Mathew Paul
Lexington ,KY
Summary
SENIOR TECHNOLOGY LEADER : BUSINESS DEVELOPMENT / MARKETING / SALES SUMMARY: Business Development Professional /Power System Engineer with expertise in Electrical Power Equipment in domestic and export markets. High Level Technical Competence in Power Energy Management products. Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
20
20
years of professional experience
Work History
INDEPENDENT CONSULTANT
ENERGY MARKET WORLD WIDE
01.2019 - Current
- Marketing plan for an overseas large transformer manufacturer seeking to enhance transformer business in North America
- Technical and project cost savings to an EPC firm for use of Power Voltage Transformers for a HVDC project in mid west
- Marketing plan for an overseas liquid filled transformer cooling radiator manufacturer to OEM and replacement market in US.
- Conducted meetings with clients to determine project intent, requirements and budgets.
- Organized and analyzed primary and secondary research to understand industry, market and company trends.
- Liaised with customers, management, and sales team to better understand customer needs and recommend appropriate solutions.
- Prepared presentations to explain revisions, enhancements and process improvements of organization's systems and programs.
- Supported clients with business analysis, documentation, and data modeling.
BUSINESS DEVELOPER
TRENCH LIMITED
11.2018 - 11.2019
- Strategic planning for introducing a new product line in North American market
- Developed market for Power Voltage Transformers in the North American Market and in global market
- Designed new brochures and marketing tools to train and develop a marketing team to expand the global market
- Trained / developed Manufacturers’ reps to identify potential applications and reach prospective customers
- Bring about product improvements for market acceptance
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Represented company and promoted products at conferences and industry events.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Collaborated with company departments to develop new strategies to capitalize on emerging customer and market trends.
ACCOUNT MANAGER
SOUTHWEST ELECTRIC COMPANY
03.2017 - 10.2017
- Strong networking leading to a long term contract with a large Electric Utility in a short period, Successfully added large IOUs to the customer base by constant follow up, cold calling for the transformer field service and MV switchgear business
- Page 2 / 3
- Represented organization in trade shows and identified potential opportunities
- Improved Customer Relationship Management database
- Monitored and analyzed customer feedback to identify opportunities for improvement.
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Contributed to event marketing, sales and brand promotion.
- Negotiated prices for products and freights to reduce cost of acquisition by achieving lower price.
- Quoted prices, credit terms and other bid specifications.
- Negotiated prices, terms of sales and service agreements.
- Developed, maintained and utilized diverse client base.
BUSINESS DEVELOPMENT MANAGER
ABB INC, HVIT GROUP
02.2014 - 07.2016
- Breaking into a new South American Market for a new product and training a sales team, Developed and executed Strategic plan for domestic and global market for Station Service Voltage Transformer products, both oil filled and SF6 gas filled, using Internal Sales Network, Trade Shows, Technical Seminars and media (brochure, flyers, roll up banners, posters) and customer visits
- Published a full length white paper in ABB Review- A Global Corporate Magazine circulated in four languages to highlight the innovative design of SSVT product
- This generated interests from readers world wide
- Successfully negotiated first ever sale of SF6 Filled SSVT 550 KV class with 1800 KV BIL to and EPC in US Market
- Sold eight similar units in 245 KV class and also Current Transformer in 550 KV voltage class to a utility, a first ever
- Sold largest ever ABB built, SSVT 1050 with 250 KVA ( qty 4), rating to an IOU.
- Prepared sales presentations for clients showing success and credibility of products.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Generated new business with marketing initiatives and strategic plans.
- Organized promotional events and interacted with community to increase sales volume.
- 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.
- Directed sales support staff in administrative tasks to help sales reps close deals.
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Increased sales volume and expanded product line to new retailers, warehouse clubs and natural food chains.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Built relationships with customers and community to establish long-term business growth.
UTLITY SALES MANAGER
PIONEER POWER SOLUTIONS
03.2013 - 01.2014
- Developing US market for a Canadian Manufacturer
- Developed market for liquid filled Power Transformer products in US Utility and Power Generation markets
- Sourced inquires from major Electrical Utilities, expanded business through trade shows, cold calling to promote company products.
- Facilitated business by implementing practical networking techniques.
- Established and cultivated solid business relationships with new or existing customers.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Organized promotional events and interacted with community to increase sales volume.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
MANAGER SALES - POWERGEN AND EXPORT
NIAGARA TRANSFORMER CORPORATION
08.2003 - 01.2013
- Doubling Company sales and margins from one segment, expanding into new product lines with existing manufacturing capability
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Facilitated business by implementing practical networking techniques.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Built relationships with customers and community to establish long-term business growth.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
- Managed accounts to retain existing relationships and grow share of business.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Drove sales by developing multi-million dollar contract sales.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Resolved customer issues quickly to close deals and boost client satisfaction.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
Education
Masters - Business Administration
Bachelor of Science - Electrical Engineering
Graduate Level - Power System Engineering
Skills
- CORE COMPETENCIES:
- Strategic Planning
- Power Systems and FACTS projects
- Team Training and Development
- Cross functional , trans national Team Management
- Import Export Documentation, logistics
- Customer relationship - building & retention
- Innovation and new business generation
- Technical product market development
- Financial Evaluation
- Computer:
- Microsoft Office – Outlook, Word, Excel, PowerPoint, CRM
- Power System Analysis, FACTS projects
- Microsoft Teams Zoom, Cold Calling
- Power Transformer and HV Instrument Transformer HV Switchgear applications
- New Business Generation
- Consultative Selling Techniques
- Account Servicing
- Networking Events
- Strategic Partnership
- Excellent Communication Skills
- Sales Presentation
- Verbal and Written Communication
- Direct Sales
- Coaching and Mentoring
- Sales Process
- National Account Management
- Order Management
- B to B Sales
- Key Account Management
- Business Development and Planning
- Product Knowledge
Accomplishments
- Achieved 30% growth in export for the year 2011
- Attained +18% profit margin for gross sales in the last four years
- Won two 3 year blanket purchase order from American Electric Power
- In 2011, Obtained one five year blanket orders from Hydro One, a large Canadian utility
- In 2013 Obtained a second blanket order ( 5 year ) from Hydro One for distribution transformers
- Represented the company at national and international trade shows including IEEE T&D Show, Middle East Electricity Expo, EXPOMIN and EXPONAR in Chile
- Developed new markets / products with manufacturer of UL certified dry type cast coil transformer from Germany
- Sold transformers with unit value in excess of one million dollars.
Affiliations
OTHER
Senior Member IEEE.
Permanent resident of USA
Large network of contacts on LinkedIn
Additional Information
Life Member IEEE
Permanent Resident
Languages
English
Full Professional
Malayalam
Native or Bilingual
French
Limited Working
Hindi
Professional Working
Spanish
Elementary
Timeline
INDEPENDENT CONSULTANT - ENERGY MARKET WORLD WIDE
01.2019 - Current
BUSINESS DEVELOPER - TRENCH LIMITED
11.2018 - 11.2019
ACCOUNT MANAGER - SOUTHWEST ELECTRIC COMPANY
03.2017 - 10.2017
BUSINESS DEVELOPMENT MANAGER - ABB INC, HVIT GROUP
02.2014 - 07.2016
UTLITY SALES MANAGER - PIONEER POWER SOLUTIONS
03.2013 - 01.2014
MANAGER SALES - POWERGEN AND EXPORT - NIAGARA TRANSFORMER CORPORATION
08.2003 - 01.2013
SCHOOL OF MANAGEMENT AT COCHIN UNIVERSITY - Masters, Business Administration
BANGALORE UNIVERSITY - Bachelor of Science, Electrical Engineering
MACT - Graduate Level, Power System Engineering
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