Pragnesh Suthar

I have more than 20 years  Technical sales experience out of that 14 years in Middle East. 

• More than 18 years of experience in Rotary equipment field like Pumps, Mechanical Seal API 682, Sealing Systems, Gaskets with ability to analyses and interprets the complexities. 
• 70 % traveling with Middle East country OMAN, KUWAIT, QATAR, KSA & Bahrain
• Work closely with all the Water & Industrial segments, EPC, MEP contractors from the FEED, BID and EPC award stage.
• In-depth knowledge & understanding of technical specifications & analyse customer requirements in detail
• Analytical: Need to review data, see what's relevant, draw meaningful conclusions, and find actionable takeaways.
• Thoughtful and strategic: Once they've gathered the evidence, they need to identify next steps. Most decisions involve making tradeoffs.
• Communication: Able to deliver information efficiently and accurately to the right people, at the right time, using the right medium.
• Reliable: They get the job done on time, most (or every) time. Upper management has total trust in their word.
• Collaborative: We should be good at working with others -- from their fellow managers to other department leaders.
• Inspired and enthusiastic: To keep their reps on-track and motivated,  demonstrate genuine passion for their team's mission.
• Calm under pressure: This role is highly challenging and always changing. We must be able to cope with the daily stresses.
• Exceptionally good at managing and selling to high level executive. 
• Capability of interpreting different instructions in verbal, written or Drawing form. 
• Responsible, energetic and self-motivated. 
• Good Operating knowledge of Systems like SAP, AutoCAD and MS office.

• WGS MIDDLE EAST FZC –RAS AL KHAIMAH, UAE;
• Designation :Sales Manager  -Welding Technology / Expansion joints
• Oct 2022 till date

Expertise in

• New business development in Welding equipments & Machines
• Focus on ESAB service center establishment in RAK Facility
• Established Authorized distributor for Lincoln welding equipments. 
• New business set-up & handling profit/ lose center
• Selection and manage distributor
• Direct sales (End-user sales, EPC projects & MEP Projects)
• Indirect sales through distribution (Including projects)

• James Walker Middle East FZC –Jebel Ali, Dubai, UAE;
• Designation :Key Account Manager  -Sealing Technology / Expansion joints
• 01st May,2018 to Oct 2022

 James Walker is a dynamic global manufacturing organization that supplies a vast range of high performance fluid sealing products and associated knowledge-based services to virtually every sector of industry.

Our activities range from research and development, product application, manufacture and supply, to plant monitoring, on-site maintenance and seal refurbishment. An intimate knowledge of the industrial plant and processes used by our customers worldwide enables us to solve their fluid sealing problems with best value systems designed to minimize total cost of ownership. 

• Proven experience as key account manager
• Experience in sales and providing solutions based on customer needs
• Working to develop Expansion joint JV business with Flexatherm Expanllow Pvt ltd
• I have knowledge of all type of expansion joint Like Universal, Axial, Radial Metal, Rubber and Fabric expansion joints. 
• Firefighting pumps packages, UL/FM Valves & fittings. 
• I have knowledge of fire pump packaging including Jocky pumps, Vertical Turbine pumps & Split case fire pumps. 
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels
• Excellent organizational skills
• Ability in problem-solving and negotiation

• Responsible to develop Key Accounts like BHGE, EGA, LAMPRELL, CAMTECH, WEATHERFORD, CAMERON Etc along with EPC project business. 
• Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition.
• Acquire a thorough understanding of key customer needs and requirements.
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.
• Ensure the correct products and services are delivered to customers in a timely manner.
• Serve as the link of communication between key customers and internal teams.
• Resolve any issues and problems faced by customers and deal with complaints to maintain trust.
• Play an integral part in generating new sales that will turn into long-lasting relationships, negotiating techno-commercial terms & conditions. 
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.

• EXPERTISE
• Sales Team Supervision                 Complex Negotiations        
• Territory Management          Presentations & Proposals
• New Account Development   Closing Strategies
• Relationship Building            Lead Qualification

• SUMIKA SEALS MIDDLE EAST FZC –Sharjah, UAE;
• Designation :Sales Manager  - Pumps, Mechanical Seals & Valves
• 01st April,2015 to till 30th April 2018

Sumika Seals Middle East (FZC) a subsidiary of Sumika Seals Pvt. Ltd. ESTABLISHED since 1997, have our Manufacturing Facility & warehouse in India. SUMIKA one of the leading suppliers for wide range of engineering products mainly in Pumps service in Water & Industrial sectors, Oil & Gas sectors, Power, Chemical & Petroleum sectors, Mechanical seals, Industrial valves, Expansion joints, Silencers, DFO sets and engineering package provider, in UAE & KSA working with international approved manufacturer in different Govt. sector in GCC.

Expertise in

• New business development
• New business set-up & handling profit/ loss center.
• Selection and manage distributor.
• Direct sales (End-user sales, EPC projects & MEP Projects)
• Indirect sales through distribution (Including projects)
• Actively involved in the Development of business with different Oil & Gas Company like TAKREER, ADNOC & GASCO and work on project base enquiry with Major EPC contractors & Consultants like Petrofac International, NPCC, Technip, Tecnimont SA, Punj Lloyd, VECO, L&T, Flour Mideast, and Amana Pipeline.
• Working with VEOLIA, METITO (UAE/ QATAR), ADWEA, DEWA, SEWA, Abraaj, NWT (National Water Technology- Kuwait) 
• Working with end users like DEWA, SEWA & ADWEA.
• Develop customer proposals for Skid packages products including Pumps, Mechanical seal, Pump Environmental systems, Pressure Vessels, Coupling & Valves. Scope of work includes selection of Pumps, Mechanical Seals, API Flushing plan, & valves. Involved in preparing Proposals / technical bidding.
• Fire fighting pumps packages, UL/FM Valves & fittings. 
• Worked closely in Bahrain Airport project for Xylem, AC fire pump package including Jocky pumps, Vertical Turbine pumps & Split case fire pumps. 
• Supplied UWP, USA & NIBCO Gate valves for Fire fighting application. 
• Customer In-house Technical training & Seminar
• Execution / operation of developed strategy(ies)
• Departmental Budgeting - business, sales, marketing, etc.
• Help develop/suggest product enhancements, Market survey & Inputs improvement. 
• Order intake with volume and margin considerations
• Ensure ethics compliance and proper development of team.
• Excellent communication skills and presentation skills
• Excellent ‘Analysis’, ‘Synthesis’ and lateral thinking ability
• Ability to plan & execute with effectiveness. 
• High level of judgment, decisiveness and problem solving
  General Management, Financial and Market understanding

• IDEX Corporation –Viking Pumps, Dubai, UAE;
• Designation :Regional Sales Manager -Viking Pumps
• 13th January,2013 to 15th March, 2015

• IDEX is one of the largest PD (positive Displacement) pumps manufacturing companies in the world with a turnover of over US$ 1.8 Billion, serving the process industry. As the regional office IDEX covers 16 countries in the MENA region. I work as the Regional Manager for two business units of IDEX Corporation, namely Viking pumps (Internal gear, external gear & vane pumps – Viking is the largest and oldest IG pump manufacturer in the world) and Wright Flow Technologies (Rotary lobe pumps – RLP and Circumferential piston pumps- CPP)

Expertise in

• As the Regional Manager, responsibilities include overall accountability of the business.
  Reporting to the sales director, based in India, I look after:
• Sales responsibility including Channel Management, Sales, Marketing, Costing, Payment etc.
• Forecast and Budget for individual countries and distributors, statement etc.
• Training and personnel appraisal of channels, Distributor selection and management
•  Long term Agreements
• Key account management
• New business development
• 70 % traveling with Middle East country OMAN, KUWAIT, QATAR, KSA & Bahrain
• New business set-up & handling cost center
• Direct sales (End-user sales, EPC projects)
• Indirect sales through distribution (Including projects)
• Involve in to prepare Proposals / technical bidding
• Customer In-house Technical training & Seminar
• Execution / operation of developed strategy(ies)
• Departmental Budgeting - business, sales, marketing, etc.
• Help develop/suggest product enhancements, Market survey & Inputs improvement. 
• Review KPIs and ensure customer satisfaction.
• Develop/Align sales forecast and ensure execution.
• Order intake with volume and margin considerations
• Ensure ethics compliance and proper development of team.
• Excellent communication skills and presentation skills
• Excellent ‘Analysis’, ‘Synthesis’ and lateral thinking ability
• Ability to plan & execute with effectiveness. 

• SIGMA ENTERPRISES LLC,Abu-Dhabi, UAE;
• Designation :Asst. Manager-Sales
• 23th May,2010 to 06th January 2013

Job Profile: 

SIGMA ENTERPRISES LLC, ABU-DHABI, UAE as Senior Sales Engineer and look after Business Development and sales activities for Pumps (SUNDYNE Murrali) Mechanical Seals, Compressors (GARNDER DENVER) & Valves (CAMERON CHOKE VALVES,  SHIPHAM VALVES, WEIR VALVES, SACCAP, BAF VALVES, STOKHAM-CRANE, TYCO-FASANI / SAPAG), STAINEERS (VEE BEE) .

• Develop customer proposals for Skid packages product included like Pumps, Mechanical seal, Pump Environmental systems, Valves. Scope of work includes selection of Pumps, Mechanical Seals, API Flushing plan, & valves. 
• I have knowledge of API Piping flushing planes.
• I have knowledge of API 682 seal which is based on Developed, Design and Manufacturer as per nomes for API 682. 
• Select middle managers, business associates or other executive staff for sales & Service departments etc.
• Overall responsible for sales & service target.
• Handling big projects of new & existing customers with providing beneficial packages.
• Verify the orders for technical & commercial aspects.
• Production Scheduling & Inventory planning, in conjunction with Production dept.
• Guiding customers for various requirements.
• Look after Technically critical & unsolved problems by service team in minimum time.
• Taking reports from service & sales department on daily basis.
• By using Service network try to minimize shutdown time of customer. 
• Extending technical support to customers for applications engineering & Fault analysis & installation & commissioning of mechanical systems.
• Work closely with the operational team; utilize relationships to ensure that product implementation schedules are met.
• Working closely with all EPC Contractors Like CCC, Technip, NPCC, TEBODIN, DODSAL, CAE, TOPAS Engineering and subcontractors like KharafiNational, GPC, DELHOM YAM etc..
• Actively involved in the Development of business with different Oil & Gas Company like TAKREER, ADNOC & GASCO and work on project base enquiry with Major EPC contractors & Consultants like NPCC, Technip, Tecnimont SA, Punj Lloyd, VECO, L&T, Flour Mideast, Simon Carves (a Punj Lloyd company).

• Technical Parts Company (Bhatia Brother Group) Abu-Dhabi, UAE;
• Designation :Sr. Engineer.-Sales- Pumps & Valves
• 20th Dec,2008 to 07th May, 2010

Job Profile: 

TECHNICAL PART COMPANY, ABU-DHABI, UAE as Senior Sales Engineer and look after Business Development and sales activities for Pumps, Mechanical Seals, Compressors & Valves.

• Responsible for marketing product, Looking after sales& promotion activity of products, handling team, making new clients & handling customer query, generating sales, track competitors, looking after tenders & procedure, Experience in sale of pumps, Pipes & Pipe fittings.
• Actively involved in the Development of business with different Oil & Gas Company like TAKREER, ADNOC & GASCO and work on project base enquiry with Major EPC contractors & Consultants like NPCC, Technip, Tecnimont SA, Punj Lloyd, VECO, L&T, Flour Mideast, Simon Carves (a Punj Lloyd company).
• Develop customer proposals for Skid packages product included like Pumps, Mechanical seal, Pump Environmental systems, Pressure Vessels, Coupling & Valves. Scope of work includes selection of Pumps, Mechanical Seals, API Flushing plan, & valves. 
• Experienced in Fire Detection & Fire protection systems design & quantity takeoff.
• Fire Fighting systems knowledge including but not limited to sprinklers, Wet Riser, Hydrant system, Foam Deluge, Fire pump design and hydraulic.
• Make sure the entire Technical Data sheet match with Offer Material data sheet, outsourcing of material like Pumps, Mechanical seals, Valves, Coupling & related piping systems with instrumentation. 
• Flowserve Sanmar is a joint venture between Flowserve U.S.A and Sanmar Group.
• Designation :Sr. Engg. Sales- Mechanical Seals 
• 25th June,2007 to 16th Dec. 2008

Job Profile: 

• Technically aware of mechanical seal selection and installation procedure, Focus on Seal Selection and successful establish seals as per seal selection criteria.
• Responsible for total sales, business development, after sales services and customer relations.
• I am aware of different seal type which is used in market as per Application like Thermic fluid application, Hydrocarbon application, Caustic Application etc…
• I have knowledge of API Piping flushing planes.
• I have knowledge of API 682 seal which is based on Developed, Design and Manufacturer as per nomes for API 682. 
• Select middle managers, business associates or other executive staff for sales & Service departments etc.
• Overall responsible for sales & service target.
• Handling big projects of new & existing customers with providing beneficial packages.
• Verify the orders for technical & commercial aspects.
• Production Scheduling & Inventory planning, in conjunction with Production dept.
• Guiding customers for various requirements.
• Look after Technically critical & unsolved problems by service team in minimum time.
• Taking reports from service & sales department on daily basis.
• By using Service network try to minimize shutdown time of customer. 
• Extending technical support to customers for applications engineering & Fault analysis & installation & commissioning of mechanical systems.
• Work closely with the operational team; utilize relationships to ensure that product implementation schedules are met.

• SUMIKA SEALS PVT LTD. BARODA, GUJARAT, INDIA.
• Designation: Sales Engineer– Mechanical seals
• 7th May 2002 to 24TH June, 2007

Job Profile: 

• I have started my career in One of Small Mechanical seals manufacturing unit base in India. 
• We don’t have any customer belt in any part of country and we were unknown for the Market.
• I have developed my own customer base against completion like the Eagle Burgmann, John Crane and Flowserve seals & MRO Customer like GNFC, NCPL, UPL –Groups, Nirma Groups, B & C Grade customers. 
• I started meeting with customers and taking action to solve the seal leakage, delivery schedule problems. I had been given them service support in terms of material supply and to attended seal leakage technical problems.
• I was also responsible for the business of all OEMs like Swiss-Glass coat, Del Pd gear pumps, Akay pumps. I had developed all the OEMs business of  more than 5 million/ Year

• B.E(Production) with Honors ( 66%) from Saurashtra University, Gujarat,  in year 2002.
• Diploma in (Fabrication) with Honors(72 %) from SIR BPTI,Bhavnagar,in year 1999