Senior Business Development Leader with a proven track record of identifying new market opportunities to increase revenues and market share for technology, geospatial land and airborne imaging and defense companies. Skilled in developing distribution strategies, advocating solutions using concept of ROI, managing sales teams, mobilizing cross-functional support and facilitating decision-making in complex situations. Excellent leadership, problem-solving and relationship building skills. Secret level clearance for NATO. Expertise includes:
§ International Negotiations
§ Cross-Cultural Team Leadership
§ Global Distribution Channels Development
§ Technology Licensing Agreements
§ OEM, Partners and Alliance Management
§ Sales and Key Account Management
§ New Market Assessment and Development
§ Corporate and Sales Strategy Development
FUGRO CANADA LTD – Roadware Division, Mississauga, Ontario 2014 – Present
Director of International Sales & Business Development
Responsible for global sales management and business development of multi-sensor fully integrated system, developing business strategy, establishing of global channel network & developing new markets.
§ Assessed new markets including Africa, India, Russia and China identifying $10 million new business by developing new channels and establishing relationships with end users
§ Streamlined bidding process and modified CRM system reducing processing time by 25 percent
§ Aligned sales & CS teams generating $1 million revenue by upgrading fielded systems in one year
APPLANIX - A TRIMBLE COMPANY, Richmond Hill, Ontario 2005 - 2014
Regional Sales Manager – Asia-Pacific, Middle East & Africa
Managed cross-cultural teams, established distributors for laser scanning, photogrammetry, aerial, land mobile mapping, software, medium format digital imaging sensor, LiDAR and other geospatial technologies’ business in international markets.
§ Generated $18M in revenue over 8 years by developing channels, establishing partnerships and creating new product configuration while addressing export restrictions issues
§ Maintained market leadership by identifying end-users’ needs and developing a new product while generating $5M in new revenue over 3 years
§ Saved $2.5M in expenses over 5 years by developing product upgrade strategy and introducing new support business model while saving important relationship with a major account in Japan
§ Worked with customer on monitoring of complex construction project and successfully designed new technology resulting in improving project timelines and generating $1M in new revenue
§ Collaborated with higher educational institutes and presented technology papers in conferences to introduce new technology solutions and develop channel partners in Australia that resulted in additional revenue of $1.5M over 3 years
RAYTHEON CANADA – ELCAN Optical Technology Division, Midland, Ontario 2004 – 2005
Product Manager - Imaging & Display Systems
Marketed, developed & supported Electro-Optical/Infra-Red imaging and digital projection systems business for defense & commercial markets.
§ Negotiated with suppliers to save the company $500K in costs, while generating $10M in revenue by securing contract with Department of Defense
§ Generated $1M in new revenue by expanding an existing contract while providing leadership to engineering and program management teams
L3 COMMUNICATIONS, Wescam Div, Burlington, Ontario 2001 - 2004
Director - Business Development – International
Managed business development activities of airborne surveillance and broadcasting systems in military and commercial markets in Asia-Pacific region
§ Developed $2M in new business for airborne surveillance systems by setting up new channels, effectively managing representatives and negotiating long-term agreements with strategic partners and customers in North America, Japan, Korea and Taiwan.
§ Increased profit by $1.5M over 3 years by negotiating with customers and partnering with program management team
§ Identified new customer requirement by analyzing the market, developing tactical capture plan, appointing new agents and setting up partnership which led to $130M in potential business
AIR PRODUCTS & CHEMICALS INC., Allentown, Pennsylvania 1994 - 2000
Global Product Manager – Semiconductor Material Division 1998 - 2000
§ Increased sales revenue by $6M per year in Asian semiconductor industry by developing, managing and expanding joint venture in Japan by investing $25M in manufacturing plant.
§ Provided leadership in identifying, developing and launching new semiconductor products, generating $5M in additional revenue over 2 years
§ Extended product life by 5 years and increased profits by 15% after developing global product strategies and successfully negotiating with Intel, Motorola and TSMC
MBA, International Business Concentration,
Adelphi University, New York
Graduate Courses, International Marketing & Finance
Thunderbird School of Global Management, Arizona
University of the Punjab, Lahore
Professional Engineer License - Ontario
§ Member, Board of Directors, York Region Children & Family Services 2014 - Present
§ Vice President of the Board, Community Living York South 2009 - Present
§ Member of the Board, Scarborough Centre for Healthy Communities 2012 - Present
§ Member Experience Committee, Professional Engineers of Ontario 1997 – Present
§ Member, Advisory Board, Arthritis Society, Ontario Division 2013 – 2014
§ Vice Chairman of the Board, The Wexford Residence Inc. 2009 - 2014
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