction, mentoring and professional development to a large team of experienced sales and marketing professionals.

Dubai, United Arab Emirates

Headed accountability for the development and delivery of the strategic plans to achieve business objectives, and sales targets, drive profit and champion customer experience across the Middle East region.  Negotiated and finalized:o Large contract with ADNOC and Saudi Aramco worth AED 152 M by capitalizing on existing relationships.o Finalized long-term contracts worth AED 16M for supply of chemicals with service companies in KSA, Bahrain and UAE.  Achieved 24 % improvement in the revenues for multiple contracts by adding new products and increasing company share against competitors. Established a structured multi-channel sales framework across the business operations with a focus on building a high-performance sales culture. Drove business growth by 18% in UAE, Oman, and Saudi Arabia region through existing customers and by acquiring new customers. Created and maintained strong relationships with key decision-makers within large customers and partners. Worked extensively towards obtaining:- Saudi Aramco Registration for the company.- ADNOC approval for the supply. Generated MIS reports for the board of directors with remarkable support to the tendering team. Played a key role in finalizing the order worth AED 3.4M from PDO, Oman. Conceptualized and implemented strategies for innovative and covid-friendly plans during the pandemic.  Achevied substantial increase in orders from Saudi Aramco. Attained significant decrease in the debtors.

United Arab Emirtaes

Appointed to work in close collaboration with the tendering team to acquire proposals for the engineering solutions and long-term programs.  Continuously achieved over 20% increase y-o-y on sales while increasing overall margins. Signed a long-term contract worth AED 110M with ADNOC. Negotiated and closed multiple engineering solutions contracts by highlighting the benefits to end-user and justifying investments by considering the pay back period.  Signed the first lump-sum turnkey solution worth AED 86M with Saudi Aramco.Support to close large contracts to achieve the Global targets of organization. Negotiate contracts with oil majors to assist them in achieving their long term objectives.

Abu Dhabi, Uae

 Conceptualized and executed strategies for key customers to enhance overall business and achieve customer satisfaction. Signed a long-term contract worth AED 60M with Al-Khafji and added further training contract (first of its kind in Saudi Arabia). Directed sales development for the middle east and central Asian markets, involving the design and execution of sales strategies, market expansion, marketing, revenue generation and P&L. Signed multiple new contracts worth AED 36M across the region with successful renewal of the long-term contract with ADNOC.

Consistently achieved both top line and margin targets and also got Indian manufacturing facility approved by Saudi Aramco and KNPC which was critical to support Middle East customers as our Poland manufacturing facility was closed. Lead multi-national team to achieve our regional targets.

Education record

Leadership Program

Revamp Centrifugal Compressors

Mba, Marketing

Be, Petrochemical, First Class With Distinction And Ranked 5Th In Pune University