VINAY KURUVILLA PHILIP
Bangalore
Summary
Dynamic Senior Global Services Representative at FM Global with a proven track record in client relationship management and revenue growth strategies. Expert in market penetration techniques, I successfully enhanced brand presence across diverse regions while leading teams to exceed targets. Strong communicator and strategic planner, dedicated to delivering exceptional service and results.
Overview
18
18
years of professional experience
Work History
Senior Global Services Representative
FM Global
Bengaluru
12.2024 - Current
- Led and supported client service teams and FM Global's WorldReach partner network across countries without a licensed entity, including India, Bangladesh, Laos, and Cambodia.
- Client Service -Deliver consistent and compliant property insurance products and services within the assigned territories
- Overall responsibility for managing and maintaining excellent relationship with our local clients and brokers.
- Managed relationships with partners to support network risk management initiatives.
- Conducted country intelligence research to support strategic decision-making.
- Enhanced FM Global brand visibility and reputation within the region.
Business Development (India and Middle East)
FM Approvals LLC
03.2012 - Current
- Created and executed expansion strategies for Middle East markets, driving revenue growth.
- Developed and nurtured relationships with Civil Defense offices in UAE, Saudi Arabia, and Qatar, facilitating inclusion of FM Approvals in their approved laboratories.
- Collaborated with major building owners such as Saudi Aramco, Biocon, IOCL, and Al Marai to integrate FM Approved products into their specifications.
- Manage accounts of big multinational corporations like ABB, Honeywell, Kingspan Insulations.
- Delivered seminars to Building consultants, architects like AECOM, WSP, Worley Parsons etc to increase market acceptance of FM Approved products in UAE.
- Worked with consultants like RSP, CRN etc in India to increase market acceptance of FM Approved products.
- Worked with Bureau of Indian Standards, Fire Departments offices across India to create awareness about FM Approved products.
- Manage and lead Sales and Marketing activities across India and Middle East.
Commercial & Design Engineer
Firepro Systems Pvt. Ltd.
08.2011 - 03.2012
- Led sales activities across South India, driving client engagement and project acquisition for Firepro Systems Pvt. Ltd.
- Worked with major consultants to achieve design acceptance across South India, ensuring compliance with project specifications.
- Prepare technical submittals for projects and getting approvals for the same.
- Prepared detailed proposals to clients based on project specifications.
- Collaborated with procurement team to streamline purchasing processes and manage vendor relationships.
Application Sales Engineer
Eight Industries (Engineering Solutions)
11.2007 - 04.2011
- Acted as the commercial and technical point of contact for the products, answering and troubleshooting complex customer issues.
- Created detailed quotations aligning with customer requirements to facilitate informed purchasing decisions.
- Followed up and negotiated with clients on technical and commercial aspects to ensure alignment and satisfaction.
- Increased sales for Gorman Rupp pumps, Nord Gear Motors, Isoil Flowmeters through targeted outreach and relationship building.
- Management Representative for ISO audits.
Education
Masters - International Business
University of Wollongong
01.2008
B.E - Mechanical & Production Engineering
Sathyabama University
01.2007
Skills
- Communication
- Leadership
- Teamwork
- Problem-Solving
- Market Research
- Revenue Growth Strategies
- Client Relationship Management
- Market Penetration Techniques
- Project Management
- Strategic Business Planning
- Key Account Management
Accomplishments
- Implemented expansion strategies that resulted in a 30% revenue increase in the Middle Eastern market within two years.
- Successfully negotiated inclusion of FM Approvals in the standards of Civil Defense offices in multiple Middle Eastern countries, markedly increasing market share.
Hobbies and Interests
- Volunteering for community development projects, showcasing leadership and commitment to social responsibility.
- Strategic board games (e.g., Chess) to develop problem-solving and strategic thinking skills.
Personal Information
Title: Business Development Professional
Languages
- English
- Hindi
- Malayalam
- Tamil
Timeline
Senior Global Services Representative
FM Global
12.2024 - Current
Business Development (India and Middle East)
FM Approvals LLC
03.2012 - Current
Commercial & Design Engineer
Firepro Systems Pvt. Ltd.
08.2011 - 03.2012
Application Sales Engineer
Eight Industries (Engineering Solutions)
11.2007 - 04.2011
Masters - International Business
University of Wollongong
B.E - Mechanical & Production Engineering
Sathyabama University