Rupesh Pawar
Senior Director - Sales at Shell
- Role
- Director of Business Development at Shell
- Location
- Mumbai, MH, IN
- LinkedIn followers
- 500 followers
About Rupesh Pawar
Techno-Commercial professional with diverse experience of 20 years in Technical Sales & Marketing in Energy industry with leading brands Shell and General Electric. With deep understanding of Energy Transition and commercial mindset I excel at managing strategic accounts, business development & marketing combining strong technical background and pragmatic marketing skills.
Experience
Director of Business Development
Aug 2007 — Present · Mumbai, IN
Led end to end Business development activities such as identifying prospects, Stakeholder engagements, developing CVPs, managing sales & after sales services, delivery etc of the technology portfolio for Energy industry in various geographies such as US, Middle East & India. Developed healthy sales pipeline; prepared budget & resource plan. Led marketing events (customer focused workshops/webinars, trade shows, conferences) in the region. Managed agents/distributors in the region. Selected accomplishments:− Managed strategic accounts in Middle East & India to develop sales pipeline $300-350mn for the region in energy Industry − Delivered committed sales of $70-80mn/year with y-o-y growth of 4-5%− Developed strong prospect to customer conversion rate (>25%) through commercial excellence.−Leveraged data analytics and customer/market segmentation to sharpen sales execution and boost sales by 24% and improved bottom line profitability by 35%. − Developed product lifecycle planning to optimize strategic inventory & reduced inventory costs by 12%.− Devised pricing strategy to increased sales by 25%−Implemented 4D (Discovery, Diagnosis, Design, and Delivery) diagnostic sales process to develop compelling customer value proposition (CVP). −Led scenarios planning to help Shell Executive leadership in building business and sales forecasts−Developed NPVs to evaluate and prioritize Research and Development projects.
Education
Caltech
Technology Management (Competitive Technology Intelligence)
2008 — 2008
Shell Open University
Certification Course, Advanced Competitive Technology Intelligence
2011 — 2011
Indira Gandhi National Open University
MBA, marketing
2003 — 2006
University of Mumbai
PhD, Chemistry
1999 — 2003
Ramnarian Ruia College
Master's degree, Organic Chemistry
1994 — 1999
Skills
- Data Analytics
- R&D
- Scenarios Building
- Business Development
- Characterization
- Pricing Analysis
- Six Sigma
- Segmentation Targeting Positioning
- Business Strategy
- Competitive Analysis
- Demand Forecasting
- Cvp Development
- Pragmatic Marketing
- Strategy
- Market Analysis
- Product Development
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