ACIM (U K), MB A (...
 Analytical & Writing Skills: Acquires exc...
Nov 2008 – Apr 2012: Senior Technical Sales...
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Nadun Thilina Elvitigala - CV - Business Development Marketing Manager

Published on: Mar 3, 2016

Transcripts - Nadun Thilina Elvitigala - CV - Business Development Marketing Manager

  • 1. NADUN THILINA ELVITIGALA ǀ BUSINESS DEVELOPMENT MANAGER ǀ CURRICULUM VITAE 1/4 NADUN THILINA ELVITIGALA ACIM (U K), MB A (UK), AMB A, BENG (U K) BUSINESS DEVELOPMENT/ MARKETING MANAGER P . O . B O X 4 7 2 1 3 , Q A T A R | T : + 9 7 4 3 3 8 4 6 1 9 9 | E : t h i l i n a e l @ g m a i l . c o m PR O F E S S I O N A L PR O F I L E Highly-adaptable, successful Business Development/ Marketing Manager with a proven track record in driving profit/revenue growth whilst engendering sustainable client relationships and innovation for businesses across the Middle East. Over 7 years of proven sales & marketing managerial experience in the GCC, representing globally reputed international manufacturers in specialist interior fit outs, civil, utilities and infrastructure sectors and over 23 years of residence in GCC (19 years in Bahrain & 3 years in Qatar). Ability to exceed performance targets in both growing and contracting markets (INCOP sales USD 30.11m v target of USD 6.5m) in tandem with protecting margins. Results underpinned by leveraging market insight, evaluating competitor trends, product positioning, diverse sales & marketing expertise, ability to foster partner/client relationships, develop propositions, negotiate and secure major new businesses. KE Y SK I L L S & AC H I E V E M E N T S  Commercial Strategy: Utilises market networks and business intelligence to monitor market & competitor trends and develop proactive strategies which focus or diversify portfolios. Reports to MD at INCOP and meets with Board every 3 months to advise on performance and commercial opportunities; key contribution to growth of the organisation from 5 to 40+ FTEs in 3 year period. Advised on INCOP’s successful diversification to work on the development of the Metro Rail and infrastructure projects in Qatar. Monitors market and competitor trends for effective product positioning and diversification.  Go-To-Market Strategy & Market Research: Assesses commercial potential of products and services, client demand and competitor offerings in order to deliver effective sales and marketing strategies. Defined value proposition for INCOP’s Roads & Infrastructure division; developed effective partnerships with global manufacturers for Smartsource & INCOP to enter road drainage & infrastructure industry sectors. Reinforces INCOP’s sales force with investment in marketing such as attendance at exhibitions and developing marketing catalogues & literature to suit market demand.  Client Relationship Management, Networking & Direct Marketing: Initiates and nurtures relationships with decision makers to understand their strategy, constraints and needs. Combines commercial acumen with technical skills to guide architects and end users alike in proposition development, project design and execution. Applies measured negotiating skills with a focus on building long-term stakeholder relations. Creative in developing innovative pricing/payment models and complimentary services such as design support in order to capture and secure new business. Prioritises after-sales service to maximise client satisfaction and promote referrals/cross-selling.
  • 2. NADUN THILINA ELVITIGALA ǀ BUSINESS DEVELOPMENT MANAGER ǀ CURRICULUM VITAE 2/4  Analytical & Writing Skills: Acquires excellent command of English in verbal & written communications. Experience in conducting case studies and analysing market segments for effective product positioning.  Material Consultancy to Architects & End-users: Experience in specification write up, preparation of technical pre-qualifications/ material submittals & direct consultancy to architects, consultants & end users regarding product specifications in project documents during design and tender phases.  Communication & Presentation skills: Has proven ability & successful track-record of developing & conducting product presentations to key personnel of governmental authorities (Ministry of Public Works – Bahrain, ASHGHAL – Qatar, KAHRAMAA – Qatar), architects, consultants & contracting groups. Acquires excellent communication and public speaking skills with experience of direct & mass-marketing. Developed INCOP’s Roads & Infrastructure Division Powerpoint presentation – layout plan and literature.  Maximising Profitability: Protects margins by negotiating discounts from manufacturers and tightly controlling supply chain, with profit performance in recent projects at INCOP in the range of 22% (USD 5.65m). Continually drives efficiencies across sales and marketing, which has resulted in the achievement of actual v budgeted sales ratio of 284% at INCOP from 2012 - 2015.  Leadership: Leads with equal commercial and technical credibility to drive end-to-end delivery of projects – from scheduling, budgeting, risk analysis, procurement of materials and management of interdependencies through to on-site supervision, delivery and handover. Optimises performance across the sales funnel through accurate forecasting, marketing support and staff training. Prioritises recognition, tangible targets and incentive plans for marketing team. CA R E E R HI G H L I G H T S Apr 2012 – Present: Sales & Marketing Manager, Infineon Construction Products (INCOP), Qatar | products, services and technology for construction sector  Manages & leads business development of the Roads & Infrastructure Division – identifying and qualifying client opportunities, supporting technical value engineering of proposals, managing negotiations, closing orders and executing contracts.  Establishes and oversees execution of sales and marketing strategy.  Manages sales forecasting and firm capital intensity analysis, as well as budgets and payments; drives identification and mitigation of financial risk.  Directs branding and marketing, including production of collateral for Middle East markets. Manages PR and awareness projects including presence at industry events such as Project Qatar.  Oversees market feasibility studies including annual revenue analysis and forecasting.  Identifies manufacturers of key products and services, negotiating exclusive agency agreements.  Quality assurance of manufacturing partners’ facilities including bi-annual factory audits and laboratory testing.  Manages and coaches 9 sales engineers, a sales coordinator and secretary. Key Achievements  Instrumental in sales achieved to date of USD 30.11 million (against target of USD 6.5 million).  Launched sales and marketing operations and supply chain, from zero for the start-up company.  Solely responsible and successful in obtaining ASHGHAL (Ministry of Public Works – Qatar) approval and being listed in the ASHGHAL Preferred Vendors List for ductile iron pipes from diameter sizes 80mm – 1600mm, resulting in a surge of revenue & stable future
  • 3. NADUN THILINA ELVITIGALA ǀ BUSINESS DEVELOPMENT MANAGER ǀ CURRICULUM VITAE 3/4 Nov 2008 – Apr 2012: Senior Technical Sales Engineer, Smartsource Construction Solutions, Bahrain | Division of G.P.Zachariades (Overseas) Ltd, Bahrain  Led Business Development, conducting market analysis and feasibility studies.  Provided value engineered solutions to suit clients’ budgets and technical requirements.  Developed & conducted technical presentations & demonstrations to prospective end users, governmental authorities, architects & contractors.  Liaised directly with architects for specification of products in project drawings and documents.  Specification write-up of proposed products for incorporation into project specifications.  Led pricing and contractual negotiations.  Organized technical pre-qualifications & material submittals of products for consultant approvals of projects.  Planned projects including material procurement and resourcing, assessed best work breakdown structure (WBS) and plans to meet project deadline.  Provided technical supervision on site during construction phase, co-ordinating between client, local installation crew and manufacturers to ensure delivery to time, budget and scope.  Prepared consolidated weekly reporting on sales and orders whilst managing non-sales staff. Key Achievements  Helped generate sales during 2008 – 2012 of BHD 519,000 (USD 1.38 million) against target of BHD 300,000 (USD 800,000).  Successfully specified MEA polymer concrete channels through Hyder Consulting for Sakhir Airbase project in Bahrain, resulting in the execution of 0.9 million Euro project (2010 – 2011).  Successfully specified products in projects designed by MSCEB, DTEB, Dar Al Handasah & Scott Wilson.  Experience in interior fit out projects such as the Renovation of Regency Intercontinental Hotel (Bahrain), Construction of Bushido Restaurant of Ritz Carlton (Bahrain) & Bank of Tokyo (Bahrain) CR E D E N T I A L S Key Qualifications  2012 – 2016 (expected graduation in January 2016): MBA (Marketing), currently Distinction class (1st class), The University of Leicester, UK (distance learning) – awaiting final grade on dissertation  Awarded Certificate of Achievement from Project Management Institute, Malaysia Chapter (PMIMY)  2005 – 2008: BEng Chemical Engineering (Hons) 2:1 (second upper class), The University of Nottingham, UK  London Examinations G.C.E. Edexcel A Levels from Lyceum International School – Sri Lanka, 2003 – 2005, graduated with “A” grades in Chemistry and Mathematics and “B” grade in Physics.  London Examinations G.C.E. Edexcel O Levels from Sacred Heart School – Bahrain, 1991 – 2003 Professional Memberships  AMBA (Association of MBAs): Membership No. 87882  ACIM [Associate of The Chartered Institute of Marketing (CIM), UK]: Membership No. 14392017 Extra-Curricular  Competitive and accredited Toastmaster  1998 – 2014: International Scrabble Player representing Bahrain, Sri Lanka & Qatar  Captain of Under 17 Bahrain Cricket Team (2002 – 2003)  School Prefect of Sacred Heart School – Bahrain (2002 – 2003)  Tennis Captain of Lyceum International School – Sri Lanka (2004 – 2005)  Awarded Certificate of High Distinction in the Sri Lanka Mathematics All Island Competition (2004)
  • 4. NADUN THILINA ELVITIGALA ǀ BUSINESS DEVELOPMENT MANAGER ǀ CURRICULUM VITAE 4/4 P R O D U C T P O R T F O L I O MANUFACTURER ORIGIN PRODUCT WEBSITE MEA Water Management Germany Polymer Concrete Drainage Channels Atlantis Australia Rain Water Harvesting Roof Gardens Green Walls Dryvit UK Green Building Design Externally Insulated Façade System Parklex Spain Timber/ Composite Flooring Wooden/ Composite Cladding Benxi Beitai Ductile Cast Iron Pipes Co. Ltd China Ductile Iron Pipes & Fittings Crescent Foundry India Ductile Iron Manhole Covers ValveMAX Australia Pneumatic Valve Actuators Valve Maintenance Systems N O T A B L E C L I E N T E L E  Ministry of Public Works (Bahrain)  Haji Hassan (Bahrain)  Daewoo ENC (Qatar)  Electricity & Water Authority (Bahrain)  Cebarco (Bahrain)  J&P (Qatar)  MSCEB Architects (Bahrain)  Chapo (Bahrain)  Petroserv (Qatar)  Hyder Consulting (Bahrain)  G.P.Zachariades (Bahrain)  Al Jaber Engineering (Qatar)  DTEB (Bahrain)  TERNA (Bahrain)  Bin Omran (Qatar)  Scott Wilson (Bahrain)  ASHGHAL (Qatar)  Hyundai Engineering (Qatar) B A S I C I N F O R M A T I O N DATE OF BIRTH : 24/09/1987 GENDER : MALE NATIONALITY : SRI LANKAN CURRENT LOCATION : QATAR CONTACT NUMBER : +97433846199 EMAIL ADDRESS : DRIVING LICENCES : BAHRAIN & QATAR LANGUAGES : ENGLISH (NATIVE), FRENCH (AVERAGE), SINHALA (AVERAGE) MARITAL STATUS : SINGLE I.T. EXPERTISE : MSOffice (Windows, Word, Excel, PowerPoint, Visio)

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